30 Minutes to President's Club | No-Nonsense Sales Hall of Fame: Chris Orlob Ep. 123
May 27, 2024
Hall of Fame guest Chris Orlob shares actionable takeaways on handling inbound and outbound leads effectively, categorizing buyer responses, and avoiding discovery fatigue. Topics include unconventional sales strategies, email management, customer pain points, shifting focus from product features to customer needs, and enhancing sales performance with daily pipeline reviews and efficient post-call drills.
AI Snips
Chapters
Transcript
Episode notes
Peel Back the Onion
- Understand the need behind the need by peeling back the onion.
- Don't stop at surface-level pain; dig deeper to uncover the true economic drivers.
Diagnose the Root Cause
- Chris shares a story of a sales rep who jumped straight into a demo without understanding the root cause of the client's long sales cycle.
- The client was not selling to the right level of authority, not failing to discuss next steps.
Intensify Urgency
- Intensify urgency by summarizing, asking open-ended negative impact questions, and following up with targeted impact questions.
- This helps reveal the ripple effects of the problem and builds a stronger case for your solution.