Bring The Right Stuff To Make Every Sale, John Reid Returns

The Sales Podcast

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

• Ask better questions
• Curiosity is a superpower
• We're awarded for answering questions in school
• Our parents ask us bad questions, "Are you sure you don't want to bring a jacket?"
• We're rewarded for being smart
• We explore and exploit
• Fake it 'til you make it is stupid
• Curiosity gets into authenticity
• Tommy Breedlove discusses "the gift of going second"

Your customer will tell you what your next question should be."

• Cast a wide net
• We're all in love with our own perspectives
• Rinse, wash, repeat
• The curiosity curve and the curse of knowledge

Rethink The Sales Conversation To Accelerate Sales Enablement John Reid

• Intent matters
• Problems with Challenger Selling and Hypothesis Selling
• Prospects are looking for context and relevance
• He's a big prefacer
• Let them know why you're asking what you're asking or sharing
• Most salespeople aren't having a conversation
• Your customer will tell you what your next question should be
• New salespeople are good at this naturally because they don't bring any bad habits to the game
• Move past your desire for a relationship just to have a relationship and to be liked
• Prospects have issues and they're not looking for a new friend in sales
• Prospects are more interested in the first call than the second
• Great salespeople get prospects more excited about the second call
• Be the best version of yourself
• It borders on vulnerability, which is also being overused
• Start with the assumption it's your fault
• Ask, "What could I have done differently here?"
• Great salespeople don't blab with a lot of stories
• What is the role of humor in a sale?
• The pain will emerge
• Professional selling is all about differentiation
• "Here's a technique that might help," is great to handle the analytical types instead of "Here's a trick I know."
• Be versatile
• "Don't take a 'no' from someone who can't say 'yes.'"
• What's the difference between a professional and an amateur?