How do I get my prospect’s attention and have them not forget my pitch?

Being redundant, repetitive, and saying the same thing twice is hypnotic in selling.

That’s because prospects forget 40% of what they hear in 20 minutes.

So…

Tell em what you’re gonna tell em. (your voicemail)

Tell em. (your phone conversation)

Tell em what you told em. (your email recap)

PLUS…

Sell to the decision making “old” part of the brain (aka lizard brain.)

This means using contrasts…

Show your prospect the status quo is NOT a great place. This is your before story. (ZERO)

Show them how they can get to a better place. This is your after story. (HERO)

Use the ZERO to HERO story again and again like you’re a Hollywood script writer.

Because when you fail to repeat, repeat, repeat… and don’t sell to the lizard brain, prospects tend to…

Fuhgeddaboudit…

Staying top of mind with sales prospects

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

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1. Be a guest on the “Stoic Sales Minds” Podcast

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2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

Should I text my sales prospects?

Texting is a killer tactic to add into your sales cadence. Here’s why:

20% of prospects open emails let alone respond

5% of prospects respond to voicemail.

98% of people in general open texts within 3 minutes

Rules for texting:

Ask permission to text early in the sales cycle.

Use texts sparingly. Imagine you’ve only got 3 text credits per quarter per client.

Never, ever pitch your product in a text.

Reasons for texting:

Checking if your prospect is open for a call

Confirming a call or meeting

Sending a helpful resource

Quickly answering a question they’d asked earlier

Format for texting:

Keep it short or it won’t get read =<60 characters

Include a call to action with only a Y/N required

Identify yourself with your first and last name. They won’t recognize your phone number.

Emergency situation for a text:

When your customer goes dark at the 11th hour at end of quarter.

Ask…

“Had a chance to review the offer yet, Mark? (trevor hefford)”

That’s 60 characters.

Texting is intimate.

Texting is powerful.

Texting is a privilege.

How to text to sell

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

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1. Be a guest on the “Stoic Sales Minds” Podcast

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2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

How should I prioritize my sales prospecting?

Willie Sutton, the bank robber, was once asked by a reporter why he robbed banks…

He replied, “because that’s where the money is.”

Now, that’s clean, simple prose, ain’t it?

The kind of prose that comes from clear thinking.

If Mr. Sutton were alive today and asked to speak to your sales team… I’d reckon he’d say…

The money is with your customers. Think up-sells and cross-sells.

The money is with your competitor’s customers. Think steals.

The money is with your customers who went with competitors. Think win-backs.

Follow the money. (once for clarity)

Follow the money. (twice for impact)

Follow the money. (thrice for memory)

Nuff said.

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PLUS: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

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2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

How do I handle the “I’m not interested” sales objection?

Wouldn’t it be great to overcome the “I’m not interested” objection and still keep the sales opportunity alive?

Here’s my take…

Imagine asking your spouse, “Interested in going out for dinner?

They say, “Nope!”

But since they know, love, and trust you… you press for a “why?”

They say…

“Because I had a coffee and muffin at Starbucks an hour ago.”

To convince them to eat out, you say…

“Maybe later you’ll be hungry. Okay to book at table? We can cancel anytime.

They agree to hungry later, free cancellation, nothing to lose.

Here’s where I’m going with this…

Whenever your prospect says, “I’m not interested” leverage FUTURE TIME. Just like your spouse who isn’t hungry.

The fastest way to create resistance is to press your prospect for a “why” response.

And unlike your spouse… they don’t know, like, like, or trust you yet.

Try this…

“Mr. Prospect, maybe we could reconnect down the road… in case your needs ever change?

When you accept your prospect’s “I’m not interested” response “unconditionally” they may give you their “secret why” right away.

If not, so what? You can still reconnect a month later.

And what could be better than that?

customer isn't interested objection

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

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PLUS: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

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2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

How can I stop cold call procrastination?

If you’re procrastinating cold calls, step away from your desk and do this…

Go to a different place. Anywhere different. A conference room, a quiet coffee shop, the library, your vehicle.

Do something different, like send email or research prospects.

