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

Episode · 7 months 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.

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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 team's sell more faster. Will feat your sales leader sharing their best insights on how to create a sales engine that helps you fuel repeatable revenue growth, presented by the team at force management, a leader in BTB sales effectiveness. Let's get started. Hello and welcome to the audibolready sales podcast. I Rachel Clap Miller. Today we are going to talk about best practices for getting the help you need on a deal. Who couldn't use a little help on moving these deals? For John Kaplan here with me today, John, this is almost a skill in itself. Yeah, I love this topic and I call it the skill of managing up, managing up. Yeah, so we talked to managers and and helping them be focused on it and...

...helping their own reps with the how when they're trying to move deals forward. But here what we want to cover is, if I'm a rep, how can I make it easier on my manager to know where I need help. But start there. It's really good. So I think the first thing you got to do is you got to take a look at your deal. You got to be open and honest and you have to ask yourself the questions. Do you have a big enough business issue? You'll hear US talk about attach yourself to the biggest business issue facing the customer. Do you 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 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. It's important to be honest and specific with your ask. The more specific you are, the more likely you are to get the help you need.

And we talk so much about qualification and medic and we've tons of content around this topic. Familiarize yourself with medic and use it as a guide to close gaps on these opportunities. Yeah, I'll put people to the show. Notes that we have a great resource page on our website, first managementcom that has all of R medic resources linked up at on one page. So I'll put that in the show notes which on as you as you're talking. I you know, there's really just an underlying theme with this topic that as a rep, you have to feel comfortable not knowing everything. You have to feel comfortable asking for help. Yep, this is this is probably the most critical point we're going to get across, and this in this podcast today. You know, when I was managing sales teams, I used to set the tone by saying it's okay not to know the answer, but it's not okay not to be doing anything about it. As a sales manager. It was exhausting for me to work with some reps who could not understand this. They were...

...afraid to admit that they did not know the answer, and I never really understood this because we would ultimately get to the point that they did not have the answer and we both knew it. So it's just kind of a waste of time. I was always much more impressed with the reps who qualified early 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 need to get a positive outcome, but you have to own your learning and progression as well, and this is a critical point. Sellers, listen up. Be Honest with yourself. If you're asking for the same help over and over again, like, for example, getting to the economic fire or qualifying a champion, you have to ask yourself, am I just being lazy and okay with getting my boss to help me, or I'm I afraid or hesitant? Both of these are dangerous scenarios and sales managers, I want you to listen...

...up here. Sometimes we ourselves are so emotionally connected with the thrill of the deal that we do a bad job of coaching the reps past these anxieties and past these trouble. Yeah, that's a really, really good point to think about. What kind of environment are you creating for your people to ask for help? Because the other thing here to John is if I'm a wrap and I'm asking for help and I don't feel like my leadership is doing a great job of giving me the how, of giving the action steps, it may be time to search for other opportunities. Yeah, I think so, but let's before we jump, before somebody starts thinking about jumping ship, I want to just you know, have a very direct, kind of honest conversation with the listeners here. So one of my favorite stories on this topic is actually a seller at force management. So we were reviewing a deal and we got to the point of next steps and it was clear that, you know,...

...a very direct conversation was going to need to take place with the champion and the seller was kind of silent and you know, I asked, you know, who do you think should make the call? And there was some himming and Hawing by the seller 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 seller talked about the pros and cons and you know, they missed one important point and I told them when I was a rep I never wanted to give away my authority and an opportunity unless it was absolutely necessary. You know, for example, sometimes in negotiation it can be a very good strategy to what they called defer to a higher power, but a lot of time sellers just abdicate their authority to their manager and a really bad scenario can develop here when the buyer stops looking at the cellar for answers and focuses on a relationship with the...

...manager. And I learned this the hard way as a salesmanager. You know, when my rep started calling me for updates on forecasted deals, that was my sign. Let's go back to the cellar at FM in this story that I started because I knew they were capable of doing what we had discussed and encourage them to do it. Now it's like the men and women of the hundred first airborne who jump out of airplanes. They will tell you we are all afraid or hesitant to go, but we jump anyways. That is the definition. That is the purest definition of courage. And the FM seller did it and crushed it and felt great about it. And you know, they never asked me to do something like that again. For them, it was a great learning moment for both of us. There's some great anecdotes right there. John Ay brings me that act to a point that you often say is you really have to have confidence, in conviction in what you do for a living, and that helps with one asking for help but also going after it...

...yourself. Yeah, I love that. You want me to wrap it up with theottom line. Here can't give it. Let's we've jumped off the air play now, so go ahead and goes the bottom line. Yeah, so this topic of I love how you set this up when you said sellers, own your deals. I mean I love that. I've you should all write that down. Own Your deals. It doesn't mean that you're not going to get help, but you need to own them. So assess for gaps using medic be honest and eager to involve your leadership with helping you close the gaps, and don't abdicate your authority. Push yourself to learn and be courageous. We're all afraid at some point be courageous and jump anyways, and we'll leave it there. Thank you, John, my pleasure. Go get them. Yes, go get them. Thank you to all of you for listening to the audibolready sales podcast. At force management, we're focused on transforming sales organizations into elite teams. Are Proven methodologies deliver programs that build company alignment and fuel...

...repeatable revenue growth. Give your teams the ability to execute the growth strategy at the point of sale. Our strength is our experience. The proof is in our results. Let's get started. Visit US AT FORCE MANAGEMENTCOM you've been listening to the audible ready podcast. To not miss an episode, subscribe to the show in your favorite podcast player. Until next time,.

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