Stuart Taylor’s Post

7 best techniques to boost Sales! ... I see headers like this 50+ times day on LinkedIn. From some of the largest companies selling Sales Tech, those sales communities promising thought leadership, and even leaders I know well and respect highly. I know you see them as well... The simple reality you aren't often told is this: When you invest your sweat equity in learning how to leverage emotional intelligence to the betterment of others, through authentic and empathetic communication, you will instantly become the top performer in your organization while making a meaningful difference for others. The journey to get there takes discipline, rigor and grit. You will need to surround yourself with people who "get it" and are willing to give back to the community by paying it forward as mentors and leaders. Even if they are just leading by example and you are in a position to observe and learn. It won't be easy. It is hard to stray from the heard mentality; vast layers of sales propaganda blanket these forums. Being different, for the right reasons, will provide you with different results. If 61% of sales people missed quota in 2023, different starts to make cents. There aren't 7 shortcuts I can offer you to leap frog your development. But, I can assure you that when you shift your focus to truly understanding the humans your job is meant to help, while everyone else is trying 7 different tips and tricks to overcome objections or copy pasta their next "personalized" email sequence, you'll elevate your career to unimaginable heights. For those still eager for a quick tip, here is the best sales technique I know: "Seek to understand, not to be understood". Good luck and God speed.

Your prospecting fails when it doesn't lead a client to these 5 internal conclusions. Getting a potential client to respond to you is about leading them through a series of internal conclusions. Contrary to popular belief, they are not about your company or its products or services. They are actually about you. Here are the 5 most essential conclusions they must reach: 1️⃣ I've asked myself the same question. This could be in exact or general terms. Have you defined what you can solve for people? 2️⃣ This person understands me and/or my situation. Discuss what it feels like to be in this position, how someone gets there, and the frustrations around dealing with and trying to correct it. 3️⃣ That's what I need help with. Demonstrate that you have worked with many problems like theirs and have provided successful solutions and outcomes. 4️⃣ I believe I could trust this person. It's important here to have an apparent yet low-pressure call to action. This allows your prospect to feel in control of the decision to reach out to you rather than feel pressured to have a meeting. 5️⃣ This is someone I want to see about working with. Everything you've done to this point has brought them to the conclusion that you could be the person they have been looking for to help them solve their issue. Many companies sell solutions similar to yours, and many sales representatives reach out to your prospects. Top salespeople ensure that their messages lead prospects to these 5 conclusions that get more responses and close more deals. Make prospecting suck less. ✅ Subscribe to my newsletter 🔔 Ring the bell on my profile to follow me. ➡ Connect with me or DM me. #sales #makeprospectingsuckless

Your prospecting fails when it doesn't lead a client to these 5 internal conclusions. Getting a potential client to respond to you is about leading them through a series of internal conclusions. Contrary to popular belief, they are not about your company or its products or services. They are actually about you. Here are the 5 most essential conclusions they must reach: 1️⃣ I've asked myself the same question. This could be in exact or general terms. Have you defined what you can solve for people? 2️⃣ This person understands me and/or my situation. Discuss what it feels like to be in this position, how someone gets there, and the frustrations around dealing with and trying to correct it. 3️⃣ That's what I need help with. Demonstrate that you have worked with many problems like theirs and have provided successful solutions and outcomes. 4️⃣ I believe I could trust this person. It's important here to have an apparent yet low-pressure call to action. This allows your prospect to feel in control of the decision to reach out to you rather than feel pressured to have a meeting. 5️⃣ This is someone I want to see about working with. Everything you've done to this point has brought them to the conclusion that you could be the person they have been looking for to help them solve their issue. Many companies sell solutions similar to yours, and many sales representatives reach out to your prospects. Top salespeople ensure that their messages lead prospects to these 5 conclusions that get more responses and close more deals. Make prospecting suck less. ✅ Subscribe to my newsletter 🔔 Ring the bell on my profile to follow me. ➡ Connect with me or DM me. #sales #makeprospectingsuckless

Prospecting is a disruption when it’s done Outbound and sometimes Inbound. It involves asking someone to give their attention to something other than what they thinking about now. It’s a big ask these days because most people are LOOKING for reasons to ignore you or tell you NO. Some say it’s a numbers game. There is a certain amount of peace that comes from knowing if you make 100 calls you will get 3 deals. But What if you could get 6? 20? or more? What if you can reach into those who are NOT actively thinking about you or the problems you solve and get them to have a conversation with you? You will always find people who want to talk about you. You will find more people who want to talk about themselves. The key is to realize you are not prospecting for pipeline. You are prospecting for conversations. Because there is no pipeline without the conversation. The secret is to know who you sell to, what they care about and why they struggle.

