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Sales Tuners

SalesTuners is a weekly podcast where I talk with great sales leaders and high performing individual salespeople about the attitude, actions, and abilities that have led to their success.
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Now displaying: September, 2017
Sep 26, 2017

Takeaways

  1. Intellect vs Emotion: People don’t buy for intellectual reasons. They buy emotionally and then rationalize their decision after the fact. Rather than doing a feature/benefit vomit, get to know the person you’re attempting to sell to and understand what is motivating their desire to change.
  2. Define the Theme of the Opportunity: If you’re able to define the top 2-3 business drivers of an opportunity (I’m talking real pain, not just indicators of pain) you should be able to define an overarching theme for each individual opportunity. This will help you overcome typical objection BS by getting back the prospects real “why.”
  3. Create a Close Plan: Hope is not a strategy. I’ve heard way too many reps tell me they’re going to close a hot lead in 30 days, yet they can’t tell me a single step they need to take in order to get there. Creating a close plan forces you to think through a realistic timeline and put anchors on a calendar by listing every meeting you still need, which pieces of content the prospect will likely need, who from your team will need to get involved, and dates each of those will happen.

Full Notes

https://www.salestuners.com/dave-enmark/

Book Recommendation

Sponsors

  • CostelloWhat if every sales rep inherited the habits of your best rep? With Costello, they do.
  • The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.

 

Sep 19, 2017

Takeaways

  1. Learn to Position Yourself: Rather than selling pieces of the puzzle, focus on what the entire puzzle should look like. Doing this helps you become seen as an expert in your field and one that can be a resource or even a consultant to your prospect so they call you when they have questions. If you do this successfully, price will rarely be an issue.  
  2. Get to the Root Cause: Let’s be honest, prospects lie to us. Sometimes it deliberate, but other times they just don’t know. Instead of trying to sell to the symptoms or indicators of pain, dig deeper to figure out the root cause of the issue they’re experiencing. This may mean you need to be higher in the organization talking to someone who gets the bigger picture.  
  3. Know Your Walkway Point: When entering a negotiation, it’s critical your know your BATNA - Best Alternative to a Negotiated Agreement. Once you know the limit, you’re able to frame the conversation and not be susceptible to low anchors your prospect is likely to throw out.

Full Notes

https://www.salestuners.com/mike-chudy/

Book Recommendations

Sponsors

  • CostelloWhat if every sales rep inherited the habits of your best rep? With Costello, they do.
  • The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.
Sep 12, 2017

Takeaways

  1. Overcome the “Send Me Info” Objection: The goal of cold calling is not to just send information, but to get into a conversation. That said, I know every has to deal with the prospect who just says “send me some information and I’ll take a look.” One of the best ways I’ve dealt with this objection is to counter with, “I’d be happy to, but we have 347 different one-sheeters and I have no idea which one I’d send… can you tell me more about what you’re looking for?”
  2. Qualify Anyone Who Will Take the Call: What do you absolutely need to know from a prospect before you can move forward? All too often reps focus on titles thinking they can’t get a deal done without talking to the highest person in an organization. If you understand the true qualification criteria, you may realize you can use multiple people in the organization to not only gather that information, but also to build champions for you internally.
  3. Be Patient with The Process: Unless you sell a product that is conducive to a one-call close, realize you’re not going close a prospect on your first call. I say that because if you get comfortable with your process, you’ll start to see patterns form in the timing you're able to catch someone, you’ll see patterns in follow-up strategies, and you’ll see patterns in discovery and objections. These patterns can illustrate an opportunity to streamline your goals by practicing patience.

Full Notes

https://www.salestuners.com/carrie-simpson/

Book Recommendations

Sponsor

  • CostelloWhat if every sales rep inherited the habits of your best rep? With Costello, they do.
Sep 5, 2017

Takeaways

  1. Teaching Can be Detrimental: Spending too much time educating your prospect and not enough time selling opens up what I like to call the “friend zone” of sales. Sure your prospect likes you, but that’s because you’re providing them with free consulting. You have to understand this balance and get comfortable setting the right expectations in the sales process.
  2. Sometimes You Need to Get Burned: Sales is a contact sport. All the training and coaching in the world can’t prepare you for the first time you actually get hit. Spending time with a prospect, getting “happy ears” as Katie called it, only to have them go dark on you at the end is one of the biggest lessons you have to learn on your own.
  3. Moving Up Isn’t Always the Best: While I’m not yet an old man yelling “get off my lawn” to every passerby, I am one to tell you that skipping rungs on the ladder of success is not always the right choice. I’ve seen way too many people think “if I can just become the VP of whatever,” I’ll fix all the problems and everything will be better — only to burn out before getting there or be completely miserable once they do make it. Enjoy the journey and put more stock in that than on the destination itself.

Book Recommendation

Sponsor

  • CostelloWhat if every sales rep inherited the habits of your best rep? With Costello, they do.
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