Revenue Shark

Why a lot of people have a hard time booking meetings: they don’t really understand what they’re saying You need the logic first. This doesn’t work if you don’t know why you’re asking the questions, don’t have a good list, or it’s not a problem that needs solving

Biggest unlock Take the thinking completely out of it for the prospect. Make the ROI so simple they don’t have to figure it out. “Based on what you said, here’s what I recommend. Here’s why. Here’s the plan.” Fill in every gap so all they have to do is say yes or no.

Your ICP is your dream client The one person you'd call if you could only talk to one Not anybody who can buy Not every nonprofit Not every title at every company

Best opener on a discovery or demo What made you decide to take the call today

Objection handling does not become persuasion or convincing or anything like that or trying to get somebody to see things your way.

If you just follow up for no reason and there’s no value provided “I’m following up with this guy and there’s nothing positive I can say to help him or benefit him” Why would you follow up with him then?

Sales is one of the harder skill sets on the planet, which is why it’s compensated so well Rejection is part of the job Not taking failure or rejection personally is by far one of the most important traits to actually become a highly consistent, top performing salesperson

As an SDR you can pretty much brute force success Outwork your metrics Focus on what moves the needle Cold calls Emails Reaching out Rescheduling demos that no show Not making excuses about dial counts Do the revenue generating work

If you want to get into way more conversations when you’re cold calling, you need to use the word specifically as often as you can “We actually work specifically with Medicare insurance agencies” They’re going to start dropping their guard immediately

The thing you need to realize about rejection A lot of the time it’s nobody just telling you no The person’s not paying attention to you They’re busy with something else They’re not fully understanding the way that you communicate

Why volume matters in sales Hundred dials today Tons of feedback If every CEO points you to the COO Now you know Build the list around COOs You learn by doing Not by sitting there thinking about it

General rule of thumb on sales calls You should not be opening your mouth unless you have a question to ask or value to give

You don’t say “this is” or “my name is” or “I’m calling with this company” It’s automatically going to tell the person that you are a salesperson Act like you know who it is that you’re calling for “Yeah, I was calling to speak with John, like is he in today?”

Where i see a lot of people fail in sales They treat it like a battle Overcoming objections You vs them It should always be a win-win A partnership Get on their team Get them to like you and trust you Make it about them

What most sales reps don’t understand is that it is extremely hard to take somebody from a complete no to a yes It’s really not repeatable It’s not scalable What you have to do instead is get objections out of the way before they even come up

“Call me in six months” “Okay, is there a specific reason why you’re thinking six months? Is there something that’s priority above this right now?” They might just be like “yeah man, we just don’t care about that at all” You just saved yourself a follow up in six months

The way you gain confidence is making tons of reps and realizing nothing bad is going to happen Worst case scenario someone hangs up on you Someone on the other side of the country hangs up on you You’re not even a real person to them So just keep going

If the decision maker’s not in Get a callback time “No worries, do you know when he’ll be in by chance? Is he coming in later today or maybe tomorrow?” Be human, be kind, ask for their help Most of the time they’ll point you in the right direction..

Can I steal 30 seconds from you? Would you hate me if this was a cold call? The answer to that question is yes You say “did I catch you a quick second?” They have no idea what this is about So you don’t want to raise any red flags

If you’re the most competent, confident person in the world And you make it extremely clear to the prospect that you’re on their side and you’re gonna help them They would have no reason to tell you no