“If you’re not doing these things, let’s Forget Sales Training for a second, or let’s actually get to what do you need to do in those critical moments to get better.” – David Weiss in today’s Tip 1678

How often do you watch your own game tape? 

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss. David is the Chief Revenue Officer of the Sales Collective and founder of DealDoc. Here he is:

David Weiss: Hey, everybody. David Weiss here again. Quick question for you all. How often do you watch your own game tape? How often do you go back and listen to your calls and break down every single piece of the call and say, How could I have done that better? How could I have built more rapport? What questions could I have asked? How could I have set a better agenda? How could I have established a better end game? How could I have established a better mutual agenda? How could I have asked better discovery questions to create need? How could I condense my pitch and my solution overview to align better to the problems I’ve learned and tighten it up? How do I set better next steps? How often have you actually thought through every single piece of discovery meeting and broken those things down? Or a solution presentation meeting and broken all those things down?

What about as I’m thinking about my product, I just do a harbor tour and tell everybody about everything in order to actually align it to what I heard and the problems I solved, and then ask those really thought-provoking questions to build a business case for change or to the solution I’m presenting. In negotiations, how well did I actually negotiate and hold my ground and manage my give-to-get framework? How often are you actually listening to your calls, breaking things down like that, and then doing something about it? Probably not very often, and you may not even know where you need to grow. And so that’s what I would ask. Are you sending your calls to your leader and asking them to give you that feedback and those coaching moments that you can improve? And will they even do it? Do they even have time?

Again, if you’re not doing these things, let’s forget sales training for a second, or let’s actually get to what do you need to do in those critical moments to get better. And are you taking the time to analyze yourself and having the experts that are around you support that with you? And if you’re not and you don’t have those people, wouldn’t you want someone doing that?

So again, shameless plug. That’s where I come in. That’s where the Sales Collective comes in. You can actually send us your calls, and I will watch them, and I will give you a ton of both written as well as live, like instream, real-time feedback in the moment. You’re doing this thing, I’m pausing, and I’m giving you some feedback on how you can improve. That’s one of the offerings the Sales Collective has. We call it video call coaching. It is one of the biggest ways to move the needle in all these different parts of sales specifically to you.

So if you’re interested in that, if you think that’d be helpful, reach out to me. Go to thesalescollective.com, submit a lead form, or you can buy video call coaching right online and send us your videos, and we’re happy to help you with them. So again, thanks for listening. Definitely a huge area of improvement for folks.

Scott Ingram: To check out our sponsor The Sales Collective and they’re brand new website that just launched this week, grab the links at DailySales.Tips/1678 and huge bonus points if you take a minute to share your feedback with David. I know he’d appreciate it. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

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