As technology becomes a bigger and more necessary tool for doing business, Sales Development Reps who are still in the beginning stages of their career can find it difficult to truly connect with a prospect when using any form of communication other than email. The “human touch” component of sales is absolutely crucial to closing the deal with a client, but can it be taught to a new generation of SDRs?

Our guest today is Andy Paul, Founder of Zero Time Selling and host of the sales strategy podcast Accelerate!. We discuss how buyers form perceptions of SDRs, the importance of first impressions, and Andy’s process for engaging clients and connecting on a more human level.

Episode Highlights:

• Blending sales technology with a human touch
• When does a prospect first form an opinion about you?
• Creating a good first impression even with non-verbal communications
• Lock your cell phone in your desk drawer: Why multi-tasking won’t help you get more done
• Doing prep work for your first verbal conversation with a prospect
• Asking the right questions
• Making yourself different from the competition
• Breaking away from talking about the pain points of the client
• Speaking to the CEO like he’s your peer
• More from Andy Paul

Resources:

 

• Thinking Fast and Slow by Daniel Kahneman

• The Science of Selling by David Hoffeld

• Resonate by Nancy Duarte

• The Coaching Habit by Michael Bungay Stanier

• Selling Fearlessly by Robert Terson

 

• Want more from Andy Paul? Give him a call at (619) 980-4002, send him an email at [email protected], or connect with him on Linkedin or Twitter @zerotimeselling
• Check out Andy’s podcast, Accelerate!