The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode · 1 month ago

How to Ask for Help on Your Deals

ABOUT THIS EPISODE

You know the deals you need help on, but how do you get the help you need? John Kaplan shares the best practices for getting the help you need on every deal. If you’re in a tight spot or find yourself needing similar support from deal to deal, this is a must-listen episode. Hear the best practices you can use to get the support you need and improve outcomes on future opportunities.

Here are some additional resources:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify , or our website .

To Equip your manager to help you best,you need to understand where you're at in the deal then determine your gaps,be honest with yourself and ask for specific help. You're listening to the audible, ready,podcast, the show that helps you and your teams sell more faster willfeature sales leader sharing their best insights on how to create a salesengine that helps you fuel repeatable revenue growth presented by the team Fforce management, a leader in bt sales effect in this. Let's get started hello and welcome to the audible, readysales podcast I racial clapier. Today we are going to talk about bestpractices for getting to help. You need on a deal who couldn't use a littlehelp on moving. These deals for John Capen here with me today, John. This isalmost a skill in itself yeah. I love this topic and I call it the skill ofmanaging up managing up yes and we talk to managers and...

...helping them be focused on it andhelping their own reps with the how, when they're trying to move dealsforward, but here what we want to cover is, if I'm a rep, how can I make iteasier on my manager to know where I need help? Let's start there, it'sreally good. So I think the first thing you got to do is you got to take thelook at your deal. You got to be open and honest and you have to ask yourselfthe questions. Do you have a big enough business issue? You'll hear US talkabout attach yourself to the biggest business issue facing the customer. Doyou know who owns that business issue? Do you know how to get to that person?Do you have these items nailed but you're still not progressing so toequip your manager to help you best. You need to understand where you're atin the deal then determine your gaps, be honest with yourself and ask forspecific help. It's important to be honest and specific, with your ask themore specific you are, the more likely...

...you are to get the help you need, andwe talk so much about qualification and medic, and we've tons of content aroundthis topic, familiarize yourself with medick and use it as a guide to closegaps on these opportunities. Yeah I'll put people to the show notes that wehave a great resource page on our website for Spanishtown t has all overmedic resources winked up at on one page, so I'll put that in the shownotes, but John as you as you're talking. I you know, there's reallyjust an underlying theme with this topic that as a rap, you have to feelcomfortable, not knowing everything you have to feel comfortable asking forhelp yeah. This is this is probably the most critical point we're going to getacross in this in this podcast today. You know when I was managing salesteams. I used to set the tone by saying it's: Okay, not to know the answer, butit's not okay, not to be doing anything about it as a sales manager. It wasexhausting for me to work with some...

...wraps who could not understand this.They were afraid to admit that they did not know the answer, and I never reallyunderstood this, because we would ultimately get to the point that theydid not have the answer and we both knew it. So it's just kind of a wasteof time. I was always much more impressed with the raps who qualifiedearly and ask for help early. The earlier you ask for help the better,because there's a greater chance that you can actually get the help. You needto get a positive outcome, but you have to own your learning and progression aswell, and this is a critical point. Sellers listen up be honest withyourself. If you're asking for the same help over and over again, like, forexample, getting to the economic fire or qualifying a champion, you have toask yourself: am I just being lazy and okay with getting my boss to help mefor I'm, I afraid or hesitant? Both of...

...these are dangerous scenarios and salesmanagers. I want you to listen up here. Sometimes we ourselves are soemotionally connected with the thrill of the deal that we do a bad job ofcoaching, the reps past these anxieties and pass these troubles yeah. That's areally really good point to think about what kind of environment are youcreating for your people to ask for help, because the other thing here toJohn, if I'm a rap and I'm asking for help- and I don't feel like myleadership- is doing a great job of giving me the how of giving the actionsteps. It may be time to search for other opportunities yeah, I think so,but let's before we jump before somebody starts thinking about jumpingship, I want to just you know, have a very direct kind of honest conversationwith the listeners here. So one of my favorite stories on this topic isactually a celaret force management, so we were reviewing a deal and we got tothe point of next steps and it was...

...clear that you know a very directconversation was going to need to take place with the champion and the cellarwas kind of silent. You know I asked you know who do you think should makethe call- and there was some hemming and Hawing by the cellar- and I said,Hey, listen, you know, I would be more than happy to make the call for you,but is there any downside and me doing that instead of you and the sellertalked about the pros and cons? And you know they missed one important pointand I told them when I was a rap. I never wanted to give away my authorityin an opportunity unless it was absolutely necessary. You know, forexample, sometimes in negotiation. It can be a very good strategy to whatthey call defer to a higher power, but a lot of times, sellers just abdicatetheir authority to their manager and a really bad scenario can develop herewhen the buyer stops looking at the cellar for answers and focuses on arelationship with the manager, and I...

...learned this the hard way as a salesmanager. You know when my rep started calling me for updates on forecast adeals that was my sign. Let's go back to the cellar at FM in this story thatI started, because I knew they were capable of doing what we had discussedencouraged them to do it. You know it's like the men and women of the hundredand first air borne who jump out of airplanes. They will tell you we areall afraid or hesitant to go, but we jump anyway. That is the definitionthat is the purest definition of courage and the FM salar did it andcrushed it and felt great about it, and you know they never asked me to dosomething like that again for them, it was a great learning moment for both ofus that some gray anecdotes right there John. It brings me back to a point thatyou often say is you really have to have confidence in conviction in whatyou do for a living and that helps with...

...one asking for help, but also goingafter it yourself yeah. I love that you want me to wrap it up with the bottomline here, can't give it. Let's we've jumped out the air play now so go aheadand go to bottom line yeah. So this topic of I love how you set this upwhen you said sellers own your deals, I mean I love that you should all writethat down on your deals. It doesn't mean that you're not going to get help,but you need to own them so assess for gaps. ouing matic be honest and eagerto involve your leadership with helping you close the gaps and don't abdicateyour authority, push yourself to learn and be courageous, we're all afraid atsome point be courageous and jump anyways and we'll leave it there. Thankyou, John. My pleasure go. Get them, yes, go get them! Thank you to all ofyou for listening to the audible, ready sales podcast at force management.We're focused on transforming sales organizations into elite teams, areproven methodologies. Deliver programs...

...that build company alignment and fuelrepeatable revenue growth, give your teams the ability to execute the grossstrategy at the point of sale. Our strength is our experience. The proofis in our results. Let's get started visit us at Force Management Com,you've been listening to the audible, ready podcast to not miss an episodesubscribe to the show in your favorite podcast player until next time. I.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (138)