The Gift of Going Second
Sales Tips you'll learn today on The Sales Podcast...
- Ask better questions
- Curiosity is a superpower
- We're awarded for answering questions in school
- Our parents ask us bad questions, "Are you sure you don't want to bring a jacket?"
- We're rewarded for being smart
- We explore and exploit
- Fake it 'til you make it is stupid
- Curiosity gets into authenticity
- Tommy Breedlove discusses "the gift of going second"
Your customer will tell you what your next question should be."
- Cast a wide net
- We're all in love with our own perspectives
- Rinse, wash, repeat
- The curiosity curve and the curse of knowledge
Rethink The Sales Conversation To Accelerate Sales Enablement John Reid
- 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?"
- Great salespeople don't blab with a lot of stories
- What is the role of humor in a sale?
- The pain will emerge
- Professional selling is all about differentiation
- "Here's a technique that might help," is great to handle the analytical types instead of "Here's a trick I know."
- Be versatile
- "Don't take a 'no' from someone who can't say 'yes.'"
- What's the difference between a professional and an amateur?
Sales Growth Tools Mentioned In The Sales Podcast
- Get John Reid's Book, "The Five Lost Superpowers: Why We Lose Them and How to Get Them Back"
- Get John Reid's first book, "Moving from Models to Mindsets: Rethinking the Sales Conversation"
