Bring The Right Stuff To Make Every Sale, John Reid Returns

Intent matters

Problems with Challenger Selling and Hypothesis Selling

Prospects are looking for context and relevance

He's a big prefacer

Let them know why you're asking what you're asking or sharing

Most salespeople aren't having a conversation

Your customer will tell you what your next question should be

New salespeople are good at this naturally because they don't bring any bad habits to the game

Move past your desire for a relationship just to have a relationship and to be liked

Prospects have issues and they're not looking for a new friend in sales

Prospects are more interested in the first call than the second

Great salespeople get prospects more excited about the second call

Be the best version of yourself

It borders on vulnerability, which is also being overused

Start with the assumption it's your fault

Ask, "What could I have done differently here?"

The pain will emerge

"Here's a technique that might help," is great to handle the analytical types instead of "Here's a trick I know."

Be versatile

What's the difference between a professional and an amateur?