In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature.
Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset. By addressing these aspects early on, salespeople mitigate the risk of encountering sticker shock later in the negotiation phase while ensuring alignment between their offerings and the prospect's expectations.
Join us this week for an enlightening discussion with Scott Bliss as he shares invaluable insights on avoiding ghosting in sales. Don't miss out on this essential conversation.
Timestamp
0:14 Prospecting in 2024 with Tom Nation from Sandler UK.
1:21 Prospecting strategies for 2024.
6:51 Prospecting and Assertiveness in Sales.
14:57 Sales prospecting, automation, and cadence.
20:31 Using automation in sales while avoiding spammy messages.
23:30 Prospecting strategies and tools for sales success.
29:53 Sales techniques, mindset, and personal development.
Key Takeaways
Lack of identifying the prospect's pain or gap in their current situation can lead to being ghosted. Salespeople should focus on understanding the prospect's true needs and problems before presenting a solution.
Avoid sticker shock by discussing budget and investment conversations early on. By having open conversations about pricing and investment parameters, salespeople can align their solutions with the prospect's expectations.
Understand the prospect's decision-making process and who is involved. By knowing the decision-makers and their timeline, salespeople can avoid being left in the dark and increase their chances of closing the deal.
Use questioning strategies, third-party stories, and the curiosity curve to engage prospects and build trust. Salespeople should focus on asking meaningful questions and sharing stories of how they have helped others in similar situations.
Embrace the Sandler rule of "no" as the second-best answer. Salespeople should not be afraid of hearing a "no" early on in the sales proc
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