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~ whisper ~

Sales + Inbound Marketing + HubSpot

Rethink The Sales Conversation To Accelerate Sales Enablement, John Reid

Posted by Wes Schaeffer | January 23

Don't bring donuts, bring insight

Click here to download the episode. 



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Sales Tips you'll learn today on The Sales Podcast...

  • Sales tips have not evolved since 1983
  • Most sales "stuff" is driven from a model 
  • We become zealots of "the model" because "the model has to be the answer"
  • Sales enablement today is not about the model
  • Belief systems drive sales behaviors
  • The world does not need another model but models are good
  • Skill vs Will
  • Most sales professionals believe they are good at relationship building
  • Most sales professionals are wrong
See "Sales Enablement 101 (That Means No B.S.)"
  • The Mentalizer's Paradox
  • Salespeople are not trained properly
  • Salespeople are unaware
    • How many won deals because your customer liked you?
    • How many lost deals because your customer didn't like you?
  • You use weak words
  • You're afraid of being told no
  • You're afraid of the answer
  • You're afraid of re-building the pipeline
  • You're afraid of not being liked
  • We're emotional beings who think
    • Needing purpose
  • Don't bring donuts, bring insight
  • Manage, don't coach
    • Coaching is seen as negative
  • The learning objective is not the answer. The improved behavior is the answer.
  • Be learner-focused. They should do most of the talking. It's all about them.
  • There's too much emphasis on "liking" vs. trusting and respecting
  • Desire with no discipline is worthless
  • Insight + Humility takes Rigor
  • Most people want a thinking partner, not the answer
  • Give them an idea
  • Challenger model is hubris
  • Priming
  • You still must master the art of controlling the conversation
  • Questions are always the answer
  • When you talk you create objections!
  • Get comfortable with being vulnerable
    • "N.B.O. (New Business Opportunities)" Ask if you're confused
  • Be brief. Be good. Be gone.
  • Once you get high, stay high.
  • Don't ask permission. "Hey, I'm going to be meeting with your boss. Anything you'd like me to bring up with your boss?"
  • Expand your curiosity.
  • Out-understand your competitors. Only 11% of customers believe salespeople understand their needs.

Related Articles:

Links Mentioned In The Sales Podcast

Topics: The Sales Podcast, Podcast, Inbound Marketing, Sales Enablement

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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Is Selling Harder Than It Should Be?

May I share a little sales wisdom with you?

As long as you remember that there's a scared, tired, worried, anxious, frustrated, hopeful person on the other end of the email, phone call, social media post, webinar, or letter who just wants help with what you offer, you'll be fine. If you'd like to discuss your situation with me to see how I might be able to shorten your learning curve or accelerate your growth with your CRM, your sales processes, and/or your marketing just click here and pick a time to chat. ~Wes

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