Podcast episode
Hall of Fame: Ryan Reisert
30 Minutes to President's Club29 Jul 202429 min
Description
FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PATH TO PRESIDENTS CLUB Head of Growth @ NeonPixel CEO @ Phone Ready Leads CEO @ Student of Sales VP of Sales @ Booshaka RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Can you just give us some real concrete strategies for when you get somebody on the phone, they didn't expect your call, how are you executing there? What's coming out of your mouth so that the call is successful? Yeah, Connected Cell, we use something called a breakthrough script. What I do is I enter into every call with, hey, this is Ryan Reiser, and I just shut up. “I wait for somebody to respond.” Based on how they respond, you can quickly identify what type of personality they are and then get to the next phase. So hey, this is Ryan Reiser. If someone's like, hey, Ryan, how are you doing? Well, I then might say, oh, hey, I'm doing well, and then go right into the breakthrough, right? So if I'm an interruption, can I have 27 seconds to tell you why I called? And then shut up.
found a breakthrough that can allow you to have 10 times more conversations as a sales leader. All I'm asking for is 27 minutes to tell you what that breakthrough is. The third is work in buckets. So when you're finding accounts, only find accounts. Use that as an opportunity to take things out when those folks fall outside. “When you're finding contacts, find contacts. When you're making dials, make dials. Time block like a machine.” And then the last piece, number four, is document the path. When a number's bad, market is bad. If you got a phone tree that goes 3679, put in your notes 3679 and optimize every single piece of the sales cycle so you never do anything twice. Nick, how can people help us out here?
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