045: Kyle Porter | Sincerity at Scale: The Empathetic Approach to Modern Sales

Takeaways Nice Guys Finish First: Kyle believes there’s a misconception out there that salespeople who are selfish are the ones who win the most business. He says It’s the other way around. When you sell with service on your mind (and heart), you will succeed. The best salespeople are the ones who care so much they’re willing to go out on the edge and work hard to make sure their organization accomplishes the thing or solves the problem it aims to solve. What that means starts with doing research beforehand and digging into the needs of the prospect, but it goes deeper than that. Be honest. Be upfront with them. Solve their problem, whatever it may be. Practice Sincerity: If you’re not sincere about it, your job is over before it even starts. Instead, find ways to eliminate tasks that don’t require sincerity. Converting accounts is a process that requires empathy. That means finding not only the right people to call, but taking it a step farther and having meaningful conversations about how you can make their lives better. Finding something to love about what you represent will take you far. Knowing in your heart that what you’re selling with make someone’s life better can be the difference between a converted account and a dead lead. Sell Yourself First: If you don’t believe in what you’re selling, no trendy sales strategy is going to help you. The first person who needs to be sold in any sort of engagement is the actual seller themselves. Because if you believe in something, if it is a fundamental belief of yours, you are truly representing it as best you can by using it to serve others. From there, you can convert target accounts to customer accounts because you have a belief system in place that empowers you to take on whatever obstacles and hurdles necessary. Breakthrough the Clutter: Nearly everyone is on email overload these days, and there are apps and filters galore that stand between your message and your desired audience. While the first thing you need to do is stand out with a catchy email subject line, getting a response to your outreach should follow four steps: show the pains of the organization, hypothesize solutions, define clear next steps and demonstrate persistence. Full Notes

https://www.salestuners.com/kyle-porter/

Book Recommendation The Joshua Principle: Leadership Secrets of RSVP Selling by Tony Hughes and Mike LeMaster The Truth About Leads by Dan McDade Sponsor Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.