I almost never drink a beer. If ever I do a non-alcoholic #birrel. It tastes great. I don’t ask where does this taste come from or how did it get there. I simply enjoy that result. In business and sales however I prefer exactly opposite approach.
Whenever someone comes to me to show off his new contract I immediately congratulate and share his enthusiasm. At the same time I feel a bit ill at ease as I know I may calm down his gladness with a few following questions. Yet I do it in order to have more moments to celebrate in the future, again and again.
- How did You achieve that?
- What was that decisive moment?
- How many similar prospects You have had to address until You got to this point?
- For which other companies can we use this same strategy?
- And how will this affect our results in general?
- How will it shift our company?
- Will they give You a testimonial?
- What potential has that client for the future?
- What are the risks of losing him in the future?
- And how to avoid them?
- Could this success point out that we shall focus on different type of companies?
I ask just some of those questions. I do it very carefully, tactile and discreet. A tone of voice has to be very calm, friendly and it is still good to repeat sentences like: “Wow, still man, I can’t believe You did this customer, I am so proud of You” or “It is so cool, almost all of us have tried to get this client, now You come and get him in a few weeks. You’re a terminator”.. among those questions. Keep a praising and supporting voice.
Successes in business are sometimes a result of coincidence. But they are always a result of discipline, persistence, continual innovation of processes and great vision of company’s leader.
For me personally winning a client does not mean to go celebrating. For me it says: “What a nice warm-up. So now, let’s get them all!”
