Sales training has created a generation of salespeople who are so focused on saying the "right" thing that they've forgotten how to have real conversations with prospects.
This week we cover:
- How salespeople get stuck thinking about their next question instead of listening to prospects
- The bell curve effect: why beginners often outperform trained salespeople
- Learning to unlearn scripted techniques and rediscover natural conversation skills
- Role play exercises that teach you to talk like a friend, not a salesperson
- Why being present beats having the perfect response
- How honesty becomes your biggest sales asset
- Building questions from what prospects actually say, not pre-planned scripts
- Why "buy or die" tactics fail with sophisticated prospects
- Creating conversations where prospects would welcome your follow-up call
Key takeaways:
- Stop rehearsing your next question and start listening to the person in front of you
- The best salespeople sound like trusted friends, not trained robots
First few minutes here (actually, first 10 minutes this time around!) and a link to the full episode is below.
Enjoy!
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