Greg Zapletnikov's guest appearances

Greg Zapletnikov

Sales Tuners

Chris Voss

Andy Paul

Damian Thompson

John Barrows

Doug Landis

Max Altschuler

Adam Weber

Scott Ingram

Mark Roberge

Bob Burg

Brandon Bruce

Andrea Waltz

Jeb Blount

Robert Cialdini

Kyle Porter

OwlTail

Takeaways  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. 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. 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  https://www.salestuners.com/greg-zapletnikov  Book Recommendations  SPIN Selling by Neil Rackham The Old Man and the Sea by Ernest Hemingway  Sponsor  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>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.</li> <li>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.</li> <li>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</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/greg-zapletnikov" rel="nofollow" target="_blank">https://www.salestuners.com/greg-zapletnikov</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2VO1Itt" rel="nofollow" target="_blank">SPIN Selling</a> by Neil Rackham</li> <li><a href="https://amzn.to/2VYcMEd" rel="nofollow" target="_blank">The Old Man and the Sea</a> by Ernest Hemingway</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

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