How do we engage prospects without creating sales friction?

March 9, 2019

The prospects you call on each day are selfish. Just like you and me.

They care nothing about you, your product, or your sales quota.

And by ignoring their “human nature” is a costly mistake in selling.


A good sales rep makes “tiny little invites” to peak a prospect’s curiosity and gain trust first.

They’ll say things like:

“Would like to invite you to a webinar about an industry challenge/trend we’re seeing. Could I share the link with you?”

“Would like you to try our software free for 7 days to see if it could save you time and money. After you’ve tried it, I’ll ask you how you liked it. Nothing more.” 

“Would like to send you a short case study about a problem we solved for a similar company. It’s a 2 minute read.”

Never attempt a discovery call with a prospect until they’ve accepted at least one of your “tiny little” invites.

Such invites are resistless – if you’re speaking to the right person.

P.S: Whenever you’re ready… here’s how I can help you hire some sales reps so your business can grow.

View original question on quora

How to reduce sales friction