3 remote selling routines I can’t live without
In today’s issue, I’ll share 3 remote selling routines I can’t live without. Summer holiday season is on, and while it’s great for kids, it’s hard for parents who need to keep working, and extra-hard for those who need to work from home, with kids running around.
Between holidays, family reunions, and trips, it can get really hard to keep a healthy routine. I’m really familiar with that, I’ve been moving around a ton in the past two weeks, but it didn’t prevent me from closing $5,000.
All thanks to 3 simple routines:
Routine 1: Daily prospecting
If you’ve been reading me for a while, you know how prospecting daily is important for me. It’s the lifeblood of any business. My prospecting routine is a simple daily procedure:
- start with follow-ups
- find 5 new prospects
- add them to my sequence
I track all of this using Amplemarket (but check this list if you want more ideas).
I’ve been following this routine for years and it’s helped me create a steady flow of opportunities. At times, I dropped the ball (holidays, family issues, etc.), but every time I got in trouble and had to build pipeline, going back to this routine saved me.
Routine 2: Daily conversations
This is my most important routine, by far. A lot of salespeople are obsessed with booking meetings with new prospects, but they forget to keep conversations flowing with active opportunities.
I go to my CRM, I check the status of each opportunity, and I check if I have an answer to the following questions:
- Cause: Why are prospects speaking with me, why does the opportunity exist?
- Outcomes: What are the outcomes they want from working with me?
- Decision: When can they make a decision
If I don’t know the answer to these 3 questions, I contact the prospect to get my answer. If I can’t get an answer, I know my deal doesn’t have much energy, and I need to quickly disqualify.
Routine 3: Weekly forecasting
I’ve developed this routine recently with my wife. I was in Paris during the bachelor party of a friend, and we had just gotten out of a €150 brunch (absolute rip-off btw). It got me a bit stressed about money.
So I called my wife, and we started listing all the expenses we had for the summer (health insurance, plane tickets, etc.) and I sent the following list to my wife:
Suddenly, a weight fell off my shoulders. I was low on cash that day, but I realized that all I needed to do was to bring as many of the “Closing” opportunities to “Payment Confirmed” and everything would be all right.
Now I’m doing this exercise every weekend with Ara, and it’s a simple way to keep track of my finances, and see where to focus my energy.
And these are 3 routines I can’t live without. Prospecting, conversations, and forecasting. It keeps deals flowing, even when I’m traveling the world, running after my kids, or trying to break 90 at golf.
Hope this helps.
Cheers,
Thibaut Souyris
PS… Another thing you’ll unlock by mastering these routines:
The ability to predict and control your income months in advance. While most salespeople live deal-to-deal, you’ll have complete visibility into your pipeline and revenue projections.
I can tell you within 10% what I’ll earn in the next 90 days because my forecasting routine gives me that clarity.
This predictability has allowed me to make major life decisions with confidence, like taking that 2 months-long European trip.
Want to see my exact forecasting template that makes this possible? Book a call now.
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