Sales Hustle is now Sales Transformation
Nov. 18, 2021

#197 S2 Episode 66 - One Thing Sellers And Sales Leaders Can Do To GROW

On this solo episode of the Sales Transformation Podcast with Collin Mitchell, he teaches sellers, individual contributors, and sales leaders the number one thing that will change the trajectory of your success—remain teachable.

Collin shares the cold calling session he and his colleague Ed had live on LinkedIn. They used a permission-based approach to disastrous results. So, in real time, they took the audience feedback and implemented it right then and there.

They got referrals and bookings in the next calls. This was a real and prime example of how being humble enough to accept that there are newer, better ways to do things can level up your success!


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HIGHLIGHTS

00:40 Remain teachable: A hard one for established sellers to do

02:02 Case study: Implementing user-provided feedback during live cold calls

03:34 Get ego out of the way and be willing to take feedback

QUOTES

00:57 "Sometimes sellers can tend to have a big ego or think that they have it all figured out or they know what works and they know what doesn't, but things change and new approaches, new ways of doing things, work that used to not work." 

02:52 "As a seller, you need to have an open mind. You need to be willing to test things. You need to be willing to change and pivot to what might work. What worked yesterday might not work tomorrow."

03:05 "We ditched the permission-based opener and we went right into the opening, sort of, poke the bear, pique their interest statement question. And boom, we got a referral on the next call and we booked a meeting."

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  • Learn more about Collin in the link below: 

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:24] Uh, right. Welcome to another episode of sales transformation. Today is going to be a solo episode where I'm going to talk about one of the number one things that you can do as a seller, regardless of what role you're in. If you're an individual contributor, if you're a sales leader, if you nail this one thing, it will absolutely change the trajectory of your success and what I'm talking about.

[00:00:50] Is to remain teachable. This is a hard one for a lot of people, especially sellers that have been in the game for a while. Sometimes sellers can tend to have a big ego or think that they have it all figured out or they know what works and they know what doesn't, but things change and new approaches, new ways of doing things.

[00:01:13] Work that used to not work. And there's some fundamental basics of selling. Yes, I get that. But I'm going to give you an example. Uh, today ed, me and ed on my team did a live cold college session. We streamed that. Um, and we started out using a script with a framework that I'm very comfortable with, that I've used in many different scenarios and had a lot of success with, um, it's also a technique of cold calling that a lot of people swear by and it's the permanent.

[00:01:48] Based opener asking for permission to speak. And it sounds something like this. I actually talked about it in a recent episode because it is something that works in a lot of cases in a lot of scenarios. Um, and it sounds something like this, you know, Hey ed, this is common with sales cast. I know we've never spoken before, but do you have a few minutes so I can tell you why.

[00:02:08] And you're looking for them to say yes so that you can proceed to have that dialogue, to have that conversation. Um, and we used this approach, this technique for the first 45 plus minutes of our calling block and. It was not working well. We got, I got hung up on a lot. I got a lot of people said not interested without giving me a valid reason.

[00:02:31] Um, we were getting connects. We were getting good conversations, but we weren't getting past that opening statement. And it was a really fun session. We had people joining commenting, uh, on the LinkedIn live giving us feedback and we implemented it in real time. Okay. And because. As a seller, you need to have an open mind.

[00:02:54] You need to be willing to test things. You need to be willing to change and pivot to what might work. What worked tomorrow might not what worked yesterday may not work tomorrow. And in this case, we ditched the permission based opener and we went right into the opening sort of poke the bear, pique their interest statement, question.

[00:03:15] And boom, we got a referral on the next call and we booked a meeting and finished that one hour calling blocks strong. Um, so we adjusted that script by being open-minded by willing to take feedback. This was feedback that we got from people that were just joining the session. Um, and you know, as a seller, you got to get your email.

[00:03:36] Out of the way, be willing to take feedback from people, be willing to test things. This applies to sales leaders as well. It's okay to not always have all of the answers. Vulnerability open-mindedness and humility are essential skills. If you want to level up your success in any selling role, it's all today, it's a short episode.

[00:04:01] Thank you. Everybody who joined the live cold call session, it was a ton of fun. We'll be we'll do we will be doing those every Wednesday, 10:00 AM to 11 Pacific. You can find it on my LinkedIn profile. There'll be a LinkedIn event as well. Hope to see some of you in there. And if you enjoyed today's episode, please write us.

[00:04:20] Share the show with your friends and we always appreciate your feedback. You can go to sales, transformation.fm, and you can always drop us a voice DM there, and we will get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path.

[00:04:42] Head over to sales, cast.community and crush your numbers on your leaderboard. Yeah. It's free sales cast, doc community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.