This episode of the Live Better Sell Better Podcast features JR Butler, the CEO and Founder of Shift Group. Athletes who played at the collegiate level or higher tend to have a certain competitiveness and coachability that make them star salespeople. JR talks about honing their raw talent and really nailing the basics of prospecting, qualification, and creating rapport to mold truly successful sales reps.
HIGHLIGHT QUOTES
Sales athletes see the positive impact of feedback - JR: "When they got constructive criticism or feedback, they didn't take it personally because they were like, okay, like this is something that I can get better at, and if I listen to this person who's an expert and I enact their feedback, then I'm going to see an outcome where it's positive and I'm not gonna take it personally like they're attacking me."
Qualification means getting to no faster than you get to yes - JR: "You need to be able to prospect forever. It's the most important skill you can have as a salesperson. So we try to hammer that home with these folks. And then the other pieces we work on are building rapport and doing discovery, like qualification."
"And when I say discovery, I'm really talking about qualification. We have a course called happy ears and we really want people to get to no faster than they get to yes."
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