Making deals move faster

Jun 28

If you want your deals to move faster, stop pitching, start asking.

In order to help your prospects solve problems, you need to know what their problems are. Not only what their problems are but how they are solving them now. What is working and what isn't. You can’t put yourself in their shoes if you don’t know where they are standing. The best way to know what they are going through? Ask.

What does that mean for you?

1. Look

Review your deal details
Don’t have any? There’s your first problem.

2. Listen

Read your prospect's blogs, commentaries, social media.
Follow what's going on in the industry.
Geek out on podcasts, videos, webinars.

3. Learn

Ask questions and listen to the answers.
Take notes on the answers.
Ask more questions, better questions.

“Ditch your pitch. Be a person.”

The best sales meeting is the one where you say the least.

Stacy Havener

Blue-collar girl from the Berkshires who combined a lot of grit with a little glitter to become a successful female entrepreneur in the investment world. Founder of Havener Capital, raising capital ($8B and counting), stomping glass ceilings, and shaking things up.