Podcast episode
Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
30 Minutes to President's Club12 Aug 202026 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Find a very granular problem from a call recording. Put that at the top of the sequence. Time and money are not specific. Pulse check with your prospect when things aren’t going well. Ask them if this is worth it. Not interested? Say “I get it. I was the one who cold called.” Then ask for permission. REPLY Method: Relevant results, empathy, personalization, laser focus, you. Jason Bay’s Path to President’s Club: Chief Prospecting Officer, Blissful Prospecting Owner, Jason Bay Consulting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
you're on a phone or when you're on a discovery call how do you do that if somebody slams you with not interested over email how do you handle that when you don't have the benefit of tone you don't have the benefit of being able to ask somebody two or three questions you did in the same exact way almost so understand validate offer “Hey Nick, I know I sent you a cold email. You definitely weren't expecting this email” and I may have been off base with the things that I talked about in here. So I totally get why you would respond that way. But if it's cool with you, I had an idea because I saw that so this could be I had an idea because I saw one of your competitors was doing this. Armand, I know you like that line. We're in this portfolio companies like kind of thing,
is. Your calls are going to follow the same format. If I sent email number one, it's about that problem. And then LinkedIn's kind of a different element altogether, but one touch LinkedIn connection requests. That's one touch. Hey, you connect. Hey, a lot of people tell us they have these problems. We created this piece of content. You check it out. You know what I mean? “It's like you can get 12 to 15 touches pretty easily with just three problems.” Are you threading those together at all? So I sell an ERP system. There's probably 800 problems that I could address. And one of the areas I'm always concerned about is if I talk about pain in email number one, and then email number three, I talk about a completely different
So I'm actually thinking I'm going to have to change it up now. You've got to be able to bubble up the original thread once or twice, but a lot of times those ones are getting deleted and then you're just replying to these deleted threads and you're just a nuisance. My favorite place to use it is on the breakup email. I do like a recap of the “three or four problems that I've told you up until this point so that they have something that they” can hold on to and it's a completely new thread. So I do have to ask you the final question. There are a lot of good habits. We talked about the reply method. I love your use of pulse checks. We talked about your ability to actually seek out some no's and get customers to talk to you openly. What's one bad habit that every sales rep needs to break to be more
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.