Dec 10, 2021
Professional Selling Tips you'll learn today on The Sales Podcast...
- People make emotional decisions
- Most customers and prospects are emotionally closed to speaking to sales reps
- Our hunger and desire to make a sale works against us
- Think of selling like farming
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- The quality/fertility of the soil
- The quality of the seed
- Start with the soil
- In sales we just think of our seed, i.e., the value prop
They're not rejecting your solution, they're rejecting your sales call."
- How to get the prospect to listen
- Do the groundwork
- Life is not fair
- How to hit your number
- Make it easier to convert these larger numbers
- They're not rejecting your solution, they're rejecting your sales call
- Customers don't want to talk to sales reps
- They will engage with a bot or engage their own network
- It's simple, but not easy to do
- It's easy to understand
- We're the hero of the story at the beginning
- We need to figure out how to get the prospect to want to listen
- The simplest way to get a prospect's attention is to start with "Because you..."
- You need to know what's on their whiteboard
- "You must enter the conversation going on in the mind of the prospect."
- If you miss, start with something else
- Communicate a disruptive truth like a better way to solve a problem they have
- Be different
- The reticular activation system
- Sales is about alignment
- Speak to others in the organization to find out what's on their whiteboard
- Engage the gatekeeper
- We all have to influence, even at home
- We're never happier than our relationships
- Hearing no early is a win
Sales Growth Tools Mentioned In The Sales Podcast
- Get the book and bonus content at "Unreceptive Book"
- Get great sales training for your team at Aslan Training