Conrey is for Closers

As a salesperson, you have to be Jason Bourne. Not just in the ass-kicking, sniper skilled, amnesia style. But you have to act like a spy entering a room for the first time. You have to find your exits, identify threats, and know what your next actions should be in any possible next situation.

Find Your Exits – Knowing what your possible exit routes from a meeting is key. You have to know how to get from the meeting to the next steps. Meetings are great and all, but if they aren’t leading to actions, then you’re just chatting. Guide them to the exit, have something to actually do afterwards.

Identify Threats – There’s always one guy around the table who doesn’t like you. He’s not interested in what you’re selling, prefers the incumbent, doesn’t want to allocate budget, doesn’t want to take risk. You MUST know who that guy is right away. Identify that guy immediately and know that he’s now the real target. You have to sell them much more than anyone else in the room with you. Use the others as allies, but know that you have an enemy in the room.

Know the Next Steps – Do you know exactly what options you have available to you if the client says “yes”? What about if they say “no” or want to negotiate? You may as well be walking into the final scene of the movie without any bullets in your gun. Be armed, be ready, know what you can and can’t promise before you get there. It’s ok to say “I don’t know” every once in a while but you can’t fall back on that too much or you’ll be inneffective in sales meetings.

Harness your inner Jason Bourne, and maybe you can kick as much ass in sales meetings as he does in 3 movies.