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Unreceptive: A Better Way to Sell, Lead, and Influence, Tom Stanfill

December 09, 2021

Learn how to get the prospect to listen

  • People make emotional decisions

  • Most customers and prospects are emotionally closed to speaking to sales reps

  • Our hunger and desire to make a sale works against us

  • Think of selling like farming

    • The quality/fertility of the soil

    • The quality of the seed

    • Start with the soil

  • In sales we just think of our seed, i.e., the value prop

They’re not rejecting your solution, they’re rejecting your sales call.”

  • How to get the prospect to listen

  • Do the groundwork

  • Life is not fair

  • How to hit your number

  • Make it easier to convert these larger numbers

  • They’re not rejecting your solution, they’re rejecting your sales call

  • Customers don’t want to talk to sales reps

  • They will engage with a bot or engage their own network

  • It’s simple, but not easy to do

  • It’s easy to understand

  • We’re the hero of the story at the beginning

  • We need to figure out how to get the prospect to want to listen

  • The simplest way to get a prospect’s attention is to start with “Because you…”

  • You need to know what’s on their whiteboard

  • “You must enter the conversation going on in the mind of the prospect.”

Tom Stanfill

  • If you miss, start with something else

  • Communicate a disruptive truth like a better way to solve a problem they have

  • Be different

  • The reticular activation system

  • Sales is about alignment

  • Speak to others in the organization to find out what’s on their whiteboard

  • Engage the gatekeeper

  • We all have to influence, even at home

  • We’re never happier than our relationships

  • Hearing no early is a win

Sales Growth Tools Mentioned In The Sales Podcast