30 Minutes to President's Club | No-Nonsense Sales 227 (Sell) Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
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Jun 25, 2024 
Joe McNeill, CRO at Influ2, shares insights on building sales champions and understanding motives. Topics include embracing silence, setting conditions for progress, groundswell motion strategy, and identifying personal and business motives. Strategies for qualifying leads, mastering active listening, and navigating modern buying groups are also discussed.
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Qualify Your Champion
- Qualify the buying process by understanding the champion's personal motives and their role in decision-making.
- Ask direct questions to test their power and bargain for access if they're hesitant to advance the deal.
Block Time, Focus Tasks
- Block time on your calendar to focus on one sales task at a time for maximum impact.
- Celebrate completing impactful tasks, even if they don't result in immediate meetings or deals.
Master Active Listening
- Practice active listening by asking questions, pausing to think, and letting prospects talk without interruption.
- Use real interests or lack of knowledge on topics to strengthen your listening and questioning skills.