30 Minutes to President's Club | No-Nonsense Sales Hall of Fame: Josh Braun
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Nov 18, 2024 In this engaging session, Josh Braun, Founder of Braun Training and former Head of Sales at Basecamp, shares invaluable insights into sales communication. He emphasizes starting conversations by assuming prospects have researched your solution, proposing ways to address their objections proactively. Josh highlights the importance of clearly contrasting the problems prospects face with the benefits of your solution. He also provides techniques for crafting tailored problem stories and mastering targeted cold calling, ensuring salespeople uncover client needs effectively.
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Explain What You Do
- Explain what you do in a way that inspires people to care and motivates them to learn more.
- Use the before and after framework to clearly illustrate the value proposition.
Detach from the Outcome
- Detach from the outcome of the sale; desperation repels prospects.
- If a prospect ghosts you, lean back and offer helpful feedback instead of pushing.
Address the Cheaper Alternative
- Address the "cheaper alternative" objection by asking questions that expose knowledge gaps.
- Focus on specific details, like cushion density in the couch example, to build credibility.