Connections - rewire your brain
Core takeaways: - Book time for prospecting. Protect that time. - Lighten the mood, build a relationship.
Summary: - sales is about a relationship, not a vendor ship. It’s treating people kindly. Treating your employees the way you treat others. Matching offerings - Sales is much less about techniques. Focus on the value you offer. - Sales is an emotional game. - Give goals: give stuff to ppl. - Book of prospecting time and don’t let it move.
2024-05-01
- If nobody’s following you you’re just out for a walk
- Lead with respect. Be others focused.
- Take the I out of team. Build incentives to foster teamwork.
- Be willing to walk away. This helps increase the value prop.
- The most successful people are
2024-04-30
- problem solving: the customer brings the symptoms but I need to diagnose
- How committed is your prospect to getting change?
- Four personalities
- Driver. → get to the point.
- Influencer: motivated by status
- Steady Relaters: loyal. More methodological. → build a relationship. Avoids conflict. Prioritize relationship.
- cautious thinker → they have analysis paralysis. Long decision process. → have delayed gratification.
Clarify expectations. - Be clear. - Be assertive. - Make commitments.
Review how you interact with different personality styles
Have a truth telling convo with yourself - Why do you feel you’re not hitting your goals? - Check your assertiveness
How well do you make decisions? - if you’re not good at making decisions, you can’t expect your customers to make decisions
Agree and align: - find the truth. - Ask questions of inquiry Never Split the Difference and Feeling Good Together - How to Win Friends and Influence People → agree with people. Get them to like you.
Chapter 5
- People do business with people they like
- Ask more talk less.
- Three questions:
- Why is this a problem?
- What is it costing you right now?
- What is it going to cost you if you don’t solve it?
- Are your competitors figuring it out?
- Will someone be fired?
- Business dry up?
Chapter 2 - slow down. Build partnership. - How to Win Friends and Influence People - be deeply interested in others. - Each day focus on improving. - Stress tolerance: all this competition/recession will get rid of our competitors. - Top sales: create opportunities. - Humor to relieve stress. - People buy emotionally, Not logically
Make a decision - What are you doing? You need to focus.
Chapter 1 - price to value. Sell the value, not the price.
_________________________
Bryan lives somewhere at the intersection of faith, fatherhood, and futurism and writes about tech, books, Christianity, gratitude, and whatever’s on his mind. If you liked reading, perhaps you’ll also like subscribing: