21 min listen
125 (Sell): Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)
125 (Sell): Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)
ratings:
Length:
30 minutes
Released:
Dec 7, 2022
Format:
Podcast episode
Description
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FOUR ACTIONABLE TAKEAWAYS
3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn.
Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call.
Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific problem(s).
Once you get to a problem, tell a story: “You make me think of a customer where XYZ was the problem, ABC is what we did, which led to 123 results”. This helps build trust and gets them to open up further.
PATH TO PRESIDENT’S CLUB
Founder @ #samsales Consulting
Head of Sales, Enterprise, NYC @ LinkedIn
VP, Sales, Enterprise @ ON24
Regional Sales Director, Enterprise @ Vcall
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Click here to get our free goodies (playbooks, templates, battlecards, etc.)
Time is running out to register for our upcoming 30MPC Live
Grab our latest exclusive sales template / guide here
FOUR ACTIONABLE TAKEAWAYS
3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn.
Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call.
Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific problem(s).
Once you get to a problem, tell a story: “You make me think of a customer where XYZ was the problem, ABC is what we did, which led to 123 results”. This helps build trust and gets them to open up further.
PATH TO PRESIDENT’S CLUB
Founder @ #samsales Consulting
Head of Sales, Enterprise, NYC @ LinkedIn
VP, Sales, Enterprise @ ON24
Regional Sales Director, Enterprise @ Vcall
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Released:
Dec 7, 2022
Format:
Podcast episode
Titles in the series (100)
5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting): Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.Four Actionable Takeaways:Use the respect contract as your agenda to give the prospect the right to say no throughout the callSet a timer 5 minutes before the end of your call to drive next steps every timeUse “commercial terms” instead of “price” when negotiating your dealsWhen you give price, don’t just go silent. Ask “how does that feel?”Richard Harris’ Path to President’s Club:Founder, Harris ConsultingDirector of Sales Training, Sales HackerHost, Surf & Sales Podcast======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creati by 30 Minutes to President's Club | No-Nonsense Sales