You can't sell someone something without agreeing on a few core concepts. Qualified prospects need to be in agreement on a few key premises or they are not qualified prospects and represent a huge waste of time and effort. Identify the main beliefs you need to be aligned with your prospects on, and start the conversations by making those exist.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

In today's world, the written word is doubly important. As more and more sales efforts rely on online connection through email or social media platforms, the unintended consequences of bad writing habits have never been higher. Corda and I invited Bryan Grobstein, sales enablement and operations professional to discuss some really bad examples of the written pitch, and identify the best practices of emailing or prospecting on Linkedin.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

It's easy to think you are selling against the competition, but your greatest competitor isn't another company. It is the fear of making a change. Your prospect live in their status quo for a reason, and most of the time you are not competing against doing something else, you are competing against doing nothing. Understanding that and knowing how to address it is a powerful tool when dealing with prospects hesitant to embrace change.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

I've worked directly for Darren Schwartz and seen him create and recreate the most amazing sales culture across all levels of management that fueled the fastest growth to a billion dollar valuation in US history.  He's a master at leading and inspiring people. His ability to connect with subordinates on a personal level and leverage that connection to get people working at their best is second to none that I have witnessed. He understands both sales and operations, and how to bridge the gap between them, and his genuine love of people, energy, sense of humor, approachability and ability to learn, master and then teach complex concepts generated tremendous loyalty and results from people across all departments. We catch up leadership approaches and how he does what he does.

Darren on Linkedin 

Darren's current company M3linked can be found HERE 

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Jenny Foss is an accomplished recruiter and career coach. I've known her for almost 20 years and she's my go to expert for all matters relating to interviewing, job hunting, resume writing and the best way to use Linkedin. Jenny has built her business on helping people maximize their job searching efforts and coaching people in a direct, effective way. She's a true professional who gets to the point, executes and gets results. There could not be a more opportune time for me to get her sharing her insights into the world of job searching.

www.jobjenny.com

https://www.linkedin.com/in/jennyfoss/

Check out Jenny's Books - https://www.jobjenny.com/products-books

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Producer Steve and I handle questions submitted through the website and  social media. Follow us on Twitter, Facebook or Parler to submit questions. We kick off with a discussion around common ways Sales people mess with in their interactions with prospects and clients.

Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Brian and I met over 20 years ago. We've worked together, sold together, been business partners and friends. I highly respect his mind and his way of thinking, and doubly so on the subject of sales. We discuss a few key topics on the concept of sales, but especially noteworthy are his thoughts around the "why that's important to you" aspect of customer centric sales. When we take care of customers, it takes care of most everything else we need to worry about. He also really nails the approach to handling customers who hold bad or false positions. Brian currently sells advertising and software to the Automotive sales industry. 

His book, Making It Pencil can be found on amazon https://amzn.to/33iQgro

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Human Behavioral Science tells us that people are far more willing to accept new information when they perceive it as part of their agenda, vs part of the agenda of the person conveying the information. That's a fancy way of saying that we all prefer to ask for something, instead of having it pushed on us. The great sales guru Jeffrey Gitomer coined the phrase "People love to buy, but hate to be sold". There exists a very nice tactic to bait customers into asking you the questions that lead to the answers that help you identify need, and then sell into solving that need. This Quick Fix is about leveraging that technique.

Visit our partner and check out their amazing sales training and monitoring system. Refract.AI

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Thor Shaffer is the owner of the BJJ Academy I attend and one of my mentors. In the years I have been studying with him I've seen some compelling parallels between core Jiu Jitsu principles and proper sales science and mindset. Thor holds black belts in multiple martial arts, and has won many tournaments. in 2018, he was ranked #1 in the US and #4 in the world by the UAEJJF. He's been competing for decades and has a long list of impressive fighting credentials, but what you'll appreciate the most about him is his mindset and solid thinking. We discuss a few of these principles and I inserted cuts of my application of those same principles in the sales world.

Link to his Academy online - https://www.facebook.com/pcbeachjiujitsu/

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Visit our promotional partners at www.originmaine.com and www.refract.ai

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

What does a Chinese girl falling off her horse have to do with the fall of the Roman empire? A lot. The same chaos theory applies to your prospecting.  You often will not feel like prospecting is working until you look at it in hindsight. Activity breeds results and Chaos theory math proves it.

Episode brought to you by Originmaine.com  If you're looking to get great nutrition, I highly recommend their line of products. I personally use Krill Oil, Joint Warfare for staying limber and flexible, and their MOLK line of protein shake powder taste so good they qualify as a dessert (My specific favorite is "the darkness" chocolate flavor. It's like drinking a milkshake but with good nutritional value. 

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/