30 Minutes to President's Club | No-Nonsense Sales #16 - Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
Aug 12, 2020
Jason Bay, Chief Prospecting Officer at Blissful Prospecting, shares his expertise in sales prospecting techniques. He emphasizes the importance of empathy, encouraging salespeople to connect genuinely with prospects instead of defaulting to clichés. Jason introduces the 'REPLY Method,' focusing on relevant results and personalization. He discusses how to craft concise email sequences that truly resonate with potential buyers. Plus, he advocates for a human-centric approach by validating concerns and conducting pulse checks during outreach.
AI Snips
Chapters
Transcript
Episode notes
Empathy in Sales: Label and Accept
- Use empathy in sales by acknowledging and validating prospects' concerns.
- Give prospects an opportunity to voice objections comfortably, allowing you to address them effectively.
Seeking Honest Feedback
- Build rapport early in demos and explicitly ask for open feedback.
- Encourage honesty about fit and pricing to address potential objections proactively.
Handling Email Objections
- When handling email objections like "not interested," understand, validate, and offer.
- Acknowledge the cold email, suggest an idea related to their competitors or similar companies, and ask permission to share.