Takeaways People are Creatures of Habit: Quit spending your mental energy trying to figure out when your prospects are more apt to respond or engage with you. Just like you have a routine, so do they. They likely get out of bed around the same time, commute into the office at the same time, and guess what — respond to emails and phone calls at the same time of day. Look for those patterns and learn to strike while the iron is hot. Practice Genuine Empathy: A lot of people talk about empathy, but most don’t practice it. What does it mean to truly understand a prospect's challenges? Without trying to sell anything, sit down with a few of your ideal prospects and let them teach you. Ask them what industry struggles they’re having right now? Ask them how they are personally measured on initiatives. Ask them how they are compensated for success. These small nuggets can turn into a pile of gold. Be Willing to Walk Away: As excited as you are about what you sell, it’s not for everyone — at least not right away. Give your prospect the space to say “no,” but make sure you get permission to say “no” yourself if it’s the right thing to do. “No” doesn’t mean never and by leaning into that notion, you’ll create a level of trust most reps never get. Full Notes https://www.salestuners.com/mike-donnelly Book Recommendation No Shortcuts to the Top: Climbing the World’s 14 Highest Peaks by Ed Viesturs Sponsors Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do. TreeLine-Specializing in improving top line revenue, Treeline helps you find, recruit, and hire the best salespeople.
104: Paul Cherry | To Sell Into the Future, Dig Into the Past
103: Hector Garza | Building Clarity of Conversation into Client Relationships
102: Gabe Moncayo | Chess vs Checkers: The Scientific Approach to Sales
101: Ally Brettnacher | The Power of Social Selling and Building Relationships
[CLASSICS] 006: John Barrows | Transfer Enthusiasm into a Commission
100: Jim Brown | You Have My Permission
099: Najeeb Hossain | Win or Lose, Do It Collaboratively and Intentionally
098: Kara Gilbert | Developing a Game Face for Sales
097: Sam Hay | Breaking Down the What and How of Sales Calls
096: Sean Higgins | No Cheat Codes: Putting in the Time
095: Amy Appleyard | The Difference Between Cooperating and Collaborating
094: Bob Burg | Temporarily Suspending Your Own Self Interest
093: Jacquelyn Nicholson | Focus on the Person You Want to Be
092: Paige Drews | Moving From 'Can Do' to 'Has Done'
091: Andrea Waltz | Failure and Success: Opposite Sides of the Same Coin
090: Jim Brown | AskJB
089: Mike Schultz | Prospecting with New Ideas and Perspectives
088: Liz Cain | Generating Interest: The Missing Piece of Outbound Sales
087: Scott Leese | Addicted to the Process
086: Steli Efti | The Answer to Your Problems May Not be Convenient
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