Hey everybody, Sarah Waple here, president at Growth Dynamics, and I am here with a Fast Tip Friday.
This one is coming from the little book of relationship management materials that we hand out in class, and I just need this reminder every now and then. That is: what you don't know is more important than what you do know.
Oftentimes, when we're talking about selling, when we're in a sales conversation, we ask so many questions about price, who you're working with, why do you need this, what's your timeline. And sometimes the prospects don't give us all that information. So now we're working from what we do know without knowing about some really big sleeping dogs, elephants in the room. And that's the stuff that'll get you and throw you off track or ruin your sales opportunity.
You have to always be thinking about not just the information you do know, but what's out there that you don't know in terms of the deal, the client, the product, the reasons why they may need to buy from you. So make sure you don't get too wrapped up in what you do know, but take the time to set aside and find out what you don't know about the opportunity, the prospect, or anything else related to the deal.
Whether you're talking about personal life or work life, this applies. I hope you can take this Fast Tip Friday with you into the weekend and really enjoy your weekend.