010: Tonni Bennett | Lead the Conversation with Logic, Intent, and Value

Full Notes

https://www.salestuners.com/bennett/

Takeaways

1. Confidence is Key: Once you realize you know more about your product than the person on the other end of the call, the whole world opens up to you. Stress levels go down, better questions are asked and that feeling of awkwardness and intimidation starts to fade.
2. Quit Being a Rule Follower: While it’s important to know the rules of the game, more often than not, it’s so that you know which one’s to break and when. Don’t just imitate those around you, challenge the status quo and find your voice.
3. Keep it Conversational: Be logical and intentional in your questions by focusing on the purpose of where the answer should take you. As you start to better understand your flow, people will continue to engage without realizing how long they have been talking to you and open up all kinds of opportunity you might never have got to.

Book Recommendation

• The 7 Habits of Highly Effective People by Stephen Covey

Sponsor

• Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

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