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Unreceptive: A Better Way to Sell, Lead, and Influence, Tom Stanfill

Learn how to get the prospect to listen



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

  • People make emotional decisions
  • Most customers and prospects are emotionally closed to speaking to sales reps
  • Our hunger and desire to make a sale works against us
  • Think of selling like farming
    • The quality/fertility of the soil
    • The quality of the seed
    • Start with the soil
  • In sales we just think of our seed, i.e., the value prop
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They're not rejecting your solution, they're rejecting your sales call."
  • How to get the prospect to listen
  • Do the groundwork
  • Life is not fair
  • How to hit your number
  • Make it easier to convert these larger numbers
  • They're not rejecting your solution, they're rejecting your sales call
  • Customers don't want to talk to sales reps
  • They will engage with a bot or engage their own network
  • It's simple, but not easy to do
  • It's easy to understand
  • We're the hero of the story at the beginning
  • We need to figure out how to get the prospect to want to listen
  • The simplest way to get a prospect's attention is to start with "Because you..."
  • You need to know what's on their whiteboard
  • "You must enter the conversation going on in the mind of the prospect."

Tom Stanfill

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Which CRM Is Right For You?


  • If you miss, start with something else
  • Communicate a disruptive truth like a better way to solve a problem they have
  • Be different
  • The reticular activation system
  • Sales is about alignment
  • Speak to others in the organization to find out what's on their whiteboard
  • Engage the gatekeeper
  • We all have to influence, even at home
  • We're never happier than our relationships
  • Hearing no early is a win

Sales Growth Tools Mentioned In The Sales Podcast

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