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089: Mike Schultz | Prospecting with New Ideas and Perspectives

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Manage episode 205850806 series 1272076
Content provided by Jim Brown. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jim Brown or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.

Takeaways

  1. Run an Attraction Campaign: From primary research to brainstorming sessions and even success stories, these tactics can at least get you a first meeting. From there, it’s up to you to educate your buyer with new ideas and perspectives while simultaneously weaving in your capabilities and offerings.
  2. Shake Up the Complacency Mindset: Your biggest competitor in a sales cycle is status quo. You have to help prospects see that where they are is not nearly as good as where they want to be. Notice I said “where they want to be,” not where you want them to be. Figure out how to get them to see that it’s worthwhile for them to attempt a change and you unlock the best value in the relationship.
  3. Be Present for the Elusive Time of Need: For the short term thinkers out there, this one will frustrate you. There are some products and services that require an active need in order for the prospect to buy. For certain buyers that window may only be every 2-3 years. By building relationships now and growing your network, you can ensure that you’ll at least have a shot when the time comes. Additionally, if you’re building relationships with the right people, rest assured they have friends who they could refer you to in the meantime.
Full Notes Book Recommendations Sponsor
  • Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.
  continue reading

146 episodes

Artwork
iconShare
 
Manage episode 205850806 series 1272076
Content provided by Jim Brown. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jim Brown or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.

Takeaways

  1. Run an Attraction Campaign: From primary research to brainstorming sessions and even success stories, these tactics can at least get you a first meeting. From there, it’s up to you to educate your buyer with new ideas and perspectives while simultaneously weaving in your capabilities and offerings.
  2. Shake Up the Complacency Mindset: Your biggest competitor in a sales cycle is status quo. You have to help prospects see that where they are is not nearly as good as where they want to be. Notice I said “where they want to be,” not where you want them to be. Figure out how to get them to see that it’s worthwhile for them to attempt a change and you unlock the best value in the relationship.
  3. Be Present for the Elusive Time of Need: For the short term thinkers out there, this one will frustrate you. There are some products and services that require an active need in order for the prospect to buy. For certain buyers that window may only be every 2-3 years. By building relationships now and growing your network, you can ensure that you’ll at least have a shot when the time comes. Additionally, if you’re building relationships with the right people, rest assured they have friends who they could refer you to in the meantime.
Full Notes Book Recommendations Sponsor
  • Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.
  continue reading

146 episodes

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