092: Paige Drews | Moving From 'Can Do' to 'Has Done' - a podcast by Jim Brown

from 2018-06-05T10:00

:: ::

Takeaways

Sell From a Place of Pain: There’s been a lot of debate lately, even on this show, about whether pain based selling still works. I’ll forever be in the pain camp as the way to go because basically, human psychology sees us trying to move away from pain more often, and with greater rigor than we do toward gain. That said, I like how Paige tied the pain concept to the greater “why.” Regardless of your opinion, digging deep enough to understand why a prospect wants to make a change will always put you in the driver's seat.
Turn Chaos into Calm: Take a look at the immediate world around you. I’m talking about your daily calendar, your personal sales process, and heck even the notifications on your phone. Living in a constant state of chaos and distraction is a heavy mental burden and it’s exhausting. If you find yourself scatterbrained and never having enough time, stop what you’re doing and write down three things you can do to change your environment. Then actually do it.
Make the Main Thing the Main Thing: I’m not a proponent of multitasking. In fact, I’ve read all the studies that prove that it’s actually not possible. As you look at all the things on your plate, what’s the main thing you need to get accomplished this week? What’s the main thing you have to get accomplished today? What’s the main thing you have to accomplish in the next hour? Focus on that. The rest will sort itself out.

Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.

Further episodes of Sales Tuners

Further podcasts by Jim Brown

Website of Jim Brown