Cole Gordon
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
- Pain
- 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
