Sales Hustle is now Sales Transformation
Nov. 2, 2020

Episode #14 S1-EP14 Humanizing The Sales Process with Chris von Huene

Collin welcomes Chris von Huene in this fantastic episode of Sales Hustle. Chris gives us a brief background from being a Financial Planner and Analysis to transitioning into Sales. Al lot of things happened along the way when Chris entered the sales world, but one thing’s for sure, he fell in love with sales right away.


Chris von Huene is a Sales Director at Prodigal and founding associate at Revenue Collective. Chris and Collin dig deep into Revenue Collective and a lot of sales take away that can bring success for you in the world of sales.

Chris and the mission of Revenue Collective is to help sales people get better in what they do. Part of the Revenue Collective experience is active listening for sales people as this is very important when dealing with prospects. 

You can find out more about Chris Von Huene and Sales Revenue via LinkedIn. Just connect with Chris and he would love to speak with either, quick chat or over coffee. This is Chris’ way of giving back to the community.

If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.

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Transcript

Episode #14 S1-EP14 Humanizing The Sales Process with Chris von Huene

Collin Mitchell: [00:00:00] Welcome to the sales hustle. The only no BS podcast, 

[00:00:05] Chris von Huene: [00:00:05] where we bring you 

[00:00:06] Collin Mitchell: [00:00:06] the real raw 

[00:00:08] uncut 

[00:00:09] Chris von Huene: [00:00:09] experiences 

[00:00:10] Collin Mitchell: [00:00:10] from sales change makers across various industries. The only place where you can get 

[00:00:16] Chris von Huene: [00:00:16] what you're looking for 

[00:00:17] Collin Mitchell: [00:00:17] to 

[00:00:18] Chris von Huene: [00:00:18] up 

[00:00:18] Collin Mitchell: [00:00:18] your sales game today's episode is brought to you by sales 

[00:00:22] Chris von Huene: [00:00:22] cast sales cast helps 

[00:00:24] Collin Mitchell: [00:00:24] sales professional transformed the relationship building process and win their dream.

[00:00:29] Clients. I'm your host, Colin Mitchell. What is up sales hustlers. I've got a fantastic guest for you guys today. I'm going to be talking with Chris Von here, and he's an ag at Xerox and also one of the founding associates of the revenue collective we're going to hop in. And so you can get to know him a little bit, and then we're going to talk sales, sales, and more sales as always Chris.

[00:00:55] Thanks for joining us today and welcome to the sales hustle. 

[00:00:58] Chris von Huene: [00:00:58] Thanks for having me on my man. I appreciate it. Glad to be here and looking forward to jumping in on all things sales. 

[00:01:05] Collin Mitchell: [00:01:05] Awesome. So I want to, just, as I tell everybody, give us the short and sweet version. Of who you are and how you got into sales.

[00:01:13] And then we'll just jump right into talking some more tactical stuff, as I know that you like to 

[00:01:17] Chris von Huene: [00:01:17] do for sure. So I'll keep it super simple. Um, coming from a finance background. So a little bit of a weird guy that I did. Financial planning and analysis for three years, looked at my life and said, there's no way in hell I can do it for 40 and said, sales seems like a cool thing to do because everyone thought I was a sales guy, jumped out and got into sales and fell in love with it.

[00:01:36] And. I don't. So it must be broken with me cause I'm still going at it. So here I am today. 

[00:01:42] Collin Mitchell: [00:01:42] No, that's an interesting, that's an interesting way of getting into sales. I have to say, that's not the common answer that I get. Most people are like, Hey, you know, this, this happened. Uh, and you know, I just fell into sales or it happened by accident, but.

[00:01:57] You actually said, sales sounded cool and got into it and stuck with it. You know, sales can be a dirty word. Like people think, you know, salespeople are this and salespeople are that. And they're like, the last thing I wanted to do was get into sales, but it was the only opportunity I had. So you actually seek out something in sales and stuck with it.

