ExecHero, Inc.

Sam’s calendar was packed. Prospects were warm. Momentum was building… Yet deals weren’t closing. What was going wrong? ? Not all buyers think the same way. Some wanted logic—charts, facts, and hard numbers. Others craved connection—stories, imagery, transformation. And some simply needed reassurance—safety, support, zero risk. So Sam stopped pitching the same way… And started speaking their language. For Logical Buyers, Sam came prepared: ? “Here’s exactly how our last client achieved 3x ROI within 60 days…” For Emotional Buyers, Sam painted vivid pictures: ? “Imagine waking up to a calendar booked full of dream clients who want YOU…” For Fear-Based Buyers, Sam removed every ounce of risk: ? “This isn’t about pushing you—it’s about walking alongside you. You’re fully supported.” Same offer. Different words. Conversions soared. Action Steps: ? Identify your top 3 buyer personas. ? Create a tailored pitch for each: Logical, Emotional, and Fear-Based. ? Test relentlessly and optimize for what lands best. Donald Miller says it best: “People don’t buy products. They buy better versions of themselves.” — Next Up: Sam’s next revelation—leveraging scarcity and urgency ethically… without ever sounding like a desperate salesperson.

Sam’s discovery calls were ??. Prospects opened up. Stories landed effortlessly. Then… it was time to reveal the price. The moment the number dropped, the mood shifted: ? “I love this, but it’s too expensive.” Old fears rushed back in. Discounts? Payment plans? But Sam paused. Price objections aren’t about money. They’re about perceived value. People don’t buy what’s cheap. They invest in what feels worth it. Sam took a breath: ? “I totally get that. A lot of people feel that way initially.” Then calmly continued: ? “But staying stuck costs more—missed leads, wasted hours, sleepless nights… that’s the real price, isn’t it?” Silence hung briefly. Then… ? “You’re right. Let’s do it.” Action Steps: ? Craft a “price-justification” story showcasing clear ROI or hidden costs of doing nothing. ? Use cost comparisons to flip “expensive” into “essential.” ? Try the Feel-Felt-Found method to build empathy—not pressure. Alex Hormozi nailed it: “If you can’t justify your price, your customer won’t either.” — Next Up: How Sam mastered selling to different buyer types: ? Logical ? Emotional ? Fear-based Because if you’re selling to everyone the same way… …you’re losing deals you don’t even know about. Stay tuned.

You've noticed Sam throughout this journey… But here's the twist: Sam isn't a single SDR or closer. Sam represents every rep who's ever doubted themselves and stepped forward anyway. And today? Sam unlocks the hidden power that top 1% sales reps never skip: ? The power of vivid storytelling. Here's a quick lesson Sam learned the hard way: Last week, Sam jumped into a pitch armed only with logic. ? Numbers. ? Charts. ? Cold facts. The prospect? Checked out. Then Sam pivoted. "Reminds me of a client," Sam started quietly. "Every Sunday night, he’d stare at his ceiling in dread, knowing Monday meant endless cold calls, voicemail rejections, and grinding pressure." Sam paused. "Now? He hits quota by the 10th—every single month." Silence. Then, a new tone emerged: "How soon can we kick off?" Notice something? They didn't debate price. They felt the story. Because here's the truth most reps miss: ? Numbers justify—but emotions buy. Your prospects don't just want logic. They crave a reason to believe. They need a story that feels personal, relatable—almost painfully real. Here's how to do it: Write down three relatable stories: ? A big client win ? A tough emotional barrier ? An inspiring turnaround Bring each story to life with sensory details: ? Paint visuals clearly ? Spark genuine emotion ? Make listeners feel the transformation Test your stories on your next 5 calls: ? Listen for pauses, reactions, and engagement ? Refine based on what resonates strongest In sales, your most powerful asset isn't your numbers. It's the stories your prospects never forget. "Facts tell, but stories sell." – Seth Godin Tell more stories. Close more deals. Next: Flip the "cost objection" into instant value recognition. (It's not about discounting. It's about reframing.) Stay tuned.

“I’m not interested.” You’ve barely said hello, and the door’s already closed. But here’s what top SDRs understand: Resistance isn’t personal—it’s automatic. Your job isn’t to push through it. ? It’s to stop it before it starts. Here’s how you disarm objections—before they even happen: ? Pattern Interrupt “Hey, I might be way off here, but do you mind if I ask a quick question?” ? Permission-Based Opener “If you’ve got 20 seconds, I’ll explain why I called—then you decide if we keep talking.” ? Address Resistance Upfront “You’re probably expecting a typical sales pitch—I promise this won’t be one.” These subtle shifts instantly change the dynamic. ? You’re not pushing—they’re choosing. When you respect their time, they respect your message. As Jeffrey Gitomer says: “The best salespeople don’t sell. They make it easy to buy.” Next: ?? Building Urgency – How to Use Scarcity & Fear of Loss to Trigger Action

