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.
045: Kyle Porter | Sincerity at Scale: The Empathetic Approach to Modern Sales
044: Lauren Wadsworth | Just Push Play: Using Video for Face-to-Face Outreach
043: Scott Cramer | The Danger of Just Winging It
042: Jim Brown | By the Numbers: A Practical Approach to Increasing Sales
041: Todd Muffley | Waiting to Exhale: Showing Prospects You Care
040: David Dulany | The Rise of the Silent Sales Floor
039: Keenan | Bottom Line: It's Not Failure Until You Quit
038: Matt Millen | Sales is All BS: Belief System That Is
037: Mary Browning | Start Your Engines: Four Keys to Successful Prospecting
036: Bob Perkins | Running the Risk of Depersonalizing Sales
035: Damian Thompson | The First "No" is when the Sales Process Actually Begins
034: Joe Caprio | Ask What Your Numbers Can Do For You
033: Kai Yu Hsiung | Sales and Dating: There’s Always More Fish in the Sea
032: Marylou Tyler | Engineering a 28-Step Sales Process for Predictable Prospecting
031: Steve Richard | Own Your Career: Breaking Down Sales Calls Like Game Film
030: Raquel Richardson | Enabling a Channel Only Sales Process
029: Morgan J. Ingram | The Power of Persuasion: Give Your Pipeline the Green Light
028: Jonathan Parrott | A Full Day of Open-Ended Discovery
027: Jeb Blount | The Anatomy of a Sales Slump (And How to Dig Yourself Out)
026: What I Learned from 25 Sales Leaders
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