30 Minutes to President's Club | No-Nonsense Sales #28 - Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
Nov 4, 2020
James Buckley, Director of Sales Evolution at JBarrows Consulting and host of The UNCrushed Podcast, dives into transforming the sales approach. He emphasizes the need for personalized outreach, urging sellers to research clients before pitching. Buckley advocates for opening conversations with genuine questions about client needs, shunning the traditional connect-and-pitch method. He shares effective cold calling strategies and underlines the importance of building real relationships over mere transactions, providing actionable insights for sales professionals.
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Target Affiliated Companies
- Research affiliated companies on your prospects' websites.
- This provides talking points, especially if you work with a shared affiliate.
Mine Your Content
- Engage with people who interact with your content, even if you're not connected.
- This expands your network and exposes them to more of your content, creating new leads.
Avoid Early Pitches
- Avoid pitching too soon; earn the right by building rapport first.
- Focus on the prospect's interests to break down barriers and foster open communication.