It’s no secret—a structured sales process can significantly boost your ability to close deals. Following a proven step-by-step method reduces the pressure and uncertainty when a potential buyer says "no."

In this episode, I sit down with Gregg and Mike, co-authors of Sales Sucks, But It Doesn’t Have To, to discuss the sales strategies that have fueled their success. Tune in to learn how you can apply their techniques to achieve the same results.

The Genesis of "Sales Sucks, But It Doesn’t Have To"

• Greg and Mike's Previous Roles: At their last company, Greg and Mike devised technological innovations that expedited onboarding and sales processes, helping the company grow faster than its competitors.
• Why Write the Book: After realizing that new sales representatives could improve by using these effective methods, they decided to create a book to outline their step-by-step process.

Sales Methods for Leaders and Reps

• Rapport and Problem-Solving: Establishing rapport and understanding client problems are critical. Instead of a hard sell, frame conversations around problem-solving.
• Script and Process: Greg explains the importance of having a script and understanding the 'why' behind each part of the process. It's about helping customers make informed decisions rather than manipulating them.
• Role Playing and Real-Time Practice: To ensure that scripts are both practical and effective, frequent role-playing and real-time practice are crucial. This also helps identify and rectify any gaps in the process.

Practical Application in Different Sales Scenarios

• Example Scenario – Selling HR Software: Greg provides a script for selling HR software, showing how framing the problem and solution sequentially helps in decision-making. 
• Leveraging Technology: Mike highlights how predictable behaviors in sales scenarios can be facilitated with technology, making the sales process more efficient and scalable.

"It's really the ethical thing to do, to prepare and arm your salespeople to go in to perform in ways that better them." - Mike Latch.

"You have a choice. Either make it the best, become the best in the company, or help the company get better, or go work for the best." - Gregg Murphy.

Resources

“Sales Sucks, But It Doesn’t Have To” 

https://thesalesevangelist.com/opener

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com