30 Minutes to President's Club | No-Nonsense Sales 15 (Sell): Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
Aug 12, 2020
Jason Bay, Chief Prospecting Officer at Blissful Prospecting, shares his expertise in sales prospecting techniques. He emphasizes the importance of empathy, encouraging salespeople to connect genuinely with prospects instead of defaulting to clichés. Jason introduces the 'REPLY Method,' focusing on relevant results and personalization. He discusses how to craft concise email sequences that truly resonate with potential buyers. Plus, he advocates for a human-centric approach by validating concerns and conducting pulse checks during outreach.
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Teach, Don't Take
- Teach prospects by offering valuable insights instead of asking for their time.
- Facilitate customer brainstorming sessions and turn them into shareable insights.
Handle Objections with Empathy
- When facing objections, understand and validate the prospect's perspective before offering solutions.
- Avoid immediate rebuttals and prioritize empathy in your responses.
Question Stacking for Context
- Use "question stacking" to provide context during cold calls.
- Include problems or educational points within the questions to keep prospects engaged.