Unreceptive: A Better Way to Sell, Lead, and Influence, Tom Stanfill

Professional Selling Tips you'll learn today on The Sales Podcast... People make emotional decisions Most customers and prospects are emotionally closed to speaking to sales reps Our hunger and desire to make a sale works against us Think of selling like farming The quality/fertility of the soil The quality of the seed Start with the soil In sales we just think of our seed, i.e., the value prop   They're not rejecting your solution, they're rejecting your sales call." How to get the prospect to listen Do the groundwork Life is not fair How to hit your number Make it easier to convert these larger numbers They're not rejecting your solution, they're rejecting your sales call Customers don't want to talk to sales reps They will engage with a bot or engage their own network It's simple, but not easy to do It's easy to understand We're the hero of the story at the beginning We need to figure out how to get the prospect to want to listen The simplest way to get a prospect's attention is to start with "Because you..." You need to know what's on their whiteboard "You must enter the conversation going on in the mind of the prospect."     If you miss, start with something else Communicate a disruptive truth like a better way to solve a problem they have Be different The reticular activation system Sales is about alignment Speak to others in the organization to find out what's on their whiteboard Engage the gatekeeper We all have to influence, even at home We're never happier than our relationships Hearing no early is a win Sales Growth Tools Mentioned In The Sales Podcast Get the book and bonus content at "Unreceptive Book" Get great sales training for your team at Aslan Training  

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