Professional Sales Tips
from today's episode of The Sales Podcast
- Is sales dead?
- Is closing dead?
- For higher-ticket sales, you need great salespeople.
Sales Roles
- MDR (Marketing Development Reps) → Reach out after someone opts in
- SDR (Sales Development Reps) → Reach out cold
- AE (Account Executives) → The closers
The 7 Beliefs a Prospect Must Have to Buy
- Pain
- Pain = move away from (avoidance)
- Unfulfilled desire = move towards (aspiration)
- Business is fundamentally about solving problems
- People exchange money when you clearly show value
- You must start with pain
- Doubt
- They must doubt they can do it themselves
- Why not just DIY?
- Cost
- It's more costly to stay where they are
- Reference: Tony Robbins' Dickens Process — imagine years from now if nothing changes; bring that future pain/cost/value into the present
- Set up these questions carefully
- It must sound natural
- Desire
- The payoff if they fix the problem
- Paint the compelling future
- Support
- Their partners/team will support the decision
- Money
- They must have the budget
- They must have the willingness to invest
- Trust
- Trust in you and your company
- Trust in your methodology
- Sell them simultaneously on:
- Why their current world won't change (and it's too painful)
- Why your system will work
When you break down their limiting beliefs properly, prospects often close themselves.
There are a lot of soft salespeople today.
Sometimes you must hold people accountable to align their actions with their words.
Scaling & Leadership
- To really scale your business, you must learn sales management.
- Ad costs are rising → you need strong internal sales teams.
- The business owner must be the leader.
- Salespeople can't perform if they're not inspired.
- Culture matters.
Prospecting & Lead Generation
- Cold calling still works great when:
- Targeted to a specific industry
- Reaching high up the org chart (decision-makers)
- Target: Founders of $1M–$4M companies
- Usually gets emails fairly easily
- Gets decent answer rates on calls
- Data is the biggest factor → you need good lists
- He manually builds his own lists
Tools & Tactics
- Seamless.ai (but he can't rely on their search function — needs a launch point)
- BuiltWith → find software they use
- Find relevant Facebook Groups
- Hard to find people who truly self-identify
- Example: Realtors self-identify, but use Zillow to see who's actually advertising (instead of calling every realtor)
- Use Seamless to pull contact info
- Research team customizes the first line of outreach
- Clean the list for good deliverability
Final Call-to-Action
- If you want to get into sales, reach out.
- If you're not making great money in sales, reach out.
- If you have a service, course, or online-delivered offering, reach out.
- You need a real way to generate leads.
- You can't just hire a salesperson, cut them loose, and expect them to "make it work."
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