Catherine's First Tuesday Sales Tip episode! As the Guide in sales, you're responsible for your next sales action. The best thing is to be more specific. Catherine shows how that benefits us and our clients.
Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight
Do you think sales is a bad word? When you hear the word sales, I wonder what images come to mind, whatever your relationship is with selling. I'm glad you're here. Let's have a conversation about how to sell like a good human. Hi, welcome to conversations with good humans on your host. Catherine Brown and an author of the book called how good humans sell.
So glad you're listening to conversations with good humans. And I have decided that on Tuesdays, I'm going to drop a quick tip and I'm going to share something that's come up, either in a client conversation or an idea that's come to me that I've realized has become a best practice over time. That would be cool for me to share with you my audience today, my Tuesday tip has to do with.
Being responsible for your next sales action. Now, one of the challenges I see people have when selling is that because they don't want to be perceived as too pushy because they want to be seen as a good human, because they don't want to fulfill that. Negative sales stereotype. They use vague language in their emails and voicemails and conversations when they mean to be more specific, when being more specific would actually benefit and serve your prospect.
We want to be more specific. So let me give you an example, writing. And saying things like, let me know if you're interested. It's actually not that helpful. We mean it to be nice, but when we're vague like that, especially if this isn't an email, when someone does not write us back or respond and we have been non-specific about the next action we will take.
And we say something like. Let me know if you're interested, then if we don't hear from them, we actually don't know what it means. We don't know what to do next. And it's our job in sales to be a guide. So a way to avoid that whole situation, which I call making it weird is to be more specific. It's to say something like, I'm curious if you would be interested in.
If we don't connect by Friday, I'll give you a call. Sometimes we accidentally do not serve our prospect the way that we would like to, because we are afraid to be too specific, but actually specificity is a gift telling people what you will do next, giving them the date is a gift because we're not inviting people to move into confusion.
So instead of trailing off on your voicemail or leaving an email with something, like, let me know if you'd like to talk again or let me know if this sounds interesting. It's just, that's too vague and ambiguous because we don't know when we don't hear from someone, if they actually have forgotten are busy, are thinking, have changed their mind, or literally haven't listened to, or read our message yet.
So a way to avoid that is to. Be clearer to name what we're going to do. So my favorite thing to do is to name what my next action will be with the date. I will do it. So it might sound something like if I don't hear from you by week on Thursday, I'll send an invite for our next meeting. Feel free to counter propose.
If the day I suggest is not a good one, but see, then I have to put it in my CRM and on my calendar. That I'm going to send a meeting invite on Thursday that keeps the process moving forward and makes me fulfill my role as a guide in the sales process. So give it a try. See what you think. I'm interested in your thoughts.
Drop me a line at catherine at(@)extraboldsales.com. This is helpful. Please share this podcast with others and look for more Tuesday tips to come in the near future. Thanks. I'm so glad you joined us today. If you would like me to come and speak with your organization about how to sell like a good. Please contact me through the website.
How good humans sell.com. Thanks and talk with you again.