Podcast episode
Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
30 Minutes to President's Club5 Aug 202028 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Leverage “I work with many who typically focus on X + Y” to lead the agenda. Ask your prospect for their top 2 priorities. If it’s too high level, prime the question. Bring people to the business priorities first instead of getting stuck in the process. Don’t disqualify an entire company when someone says no. Find another in. Jake Dunlap’s Path to President’s Club: CEO of Skaled VP of Sales, Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Also, I'm not going to talk myself blue in the face and throw a bunch of spaghetti at the wall. This dude doesn't think he has a problem. And you've all been on those calls. Yeah, no, it's great. It's good. Cool. I'm going to go find someone who has an issue and problem. And it might even be at the same company. That's the other thing. If you guys are prospecting into big companies and John Smith, VP of whatever, turns you down, go find the other 30 people that could say yes. “Too many people disqualify a company. You should just be disqualifying the person.” You come to me and tell me Honeywell is not ready to buy. Honeywell is not ready to buy? Honeywell is not ready to buy. Come on, man. All 300,000 of them. John Smith isn't ready to buy, not Honeywell. Give me a break. And so I got a hit on this because you're super well known on LinkedIn, right?
So I've been getting somewhat through our team, getting up to speed in this really odd world. And then I'm just going to go paraphrase. I'm just going to go, Hey, look, if you are an industrial facilities engineer in maritime, here are the top three things you need to think about. One, two, three, and here's the action you should take. If you want to read more, you can read either. I wouldn't post the link at all. “I would just give my insights or I would just paraphrase conversations I have with prospects.” Hey, look, I've talked to four operations leaders. Here's the top three things I hear about them going back to market in 2020. And then the other option, if you want to do it, guess what, guys? Google, it's called Google. And what you do is you Google industrial oil manufacturing trends for 2021. And I guarantee there's going to be results for that.
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