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.
[CLASSICS] 044: Lauren Wadsworth | Just Push Play: Using Video for Face-to-Face Outreach
120: Allen Hammer | Know When It’s Time to Walk Away
119: Corn George | Fear, Vulnerability, and Failure: Why it is an Option
118: #AskJB - Happy New Year
117: Making a List, Checking it Twice
116: Frank Schneider | Do Your Homework: Shifting the Burden Off Your Buyers
[CLASSICS] 066: Chris Voss | Negotiating as if Your Life Depended on It
115: Ryan Arnett | Fluently Speaking Multiple Sales Languages
114: Amy Volas | Why Too Much Discovery Can Hurt You
113: Jim Brown | Being Thankful: The Grass is NOT Always Greener
112: Jorge Lana | How Local Cultures Influence the Sales Process
111: Scott Brown | Mastering Messaging and Putting Your Audience First
[CLASSICS] 029: Morgan J. Ingram | The Power of Persuasion: Give Your Pipeline the Green Light
110: Carson Heady | Delivering Value by Becoming a Prospect’s Advocate
109: Jermaine Edwards | Uncovering Truth: Selling to Someone's Multiple Layers
108: David Lefever | Starting from Scratch and Proving the Naysayers Wrong
107: Wes Schaeffer | Showing Up Without Assumption
106: Lucy MacCallum | Be Your Genuine Self with Pleasant Persistence
[CLASSICS] 037: Mary Browning | Start Your Engines: Four Keys to Successful Prospecting
105: Craig Storie | Land and Expand: Connecting the Human Network
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