[00:02:16] So tell me a little bit, you know, what was your, what was your journey? How has your journey been in sales so far? I 

[00:02:23] Chris von Huene: [00:02:23] mean, I think it's kind of like everyone, else's like, I just got my ass handed to me in the first six months. Like, let's be real. I had no training. I got thrown in. It's like we do making cold calls.

[00:02:33] I come from the finance world where I expected answers. I held the money. When you get into sales, it's a very different kind of thing. You got to earn the right. So I struggled. I mean, no two ways about 80 to a hundred hours a week, seven days a week, I'm grinding, I'm learning. I'm trying to teach myself and do my job and hit quota.

[00:02:51] Um, is this rough, you know, and then once you finally kind of get that foundation, get your footing under you, you know, things got a lot better. And then once you move into that EA role, you kind of start back at that SDR level where you're like, Oh crap, we're starting back at ground zero. It's a whole different mentality, a whole different ball game.

[00:03:07] Yeah, same kind of things go for six months to really get it figured out and get the selling motion down and closing the business. And then once I started getting those key tenants down, it's like, okay, now I get it. Now I can start leveling up, but it is its ups and downs galore. Hmm. 

[00:03:23] Collin Mitchell: [00:03:23] Yeah, no, definitely.

[00:03:24] And you gotta go, you gotta be able to ride those ups and downs to really. Stick the path in, in sales, uh, you know, because it can be an emotional rollercoaster for sure. As anybody who's been in sales knows that firsthand. Um, but tell me a little bit about like, what are you doing as a sales professional to show up different and do sales differently than most people out there?

[00:03:50] Chris von Huene: [00:03:50] I think for me, it's I come at it from a psychology perspective. So sales and marketing to me are basically the same thing. Sales is selling individually. So one-on-one psychology marketing is psychology to the masses, but the thing is we haven't done a good job of really breaking down psychology and applicable ways to use it in your sales process.

[00:04:08] So that's why I love like what Chris boss does and his never split the difference book. Right. It's a lot of. Psychology asking no oriented questions, giving the illusion of control, labeling things, right. Saying it sounds like it feels like. So for me it says a massive study in applied psychology and then coming up with frameworks and questions and ways to run things.

[00:04:30] So I'm connecting on a human level. I'm getting what I need from it. And the person walks away actually feeling good. Mm 

[00:04:37] Collin Mitchell: [00:04:37] mm. Now a lot of people, you know, Think like, Oh, sales, you know, you're manipulating or convincing and stuff like that, but it can be used to properly to serve people that need whatever it is that you're selling or your product or service.

[00:04:55] Right. So walk me through, like, you know, what's your, what's your, what are some tactical things that you're, you're using in your talk tracks or your frameworks to kind of, you know, get people to. Go on that journey with you. 

[00:05:10] Chris von Huene: [00:05:10] Sure. And just to clarify, I can't force anybody to buy. Like let's just like, make that very, very simple.

[00:05:17] No one is going to buy, they don't want to sign, like they're not going to sign the contract. Right. So I think we, we misunderstand, I think that we can force them. They have to make that decision inside. I'm just leading them along the journey. So how I start is really just treating them like a human, like I tell him like, look at, you know, first call, if it's not a fit.

[00:05:35] Hey. Okay. The whole point of this first call is to figure out if there's even a mutual fit here. That's why I use the term mutual fit. Not just you picked me. Well, ho cause maybe you want to keep going, but I realize you're not the best fit for our product and service and where we're at. I need to recommend the competition.

[00:05:50] So I lead up front with these, with these things and just say, it's kind of like the upfront contract. It's like, Hey, we got 30 minutes. Here's what I want to cover. Here's at the end, we're going to decide there's a mutual fit and then we'll discuss next steps. Is that a good use of your time? And then we just got a social agreement right there.

