Good morning sales people.

What better way to kick off 2024 than Mike G bringing back his sales newsletter?

Every week (Sunday @ 7am pst) I’ll bring you my best tip for becoming a better seller and making all the monies.

Let’s dive in!

Song of The Week:

Marea (we’ve lost dancing) by Fred Again

Want a song featured?

Just reply to this email and let me know.

This Week’s Strategy:

Learned this from the Chris Orlob (give him a follow!).

A three step process for aligning with your champion re the process for closing the deal.

Use later in your sales process once you’ve built trust and it’s time to ask “harder” questions.

Step 1:

Kick things off with the following question:

“What steps do you think you need to take from here to make a confident evaluation decision?”

Step 2:

Whatever they say, respond with:

“Ok great. Let’s say we were able to [whatever they said in step 1] What would come next?”

Step 3:

Once they’ve shared what needs to happen ask the following question to see if other things need to happen like procurement and legal:

“Let’s say we complete [whatever they mention] do you envision any legal or procurement review?”

Example Chris Shared:

Step 1:

Me: "I have an opinion. But before I poison the well, what steps do you think you need to take from here to make a confident evaluation decision?"

Him: "I'd need to know the price."

Step 2:

Me: "Ok. I'll make sure you leave this call knowing that. Let's say we land on a price we're both happy with. What would come next?"

Him: "If it's above a certain threshold, I need GM approval. If it's below, I'd move forward."

Step 3:

Me: "Appreciate you bearing with me on a few of these questions. I'll get to price in just a sec. Let's say we end up in the second bucket: it's below threshold, and you're good to go. Do you envision any legal or procurement review?"

Alright friends,

That’s it for this week’s newsletter!

It feels great to be back and kicking off the new year together.

Wishing you all the best in Q1 :)

See you next week!

When you’re ready…

Check out The Best Sales Course.

Over 250 pages of frameworks, tactics, strategy and tips to help you source more pipeline, close more deals and earn the income you deserve.