Brendan McAdams, a sales coach and founder of Kinetics, shares his unconventional sales strategies that prioritize genuine connections over traditional pressure tactics. He reveals how to avoid common pitfalls in sales calls and emphasizes that every meeting should ideally end early. Brendan encourages embracing objections as opportunities rather than roadblocks, and highlights the importance of engaging customers through active listening. He also discusses the innovative use of AI in sales and the powerful impact of the 'one last thing' technique to captivate your audience.
Preparation for sales calls, including punctuality and understanding the prospect, is crucial to success in the conversation.
Shifting the focus from selling to helping clients make informed decisions fosters a more collaborative and genuine dialogue.
Embracing quick rejections and encouraging open discussions about objections can streamline the sales process and enhance efficiency.
Deep dives
Common Sales Mistakes
Being unprepared for a sales call is one of the most common mistakes made by salespeople, as it directly affects the conversation's success. Preparation includes understanding the prospect's background and the expected outcomes of the call, which can be easily achieved using Google and social media resources. Furthermore, punctuality is crucial, as arriving late can set a negative tone for the interaction, while arriving early can demonstrate respect for the client's time. Another significant error is interrupting the prospect, which can alienate them; allowing the customer to speak freely builds trust and ensures their concerns are adequately addressed.
The Concept of Not Selling
Sales should be less about convincing clients to buy and more about helping them make informed decisions. This approach requires a mindset shift; instead of focusing on making a sale, emphasizing the customer's opportunity to choose what fits their needs best can foster a more productive dialogue. Encouraging a mutual exploration of whether the product aligns with the customer’s goals is vital, as it empowers the salesperson and reduces the pressure of closing a deal. By framing the conversation as one seeking solutions and fit rather than a standard sales pitch, both parties can engage in a more genuine and collaborative manner.
Embracing Quick No's
Emphasizing the value of receiving a quick no can be liberating, as it eliminates the dread of an uncertain timeline for potential clients. Rather than dragging out the conversation to avoid a rejection, aiming for clarity can streamline the process and allow both parties to move on efficiently. Being direct about the offer and encouraging potential clients to express their hesitations fosters an open environment where objections can be discussed constructively. Understanding that a swift resolution, whether yes or no, is beneficial can transform the sales experience, making it more efficient and less stressful for both sides.
Sales Calls with Existing Prospects
When engaging with familiar prospects, the approach should be collaborative rather than overtly sales-focused. By asking questions about their hesitation in making a purchase, salespeople can gain valuable insights into miscommunications or misunderstandings that may be causing the delay. This customer-centric dialogue aids in clarifying the offer and ensures the prospect understands its value. Recognizing the importance of addressing these concerns openly can lead to more meaningful conversations, ultimately increasing the likelihood of converting prospects into clients.
Improving Sales Technique Through Practice
Practicing sales techniques in a non-pressured environment can help reduce discomfort around selling. The suggestion to approach calls from a customer service perspective rather than a sales perspective encourages a mindset shift, making interactions feel less transactional. Building rapport by genuinely seeking to understand prospects can significantly alleviate the tension both parties feel during the sales process. This approach not only helps the seller feel more comfortable but also allows the prospect to engage more naturally, leading to more productive outcomes.
1:00: How to avoid the 4 most common sales call mistakes 4:00: A perception-shifting definition of "sales" 11:00: Why every sales meeting should end early
13:00: How to approach a sales call with someone who isn't aware of what you do
17:00: Why you don't need to transition into an actual sales "pitch"
25:00: How to approach selling a year-long coaching package
31:00: The one slide you must have in your sales deck
32:00: Why objections are a good thing
36:00: How to incorporate AI use into sales
38:00: What to do if you feel uncomfortable selling
