Glossary

A B C D E F G H I J K L M N O P Q R S T U V W

JBS (Just Be Sharp)

Be easy to work with.

JBS means doing the small things flawlessly while communicating with prospects or customers. For example:

• Responding to emails and missed calls quickly. If the email you’re responding to is time-sensitive or requires some work on your end before responding, send an email back right away saying something along the lines of: “we’re working on this and will circle back shortly.”

• Sending concise, easy to read emails without fluff or B.S. You can send long, detailed emails when absolutely necessary but the more information you pack into each email, the lower the chance it's read and the longer you will wait for a response. Long, confusing, disorganized emails add friction to the sales process.

• Making it very easy to schedule meetings. Use a scheduling link from your CRM and keep it in your signature. Don’t email people asking what time they’re available to meet. If you’re sending a message that may lead to a meeting, just end the message by saying something like: “If you prefer to discuss over the phone then please schedule a time by clicking here.”

• Respect people’s time. Follow the point above when scheduling calls, and always act in a way that makes it clear you respect their time. Be on time for meetings, make the buying process convenient, and don’t force smalltalk with prospects who don't reciprocate it.

All sales reps should strive to Just Be Sharp. It gives prospects an immediate feeling of positivity. If you’re easy to work with during the sales process then they assume you’ll be easy to work with after making a purchase.

As the Challenger study found, 53% of customer loyalty is driven by the sales experience - not brand, price, service, or even the product. This experience is largely dictated by a customer’s interaction with a rep.