webinar you attended
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"Josh, Matt Jones. How are you doing today?" "Okay." "I know you have no idea who I am, but I am with ACME. I noticed that you attended a webinar we hosted called 'Sell the Way You Want to Buy.' Does that ring a bell?" "It doesn't." "Check your favorites in your browser. You signed up on March 14th." "Yeah, I don't recall." "What motivated you to want to attend?" "Attend what?" "Let me ask you something: Do you have your calendar handy? I'm available tomorrow at 3 p.m. for a demo." "Before you answer that question, I have a couple of questions to ask you." "Do you have the budget and authority to make purchasing decisions?" "No? That's okay. And did you vote for Biden? I just want to make sure we're on the same side so you don't raise objections." "What?" "Listen. What I do is call people who attended our webinars but forgot and then set up demos with them even though they're not going to buy anytime soon. Does that sound like something you want to be a part of? Because I can hear in your voice that you like to stay ahead of the curve. I really feel like this would be the software of your dreams." "You're not selling the way I want to buy. I'm not in the market for software." "That's exactly why I called. I would love to set up a demo tomorrow." "But I told you that.." Please don't interrupt. How about 3 or 4 p.m.?" And scene. The golden rule? |
Josh Braun
You lose a sale. You miss quota. Let yourself feel disappointed. Remind yourself to focus on what you control and tune out what you don’t. Keep learning.Keep growing.That’s all you can do. There’s power in that.There's confidence in that. You become yourself again.You feel happy again because of how far you've come. Don't judge the journey. Sales and no sales are part of the same experience.Rainbows follow rain.Night follows day. And if that doesn’t bring you peace, I don’t know what will :-)
Eleven thoughts: The best way to criticize is to suggest how to make it better. Saying, “I don’t know,” makes you more relatable and likable. Don’t hesitate to invest in yourself. A course, class, a new skill. These tiny expenses pay big dividends. The best way to win an argument is not to argue. You can understand someone without agreeing with them. If you want to be better at sales, ask customers why they bought. Learning how to make people feel understood is a superpower for forging strong...
Jenna and I are hiking in the Grand Canyon. We’re on a trail called South Kaibab. It’s akin to hiking a mountain in reverse. You breeze down into the Canyon,then regain the elevation you lose going up. “Going down is optional. Going up is mandatory.” At Ooh Aah Point, 1.8 miles down, Jenna wants to turn around. I want to go to Cedar Ridge, which is 3.1 miles down. Convincing doesn’t work:“It’s only another mile.”“The views at Cedar Ridge are spectacular.” Nobody wants a TED Talk on Cedar...