013: Jack Kusner | “No” Just Means They Haven’t Said “Yes” Yet - a podcast by Jim Brown

Full Notes

http://www.salestuners.com/kusner/

Takeaways

1. Find Your Champion: When prospecting pursue multiple players inside the organization. Don't just stop at the person who you think is the right person, by reaching out to multiple people you’re more likely to find someone who will at least pick up the phone and hear what you have to say. Turning them into your champion on the inside.
2. Don’t Go it Alone: Let other people assist you wherever possible. Jack talked about the idea of always wanting to be the dumbest person in the right room. Doing so pushes him and makes him look at and think about things differently.
3. Find the Real Pain: Whether you’re prospecting or right in the middle of sales cycle — what your product or service does is irrelevant. You have to understand and focus on the actual pain the prospect has and use their words to build a business case.

Book Recommendations

• Good to Great: Why Some Companies Make the Leap and Others Don't by Jim Collins
• The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
• Who Moved My Cheese?: An Amazing Way to Deal with Change in Your Work and in Your Life by Spencer Johnson

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.

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