This episode of The Rebekah Panepinto Project features a conversation with Brad Seaman, CEO of MonsterConnect. Phone prospecting can go right if a certain human element is present. Brad shares why people talk about personalization now and how it is driven by the desire for a human connection.

He shares a couple of anecdotes that highlight this, from why people who hate drive-thrus keep using them to feeling pressure from a car salesman. Brad also talks about his podcast Decision Point, its recent refocus into sales, and how it has been an irreplaceable relational builder.  

HIGHLIGHTS

• Cold calling and personalization: Always do your homework
• The drive-thru: Behavior is shaped by a craving for human interaction
• Buying a Bronco story: Don't pressure people into buying
• Decision Point: Refocusing from mental toughness to sales

QUOTES

Brad: "I don't think phone prospecting has to be intrusive if you do your homework."

Brad: "I think we got to be really careful when we ask people how they feel about certain things, like the sales cycle, like do you want to deal with a salesperson? Okay, I'm going to tell you no but Culver's, Chick-fil-A... I guarantee 90% of those people would say they hate the drive-thru but they're doing it anyway."

"So the question I think you have to ask is are they doing it because they've created a pattern that they can't break or are they doing it because they're craving human interaction? And it could be a combination of both."

Brad: "People don't like to feel pressured. And I think particularly as we're talking about phone prospecting, I've been thinking about this a lot, actually I think I'm going to get on the phone and try this as a tactic, which is hey Rebekah, here's why I'm calling you, and I'm just trying to have a conversation with you." 

Brad: "If you're thinking about doing a podcast, it probably is very helpful to find somebody, whether it's a Salescast or somebody else to produce your show... I think it's worth paying for, the creation and not getting stuck."

See Rebekah's episode on Decision Point here.

Find out more about Brad and MonsterConnect in the links below:

• LinkedIn: https://www.linkedin.com/in/brad-seaman-3ab4a049/
• Website: https://monsterconnect.com/

Learn more and follow Rebekah by checking out the following links:

• LinkedIn: https://www.linkedin.com/in/rebekahpanepinto/

Website:  https://rebekahpanepinto.com/