Rowe 🗯 | Handling Objections

Traits of top salespeople: ▪️ coachability / open to change ▪️ massively resourceful ▪️ continual learning as a value ▪️ innate need for achievement ▪️ competitiveness ▪️ optimism & resilience How do you measure up?

The real art of sales is not only to say the right thing in the right place, but, far more difficult, to leave unsaid the wrong thing at a crucial moment.

Agree?? .. What are you seeing? (reply)

A "spiky" sales pitch or value prop is a perspective others can disagree with. It's a belief you feel strongly about, and are willing to advocate for. It's better to be memorable than it is to be agreeable.

⏰ EVERY 15 Minutes ask yourself: Is what I'm doing moving the needle?

Check out my latest article: Salesforce Sales Cloud Consultant Credential: It's more about software development than Sales ‣ linkedin.com/pulse/salesforc… via @LinkedIn

Cold Email Doesn’t Work Anymore. You Need to Do It Anyway: producthunt.com/stories/outb… Cold email worked so well that technology evolved to make cold email incredibly easy to do, which in turn destroyed the effectiveness. But after rapidly experimenting with several approaches, we conclude that cold email should not be abandoned. cc @ndhoughton @ProductHunt

🤔 How to evaluate if your sales prospect is technical or non-technical? - Ask: “What text editor do you like? … like Word, Google Docs, VScode, VIM??” Any technical person is usually proud of their text editor, and happy to talk about it. If they say "MS Word" you know more.

🚫 "Deal Kill" by Committee. Prepare them to build consensus internally: ⁣ 💬⠀“I sense you like the idea, but what exactly are you going to tell the others? …” 💬⠀“Well said! You can also tell them ______ & ______.” 💬⠀“How do you think they'll react to that? …”

🤔 When something goes wrong on a sale, what's your Rep's go-to psychological defense? … What's yours?

Good Sales Reps (who you have to pay more = $150k base) drive 250% more revenue compared to "OK" Reps, who cost you less ($100k base)

“Try to understand other people’s perceptions of you. Think about the impressions you are making on friends, coworkers, and customers. Think about your brand.” 💫 (everybody is in sales)