Bring The Right Stuff To Make Every Sale, John Reid Returns

Wes Schaeffer
January 17, 2022

The Gift of Going Second

Ask better questions
Curiosity is a superpower
We’re awarded for answering questions in school
Our parents ask us bad questions, “Are you sure you don’t want to bring a jacket?”
We’re rewarded for being smart
We explore and exploit
Fake it ’til you make it is stupid
Curiosity gets into authenticity
Tommy Breedlove discusses “the gift of going second”

Your customer will tell you what your next question should be.”

Intent matters
Problems with Challenger Selling and Hypothesis Selling
Prospects are looking for context and relevance
He’s a big prefacer
Let them know why you’re asking what you’re asking or sharing
Most salespeople aren’t having a conversation
Your customer will tell you what your next question should be
New salespeople are good at this naturally because they don’t bring any bad habits to the game
Move past your desire for a relationship just to have a relationship and to be liked
Prospects have issues and they’re not looking for a new friend in sales
Prospects are more interested in the first call than the second
Great salespeople get prospects more excited about the second call
Be the best version of yourself
It borders on vulnerability, which is also being overused
Start with the assumption it’s your fault
Ask, “What could I have done differently here?”
Great salespeople don’t blab with a lot of stories
What is the role of humor in a sale?
The pain will emerge
Professional selling is all about differentiation
“Here’s a technique that might help,” is great to handle the analytical types instead of “Here’s a trick I know.”
Be versatile
“Don’t take a ‘no’ from someone who can’t say ‘yes.'”
What’s the difference between a professional and an amateur?