James Karanasios's guest appearances

James Karanasios

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  Ask the Next Question: By this point, we should all be used to hearing the word “no.” However, it’s what you do after hearing it that defines you as a salesperson. The word could be a stoplight and completely shut you down. Or, it could be a challenge to you to dig a little deeper and understand the context in which that specific prospecting is using it. What aren’t they interested in? How could the get budget if the found value? When does their current contract with a competitor end? Build Your Own Following: In today’s world, it seems as if there are influencers popping all over the place. I mean, if I see another person at a sacred monument with a selfie stick, I might lose it. But, the reality is, there’s an opportunity for every salesperson to build the community they need to sell into. Whether it be as simple as sharing helpful articles and industry research or recording videos and sharing them on LinkedIn, it’s time to move beyond the seeing social platforms as just for your personal use and leveraging them to build your pipeline. Figure Out What Makes You Tick: All the tips and tricks may help you with some short term gains, but if you want to survive the grind of sales, you have to figure out the ‘why’ that’s bigger than the day-to-day. What’s going to cause you to pick up the phone one more time? What’s going to help you shake off losing a six-figure deal that you were given a verbal yes to? There’s a reason why most New Year’s Resolutions fail within the first month of the year — the change a person is seeking isn’t connected to something big enough to drive the required continuous action.  Full Notes  https://www.salestuners.com/james-karanasios  Book Recommendations  Your Band is a Virus by James Moore Rich Dad Poor Dad by Robert Kiyosaki  Sponsor  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Ask the Next Question: By this point, we should all be used to hearing the word “no.” However, it’s what you do after hearing it that defines you as a salesperson. The word could be a stoplight and completely shut you down. Or, it could be a challenge to you to dig a little deeper and understand the context in which that specific prospecting is using it. What aren’t they interested in? How could the get budget if the found value? When does their current contract with a competitor end?</li> <li>Build Your Own Following: In today’s world, it seems as if there are influencers popping all over the place. I mean, if I see another person at a sacred monument with a selfie stick, I might lose it. But, the reality is, there’s an opportunity for every salesperson to build the community they need to sell into. Whether it be as simple as sharing helpful articles and industry research or recording videos and sharing them on LinkedIn, it’s time to move beyond the seeing social platforms as just for your personal use and leveraging them to build your pipeline.</li> <li>Figure Out What Makes You Tick: All the tips and tricks may help you with some short term gains, but if you want to survive the grind of sales, you have to figure out the ‘why’ that’s bigger than the day-to-day. What’s going to cause you to pick up the phone one more time? What’s going to help you shake off losing a six-figure deal that you were given a verbal yes to? There’s a reason why most New Year’s Resolutions fail within the first month of the year — the change a person is seeking isn’t connected to something big enough to drive the required continuous action.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/james-karanasios" rel="nofollow" target="_blank">https://www.salestuners.com/james-karanasios</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2ZAVagI" rel="nofollow" target="_blank">Your Band is a Virus</a> by James Moore</li> <li><a href="https://amzn.to/2XK3ybX" rel="nofollow" target="_blank">Rich Dad Poor Dad</a> by Robert Kiyosaki</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>

124: James Karanasios | The Habit of Success: You Are What You Repeatedly Do