Stop Guessing – 8 Actions to Boost Your Sales in 30 Days
Let’s be honest — when did you last pause to reflect on how well you’re Selling with the Buyer’s Perspective?
Most salespeople think they’re putting the buyer first, but reality often tells a different story. That’s why I’m inviting you to stop guessing and take a few minutes for a quick, no-nonsense self-reflection test.
This isn’t about theory — it’s about action.
In just four simple steps, you’ll answer some yes/no questions, and by the end, you’ll walk away with eight concrete actions to focus on over the next month. These actions will sharpen your buyer focus, improve your conversations, and help you to grow from being seen by your customers as an Account Manager to a true Trusted Advisor.
Grab a pen, clear your head, and let’s get to work.
Instructions:
Answer the questions below honestly. After each section, write down two specific actions you will focus on for the next 30 days. Keep this worksheet visible to remind yourself daily. (You can download the Activity – Action sheet at the end of this blog).
KEEP
What should I continue doing because it already supports the Buyer’s Perspective?
- Do I prepare for meetings by researching the customer’s business, industry, and trends?
- Do I ask questions that focus on the customer’s business challenges?
- Do I identify a Change Champion to influence others (when you are not there)?
- Do I share value, helping stakeholders to see a different perspective(e.g., insights, articles)?
My 2 KEEP Actions:
- ____________________________________________________________________________________
- ____________________________________________________________________________________
IMPROVE
What am I doing now — but not well enough?
- Do I know where the key stakeholders are in the buying clock?
- Do I tailor my message to different stakeholders?
- Do I enable my Change Champion to influence other key stakeholders?
- Do I identify the Hidden Competitor before the Change to Who phase?
My 2 IMPROVE Actions:
- ____________________________________________________________________________________
- ____________________________________________________________________________________
STOP
What should I eliminate because it blocks the Buyer’s Perspective?
- Do I focus more on my sales target than their business goals?
- Do I discuss solutions too early in conversations?
- Do I make assumptions instead of asking deeper questions?
- Do I move on too quickly without consensus from the key stakeholders?
My 2 STOP Actions
- ____________________________________________________________________________________________
- ____________________________________________________________________________________________
START
What new habits will make me a better Trusted Advisor?
- Do I align my insightful information to where the stakeholders are in their buying process?
- Do I help them build an internal business case for change?
- Do I use AI to build excellent situational knowledge and insights?
- Do I drive the customer’s agenda instead of my agenda?
My 2 START Actions
- ______________________________________________________________________________________________
- ______________________________________________________________________________________________
Help Each Other
Of course, you can do this self-reflection independently, and you should. However, when completed, it is much more fun, and you will learn a lot more when sharing your results and actions with your team colleagues.
Sales Leaders
Challenge your team to do this self-reflection this week and ask two members to present their actions (why these actions?) at the next team meeting. Everyone will learn. Help each other grow and become Trusted Advisors to your customers.
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