Beyond Selling: Elevating Business Success with Insights | Lazy Leverage #24

Want to learn about cold calling and prospecting? Johnny Costigan has been a sales trainer for 20 years, and has worked with sales teams at Google, Amazon, Dropbox, SAP, Dropbox, and many others. Example - how he describes sales: - Got a problem? - Got money? - Want to solve it? If you are at all interested in professionalizing sales and filling your funnel (like me) there is so much more within this conversation, and Johnny's experience...

Through our conversation, you'll discover:

00:00 Introduction to Johnny Costigan and His Sales Philosophy 01:09 The Art of Introducing Yourself in Sales 02:52 Johnny's Approach to Sales Training and Its Origins 06:04 The Importance of Authenticity and Adaptability in Sales 19:28 Leveraging Techniques from Various Disciplines in Sales 28:15 The Chess and Checkers of Sales: Knowing When to Simplify 31:19 The Power of Owning Your Mistakes 32:36 The Importance of Refreshing Sales Training 34:04 Mastering Active Listening in Sales 38:43 The Art of Asking the Right Questions 43:13 Navigating Sales Conversations with Empathy 44:27 The Critical Role of Curiosity in Sales 48:53 Transitioning from Problem Identification to Solution Presentation 53:28 Ensuring Commitment Before Proposing Solutions 58:54 Unlocking the Secrets of Effective Prospecting 59:43 The Art of Earning Credibility in Sales 01:00:30 Mastering the Sales Meeting: Strategies and Insights 01:03:17 Navigating Sales Challenges with Humor and Strategy 01:10:21 Exploring the Dynamics of Modern Sales Organizations 01:12:20 The Philosophy of Self-Sufficiency in Sales 01:17:50 Leveraging Inbound Leads: A Strategic Approach 01:24:43 Concluding Thoughts and Future Directions

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