[00:06:07] So then you start off and give them the scope. You put those parameters around and let them know like, Hey, if it's no, it's not a problem. I'd rather have a no right now than a soft. Yes. Which is a true, no. And then I'm wasting all my time, walking you through a process when you're never going to sign. 

[00:06:23] Collin Mitchell: [00:06:23] No, a hundred percent.

[00:06:24] I mean, I think that's where a lot of salespeople can. Fall short or get caught in that rabbit hole of like trying to force people to the next. Yes. And ultimately they don't realize that, okay. Maybe they're fluffing up the pipeline or fluffing up the meeting quota, but ultimately they're only hurting themselves in the end because it's a deal that you never should have been spending time on in the first.

[00:06:51] Chris von Huene: [00:06:51] Right. And that's why I'm of the mindset of disqualifying early. And often, right? Cause I haven't had a conversation with a prospect, so I'm like, you know what? It just doesn't seem like this is of interest to you. Like this, this doesn't seem like this is valuable enough to invest time in. Is that, is that a fair statement?

[00:07:06] Notice how you use the word fair and not accurate. This fairs about feelings, accurate it's about logic, but we process emotions first and then logic. I'm trying to hit you at the emotional level to make, to see if you're emotionally committed. Before we validate with logic, I've had some prospect feel like, you know what?

[00:07:21] Chris is not a priority. Mike did. No worries. I appreciate the honesty first and foremost. Right? So you acknowledge and you just say it. Does it even make sense to put a reminder on the calendar? Like, how should we proceed if the is just go our separate ways. It's like, well, best of luck to you kind of thing.

[00:07:36] And if it's, Hey, let's pick it up at this time. It's like, why is that time a better time for you? Don't just put it on the calendar. It's like, Oh, what's a better time because budgets come up or my VP is going to slot that and make it a priority. Cool. Now you just got more information on the compelling reasoning in case your deal gets stalled.

[00:07:55] Collin Mitchell: [00:07:55] No, a hundred percent. And you know, disqualifying early is, is, is, is very helpful for many reasons. Um, and sometimes you can even go deeper, like, Hey, you know, maybe this. Isn't a priority now. And if they agree with that, is that fair? Yes. Why is that? Not a priority and what would make it a priority? So sometimes it's just asking the right questions and digging deeper to get them to go along the journey or realize why now's not the right time to go along that journey.

[00:08:22] So. Talk. Okay. So we're talking about like meetings that are set. We're talking about, you know, disqualifying early, we're talking about just, you know, treating these people, you know, just like regular people. Uh, but talk to me a little bit about your prospecting techniques and how you're getting these, you know, engaging with these people from the very beginning.

[00:08:39] Chris von Huene: [00:08:39] Yeah. I mean, for me, I'm always a fan of not reinventing the wheel. Your prospect has particular phrases and terminology that they use to describe the challenges and obstacles that they're facing. Take that language, make it a question. And send that off 

[00:08:56] Collin Mitchell: [00:08:56] right on what channels 

[00:08:59] Chris von Huene: [00:08:59] all of them do. Like I don't do channel specific things I think is bullshit.

[00:09:03] You don't know what channel works for your prospects. We'll hit them all. And that's why cadencing tools are a blessing. But like for example, you can take like a comment, a common issue in line copiers, right? Uh, service calls were taken for hours. You later, like subject, you know, your subject line, an email.

[00:09:17] It could be service calls taking days being alerted, just say, Hey. Right. Your service calls taking days instead of hours, how that impacting your business, would you be open to learning about ways to get a rapid response time? So you can get back up and running and focus on your critical business. Like these are terminology that I've gathered from my prospects, from talking to them or doing customer interviews.

[00:09:39] I've listened to what are the key pieces that get them looking into the buying journey. And then I put that into my messaging. So either I'm educating entertaining or I'm questioning the status quo and challenging it saying there could be a better way. Here's what you're missing out by not moving forward or looking into this further.

