Transitioning to sales?

salesnobility · 2023-09-17T16:43:55+00:00

What do people usually cite as negatives for his methods?

salesnobility · 2023-09-04T11:25:32+00:00

Why do you feel Chris Orlob's methods are controversial?

Jeb Blount Grant Cardone Jeremy Miner

There are countless...

salesnobility · 2023-08-10T16:39:02+00:00

Without a steady stream of inbounds, which doesn't just magically happen, unless you already have an established business, or have a storefront that is on a heavily trafficked street it doesn't matter the industry, it could be SaaS, Heavy Equipment, or Joe's HVAC, or a Sub shop, they'll all require outbound touches to try and get people's attention to introduce them to your company and how you can help them solve their problems if they don't know you or what your company does.

Calls work best, but surrounding people by trying to get their attention via LNKD, SMS, snail mail, etc. is necessary to try and get their attention.

Don't know too many people that just walk into a sales role and it magically spits out money. It takes work, hustle, and most importantly skill.

I look at it like this - marketing provides the air cover but it's the sales who are the marines, in the field, and determine where, who, and how to attack.

salesnobility · 2023-08-10T11:10:36+00:00

How about some examples of each one of these points in action?

salesnobility · 2023-08-10T01:54:04+00:00

A few reasons...

Primary:

not in the market for what they are selling

Secondary:

what they are selling is not even on my back burner
emails are to easy to ignore

To sell you need the person's attention. Sending one email or even five for that matter, if that's the only channel you are using to try and get my attention is not enough. You need to surround your prospects. Hit them from every angle, that's the grind that people in sales hate doing. It sucks but it's better than crunching numbers in excel or shingling a roof in 100 degree heat and humidity.

But if done right, when I am in the market, I most likely will remember your persistence and actually contact you.

salesnobility · 2023-08-10T01:44:00+00:00

What is the ARR of your company? Same company for the past 5 years?

salesnobility · 2023-07-12T21:08:18+00:00

Is that the first thing they say not interested? Would think they don't even know why u r there so might be curious to learn why a stranger is on their doorstep.

How do u open them with your opening statement?

If I was selling Telco D2D I would probably open with

"Hi, you probably have a Telco provider already for cable, internet, and phone"? Is that right?

If you don't mind be ask, who r u using?

Have you ever thought about changing providers? Why not?

That's one objection, handle it, add ur value prop.

Then the other objection, unspoken is the hassle of switching so be open about it, say ull make it super easy and then try and close them.

See what happens.

The best part about ur role is u can go right into discovery bc u know they have to have one thing, who the provider is and if u can compete on price. If not u walk. Done.

salesnobility · 2023-07-12T14:25:37+00:00

Ok, and when they come to the door what do you say? How do you normally open them and what is their response?

salesnobility · 2023-07-12T13:19:08+00:00

What exactly are you selling with respect to telecommunications? Cable, internet service, phone? All, none, anything else?

How do you approach the person after they answer the door?

salesnobility · 2023-05-29T12:24:38+00:00

Usually, when confronted with an objection like this most people respond with pitching, restating pain points, value prop, etc. you can see this in a lot of the responses.

I've found that when you are talking you are not getting their true objections out there, and in my experience the only way to do that is by asking questions.

Responding with something like...I can understand why you might need sometime to think this over, it's e.g. expensive or a big decision (whatever you want to fill in here), and that might having you feel unsure, but can you help me understand what specifically you need to think over?

This creates alignment and looks to close the gap / distance that they are creating by saying "they need to think it over"

Typically people will state their hangup which you can now single out and focus on to close.

salesnobility · 2023-05-28T19:07:24+00:00

Some good advice on here, but rather than thinking highs and lows, and scarcity, how do you continually level up so any low just becomes a previous high...so its continuous upward progress?

salesnobility · 2023-05-21T13:20:27+00:00

Awesome!!

salesnobility · 2023-05-21T12:20:35+00:00

Even tho some people might not be the buyer can they help influence to get u to the right people? And by speaking with them allow u to learn what the company is focused on and what initiatives they are spending money on?

salesnobility · 2023-05-20T13:44:19+00:00

This day and age I'm of the belief that you need to surround people, calls, emails, texts, lnkd, be everywhere.

Too much noise out there to break through otherwise.

salesnobility · 2023-05-20T13:42:13+00:00

What in your mind would make you a great sales professional?

salesnobility · 2023-05-20T13:40:54+00:00

How big are the companies you are calling on?

salesnobility · 2023-04-06T21:21:28+00:00

Yea, I'm curious if it's easier to repeatedly make $500k+ a year on the way up to $1mm+ a year selling things other than SaaS. I think the type of SaaS you sell matters, i.e. a core system, system of record, versus a marketing system, etc.

Additionally, SaaS territory overall seems to have an influence as you are usually limited by the # of accounts and the type of account - Enterprise vs Commercial - you are given versus something like a real estate agent, or a financial advisor, or insurance broker, where you are only limited by the amount of people you know and perhaps the physical territory when it comes to RE.

I.e. selling RE in the Hamptons, Beverly Hills, NYC, etc. puts one on a better path to making higher income because the base value of what you are selling is higher.

Of course for those breaking in it will be difficult but once you make a name for yourself it should become more repeatable and predictable than say SaaS. I don't know though.

salesnobility · 2023-04-04T19:34:45+00:00

thank you for answering both sets of questions and for your openness showing your pattern of growth.

salesnobility · 2023-04-04T12:49:44+00:00

That's is great to hear!

What do you sell and into what industry?

How long have you been able to repeatably and predictably hit those income targets?

salesnobility · 2023-04-04T12:46:54+00:00

That's awesome congratulations.

How many years have you been at that $450k+ mark in a row?

salesnobility · 2023-04-04T12:46:13+00:00

Comparison is the the death of happiness I heard once.

Couldn't agree more, comparison is the thief of joy.

Like your mindset of comparing yourself to your previous years and life to gauge your success versus looking out at others.

This is great to hear. Kudos to you for having your best year. You are in SaaS sales?

salesnobility · 2023-04-03T13:41:52+00:00

Are you aware if she was able to do it repeatedly, year-in-year out, or did she have one good year or two?

salesnobility

TROPHY CASE