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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: December, 2017
Dec 26, 2017

Special Holiday Episode

https://www.salestuners.com/12-days-christmas/

Sponsors

  • Costello
    What 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.
Dec 19, 2017

Takeaways

  1. Break the Mold: What do you believe is expected in your specific industry? What are all the other reps doing to call on similar prospects? If you want to stand out and be seen, you’ve got to do something different. Could you actually walk in your prospect's office? Could you mail them something that gets their attention? Could you write an article about a topic they’re interested in and use them for a quote or reference? Quit following all the “best practices” and use some creativity to open doors.
  2. Why Ask Why: I listen to sales calls from my clients every day. In nearly 99% of the recordings, I hear prospects ask questions or give objections and the sale rep immediately answers or gives a rebuttal. But do they know why the prospect is even asking or saying whatever it is they said? Do you? Wouldn’t it be nice to have more context? By simply asking “why” most times a prospect will back up and elaborate on their statement giving you both the opportunity to thank as well as gain clarity.
  3. Build a Power Circle: Look, cold calling is hard. I get it. Wouldn’t it be nice if all we had to deal with was inbound leads and referrals? Well, the good news is, you don’t need to rely on your marketing team. Whatever industry you’re in, figure out the top 4-5 non-competitive companies or types of companies that also sell to your same customer profile. Reach out to reps from those companies and figure out how to help each other. You’ll be amazed at the reciprocity.

Full Notes

Book Recommendation

Sponsors

  • Costello
    What 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.
Dec 12, 2017

Takeaways

  1. Trial and Error: In the absence of data in the early days, you have to lean on good selling principles. What does that mean? The only thing prospects care about are their problems — not yours. You have to work diligently to understand your buyer and figure out how they talk about their pain points. Doing so will allow you to test different positioning statements and align your features not only to their pain points but also to your own price points.
  2. Qualify with Goals and Challenges: Qualifying with BANT may be the least enjoyable conversation for a prospect — especially when it’s done too early. Oftentimes, prospects will lie to you to either get off the call or lie to you to keep you on the call (so they can steal information from you). By leading the conversation around what their goals and challenges are, you’re able to better determine whether you should continue having a conversation.
  3. Quit Thanking Prospects for their Time: If you’ve uncovered a real challenge or helped a prospect identify a plan to get them to a goal, why would you thank them for their time? Think about it, if they got more out of the call than you did, shouldn’t they be thanking you? The idea behind this is to maintain equal business stature as opposed to thinking you’re less than them.

Full Notes

  • https://www.salestuners.com/pete-caputa

Book Recommendations

Sponsors

  • Costello
    What 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.
Dec 5, 2017

 

Takeaways

  1. Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales process can often times speed up the deal. If you lean into your prospect and get a good emotional intelligence read, the empathy you show gets them to open up about their actual concerns.
  2. Get to “No": When you are leading your prospect to say “yes," they get worried about what they are committing to and anxiety creates confusion. But, when you get them to say “no,” they feel protected and they have the illusion of control. Once a person says “no,” they’ll likely give you implementable context to move the deal forward.
  3. There’s Always a Favorite and a Fool: If you can’t get the scope of your prospect's problem, you need to realize they never envisioned you in that solution. In every deal, there’s a favorite and a fool. The fool is often used to drive down the price on the favorite and expose their weaknesses. Thus, you should be looking for proof of life in every opportunity.

Full Notes

Book Recommendation

Sponsors

  • Costello
    What 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.
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