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.
025: Sam McKenna | The Not So Dirty World of Sales
024: Matt Amundson | Elbow Grease, Cupcakes and Red Bull: A Recipe for Success
023: Patrick Giusti | Get Into The Game: Turning Long Shots into Slam Dunks
022: James Moore | At Full Speed: From Sleep to Success in 43 Minutes
021: Phill Keene | When Perception Matters: Standing Out From the Crowd
020: Steve Cunningham | True Grit: How to Become An Accidental Success Story
019: Trish Bertuzzi | Propel Yourself to Success Using Inside Sales
018: Susan Lorkovic Zuzic | From Girl Scout Cookies to Whale Hunter
017: David Zahm | Persistence Pays Off: $1M to $6M in Two Years
016: Nicole Hutzul | Why You Need a Clearly Defined Sales Process
015: Greg Freeman | Staying Consistent by Building Good Habits
014: John Logar | Get Past the Gatekeeper and Talk to the Right People
013: Jack Kusner | “No” Just Means They Haven’t Said “Yes” Yet
012: Ray Carroll | Growing a Company from Nothing to Something
011: Matt Nettleton | What You Think You Know, Can Kill You
010: Tonni Bennett | Lead the Conversation with Logic, Intent, and Value
009: Adam Weber | Do the Behavior: How to Show Up Every Single Day
008: Todd Caponi | Advancing Your Career by Taking Risks
007: Peter Dunn | Creating Money by Being Present
006: John Barrows | Transfer Enthusiasm into a Commission
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