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The Sales Podcast

Jan 18, 2022

Sales Tips you'll learn today on The Sales Podcast...

  • Ask better questions
  • Curiosity is a superpower
  • We're awarded for answering questions in school
  • Our parents ask us bad questions, "Are you sure you don't want to bring a jacket?"
  • We're rewarded for being smart
  • We explore and exploit
  • Fake it 'til you make it is stupid
  • Curiosity gets into authenticity
  • Tommy Breedlove discusses "the gift of going second"

Your customer will tell you what your next question should be."

  • Cast a wide net
  • We're all in love with our own perspectives
  • Rinse, wash, repeat
  • The curiosity curve and the curse of knowledge

Rethink The Sales Conversation To Accelerate Sales Enablement John Reid

  • Intent matters
  • Problems with Challenger Selling and Hypothesis Selling
  • Prospects are looking for context and relevance
  • He's a big prefacer
  • Let them know why you're asking what you're asking or sharing
  • Most salespeople aren't having a conversation
  • Your customer will tell you what your next question should be
  • New salespeople are good at this naturally because they don't bring any bad habits to the game
  • Move past your desire for a relationship just to have a relationship and to be liked
  • Prospects have issues and they're not looking for a new friend in sales
  • Prospects are more interested in the first call than the second
  • Great salespeople get prospects more excited about the second call
  • Be the best version of yourself
  • It borders on vulnerability, which is also being overused
  • Start with the assumption it's your fault
  • Ask, "What could I have done differently here?"
  • Great salespeople don't blab with a lot of stories
  • What is the role of humor in a sale?
  • The pain will emerge
  • Professional selling is all about differentiation
  • "Here's a technique that might help," is great to handle the analytical types instead of "Here's a trick I know."
  • Be versatile
  • "Don't take a 'no' from someone who can't say 'yes.'"
  • What's the difference between a professional and an amateur?