Podcast episode
Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)
30 Minutes to President's Club21 Oct 202029 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways Detach from the outcome and just focus on finding the truth Use an accusation audit when asking questions: “Would it be ridiculous if…” Use “Have you given up on _____” as your one sentence breakup email Mirror the last three words of an objection, then label it with “sounds like ___” Josh Braun’s Path to President’s Club: Founder, Josh Braun Sales Training Head of Sales, Basecamp VP of Inside Sales, Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And when you label negatives, you defuse negatives, whether you use something like you're going to hate this call, or I know you weren't expecting this same idea is to label what they're the negative feeling they're thinking to defuse it. Nice. What's the last one, Josh? Round us out. “The last one is stop trying to change people's minds to net negative every single time.” Not once have I gotten to a objection with someone where I tried to change their mind and where they said, hey, you're right, I changed my mind just doesn't happen. So instead of trying to overcome objections, learn how to understand objections.
an email, you're going to see the name, subject line, and the first 135 characters. Can't do anything about your name. You're a stranger. That's automatically going to be a problem. There's ways around that, actually, too, which we can talk about. Second thing is your subject line. And the third thing, which is also important that a lot of people don't talk about, is “that first sentence, first like 130 characters.” And everybody's favorite topic is themselves. So if you're reaching out to me and you're this podcast editing service, it might sound something like this, I'm Josh. Just been inhaling your inside selling podcast.
I'll just get back to you. Now. Here's the great thing Sales is about leadership. All right, I have to be in control of Everything so let me tell you how this plays out. Sometimes let's say they booked the meeting and they don't show up for whatever reason Happens what I'm gonna do is Literally “Send one one sentence email and never follow up again” for three months and The reason for that is this if there's no motivation or desire No amount of follow-up emails is gonna change your mind. I've been trying to get my wife To clean out her closet for a year. I've been using every sales
If you do, I'll give you the copy. You can paste into an email so you don't have to do any work. And so do you do anything from a copy standpoint when you're getting a referral to make sure that it sounds like it's coming from them and not from you? Yeah. So what “Hey, Josh told me to paste this in.” in the copy. Here's the thing. It's just about being real with people. Send me some information. This is, it's the same kind of thing where you just say to, you know, you say to somebody, can I ask you a really awkward question right now? Uh, sure. A lot of times when people
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