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
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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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It makes me upset because people don't realize the reason you have bad calls is you don't show up prepared. And you wonder why the customer doesn't think that you're ready to buy or that they're not ready to buy because you didn't know enough about their business to customize things. And if it's a big meeting hours, if it's a small meeting, at least 10, 15 minutes getting up to speed. So step one is prep. Step two is the agenda. “How you set the meeting has a direct impact on how that meeting is going to end.” So the agenda is the exact same one. Never thank people for their time ever, right? When you thank somebody for their time, you are immediately saying that your time is more important than mine. Look, I get it. Now, a lot of people like, but Jake, I'm polite. I'm courteous. I get this from like the older crowd in particular.
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.
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.
They don't want to hear from just a company reshare. And that's why reshares, well, there's a lot of reasons why reshares don't get engagement, but that's certainly one of them. If you think of yourself as a kid, then you're going to have trouble. But if you think of yourself as the person who's talked to 50 other VPs of operations at oil and gas companies, you've probably talked to more of them than they've talked to each other. “And all you got to do is just point out observations across those conversations, and that's your content.” If you are selling a product and you don't believe you know more about that one specific thing than your prospects, quit now. You're selling the wrong product. I always, at 26 years old, talking to CHROs of big companies, selling CareerBuilder, then Glassdoor, I knew I knew more than them about talent acquisition. There was no doubt in my mind.