Capturing your prospects' attention is more challenging than ever, thanks to our distracting world. So, how do you cut through the noise and effectively engage with potential clients?
In this episode of The Sales Evangelist Podcast, I speak with Alan Versteeg, a seasoned sales leader and head of Growth Matters. Hear his insights and strategies for grabbing your prospects' attention and turning it into meaningful business opportunities.
About Alan Versteeg
- Alan Versteeg is the mastermind behind Growth Matters, an organization dedicated to enhancing sales management development.
- His mission is to provide sales leaders with the tools they need to improve their game and, by extension, help their sales teams excel.
- In this episode, Alan emphasizes the critical role of sales managers in driving sustainable sales performance and the importance of mindset in successful selling.
The Importance of Mindset
- How important is mindset in sales? According to Alan, you can’t sell anything unless you have this specific mindset to make it in the sales industry.
- He suggests that sales professionals should view their roles as noble and genuine efforts to help customers. This conviction translates into clarity, confidence, and, ultimately, competence.
- Alan points out that many top salespeople become mediocre sales managers because they lack this foundational mindset.
Relevance: The Currency of Value
- Alan shares how to engineer relevance into your sales conversations by doing meticulous research and personalization.
- He argues that generic sales messages won’t cut it, especially with AI generating compelling scripts at scale.
- Instead, salespeople must tailor their outreach to demonstrate a profound understanding of the prospect's industry and challenges.
Practical Strategies for Gaining Attention
- Alan offers a practical framework he calls the Initial Value Promise.
- It involves crafting a message that immediately signals relevance to the target prospect. This sales approach is based on the neuroscience behind the Reticular Activating System (RAS), which filters information based on its relevance to us.
Navigating Rejections
- Always welcome rejections and see them as opportunities to reposition your efforts.
- Alan advises that if a prospect says no, it's best to thank them and move on rather than trying to convince them otherwise.
- Instead, focus your energy on those who find your value proposition relevant.
“Relevance is the currency of value.” - Alan Versteeg.
Resources
Growth Matters International
The Catastrophic State of Sales Coaching
Alan Versteeg on LinkedIn
Sponsorship Offers
- This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill