025: Sam McKenna | The Not So Dirty World of Sales - a podcast by Jim Brown

from 2017-02-21T11:00

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Full Notes

Be Polite: Prospects are more than just a number on a sales chart. He or she is a person with a whole life outside the office just like your own. Remembering that in meetings, phone calls and email outreach can make all the difference when it comes down to cultivating a relationship and ultimately making the sale.
Get Prospects Become Storytellers: Sales is not a pitch. It’s a conversation. How can you structure your questioning to get a prospect comfortable enough to just open up and tell you a story? Sure, you could tell them a million things about your solution, but what does their world really look like?
Show the Cost of Inaction: Sometimes it’s not about what they think they have. It’s about what they are losing. Showing your prospects the cost of inaction can often times be more effective than anything else. How much is it costing them to maintain the status quo? How can your product or service make their life easier? How can your offering keep them out from being embarrassed in their next meeting their boss?

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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