032: Marylou Tyler | Engineering a 28-Step Sales Process for Predictable Prospecting

https://www.salestuners.com/marylou-tyler/

1. Know When to Walk Away: Most of us are eternally hopeful, but it’s often more prudent to be realistic. If you have a strong pipeline, work it. Don’t be afraid to push back, but also recognize when something isn’t working. If it’s not a good fit, the square peg will not fit into a round hole over time. Have a set list or set of criteria you look for in initial meetings, and if the client doesn’t fit, move on. While everybody may be a prospect, not everyone is a good prospect. Recognize the difference as early as you can.
2. Trade Discipline for Habit: Think of prospecting like you would brushing your teeth. It’s different than being disciplined, it’s habit. It’s something you do every day without thinking. There’s a good reason people lose weight, then gain it and lose it and gain it again. They can have all the discipline in the world, but if working out and making healthy choices is not a habit for them, the discipline is for naught. Incorporate prospecting into your daily routine prevents the peaks and valleys. The habit become so ingrained into your mind that it would feel weird if you missed it.
3. Become a Student of the Game: Talking to the right people at the right time in the right role at the right stage of the pipeline is a magical formula for success, but how do the stars align so beautifully to facilitate such perfection? The key here is studying your process and knowing your numbers. As each sales cycle unfolds, what patterns can you identify? Are there common stalls or objections? Finding repeatable solutions can put at the top of the leaderboard in no time.

• How to Win Friends and Influence People by Dale Carnegie

• Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.