084: David Priemer | Standing Out in the Sea of Sameness

Sales Tuners

Takeaways

1. Learn How to Learn: When tackling any new topic or initiative the first question you have to ask yourself is “why.” The second question should be “how.” Using the notion of synthesis, take all the artifacts, insights, and data points you can find from a variety of sources and then apply it to your own situation. This should help you determine at least one hypothesis as a starting point. And for crying out loud, pick up a book and start reading.
2. Remember Who the Credibility Belongs To: No one cares what you know or what you think. The truth is, prospects are looking for a way to prove salespeople wrong. So, when you don’t have credibility, invoke those that do — i.e. your customers or external reports. When you can cite 3rd party research or share stories from successful customers, your story is more likely to stick.
3. Every Objection Has a Hidden Meaning: Regardless of the type of objection you hear, you have to get to the root cause of the statement. While your prospect may seem to be evoking logic, there is always an underlying emotional reason. Find it and you’ll unlock the path to getting a deal done. One good exercise to go through on this is to state the objection and then insert a blank. If your prospect says “it’s too expensive,” go through all the possible things that could follow that statement to get to the root cause.

Full Notes

• https://www.salestuners.com/david-priemer

Book Recommendations

• The One Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Jay Papasan
• Essentialism: The Disciplined Pursuit of Less by Greg McKeown
• The Signal and the Noise: Why So Many Predictions Fail--but Some Don't by Nate Silver

Sponsor

• Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.