How to Succeed at Avoiding Being Ghosted with Scott Bliss
Release Date: 04/23/2024
How to Succeed in De-escalating Conflict with Carol Bowser
How to Succeed Podcast
In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns and effective communication strategies for de-escalating conflict. Join us...
info_outline
How to Succeed at Having ROI Conversations with Rich Chiarello
How to Succeed Podcast
In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning...
info_outline
How to Succeed at Influencing People with Brian Ahearn
How to Succeed Podcast
In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity....
info_outline
How to Succeed at Sales without the Stress with Elle Ingalls
How to Succeed Podcast
In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members,...
info_outline
How to Succeed at Avoiding Being Ghosted with Scott Bliss
How to Succeed Podcast
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....
info_outline
How to Succeed at Scrappy ABM with Mason Crosby
How to Succeed Podcast
This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles. Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM...
info_outline
How to Succeed at Prospecting in 2024 with Tom Nation
How to Succeed Podcast
In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with prospects in today's dynamic landscape. Throughout the conversation, Tom sheds light on the optimal...
info_outline
How to Succeed at Break through the Digital Barrier with Steve Spiro
How to Succeed Podcast
This week, join host Mike Montague as he engages in a compelling conversation with Steve Spiro, renowned as the Master Connector, unraveling the secrets to transcending the digital barrier and fostering genuine virtual connections. Through this enlightening dialogue, they delve into the nuances of navigating online interactions, underscored by the essence of authenticity and value addition. Steve's insights illuminate the path towards building profound connections, whether in the virtual realm or face-to-face, emphasizing a selfless approach and embracing vulnerability as a catalyst for...
info_outline
How to Succeed in Building the Sales Force of the Future with Dr. Courtney McCashland
How to Succeed Podcast
This week, tune in as Dr. Courtney McCaslin delves into the intricacies of building the sales force of the future. Dr. McCaslin underscores the critical balance between leveraging technology and data while understanding human psychology and behavior in sales. In this enlightening discussion, she emphasizes that while natural talents hold significance in sales, competencies and skills are paramount in driving success. The episode also touches upon the significance of personalized learning journeys for salespeople. Aligning individual talents and competencies with the broader business strategy...
info_outline
How to Succeed at Building a Nonprofit that Save Lives With Mike Kenny
How to Succeed Podcast
This week, elevate your nonprofit leadership with insights from Mike Kenny. Discover the essential behaviors and strategies necessary for running a nonprofit like a successful business. Mike underscores the importance of confidence in the mission, effective goal setting, and marketing the organization's value to donors. Drawing from his military experience, he emphasizes the significance of adopting a business mindset to drive sustainable impact. Explore the parallels between the Sandler sales methodology and the strategies employed by Warrior's Ascent, gaining valuable insights into...
info_outlineIn 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
=========================================
SUBSCRIBE: https://podfollow.com/howtosucceed
Don't forget to subscribe and leave us a comment!
=========================================
Follow Us:
Twitter: https://twitter.com/SandlerTraining
Linkedin: https://www.linkedin.com/school/sandler-training/
Instagram: https://www.instagram.com/sandlertraining/
Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr
=========================================