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

June 13, 2022

Cole Gordon

Professional Sales Tips you’ll learn today on The Sales Podcast…

  • Is sales dead?

  • Is closing dead?

  • For higher ticket sales, you need great salespeople

  • MDR, SDR, Account Executives

    • SDRs are reaching out cold (Sales Development Reps)

    • MDRs reach out after you opt-in for something (Marketing Development Reps)

    • AEs are the closers

  • Seven beliefs the prospect must have to buy

    • Pain

      • Pain—move away from

      • Unfulfilled desire—move towards

      • Business is about solving problems

      • People exchange money when you show them value

      • But we must start with pain

    • Doubt

      • They must doubt they can do it themselves

      • Why not DIY?

    • Cost

      • It’s more costly to stay where they are

      • Tony Robbins and the Dickens process, imagine years from now if nothing changes, and bring it to the present cost/value

      • You must set up these questions

      • It must sound natural

    • Desire

      • The payoff if they fix the problem

      • The compelling future

    • Support

      • Your partners/team will support you in the decision

    • Money

      • They must have the money/budget to invest

      • They must have the willingness to invest the funds

    • Trust

      • Trust in you and the company

      • They must trust your methodology

      • So you must sell them simultaneously on why their current world won’t change and it is too painful and that your system will work

  • Break down their limiting beliefs

  • Prospects will close themselves when you do this right

  • There are a lot of soft salespeople today

Related episodes and posts

  • There are times to hold people accountable to be in alignment with their words

  • You must learn sales management to really scale your business

  • Ad costs are rising, etc., so you need internal sales teams

  • The business owner must be the leader

  • Salespeople can’t perform if they are not inspired

  • Your culture matters

  • Cold calling works great in a targeted industry, and you have to reach high up the food chain

  • He goes after founders of $1-$4 million companies

  • He usually gets emails rather easily

  • He gets decent answer rates on calls

  • Data is the biggest thing

  • You need good lists

  • He manually builds his own lists

  • Uses Seamless.ai

    • He can’t use their search function

    • He needs a launch point

    • Use BuiltWith to find software they use

    • Find a Facebook Group

    • It’s hard to find these people who self-identify

    • Realtors self-identify but use Zillow to see who is advertising, so you’re not just calling all Realtors

    • Use Seamless to get all of their info

    • The research team customizes the first line to complete the list

    • Then clean the list to have good deliverability

  • If you want to get into sales, reach out

  • If you’re not making great money in sales, reach out

  • If you have a service or course or online delivered service, reach out

  • You need to have a way to generate leads

  • You can’t just hire a salesperson and cut them loose, and tell them to make it work

Sales Growth Tools Mentioned In The Sales Podcast