Podcast episode
Hall of Fame: Chip Wooten
30 Minutes to President's Club7 Oct 202433 min
Description
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward) PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Motive Senior Commercial Account Executive @ Motive Commercial Account Executive @ Motive Sales Consultant & Benefits Advisor @ First Mainstreet Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
Like, in the worst case scenario, I want to get at least a little bit of information. 99.9% of the time, you're not going to get the sale on that first call. It happens every once in a while, but you should have a minimum acceptable for that call should be, “I want to find out just a little bit more than I knew before I called.” That's so good. It's a philosophy you even put in the prep doc, which was like, I think you wrote, you either win or you learn, something like that. Like, you either book the meeting or you get information that's going to help you for the next call that you make, or the next time that you call them back. So Chip, one of the things we were also talking about related to gatekeepers in the pre-show was,
In Calling
Stop by your local bakery, grab a dozen cookies. And when the person calling up to your prospect tells you, hey, Jen is here, they're going to also mention, and she's got some cookies for you. Do like Chip said, save two cookies for the person making that phone call upstairs so that you leave a memorable impression on them as well. “And number four, we've all probably been in those moments where we forget to ask a” really important qualifying question we know we need to get before we get off the phone. Don't make it awkward. Don't make it weird. Do what Chip did and phrase it like this, oh, I don't even think I remembered to ask you. And then just ask the question bluntly. I loved that tip. Now, Nick, what can listeners do to help us out here at 30 minutes of President's
hey, Jen is here, they're going to also mention, and she's got some cookies for you. Do like Chip said, save two cookies for the person making that phone call upstairs so that you leave a memorable impression on them as well. And number four, we've all probably been in those moments where we forget to ask a really important qualifying question we know we need to get before we get off the phone. “Don't make it awkward. Don't make it weird. Do what Chip did and phrase it like this,” oh, I don't even think I remembered to ask you. And then just ask the question bluntly. I loved that tip. Now, Nick, what can listeners do to help us out here at 30 minutes of President's Club? Chip touched our hearts, Jen, when we found out that he sent a birthday card to a gatekeeper
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