[00:10:00] Collin Mitchell: [00:10:00] Mm. Ah, I love that. So you're collecting feedback from current customers and doing like your own little market research to craft your messaging for your outreach. 

[00:10:09] Chris von Huene: [00:10:09] A hundred percent. Like I don't, here's the thing I speak in different terms, but my prospects all are going to have pretty much similar terms.

[00:10:17] If your ICP is all the same. So why not just take their language because we always resonate with those that sounded like us. And I don't think this is manipulative. This is just being smart. So they can self-identify between all the other trash that they get in their inbox from other salespeople. So that's how I stick out is I sound like I'm from the get-go.

[00:10:36] Not at least how I'm probably opening up my email or maybe clicking that video, or at least not hanging up on me while I make the cold call. 

[00:10:42] Collin Mitchell: [00:10:42] Mm. All right. So listen up sales, hustlers. This is an important part. Um, do your research ask for feedback from your current customers? You know, do your customer interviews collect that information from them?

[00:10:54] And implement that into your messaging, whether that's phone, email, LinkedIn, or all of the above is what I'm hearing. And this is something that you're doing consistently and it seems to be working for you, right? 

[00:11:06] Chris von Huene: [00:11:06] Yeah. I mean, it, it works well when I'm literally saying like, Hey, the common challenges of ITP people are a, B, C, and D, but that's not like your day to day, right?

[00:11:14] Like, uh, no, it, it kinda is. I'm like, Oh, which one? I like this. I'm like, tell me about it. How is that affecting you while it's done? Dah, dah, dah high pain. A, B, C, D. Okay. What if you had to quantify that? Can you put dollars to it? Could you put some numbers to it? It's like, yeah, it cost me 10 hours with it tickets a week.

[00:11:34] So what's not getting done because you're spending 10 hours a day on these it tickets. Well, this massive initiative. Interesting. I've now just tied my product to your massive initiative. Versus this small little pain here that only you're experiencing, right? So I just leveled up the conversation to get other people involved and to also have a stake in it.

[00:11:54] If someone tries to say, Hey, it's not important, but I'm like, this is impeding this initiative, which your C level VP level said is our priority. Right. So now we're solving, so you can get to this. That's a better sale. 

[00:12:07] Collin Mitchell: [00:12:07] Wow. All right. So let's just peel that apart a little bit for, okay. So you're taking, you're taking the messaging.

[00:12:15] You're, you're, you're hitting them in terms that, you know, you're hearing from customers speaking their language and then, you know, really digging deep on what that pain or what that problem means to really. Quantify the value of what it is that you're offering. 

[00:12:33] Chris von Huene: [00:12:33] It's about impact. Like I think as sales reps, we screw up on this.

[00:12:37] We get so excited when we hear pain. Right. But, so what if you can't tell me, so what, so for example, your sales guy, I can't sell my funnel. Great that's pain, but so what well, what it means is then the business can achieve these strategic initiatives, which means we can't break into this European market.

[00:12:54] We've been wanting to get into for the last three years. Ah, okay. Now we're solving for you to get into the European market by getting your pipeline where it needs to be. There's impact, but the initial pain was just my pipeline sucks. So if we can't answer that, so what, with each individual pain, you've got more work to do until you can quantify it.

[00:13:13] And the prospect doesn't know it. And you got to work together to agree on something. Because again, this is all gonna come together for not staying with status quo. So they ghost you and you only have pain. Okay. But if I'm linking pain plus impact, it's like, are you really okay with it? Here's the impact that's happening to your organization?

[00:13:33] Is that worth it? 

[00:13:35] Collin Mitchell: [00:13:35] And being okay to walk away from the deal, if there isn't enough impact for it to actually be addressed, right? Because those are the deals that are going to get stalled. Those are the deals that you're going to spin your wheels on. Those are the deals that are never going to go close and you're going to be sitting there thinking, I don't understand.