📣 📣 📣 10 prospecting commandments --> 1. Attention spans are as short as they’ve ever been. Good copy? No one remembers. Bad copy? No one remembers. 2. If there were a silver bullet, we’d have found it by now. 3. I overestimated how much I could get people to care in the short term, but underestimated how much they remembered over the long term. 4. Anxious? Don’t be because it’s all one big experiment. Our job is to constantly experiment and eke out little learnings that turn into advantages over time. 5. No one can say no forever. 6. Gun to your head, what are you sharing with the prospect? 7. Make sure at the very least, your prospect remembers what problem you solve for. 8. Concrete problems with concrete solutions > abstract problems with abstract solutions. 9. 3% of the market is ready to buy. Optimize for everyone else. 10. If founding; few rules will apply to you. I.e. “SDRs job is to sell the meeting, not the product” → founders selling too many meetings is a calendar full of poor ICP conversations and false positives. I DARE you to dissent in the comments (but I'll be better for it).

Your prospecting fails when it doesn't lead a client to these 5 internal conclusions. To get a potential client to respond to you, it's about leading them through a series of internal conclusions. Contrary to popular belief, they are not about your company or its products or services. They are actually about you. Here are the 5 most essential conclusions they must reach: 1️⃣ That's what I need help with. This could be in exact or general terms. Have you defined what you can solve for people? 2️⃣ This person understands me and/or my situation. Discuss what it feels like to be in this position, how someone gets there, and the frustrations around dealing with and trying to correct it. 3️⃣ This person can help me. Demonstrate that you have worked with many problems like this and have provided successful solutions and outcomes. 4️⃣ I believe I might be able to trust this person. It's important here to have an apparent yet low-pressure call to action. This allows your prospect to feel in control of the decision to reach out to you rather than feel pressured to have a meeting. 5️⃣ This is someone I want to see about working with. Everything you've done to this point has brought them to the conclusion that you could be the person they have been looking for to help them solve their issue. Many companies sell solutions similar to yours, and many sales representatives reach out to your prospects. Top salespeople ensure that their messages lead prospects to these 5 conclusions that get more responses and close more deals. Make prospecting suck less. ✅ Subscribe to my newsletter 🔔 Ring the bell on my profile to follow me. ➡ Connect with me or DM me. #sales #leadership #innovation #b2b #makeprospectingsuckless

Following this framework will help get you to trusted partner status faster. When a prospect comes to you through referral from a friend or colleague, you already have borrowed trust as a result of the referral which leverages this process and the result is the sales cycle speeds up even faster...

🚑 Prospecting paralysis is a very serious but prevalent condition that affects sales people and is characterised by a complete or partial loss of prospecting function and activity. 🏥 Fortunately, prospecting paralysis is easy to diagnose. For instance, when rebuttling their lack of prospecting activities, afflicted individuals will recite variations of the following phrases: "I haven't got time." “It’s the marketing departments job” "Cold calling doesn’t work anyway” 💉Treating prospecting paralysis is best conducted by a professional (such as the expert sales trainers at george james). Failing that, symptoms can be managed at work if the sales person is comitted and diligent. If you think you have prospecting paralysis, you can find recommended, at-work treatments in our latest article. You know where to go (HINT ⬇️⬇️⬇️).

