The 7 Steps To Get People To Buy, With Cole Gordon

Professional Sales Tipsfrom today's episode of The Sales PodcastIs sales dead?Is closing dead?For higher-ticket sales, you need great salespeople.Sales RolesMDR (Marketing Development Reps) → Reach out after someone opts inSDR (Sales Development Reps) → Reach out coldAE (Account Executives) → The closersThe 7 Beliefs a Prospect Must Have to BuyPainPain = move away from (avoidance)Unfulfilled desire = move towards (aspiration)Business is fundamentally about solving problemsPeople exchange money when you clearly show valueYou must start with painDoubtThey must doubt they can do it themselvesWhy not just DIY?CostIt's more costly to stay where they areReference: Tony Robbins' Dickens Process — imagine years from now if nothing changes; bring that future pain/cost/value into the presentSet up these questions carefullyIt must sound naturalDesireThe payoff if they fix the problemPaint the compelling futureSupportTheir partners/team will support the decisionMoneyThey must have the budgetThey must have the willingness to investTrustTrust in you and your companyTrust in your methodologySell them simultaneously on: Why their current world won't change (and it's too painful)Why your system will workWhen you break down their limiting beliefs properly, prospects often close themselves.There are a lot of soft salespeople today.Sometimes you must hold people accountable to align their actions with their words.Scaling & LeadershipTo really scale your business, you must learn sales management.Ad costs are rising → you need strong internal sales teams.The business owner must be the leader.Salespeople can't perform if they're not inspired.Culture matters.Prospecting & Lead GenerationCold calling still works great when: Targeted to a specific industryReaching high up the org chart (decision-makers)Target: Founders of $1M–$4M companiesUsually gets emails fairly easilyGets decent answer rates on callsData is the biggest factor → you need good listsHe manually builds his own listsTools & TacticsSeamless.ai (but he can't rely on their search function — needs a launch point)BuiltWith → find software they useFind relevant Facebook GroupsHard to find people who truly self-identifyExample: Realtors self-identify, but use Zillow to see who's actually advertising (instead of calling every realtor)Use Seamless to pull contact infoResearch team customizes the first line of outreachClean the list for good deliverabilityFinal Call-to-ActionIf you want to get into sales, reach out.If you're not making great money in sales, reach out.If you have a service, course, or online-delivered offering, reach out.You need a real way to generate leads.You can't just hire a salesperson, cut them loose, and expect them to "make it work."Get daily tips to get better at sales, business, and BJJ.Need a $19 CRM? ⁠Connect with me:⁠⁠⁠X⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Facebook Group⁠⁠⁠ ⁠⁠⁠YouTube⁠⁠⁠#TheBJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset