080: Mike Donnelly | Lift vs. Propulsion: What Physics Can Teach Us About Sales - a podcast by Jim Brown

 

Takeaways

1. People are Creatures of Habit: Quit spending your mental energy trying to figure out when your prospects are more apt to respond or engage with you. Just like you have a routine, so do they. They likely get out of bed around the same time, commute into the office at the same time, and guess what — respond to emails and phone calls at the same time of day. Look for those patterns and learn to strike while the iron is hot.
2. Practice Genuine Empathy: A lot of people talk about empathy, but most don’t practice it. What does it mean to truly understand a prospect's challenges? Without trying to sell anything, sit down with a few of your ideal prospects and let them teach you. Ask them what industry struggles they’re having right now? Ask them how they are personally measured on initiatives. Ask them how they are compensated for success. These small nuggets can turn into a pile of gold.
3. Be Willing to Walk Away: As excited as you are about what you sell, it’s not for everyone — at least not right away. Give your prospect the space to say “no,” but make sure you get permission to say “no” yourself if it’s the right thing to do. “No” doesn’t mean never and by leaning into that notion, you’ll create a level of trust most reps never get.

Full Notes

•  https://www.salestuners.com/mike-donnelly

Book Recommendation

• No Shortcuts to the Top: Climbing the World’s 14 Highest Peaks by Ed Viesturs

Sponsors

• Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.
• TreeLine-Specializing in improving top line revenue, Treeline helps you find, recruit, and hire the best salespeople.

Further episodes of Sales Tuners

Further podcasts by Jim Brown

Website of Jim Brown