The 7 Steps To Get People To Buy, With Cole Gordon

How to get salespeople to perform.

[ LISTEN NOW ON ITUNES ]

Professional Sales Tips you'll learn today on The Sales Podcast...

• Is sales dead?
• Is closing dead?
• For higher ticket sales, you need great salespeople
• MDR, SDR, Account Executives
  • SDRs are reaching out cold (Sales Development Reps)
  • MDRs reach out after you opt-in for something (Marketing Development Reps)
  • AEs are the closers
• Seven beliefs the prospect must have to buy
  • Pain
    • Pain—move away from
    • Unfulfilled desire—move towards
    • Business is about solving problems
    • People exchange money when you show them value
    • But we must start with pain
  • Doubt
    • They must doubt they can do it themselves
    • Why not DIY?
  • Cost
    • It's more costly to stay where they are
    • Tony Robbins and the Dickens process, imagine years from now if nothing changes, and bring it to the present cost/value
    • You must set up these questions
    • It must sound natural
  • Desire
    • The payoff if they fix the problem
    • The compelling future
  • Support
    • Your partners/team will support you in the decision
  • Money
    • They must have the money/budget to invest
    • They must have the willingness to invest the funds
  • Trust
    • Trust in you and the company
    • They must trust your methodology
    • So you must sell them simultaneously on why their current world won't change and it is too painful and that your system will work

• Break down their limiting beliefs
• Prospects will close themselves when you do this right
• There are a lot of soft salespeople today

Related episodes and posts

• Close More Sales With the Hardcore Closer
• Open Relationships Instead of Close Sales With Jeffrey Gitomer

• There are times to hold people accountable to be in alignment with their words
• You must learn sales management to really scale your business
• Ad costs are rising, etc., so you need internal sales teams
• The business owner must be the leader
• Salespeople can't perform if they are not inspired
• Your culture matters
• Cold calling works great in a targeted industry, and you have to reach high up the food chain
• He goes after founders of $1-$4 million companies
• He usually gets emails rather easily
• He gets decent answer rates on calls
• Data is the biggest thing
• You need good lists
• He manually builds his own lists
• Uses Seamless.ai

   

• • He can't use their search function
  • He needs a launch point
  • Use BuiltWith to find software they use
  • Find a Facebook Group
  • It's hard to find these people who self-identify
  • Realtors self-identify but use Zillow to see who is advertising, so you're not just calling all Realtors
  • Use Seamless to get all of their info
  • The research team customizes the first line to complete the list
  • Then clean the list to have good deliverability
• If you want to get into sales, reach out
• If you're not making great money in sales, reach out
• If you have a service or course or online delivered service, reach out
• You need to have a way to generate leads
• You can't just hire a salesperson and cut them loose, and tell them to make it work

Sales Growth Tools Mentioned In The Sales Podcast

• Get more Closers on your sales team