30 Minutes to President's Club | No-Nonsense Sales #181 - Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)
29 snips
Jul 19, 2023 
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Sell The Meeting By Depositing Value
- Offer concrete value for the next step instead of pitching your product.
- Frame the meeting around insights they will gain even if they never buy.
Cut Waste By Targeting Higher-Quality Leads
- Audit who your team actually spends time contacting and stop wasting time.
- Spend more upfront effort to target higher-quality, more relevant leads.
Handle Knee-Jerks With NASCAR
- Treat knee-jerk emotional objections differently than logical ones.
- Use Acknowledge, Sidestep, Continue to break reactive resistance on cold calls.