Your Weekly Bulletproof Brief

Losing to Gain

Why would a salesperson purposely elicit the word ‘no’ in a sales conversation?

Salespeople spend a lot of time working towards a prospect saying ‘yes’ to the sale. However, the top sales performers in any industry use a different strategy:

They’re always looking for reasons to say ‘no’ to a prospect, and to hear ‘no’ as well.

It's all in this week's newsletter!

Let's Make Selling Bulletproof-

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Ian Selbie has been delivering high performance sales services internationally for over 25 years. He has delivered his proven sales methodology to over 17,000 sales professionals around the globe. Ian’s an expert in applying sales systems to increase forecasting accuracy, customer loyalty, less sales turnover, more effective hiring and of course increased margins and revenues. Ian has also authored a number of books and guides including: “If You Were Arrested For Selling, Would There Be Enough Evidence To Convict You?”

Featured Article

Lose The Sale To Save It

by Shawn Rhodes, Author Of Bulletproof Selling

Salespeople spend a lot of time working towards a prospect saying ‘yes’ to the sale. However, the top sales performers in any industry use a different strategy:

They’re always looking for reasons to say ‘no’ to a prospect, and to hear ‘no’ as well.

Why would a salesperson purposely elicit the word ‘no’ in a sales conversation?

First, it helps eliminate prospects who aren’t a great fit for what you sell.

Second, it eliminates good prospects who aren’t ready to buy. Third, and perhaps most powerfully, it reveals the gaps in your sales process that may have been costing you sales for a while.

Saying ‘no’ to a prospect and hearing ‘no’ allows us to see where we need to improve in how we sell, but it can be scary to disqualify ourselves and our prospects after investing hours in a deal.

To learn how the best salespeople get to ‘no’ sooner, and what they do with what they learn,?we sat down with Steve Weinberg, ?a sales author and trainer with a career of closing large deals under his belt. He showed us how he encouraged the sales teams he trains and managed how to get to ‘no’ sooner, so they could close deals faster.

KEEP READING

Featured Podcast

Inviting ‘No’ To Hear More ‘Yes’

Salespeople, by their nature, want to be accommodating and easy to speak to. However, top-performing salespeople are too busy to spend time on prospects who won’t ever become customers.

They have a way of ‘weeding out’ folks who don’t need the solutions they have, and they do it by inviting the prospect to say ‘no.’

To learn how we can incorporate that mindset into how we sell,?we sat down with Steve Weinberg , a sales author and trainer with a career of closing large deals under his belt. You’ll love the simple ways he showed us to invite and to say ‘no’ more, so that we can close deals sooner. It’s all in this week’s Bulletproof Selling podcast!

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This Week's Bulletproof Backlink

I can tell you, Trevor, after doing this myself and teaching other salespeople how to do this, you won't have competition in your market. Because no one is taking the time to continuously improve like this in the field of sales.?

-Shawn Rhodes On?Better Presentations More Sales With Trevor Lee

LISTEN TO THE ENTIRE INTERVIEW

Upcoming Livestream Interviews

Kevin Vear?

January 10th at 10:30 am EST

Kevin Vear is an experienced and proven direct sales professional and consultant. He subscribes to the belief that success begins with seeking to understand, holding a win-win mindset, and finding synergy in every interaction to ensure successful outcomes. Kevin is a proven professional with 30 years of sales experience in all areas, functions, and levels of the organization. As a direct contributor, Kevin follows Franklin Covey’s “Helping Clients Succeed” sales methodology. His primary strength is establishing new relationships using a structured approach which accelerates sales, improves revenue, and creates a positive buying experience that enables decisions leading to mutual gains.

Ravi Rajani

January 20th at 10:00 am EST?

Ravi Rajani helps B2B sales teams captivate their customers, build trust, and sell more by unlocking the power of story. From being enrolled in dance school as a kid, stumbling into theatre as a teen, and delivering hundreds of pitches and presentations during his time in Investment Banking & Sales Leadership, Ravi is here to help you craft stories that sell so you can increase average contract value, reduce your sales cycle and win more relationships.

Larry Long Jr

January 30th at 11:00 am EST?

Larry Long Jr, Founder and CEO...now, that's CHIEF ENERGY OFFICER, of LLJR Enterprises, which is focused on motivating and inspiring organizations and their leaders by way of Keynote Speaking, Executive Coaching and Sales Training to maximize employee performance. Larry is also author of the book, ‘JOLT!’ and host of the ‘Midweek Midday Motivational Minute’, a live show each Wednesday at 12 noon Eastern Time.

Patti Denucci

February 7th at 10:15 am EST

Patti DeNucci believes the quality of our conversations and connections determines our success – not how many people we know or talk to. Patti is a corporate and conference speaker, workshop facilitator, consultant, and the author of the award-winning success guide, The Intentional Networker: Attracting Powerful Relationships, Referrals & Results in Business. She’s known for imparting her wisdom through highly interactive and engaging presentations and workshops, which she sprinkles with her signature sense of humor and irresistible charisma.?

Collin Mitchell

February 13th 1:00 pm EST?

Meet Collin Mitchell, a 4x founder passionate about Sales, Entrepreneurship, and Podcasting. Collin is the Head of Sales at Humantic AI where they are helping sellers personalize the entire sales process to build more rapport and close more deals. Collin is also the host of Sales Transformation. He started with nothing but managed to grow his first business from 0 to 5M ARR in 26 months! Collin has been 13 years in Sales and Serving SaaS Industry, and currently managing 5 sales people.

Upcoming Speaking Events

John Deere

Prospect Training

Moline, Illinois

January 17, 2023

Florida Association of Insurance Agents

Leadership Conference?

Tampa, Florida

April 13, 2023