[00:13:52] They had all these problems. They had all this pain, but why aren't they signing? Right. 

[00:13:56] Chris von Huene: [00:13:56] There was no impact. If there's no business impact to it, how are they going to go get budget for it? You have to go to finance and go ask for money. And they're going to say, okay, well, how does this impact the P and L my either making money, saving money and improving a process.

[00:14:09] If so, by what percentage? Because you have to deprioritize other things. So you've got to remember, you're fighting for all these other, you know, against all these other allocations and resources, if you don't have that squared away. And it's kind of a question Mark, and money's tight right now because the COVID.

[00:14:25] I just don't see you being that successful in getting it done. 

[00:14:28] Collin Mitchell: [00:14:28] Hm. So it sounds like you've been able to kind of really relate with your, your finance background of how to get deals, how deals get evaluated and how the, the, the, the making sense of the dollars and things like that to, to get approval for deals to get signed off on.

[00:14:47] A hundred 

[00:14:48] Chris von Huene: [00:14:48] percent cause think like a C level. They're not thinking about these, um, kind of low level problems. The thing about business impacts that think about the KPI drivers that they need to look at a P and L sheet like profit loss, gross profitability. What's my bottom line. Like what am I taking to the bank?

[00:15:05] So if I can't figure out how I'm impacting these financial statements and if I can't tie to those things, and it's a question, Mark, well, crap. What happens when I need to go ask what happens when my champion goes, ask for budget to go buy this when there wasn't any budget there 

[00:15:19] Collin Mitchell: [00:15:19] now, per se. And I would even add to it that there's not only gotta be pain, there's gotta be pain and impact it.

[00:15:26] Can't just be one or the other. Right. We talked about if there's just pain and there's no impact, but on the flip side there can't just be impact. And no pain. Right? Right. It can't just be cost savings, but no problem, no solution, nothing that you're solving, because ultimately people don't like to change and savings is not enough to change.

[00:15:46] There's gotta be pain and impact together for it to be a deal that can actually go somewhere. 

[00:15:53] Chris von Huene: [00:15:53] A hundred percent. It's like the way I break it down is pain as the emotional. So remember we got to hit the emotion first and then we find the logic to back it up. The pain is the emotional piece. And then we get to the logic with the numbers, the percentages and everything like that to back it up.

[00:16:06] So if you don't have both why you don't really have a real deal in my world, Because why, why should they change? Like you're always fighting good status quo. It's the hardest thing to fight against is why most reps lose their deal. People don't want to change from status quo. We're inherently scared of making changes.

[00:16:22] It's safer, even if it's a shit show, it's safer to stay with that than it is to move along and try something. Quote, unquote, new. 

[00:16:32] Collin Mitchell: [00:16:32] Now, do you have any particular like frameworks or talk tracks that you follow to just, you know, accomplish these goals when you're engaging prospects? 

[00:16:41] Chris von Huene: [00:16:41] Yeah. So there's kind of, I've blended methodologies, but I use, uh, the gap selling techniques from Keenan, and then I use the transparency sell by Todd caponi.

[00:16:51] And then I made my own version of like a mutual decision plan or transformation plan, whatever you want to call it. And it basically has all that layered out. And I introduced that in my second meeting. So between the disco and demo, I have a, another meeting. It's like an alignment meeting for me. And I make sure that we agree on your current state and your future state, because we don't have all that mapped out.

[00:17:13] I don't know if they even have a real deal here. And if you haven't agreed to that, then I definitely don't have a real deal here because. Do you need to buy into it? Not me. Right? Like I'm just the guy guiding you along. But if you don't believe in all these challenges, pains and impacts and future States, Oh, I just have a nice conversation with somebody that's about all I have at that point.

