008: Todd Caponi | Advancing Your Career by Taking Risks - a podcast by Jim Brown
from 2016-10-25T10:00
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Full Notes
https://www.salestuners.com/caponi/
Takeaways
- Ask for Time on the Calendar: The best evidence a customer is truly engaged is their willingness to put you in their calendar for another discussion. Reps lose control of deals because they're not getting on the customer's calendar. Before you hang up or step out of the meeting, secure the follow-up.
- Develop a Thirst for Learning: To continue improving, stay engaged in your own education. Whether it’s reading books, listening to podcasts, subscribing to trade magazines or just participating in discussions, you have to stay current with both your buyer and your industry.
- Don’t Pounce: When handling objections, let the prospect believe that it’s the first time you’ve heard that issue and attempt to solve it specifically for them.
Book Recommendation
- The Challenger Sale by Matthew Dixon and Brent Adamson
- The Sales Acceleration Formula by Mark Roberge
- What Great Salespeople Do by Ben Zoldan and Michael T. Bosworth
Sponsor
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
Further episodes of Sales Tuners
Further podcasts by Jim Brown
Website of Jim Brown