The Bigger Game - A Podcast For Sales Leaders By Sales Leaders‪.‬ Hosted By: Steve Claydon & Darcy J Smyth (Cofounders of The Outbound Game)

Monday Mindset: People are buying WHO you are just as much as WHAT you’re selling

 

Question Deep Dive: More about relationships with the
customer. Gaining the clients confidence quickly so you’re not just another sales rep. Standing out from the other suppliers?

 

Monday Model: The key to truly being unique is by finding
two complimentary skill sets and combining them.



Monday Time Saver: Zapier is the most underrated automation tool on the planter. Connect thousands of apps together without needing to
understand code.

 

BONUS: Sharing the Preferred Supplier Playbook. A program
designed to help you eat your competitors lunch.

Monday Mindset: Humans are always moving away from pain and
moving towards their vision, the key is to know both.



Question Deep Dive: A list of great questions to ask on the
O (outcome) segment of BCOP to get the client thinking seriously about the possibilities
available, get them thinking both emotionally and logically.



Monday Model: It’s one thing to ask about a client’s
outcome, it’s another thing altogether to start asking about their vision.
Vision is what determines the outcomes yet 9/10 sellers don’t ask about it.

 

Monday Time Saver: The fastest way to anticipate ‘vision’ is
to spend 5 minutes researching two things:

1.       The prospects/clients personal LinkedIn profile,
pay attention to how the describe themselves in the ‘about’ bio.

2.       The prospects/clients website: searching for
values/back story



BONUS: Sharing the ‘Monday Meetup’ meeting template.
Download at https://drive.google.com/file/d/1UCW4iGF0WibthQuRTYLd332AeTeHupl7/view?usp=sharing

Monday Mindset: Effor is the hack. It is the ultimate lead measure to everything else. You can only 'work smart' after first 'working hard'.



Rapid Fire Q1: How do I deal with i'll get back to you - then the freeze that comes after that never knowing when we should follow up again?



Rapid Fire Q2: How do I gain momentum in closing sales with a full quote pipeline?



Rapid Fire Q3: Can we have information on the sales approach rather than being overly occupied with the competition Specifically to the architects - designers market?



Rapid Fire Q4: I’ve got a deal thats been sitting around for a few months, customer promises a PO soon (has said that for a while). How do I actually close the deal without nagging? BOFU Issue.



Rapid Fire Q5: How to get the customer to do something you want them to like fill out a survey etc, how to make sure you are giving more value than you are taking.



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Monday Mindset: Instead of focusing on the competition and what you can do to 'beat them', imagine the 'ultimate competitor' and make that your focus to beat.



Monday Model: Never guess what your value proposition is nor imagine what makes you different from the rest. Instead take a scientific approach to finding this out.



Monday Time Saver: The job interview time hack. Go to a prospects website/seek.com.au and search for the job titles that are currently open. Find all the language they use around their KPIs and align your outreach to them.



Question Of The Week: We're in the process of doing some research within the 'x' industry and finding they're telling us 3 common problems (share problems). Wanted to know if you're finding the same? Can you tell us about it? (make sure you pitch/sell NOTHING!)



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Monday Mindset: If you ask, you've always got the opportunity for a 'yes'. If you don't ask the answer will almost always be 'no'.



Rapid Fire Q1: I hate the position where the client says, I will get back to you. can you help with strategies to prevent me getting into this position.



Rapid Fire Q2: B2B Content & SM marketing - finding the balance between providing valuable content and demonstrating industry knowledge, and not wasting resources on doing the same as our competition.



Rapid Fire Q3: Reiterating your points of difference to a client when it comes to asking for the order at the close and how you take a client down the value path rather then the price route when selling a commodity



Rapid Fire Q4: We're qualifying and pushing back on quite a number of leads that aren't a fit for our core focus, but we're struggling to bring in enough quality leads.



Rapid Fire Q5: Touch on example closing scripts.. curious, whats the chances of getting your project underway this month?



Rapid Fire Q6: Liked the sound of goodwill. would like a bit more depth in that. we often deal with architects and try to get them to specify our product.. feels like you don't have much goodwill to offer them here



Rapid Fire Q7: There's a lot of tire pumping, it would be good to

see some healthy challenging



Rapid Fire Q8: How to create urgency & momentum within a small team



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Monday Mindset: The 3 key ingredients that are often missing when you're stuck trying to book meetings.



Monday Modal: Involve more team members early, brag about their specialisation and watch a 'team sales approach' come to life.



Time Hack: Use Calendly to make booking time on your calendar a simple and frictionless one.



QOTW (Question of the week): "Whether you choose to work with us or anyone else, there's a couple points of discussion that you'd want to make sure are covered... 1. __________, 2. _________, 3. ____________, are you open to chatting about this?"



Sponsored by The Outbound Game. Visit https://outbound.game to learn more