Unreceptive: A Better Way to Sell, Lead, and Influence, Tom Stanfill

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

• People make emotional decisions
• Most customers and prospects are emotionally closed to speaking to sales reps
• Our hunger and desire to make a sale works against us
• Think of selling like farming
• • The quality/fertility of the soil
  • The quality of the seed
  • Start with the soil
• In sales we just think of our seed, i.e., the value prop

 

They're not rejecting your solution, they're rejecting your sales call."

• How to get the prospect to listen
• Do the groundwork
• Life is not fair
• How to hit your number
• Make it easier to convert these larger numbers
• They're not rejecting your solution, they're rejecting your sales call
• Customers don't want to talk to sales reps
• They will engage with a bot or engage their own network
• It's simple, but not easy to do
• It's easy to understand
• We're the hero of the story at the beginning
• We need to figure out how to get the prospect to want to listen
• The simplest way to get a prospect's attention is to start with "Because you..."
• You need to know what's on their whiteboard
• "You must enter the conversation going on in the mind of the prospect."

 

 

• If you miss, start with something else
• Communicate a disruptive truth like a better way to solve a problem they have
• Be different
• The reticular activation system
• Sales is about alignment
• Speak to others in the organization to find out what's on their whiteboard
• Engage the gatekeeper
• We all have to influence, even at home
• We're never happier than our relationships
• Hearing no early is a win

Sales Growth Tools Mentioned In The Sales Podcast

• Get the book and bonus content at "Unreceptive Book"
• Get great sales training for your team at Aslan Training