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Show up and Throw up: How NOT to get a second meeting 

1/12/2016

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Most sales teams have a listening problem. They want to be heard, as if they are on a stage... And that kills deals!! Here's a way to identify and fix this proactively.
1. Identify team mates who can't shut up: The experts on your team who want to prove themselves. Make a deal with them, they will only talk in reference to a related client problem we have solved. No deep end technology of solutions discussions, please! 
2. Develop and agree upon the "shut up" signal. This is critical rule; It should be well publicized to the sales team, that non adherence to the rule should have disastrous consequences. My rule is, I want my team mates to look at me once each minute to get my clues.


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    NOTE: The learnings from this blog site are not a substitute for a training course; training courses are not a substitute for working together in the field. If the content here resonates and you want to explore further, give me a call.

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