39 min listen
Sales Judo: Master the Art and Science of Closing with Mark Kosoglow
Sales Judo: Master the Art and Science of Closing with Mark Kosoglow
ratings:
Length:
38 minutes
Released:
Feb 22, 2023
Format:
Podcast episode
Description
This episode of the Live Better Sell Better Podcast throws back to our conversation with Mark Kosoglow, the VP for Sales at Outreach. Passion for selling starts with figuring out why you should get excited about what you are selling in the first place. Mark teaches passion over professionalism where being authentic thrives and salespeople are not afraid to toe the line to communicate this.Mark also talks about how closing begins with good discovery. Start by asking a provocative question, then dig, then diagnose and confirm, and then reveal a vision for the future. Mark shares their Hypothesis Statement and how to sell by unselling first and brings it home with "sales judo" tips on negotiating and closing.HIGHLIGHT QUOTESThe Hypothesis Statement explained - Mark: "We have a thing called a Hypothesis Statement that we use in our sales cycle, and the Hypothesis Statement is constructed as despite A, we can't do X which means we don't get Y as measured by Z. A is an investment you have right now, despite this investment we've already made in this, we still can't do X, we still can't convert our inbound leads, which means we don't get Y, that step above the line, high executive thing, which means we don't hit our growth plans, which means we're going to miss our IPO next year or whatever as measured by Z."Practice sales judo during negotiations to close the deal - Mark: "Judo is the martial arts practice that uses someone's own energy against them. The idea is you can do the same thing with an objection is you take the energy of that objection and you transfer it back to the person for the answer. So if somebody says, hey Mark, I don't think that we can because of price. KD, I'm sure there's a lot of negotiations that you're in where you can't go down in price the way some do, how do you handle that? And you just throw their question back to them and I'm telling you, nine times out of ten, people answer their own question." You can find out more about Mark in the links below:LinkedIn: https://www.linkedin.com/in/mkosoglow/Website: https://www.outreach.io/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com
Released:
Feb 22, 2023
Format:
Podcast episode
Titles in the series (100)
Brand Building Masterclass with Justin Welsh: Guest: https://www.linkedin.com/in/justinwelsh/ (Justin Welsh) Topic: Brand Building 101-301 - A master’s degree in branding in 1 year. Quick Intro: Good friend, former colleague, and author of the https://gumroad.com/theofficialjustin (LinkedIn Play book ) Why Justin? - In the messy and crowded world of everyone saying ‘build a brand’ No one, and I mean no one, was more systematic, intentional, and scientific about it than JW. He went from barely posting it at all, and 6k followers to over 40k followers in just 12 months. If you want to learn how to brand and do it right, Justin Welsh is the guy to learn from, so here. We. go. Key Questions Weekly Framework for success How to write great posts Why people will pay attention to you 3 Key things to really stand out How Justin went from 4k to 45k in a year! Inside Sales Excellence Patreon Group Exclusive - https://www.patreon.com/posts/37794666 (Show 2 Page Summary) by Live Better. Sell Better.