<description>&lt;h2&gt;&lt;img src= "https://assets.libsyn.com/secure/show/87724/Greg-Zapletnikov-Title.png" alt="" width="1024" height="512" /&gt;&lt;/h2&gt; &lt;h2&gt;Takeaways&lt;/h2&gt; &lt;ol&gt; &lt;li&gt;&lt;strong&gt;Speak a Common Language&lt;/strong&gt;&lt;span style= "font-weight: 400;"&gt;: As Greg was learning to sell, he was taught baseball idioms like ‘batting 1.000,’ ‘drop the ball,’ ‘be in the ballpark,’ and of course, ‘touch base.’ But to many of you listening, these phrases no longer have anything to do with the game because they’ve been so ingrained into our normal lexicon. What words or phrases might you be using that make no sense to your prospect? Greg gave the example of the literal translation of ‘How are you?’, a throwaway phrase we use in America that would make an Eastern European tell you all about their life.&lt;/span&gt;&lt;/li&gt; &lt;li&gt;&lt;strong&gt;Get Your Prospect to Come to Their Own Conclusion&lt;/strong&gt;&lt;span style="font-weight: 400;"&gt;: Think about the last time you felt like you were sold something. I’m not talking about when you last bought something, but truly felt sold. How long did it take for buyer’s remorse to set in? In every sales cycle, you should make it your goal for your prospect to find your value prop on their own terms. I like to do this by turning my statements into questions, where the answer from the prospect becomes what I wanted to say.&lt;/span&gt;&lt;/li&gt; &lt;li&gt;&lt;strong&gt;Make the Sales Process as Simple as Possible&lt;/strong&gt;&lt;span style="font-weight: 400;"&gt;: Regardless of the sales methodology you use, whether it be SPIN or Challenger or Customer Centric, it’s important to make the process itself as simple as you can for both you and your prospect. As you adapt the methodology to find your own selling style, you should be able to determine which parts come naturally to you and what needs to be adjusted or&lt;/span&gt;&lt;/li&gt; &lt;/ol&gt; &lt;h2&gt;Full Notes&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href="https://www.salestuners.com/greg-zapletnikov" target= "wp-preview-2364"&gt;https://www.salestuners.com/greg-zapletnikov&lt;/a&gt;&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Book Recommendations&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href="https://amzn.to/2VO1Itt"&gt;&lt;span style= "font-weight: 400;"&gt;SPIN Selling&lt;/span&gt;&lt;/a&gt; &lt;span style= "font-weight: 400;"&gt;by Neil Rackham&lt;/span&gt;&lt;/li&gt; &lt;li&gt;&lt;a href="https://amzn.to/2VYcMEd"&gt;&lt;span style= "font-weight: 400;"&gt;The Old Man and the Sea&lt;/span&gt;&lt;/a&gt; &lt;span style= "font-weight: 400;"&gt;by Ernest Hemingway&lt;/span&gt;&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Sponsor&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href="https://andcostello.com/?salestuners"&gt;Costello&lt;/a&gt; - What if every sales rep inherited the habits of your best rep? With Costello, they do.&lt;/li&gt; &lt;/ul&gt;</description>

Sales Tuners

Jim Brown

126: Greg Zapletnikov | Breaking the Code to Find Your Own Style

MAY 14, 201919 MIN
Sales Tuners

126: Greg Zapletnikov | Breaking the Code to Find Your Own Style

MAY 14, 201919 MIN

Description

Takeaways
  1. Speak a Common Language: As Greg was learning to sell, he was taught baseball idioms like ‘batting 1.000,’ ‘drop the ball,’ ‘be in the ballpark,’ and of course, ‘touch base.’ But to many of you listening, these phrases no longer have anything to do with the game because they’ve been so ingrained into our normal lexicon. What words or phrases might you be using that make no sense to your prospect? Greg gave the example of the literal translation of ‘How are you?’, a throwaway phrase we use in America that would make an Eastern European tell you all about their life.
  2. Get Your Prospect to Come to Their Own Conclusion: Think about the last time you felt like you were sold something. I’m not talking about when you last bought something, but truly felt sold. How long did it take for buyer’s remorse to set in? In every sales cycle, you should make it your goal for your prospect to find your value prop on their own terms. I like to do this by turning my statements into questions, where the answer from the prospect becomes what I wanted to say.
  3. Make the Sales Process as Simple as Possible: Regardless of the sales methodology you use, whether it be SPIN or Challenger or Customer Centric, it’s important to make the process itself as simple as you can for both you and your prospect. As you adapt the methodology to find your own selling style, you should be able to determine which parts come naturally to you and what needs to be adjusted or
Full Notes Book Recommendations Sponsor
  • Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do.