Just wondering - which sector of the sales industry people are in? Cheers,

If you've been in sales for a while or you consume a lot of sales related content you'll hear this one a lot. People buy from people. My thoughts on this have changed over the past few years but one thing has remained the same, I don't buy into it. People buy from people is what salespeople tell themselves to justify their very existence as a sales person. It's insecurity. A lot of people got into sales because they are self-defined "people, people.' Whatever the fuck that means. I might not know what it means but what I do know that most sales people over inflate their importance. So people buy from people. Why don't I buy into it? In a literal sense, it is true. When there is a prospect, there is a salesperson and a transaction is made. One person bought from the other. The problem is, that is not how this statement is interpreted. Most people interpret it as the prospect bought because of the sales person. The slick demo or presentation they delivered. How they answered all of the prospects questions, got them 'right' and impressed them throughout the process. This is not why prospects buy. They buy for their reasons not because of how the sales person performed. They buy in spite of the sales person. Let me give you an example of when people don't buy from people. When I started out two years ago I needed a dialler to make calls from my laptop. When I was shopping around I'd done a bit of research and settled on one product. If it could do what I thought it could do, I was going to buy it. I got in touch and setup a call. On that call the salesperson I was speaking with was very junior and only in their first or second week at the company. They couldn't answer any of the questions I had for them. It was a shit experience but I could empathise with the sales rep, it was only their first or second week. We agreed she would go away and get the answers to my questions and then I can decide what to do from there. I needed a dialler. When those answers came I was happy with them and we moved forward.

Every human on this planet as a burning desire to feel understood. Google 'mirror neurons' if you wish to find out why. How do you make someone feel understood? You listen to them. How do you show someone you've been listening to them? 1️⃣ You acknowledge what's being said. 2️⃣ You label what they've said. 3️⃣ You repeat back to them what they've just said. 4️⃣ You ask them questions based on what they've just said. 5️⃣ You deal with what has been said. That last one is very important and often ignored my salespeople. Let me explain what I mean. Here are some things you'll hear on your prospecting calls. 💬 What's the call about? 💬 You can have 20 seconds... 💬 Can you send me an email? In every scenario you need to deal with what is being said before you can move forward. If you don't and you ignore the prospect they're going to be pretty pissed off, right? How would you feel if someone ignored you? Right... Here is how you can deal with each one... 💬 - What's the call about?" 30 seconds, I'll explain what the calls about then you can decide if we carry on talking or not, sound fair?" 💬 - You can have 20 seconds "Haha very good, I've not heard that one before. I will need 30 seconds, what would happen if I went over 20? 💬 - Can you send me an email?"Sure, I could send you an email. Before I do, what is it you're hoping I can include in that email?" The prospect will give you some cock and bull story about who you are, what you do and some case studies. Always case studies. They don't care either way, they're trying to get rid of you. So I'd respond with this... "Can I ask a really blunt question, if you want to hang up I'd completely understand. Why wouldn't you want to discuss that on this call right now?" - - - You have to deal with what is being said.

Is there anyone here doing cold outreach in Canada? I just started a new project where the target market is Canadian businesses. I was going to use emails and cold calls, but it didn't take me long to find out online that there are some regulations in Canada around this. I was wondering what channels you use to reach new clients in Canada. Thanks.

If you saw my recent update, the hang up is shutting up shop. This will be my last post but the hang up will still be accessible for a few more weeks if you want to watch the videos or read over old posts. The Phonejacker Academy is here to stay and if you want it, you can get a 7-day FREE trial to check it out and see if you like it. If you don't not a problem. Drop me a DM with the word "TRIAL" and I'll get that setup for you. On to this weeks post. - - - "𝐒𝐄𝐍𝐃 𝐌𝐄 𝐀𝐍 𝐄𝐌𝐀𝐈𝐋" Ah those dreaded four words. It is an objection and there are three different scenarios where you'll hear this. The motivation behind why the prospect raises this objection will be different in each scenario. If you hear it at the very start of the conversation, this is how I would do with it. You've done you're opener, your pattern interrupt and the prospect says to you... 💬 - "Not right now, can you send me an email instead." This could mean a couple of things, they're either busy or they're not interested in taking cold calls full stop. Remember, it's our job to uncover the truth on these cold calls. So understanding why this objection arises you can use that to frame your question. 💬 - "Before I do that, can I ask, are you asking me to send you an email because 1) you're in the middle of something 2) you don't take cold calls or 3) something else?" Regardless of their answer, I don't want to send an email. They're never going to read it. 1️⃣ - 𝐈𝐟 𝐭𝐡𝐞𝐲 𝐬𝐚𝐲 𝐭𝐡𝐞𝐲'𝐫𝐞 𝐛𝐮𝐬𝐲. 💬 - "No that's fair enough, look if you're busy, I'll call you back at another time" If they're lying, they'll always respond with... 💬 - "Well what's the call about?" Now you're in. 2️⃣ - 𝐈𝐟 𝐭𝐡𝐞𝐲 𝐬𝐚𝐲 𝐈 𝐝𝐨𝐧'𝐭 𝐭𝐚𝐤𝐞 𝐜𝐨𝐥𝐝 𝐜𝐚𝐥𝐥𝐬. 💬 - "You don't take cold calls, sounds like you get a lot of them?"When the prospect say's yes or they're annoying. 💬 - "Fair enough, well look, I'm not going to send that email, let's be frank here, you're probably not going to read it. So up to you we can end it there or I can explain what the calls about and you can decide if we carry on talking or not."