Podcast episode
Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)
30 Minutes to President's Club27 Jan 202127 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Build trust in the first 7 seconds of the call by acknowledging you’re an interruption Cut out the yogi language (“I realize...”) Gain curiosity with “the breakthrough” instead of spewing product categorization Establish the 3 reasons why someone will gain value from taking the meeting Chris’ Path to President’s Club: CEO at ConnectAndSell Host of Market Dominance Guys RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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be left with the humans and then the humans were on your list. That's pretty good. But once they're a human being you have a pretty good shot at getting trust and then curiosity and then commitment and then action having nothing to do with knowing anything about them other than the very human being and that they might be interested in your little breakthrough. “So pre-call research will lead you to take a guess.” Hey Chris, I see that you went to Arizona State University go Sun Devils. Really what you don't see is that that was an expedient after three years at the University of Arizona far away down in Tucson where I had a very intimate relationship with the
Are you not interested in the frustration of somebody like one of your reps doing whatever they're doing? I think they're dialing to nowhere over and over and over. Or are you not interested in being able to use the phone at all in your business? I mean, I wouldn't ask them that, “but that's what's in my head, but let them talk. Just ask them what is it you're not interested in?” Because by the way, as soon as the prospect lies, they lie for psychological reasons to defend themselves. That means they're defending themselves against the fact that they're about to say yes. So don't accept the lie because that's a lie. I'm not interested is truly a lie.
and needs to beached oh my goodness. Oh my goodness, so I'll take one. There's a bunch of them, but here's one. There's a common belief that we should qualify on cold calls. This is the single most destructive thing you can do to your company's go to market strategy because “it invalidates your list.” It basically says the effort you went through to put together a targeted list is completely wasted. And now what we're going to do is take a reps opinion for whether we should go to market with this particular customer or not. And this is nutty. Anybody who's running sales or running a company who allows qualification on cold calls other