035: Damian Thompson | The First "No" is when the Sales Process Actually Begins

Full Notes

https://www.salestuners.com/damian-thompson/

Takeaways

1. All Interest Is Self Interest: Knowing your prospects is a good place to start, but often it helps to dig deeper. It helps to understand what motivates people and what makes them tick. It helps to remember that all interest is self interest. What does that mean for you? People buy emotionally and then rationalize their purchase intellectually after the fact. You have to get them excited or upset about something to truly move them.
2. Question Everything: As soon as something becomes an accepted and widely used “best practice,” chances are its shelf life has already expired. For example, all the cute subject lines or cold email template you find, were awesome the first five times a prospect saw them. What are you doing today? What are you testing right now? Even if everything is going great and you’re beating quota, what should you be questioning to see if you could get even better?
3. Niche Down Until it Hurts: It’s NOT possible to serve too small of a niche. If you really want to find success in sales, become the X for Y guy (i.e. CRM for dog groomers in hot weather states). While that may be an exaggeration, finding the common characteristics of the people that buy from you also you to become so good and so understood in a the space that it become easy to replicate.

Book Recommendation

• First Break All the Rules by Marcus Buckingham and Curt Coffman

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.