Sales is a numbers game. ? You can nail your script, handle objections perfectly, follow up relentlessly—and still hear "no." The average rep takes rejection personally. ? Top SDRs see rejection as data. Every lost deal tells you something: ? Prospect ghosted? Check your last message—was it clear or vague? ? Lost the sale? Replay the call—did you miss buying signals? ? Feeling off-track? Shift focus to actions you control—calls made, emails sent, follow-ups booked. Success isn’t closing every deal. ? It’s showing up consistently, especially when deals fall apart. How Elite SDRs Stay Motivated: ? Keep a "Wins Journal" – Celebrate the small victories. Great calls. Breakthrough moments. Lessons learned. ? Use a Pre-Call Routine – Energy creates momentum. Visualize wins, say affirmations, or play your hype song. ? Seek Daily Feedback – Review calls, take notes, adapt quickly. Constant improvement beats perfection every time. As Wayne Gretzky famously said: "You miss 100% of the shots you don’t take." Next: Breaking the Resistance—How to Overcome “I’m Not Interested” Before They Say It.

80% of sales happen after the 5th follow-up. ? But most SDRs quit after just two. The top 1% know better. They don’t chase—they stay relevant. Stop saying: “Just checking in…” ? Start saying: “Here’s something I thought would help you, based on our last conversation.” Stop saying: “Any updates?” ? Start saying: “Another client faced the same challenge. Here’s how they solved it…” The difference? Follow-up isn’t pestering—it’s adding value. Steal this Proven Follow-Up Schedule: ? Day 1: Recap call highlights and next steps. ? Day 3: Send a quick, relevant success story. ? Day 7: Drop a personalized voice note (warm & friendly). ? Day 14: Share a surprising insight or tip they can’t ignore. ? Day 30: Send the “break-up” message—make them second-guess ghosting. The goal isn’t persistence for persistence’s sake. It’s about staying valuable until they’re ready. Action Steps: ? Create your own follow-up blueprint (Days 1, 3, 7, 14, 30). ? Every message must feel personal—mention specifics. ? Rotate channels (email, text, LinkedIn, voice notes). As Mark Hunter says: “It’s not about having the right opportunities. It’s about handling the opportunities right.” Next: Consistency Wins—How Top SDRs Stay Driven, Even When Deals Fall Apart.

Weak SDRs pitch. ? Top SDRs uncover pain. ? Most reps rush to explain their solution… But prospects don’t want solutions until they feel understood. Imagine two conversations: Weak SDR: “Would you be interested in hearing about our offer?” Prospect: “No thanks.” Top SDR: “What’s slowing your team down right now?” Prospect: “Actually, we’re wasting hours every week.” See the difference? One pushes information. ? The other pulls out motivation. Here's the winning framework top SDRs use: ? Situation: "Tell me about your current process." ? Pain: "What's the biggest challenge you're facing right now?" ? Impact: "What's the cost of not fixing it?" ? Desired Outcome: "If you had a magic wand, what does the solution look like?" Action Steps: ? Create your discovery script using the framework above. ? Practice roleplaying discovery calls with peers weekly. ? Review and refine after every call. As Chris Voss says in Never Split the Difference: “People don’t buy solutions, they buy relief from their pain.” Next: ?? "I Need to Think About It"—How to handle this objection without pushing prospects away.

Most SDRs push. Top performers pull. Prospects don’t want information overload. They crave curiosity. Weak reps lead with features: “Our software streamlines operations and increases efficiency.” Prospects tune out instantly. Top SDRs ignite curiosity: “Quick question—if you could eliminate your biggest headache today, what would it be?” Prospects lean forward and answer. The difference? One rep is pitching. The other is pulling prospects into a conversation they want to have. Curiosity is your secret weapon. Use it, and prospects follow your lead. Ignore it, and you’ll forever chase them. Action Steps: ? Create curiosity-driven questions for every call. ? Practice mirroring & labeling from Never Split the Difference (Chris Voss). ? Track and refine what works best. “If you can make people curious, they’ll follow you anywhere.” -- Rob Mitchell, ExecHero Next: ?? Mastering the Discovery Call The exact questions top SDRs use to qualify and convert.

?? Promote Your Business ?? Here’s your chance to shine! What do you do? Who do you help? ?? Drop your business, your goals, or your big wins in the comments. Let’s celebrate your hard work and get eyes on what you’re building. Your next opportunity could start here. ??

SDRs open doors. Closers turn those doors into cash. Neither relies on guesswork. They follow proven steps every single time. First, know your role clearly: ? SDRs generate leads and book high-quality appointments. ? Closers turn appointments into revenue. Easy enough, right? Yet most reps get this wrong. They treat sales like magic— hoping the right words just fall out. Top 1% salespeople don’t rely on hope. Instead, they build habits that guarantee success: → Set clear daily targets (calls, appointments, closes). → Analyze conversations to spot patterns. → Track what works—and ditch what doesn’t. → Create a pre-call routine to get your head in the game. Mark Twain said it best: "The secret of getting ahead is getting started." Ready to step up? Next: ?? The Art of First Impressions: Why you’ve got exactly 5 seconds to hook a prospect—or lose them forever.