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.
065: Cory Bray | Sales Enablement: The Ecosystem that Extends Throughout an Organization
064: Richard Vis | Why Every Salesperson Creates Their Own Audience
063: Mark S A Smith | 50/40/10: Why Your Product Only Makes Up 10% of Your Success
062: Chris Dailey | The Difference Between Understanding and Implementing a Sales Process
061: Brian Trautschold | Understanding the Science Behind Personal Ambition
060: Simon Mutlu | Selling Technology to Today’s Evolving Workforce
059: Kristin Zhivago | Sales Calls Should Happen with Prospects, Not to Them
058: Andy Paul|Reinventing Yourself: The BALD Truth About Selling
057: Paul Dean | How (and When) to Create a Sales Playbook
056: Dave Enmark | Cycling Through the Emotional End of the Sales Process
055: Mike Chudy | The Science of Positioning for a Win/Win
054: Carrie Simpson | Pick-up the Phone: Getting Over Call Reluctance
053: Katie Early | A Human Approach to Not Getting “Happy Ears”
052: A Year in Review | Conversations with 25 Sales Leaders
051: Mike Julian | Humble Yourself: Getting Comfortable with Being Uncomfortable
050: Richard Smith | Highlighting the Defining Moments of Sales Conversations
049: Dan Fantasia | No Retreat: When Societal Norms are Misleading
048: Justin Fite | Replacing the Antiquated Approach to Sales Onboarding
047: David Duncan | Know What You’re Fighting For: The Spectacle in the Build-up
046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive
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