074: Pat Rodgers | Building Accountability and Follow Through in Sales Coaching

Takeaways Frameworks are Better than Scripts: When you try to straight up copy someone else’s style or words, it quickly becomes clear it’s a script and/or inauthentic. You need to develop frameworks of how to handle situations and have the confidence to make it your own. If not, you’re no better than a robot or a recording and I don’t see either of those having much success in sales today. Create Check-down Lists: Most of you listening probably have “required fields” or something similar in your company CRM. While they can be valuable, I’d rather focus energy and training on why I need to get certain things out of each stage. Doing that allows me to go back to #1 and create the framework instead of just a black and white requirement. Don’t Fear the Next Question: If you find yourself afraid to say certain things because you have no idea what a prospect may ask as the follow-up or if you’ll even be able to answer the question, get over it. They’re going to have a next question whether you say the right thing or the wrong thing. I’ve also found that instead of making a declarative statement, if I can reword it into a question itself, the prospect will often reveal the answer to themselves — while thinking you’re a genius for asking it. Full Notes https://www.salestuners.com/pat-rodgers/  Book Recommendation Think Like A Freak by Steven D. Levitt and Stephen J. Dubner Sponsor Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.