Confidence 💪 plays a crucial role in prospecting as it directly impacts your ability to succeed in sales...see below ⬇️ When you 😱 lack confidence, you may struggle to 𝗲𝗳𝗳𝗲𝗰𝘁𝗶𝘃𝗲𝗹𝘆 𝗰𝗼𝗺𝗺𝘂𝗻𝗶𝗰𝗮𝘁𝗲 your 𝘃𝗮𝗹𝘂𝗲, 𝗯𝘂𝗶𝗹𝗱 𝗿𝗮𝗽𝗽𝗼𝗿𝘁 with potential... clients, and ultimately 🤝 close deals. Here are some key takeaways to help you 𝗯𝘂𝗶𝗹𝗱 your 𝗰𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲 and find prospects: 𝗥𝗲𝗳𝗹𝗲𝗰𝘁 𝗼𝗻 𝗣𝗮𝘀𝘁 𝗔𝗰𝗰𝗼𝗺𝗽𝗹𝗶𝘀𝗵𝗺𝗲𝗻𝘁𝘀: One of the best strategies for building confidence is to reflect on your past successes. Focus on the 🏆 achievements you have already accomplished and how they demonstrate your capabilities. This can help you reframe your current challenges and access empowering memories that prove your abilities. 𝗣𝗿𝗮𝗰𝘁𝗶𝗰𝗲 𝗮𝗻𝗱 𝗙𝗲𝗲𝗱𝗯𝗮𝗰𝗸: 𝘾𝙤𝙣𝙛𝙞𝙙𝙚𝙣𝙘𝙚 𝙘𝙤𝙢𝙚𝙨 𝙬𝙞𝙩𝙝 𝙥𝙧𝙖𝙘𝙩𝙞𝙘𝙚, so it’s essential to continually work on your communication skills, both written and verbal. Seek feedback from colleagues to identify areas for improvement and build on your strengths. Ask them for advice ❗ 𝗞𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲 𝗮𝗻𝗱 𝗣𝗿𝗲𝗽𝗮𝗿𝗮𝘁𝗶𝗼𝗻: Make sure you’re well-prepared and knowledgeable about your product or service - 📝 check your script! Does it still apply? 𝗢𝘃𝗲𝗿𝗰𝗼𝗺𝗲 𝗦𝗲𝗹𝗳-𝗗𝗼𝘂𝗯𝘁: Identify and challenge negative self-talk and self-doubt. Replace these thoughts with positive affirmations and focus on your strengths. 𝗧𝗮𝗸𝗲 𝗔𝗰𝘁𝗶𝗼𝗻: Finally, take action and start prospecting. The more you practice, the more confident you’ll become. Start small and gradually build up your skills and confidence. By implementing these ☝ strategies, you’ll be better equipped to build your confidence and find prospects. Remember, confidence is a skill that can be developed with practice, patience and persistence 💪 If you liked this post HIT the 𝗟𝗜𝗞𝗘 button followed by the +𝗙𝗢𝗟𝗟𝗢𝗪 & 🔔 (for great sales content) 𝘞𝘩𝘢𝘵 𝘢𝘥𝘷𝘪𝘤𝘦 𝘸𝘰𝘶𝘭𝘥 𝘺𝘰𝘶 𝘨𝘪𝘷𝘦 𝘵𝘰 𝘴𝘰𝘮𝘦𝘰𝘯𝘦 𝘴𝘵𝘳𝘶𝘨𝘨𝘭𝘪𝘯𝘨 𝘸𝘪𝘵𝘩 𝘤𝘰𝘯𝘧𝘪𝘥𝘦𝘯𝘤𝘦 𝘢𝘯𝘥 𝘱𝘳𝘰𝘴𝘱𝘦𝘤𝘵𝘪𝘯𝘨? Any ideas 🤷♂️ - leave a 𝙘𝙤𝙢𝙢𝙚𝙣𝙩 in the 𝙗𝙤𝙭 below. Want more tips? drop me a DM. #sales #confidence #motivation

Prospecting isn't just a task. It's a mindset. 🧠 Imagine treating each prospect not as a potential sale, but as a puzzle. A puzzle where the pieces are their needs, challenges, and aspirations. Your job? To find a match, not force a fit. Why? Because sales is evolving. Gone are the days of cold calls being purely a numbers game. Today, it's about meaningful connections, understanding pain points, and offering genuine solutions. But here's the catch - this approach requires a shift. A shift from seeing prospects as targets to viewing them as partners in a journey towards a solution. This mindset not only transforms your approach but also the outcomes. When you focus on building relationships and providing value, sales become a byproduct, not the goal. So, how do you cultivate this mindset? 1. Practice active listening. 2. Do your homework - understand their industry, company, and role. 3. Approach each interaction with curiosity and the aim to help. Remember, the goal is to be seen as a trusted advisor, not just another salesperson. Shift your mindset, change your approach, and watch your results transform. I'd love for you to read my new book "SELL UNAFRAID: Unleashing Sales Success Through Personal Discipline." In releases April 16th, 2024. Click the link to get announcements and share this with another sales person👇 https://lnkd.in/g-drTUZz