#TheBJJandBIZPodcast #BJJ #lead generation #personalbranding
What is "The Consultation Cliffhanger"?
What's the biggest reason for ghosting?
How do you define next steps and schedule the next action?
Summary
After four years, sales expert, author, speaker Lee Salz is back in da house!
We explore the evolving landscape of sales, emphasizing the importance of a consultation mindset over a traditional discovery approach.
We get into the necessity of building trust, preparing effectively for meetings, and creating emotional connections through storytelling.
We also highlight common pitfalls in sales and we offer strategies for avoiding them, ultimately advocating for a more personalized and meaningful sales experience.
Takeaways
Salespeople often approach meetings with an egocentric mindset.
A consultation mindset can transform the sales experience.
Preparation is key to building trust with prospects.
Emotional connections are crucial for successful sales.
Storytelling can make sales pitches more engaging.
Avoid giving away too much information in the first meeting.
Define next steps to reduce ghosting after meetings.
Sales is not just a numbers game; quality matters.
Understanding the prospect's needs is essential for success.
Creating cliffhangers can encourage follow-up meetings.
Sound Bites
"The first meeting is the deal foundation."
"You have to earn trust, it's not given."
"Emotion is the deal energizer."
Visit his sites:
MeaningfulValue.com
FirstMeetingBook.com
Chapters
00:00 Introduction and Welcome Back
02:48 The Need for New Sales Strategies
05:34 Consultation Mindset vs. Discovery Mindset
08:35 Building Trust and Personalization in Sales
11:04 The Importance of Preparation
13:55 Setting the Tone for Meetings
16:48 Qualifying Prospects Effectively
19:42 Understanding Client Needs and Emotions
24:27 The Power of Storytelling in Sales
26:17 Creating Emotional Connections
28:55 Identifying Pain Points for Quick Wins
30:35 The Forgetting Curve and Retention
33:30 Consultation Cliffhangers for Engagement
39:17 Defining Next Steps to Avoid Ghosting
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Connect with me:
• X: https://x.com/bjjandbiz
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• LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/
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• YouTube: https://www.youtube.com/@bjjandbiz
#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset
