Podcast episode
6 Ways to Get Coal in Your Stocking from Sales Santa (and what to do instead)
30 Minutes to President's Club21 Dec 202224 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line. Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps. Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to determine what information they are actually seeking. Keep Power in the loop: Share regular (succinct) status updates with the executive sponsor of your deal. It's your job to keep reiterating WHY their organization is looking to buy your thing. 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.
the three by three rule. So any email should be what's called three by three, which is no more than three bodies of text and each body of text should be no longer than three lines each when read on your phone. So it's basically like three sentences. It's also known as the no scroll rule. “And the way you should set up these emails is you should lead your emails with the tailoring.” In other words, what do you know about your prospect? Then your second body of text is that one most important wishlist item or that one problem that you can solve based on what you know about them. And then your final body of text is a low friction call to action or a low friction
He's going to tell me about Friday, Saturday, and Sunday. But if I ask him, how was your Friday night? There's a more limited amount of information that he could share with you. And you need to do the same thing with your prospect. So when they ask you a question, what you need to do is sort of infer, are they going in a certain direction? And say, oh, well, are you trying to get information “around A, B, or C? Or you might say, well, what did you have in mind there? You actually don't” want to come across as incredibly quick-witted, giving them the super fast complete answer. You actually want to come across as, I didn't totally understand your question. Can you give me a little bit more detail around what you are looking for here? And the reason for that is so you can be
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