Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)

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1. 7:32

   We multiplied that by six months and eight months. And it was like five or six hours a month she was losing. But once she saw that and she saw the price of Text Expander, which was, I don't know, $15. I said, why don't you try for a week and see what's like five. She switched because you “highlight the cost of inaction. Sometimes prospects don't know what they don't know.” That's your job as an outbound rep. This gets back to poking the bear. Most of the time when you reach out to someone, they're getting the job done. Your job is to tell them something they don't know that can hurt them and to show the cost of inaction so that they can decide if it's something

   In Cost-of-inaction messaging

2. 9:40

   the cold call. What is this? What do you mean? And now they're sort of leaning forward a little bit. So that's the kind of shift there. The poke the bear approach is to just get that initial thought so that the prospect has some space in their brain to say, what is this thing that I might not know about? What's this initial thought? We're initial thought creators. “We're not closers. So that's the shift from the buyer to the seller's perspective.” So in that example, what do you do when you've asked that question and you're not going to get the not interested, but instead they say, what are you trying to sell me? Great. Now that's a great, that's a great question. Let's talk about that on a cold call. It's always the opposite.

   In Demand capture and demand creation

3. 15:10

   That's meaningfully different because I'm not gonna get injured and it's easier for me to load my docks Versus we're yellow and they're red So if I don't perceive in your message and how you're saying it This is any different than what I'm doing. You're gonna get an I'm not interested Or if the problem isn't relevant or if I'm making progress “Or if I don't have the big enough problem, like I'm making progress. You're gonna get an I'm not interested” So that's the culprit. Number one is you're not relevant. It's not it's not a relevant problem Culprit number two is a reflex reaction to a salesperson and that is caused by you saying my name is Josh With Acme and I'm a sales consultant. I'm worth the Josh Braun sales consulting

   In Lack-of-need objections

4. 24:11

   I call the next number. Because there's plenty of people that are, that are okay, but that are interested in that. I'm not going to try to persuade everyone. That's too much pressure. I don't want to do that. Let other people persuade themselves. What are you selling? I'm sorry if I came across as trying to sell you something. I got this commission breath. I've been trying to work on it. Clearly, it's not licked yet. I'm a work in progress. I'm just “calling to see if you're open to a different perspective on generating” leads without traditional advertising spending on Facebook that are targeted that your salespeople would like. Josh, this has been phenomenal. I learned so much from you. We got to move to the final question because we're running out of time. The last question is this. We've talked about a lot of good habits salespeople should be incorporating into their sales life. And now we got to talk about a bad

   In Question-led cold call openers

5. 26:19

   question, the deal has risk and I have something I can coach to. Now, we built a guide with our friends at Insightly CRM on how to run pipe reviews that surface real risk and get deals moving again. And you can get it for free at the link in the show notes. Your top four takeaways from this episode with Josh Braun include, number one, when a prospect “says this isn't the priority right now, maybe it's a priority in two quarters, do not try to persuade” them. Instead, understand what the difference or how expensive that gap is going to be for them right now. Number two, always sell from the buyer's perspective. One thing you can do is you can poke the bear. And the way you do that is you just lift or create the initial thought that there might be something missing before throwing all your features at them.

   In Timing and priority objections

6. 26:52

   is you can poke the bear. And the way you do that is you just lift or create the initial thought that there might be something missing before throwing all your features at them. Number three, there are three reasons why not interest happens. It's either your product isn't relevant to them, you led with your company and they're on the defense, or number three, “they could be interested, but it's not a good time. The way you handle this is you diffuse it” by mirroring them and then get to the actual reason they're not interested. And then lastly, number four, two different cold call approaches. You can start with poke the bear, or you can start with the invitation. You can try to generate some interest with education. In other words, say, I was wondering if you could help me out. I have XYZ collateral and I was wondering if that was

   In Timing and priority objections