The reason for changing your state is this…

Your brain quickly associates your desk with the place of cold call procrastination. You must break that association.

Return to your desk 15 minutes later.

That way you’ll relearn the association that you once had, which is…

Your desk is the best place for cold calls.

You’d never sit in the conference room waiting for your next team meeting, so why would you sit at your desk, waiting to get motivated to cold call?

Action is the real measure of intelligence.

Try this to start cold calling

P.S. Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

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PLUS: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

 

How Can I Get In Front Of A Decision Maker Fast?

Here’s the single best secret to getting in front of a hard to reach decision maker in 1/10 the time.

4 Words…

Send Them A Book.

A best selling business or success book.

Not new. Used.

A book you’ve read and can share with them.

“But how will I know if they already own the book, Trevor?”

Ask.

Send an email and say…

“Hi ____, have you read the book XYZ, yet?”

If not, send it to them.

Books BOND.

Shout out to Craig Ballantyne, owner of Early To Rise for teaching me this.

Send a sales prospect a book

P.S. Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

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Plus: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

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2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

How Do I Get My Prospect’s Attention? (Here’s How)

The moment you say THIS in a voice message…

“Hi Jake, it’s David from ABC Software. The purpose of my call is to blah, blah, blah, blah, blah….”

Guess what happens?

Your prospect clicks delete in 2 seconds or less.

Here’s how to increase your chances of getting them to notice your message and respond to it…

The next time you leave a voice message for your prospect, say this…

“Hi Jake. Just sent you an email. It’s Trevor Hefford.”

That’s it. No pitch, no company, name, no call back number.

Here’s why this often works:

You’ve created curiosity and expectation. Two very strong psychological motivators.

And when they do get around to checking their email and see your name, they’ll be more likely to open it because you’ve activated their reticular activating system.

Now, here’s how to get them to read it and take action:

In your message body, invite them to something that addresses their business problem.

Could be…

A Webinar.

A Lunch and Learn

An Event

Anything.

Make tiny little invites. Never pitch.

They might say, “yes.” They might say “no.” At least your talking.

Prospecting is like a play: it’s not the length of the script, but the excellence of the acting that matters.”

Fastest way to contact your sles prospect

P.S. Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

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2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

Cold Calls or Cold Emails?

It’s been said the phone out-converts email by 8.21% to 0.3%.

This means if you make 50 calls you’ll reach 4 people versus a big fat ZERO with email.

But what if your prospect never picks up the phone?

Then leave a voice message. If it sucks, delete it and try again.

Now…

If you really want to know if the phone or email converts better for YOU…

Then run a split test.

Because some reps are WAY better with email outreach than the phone…

Just like…

Some prospects respond to email, but never to voicemail or cold calls…

So batch 10 cold calls, and 10 emails.

Rinse and repeat.

Marketers split test. Sellers must too.

email or phone in selling

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

What do you think of the ‘alternate of choice’ appointment setting close?

Raise your hand if you’ve heard this appointment setting close…

“Mr. Prospect. Would next Tuesday at 4:00 work for you, or is Wednesday at 2:00 better?”

This is the old “alternate of choice” close. And it has been kicking around for over 30 years.

Thing is….

It’s 2019, and this “close” is outdated, overused, manipulative, and tacky…

Yet, I still hear it at least once a week from software sales reps.

If you’re still using it with prospects, especially at the VP or C level, ditch it.

Just say…

“Do you have time tomorrow?”

Trust keeps a prospecting relationship warm and your pipeline healthy.

Stop using this sales closing tactic

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

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2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

How Do I Book A Meeting With A Busy Prospect?

Busy prospects are far less attached to future time than present time.

Here’s what I mean:

If I call and ask them for 10 minutes today, I can expect a no.

If I call and ask them for 10 minutes tomorrow, better.

If I call and ask them for 10 minutes next week, WAY better.

The further into the future I ask for a meeting date, the greater the chance they’ll agree to one.

This is why you should try a cold calling blitz on Friday.

When you ask them on Friday for a meeting on Monday (next week)…

You’ll wait just three days instead of seven.

How to get a demo with a buyer

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect.