EPISODE SUMMARY

In this episode of Chan with a Plan, Max Speaks with Rana Salman, CEO of Salman Consulting.

• “Throughout the sales process, you should be involving the right people at the right time. And also, there should be some form of documentation. Also, when you close a deal, you are the orchestrator. You are the one responsible to have a seamless handoff.”

• “How do you influence that behavior, right? Okay. It's about actively listening. It's about customizing the conversation, my value preposition to show you how I can help you. It's about doing my homework and understanding your business and your business outcomes and sharing with you insights about how I've helped other customers similar to you.”

• “How do I differentiate myself from others in the sales process and how do I identify if I'm the right fit? Well, number one, you got to make sure that you're targeting the right what we call in sales ideal customer profile. Are you targeting the right companies if you are searching for jobs? Are you targeting the right departments, the right industry? So that is the first thing you got to do because if you're not targeting The right buyer profile or buyer persona, we call it in sales. You're wasting your time because that means there's not a good fit up front.”

TIMESTAMPS

[0:00] Intro

[1:39] Rana’s backstory

[6:00] Sales foundations

[10:00] Skills to leverage

[14:54] Being crystal clear on your product

[17:55] Solution Selling

[12:59] Profile recommendations

[16:36] Writing a profile for a job seeker vs. business owner

[22:13] Alignment with sales and onboarding teams

[27:40] Social selling strategy

[31:13] Networking to get more opportunities

[35:57] Discovery meetings

[40:21] Handling rejections

[42:04] Rana’s one big challenge

RESOURCES & RELEVANT LINKS

• Rana Salman on Social Media:
  • Linkedin