[00:17:33] Collin Mitchell: [00:17:33] Yeah. I had a sneeze that sneaking suspicion, you were going to drop gap selling by Keenan. I've got my gap selling t-shirt on today. Uh, I actually survived gap so keen in life. Um, it was a little bit brutal. I made it out with just a one black guy and maybe a little bit of a bloody nose, 

[00:17:53] Chris von Huene: [00:17:53] but, 

[00:17:54] Collin Mitchell: [00:17:54] but I was officially the first person out of 31 episodes to actually sell Keenan.

[00:18:00] Chris von Huene: [00:18:00] Damn, I mean props, cause I know he is he's vicious, but there's a reason for it is. We get lazy with that process. Then we wonder why our deals aren't closing and our pipeline gets clogged. And we're inflating all these things because we don't have the basics down. 

[00:18:16] Collin Mitchell: [00:18:16] A hundred percent. I couldn't agree more.

[00:18:18] So, I mean, what do you tell there's going to be a lot of people getting into sales right now, right? Just cause of the current times sales jobs are pretty much always, you can always find a sales job. Even when the economy is bad, people are hiring salespeople. There's going to be people that had other plans that didn't work out.

[00:18:36] They're going to fall into sales. Typical story, common way. What do you tell those folks that are just getting into sales? You know, what are some things that they can focus on some resources to like really just get them started? Right. 

[00:18:53] Chris von Huene: [00:18:53] Um, that's a good one. First off joined the revenue collective, like flat out.

[00:18:57] I'm just going to plug it shamelessly. I'm a part of it, but. There's so many great resources that are in Guro. So the document repository system, there's so many webinars, I just got off one on how to build a sales playbook that Kevin Dorsey just drop massive amount of knowledge and hour. It's like I wrote five pages.

[00:19:14] It's silly. Um, so I, I joined like a group where you can learn from people who are already doing it. Because there's no need for you to go through the hell. I went through six months of trying to pull my hair out and figure it out when I could have just gone to some better resources, I think get very active on LinkedIn and search, like who are the top, like LinkedIn sales influencers, and just start following all their content.

[00:19:37] So you can start getting a feel of how people are talking about sales today. And then from there, like, honestly you need to learn. Basically how to shut up and ask questions. Cause we always like, we don't like silence and silence is key in sales. You need to learn psychology. So human psychology and how we process things, especially on the emotional side.

[00:19:58] And then you need to freaking learn copyrighting. So damn well, it's not funny because most people suck at writing sales emails. 

[00:20:04] Collin Mitchell: [00:20:04] Mm. Okay. All right. So join, join a community. I definitely agree with that. There's tons of them out there. There's a lot of these peer based sales communities that are popping up.

[00:20:15] Um, they're all, they're all great for different reasons. And in my opinion, revenue, collective rev, genius, sales stack, sales huddle, lots of them, um, because you know, it's a safe place for you to go and there's other salespeople there. That are just looking to be better salespeople and help other salespeople.

[00:20:33] So I, I highly recommend that to anybody getting started, or even if it's been in sales for awhile, um, Definitely agree with you on following content that you know of people that are putting stuff out there. Uh, most of the great people in sales that are teaching sales are putting tons of free resources over there, whether it's podcasts, blogs, content lives, whatever it is, like, eat that stuff up for breakfast, lunch, and dinner.

[00:21:00] Um, and then, uh, the last thing that I would say is. That I totally agree with is, is shut up and, and just listen, because it listening is such a crucial skill in sales and it takes, it takes a lot of good practice. To get good at it because it's hard and something that's helped me with it is just meditation practice.

[00:21:28] Right? You can, with a, with a mindfulness practice, you can become a better active listener. And once you become a better active listener, you can actually hear and process what your prospect is saying rather than already thinking about the next. Piece of the script that you're going to say or parroting something that you heard from somebody else in the bullpen, because they're hitting their numbers.

[00:21:54] And it sounds clever, like you really got to listen to what people are saying and process that and not be so quick to just talk or think about what you're going to say next. And sometimes it's really just telling yourself to shut up and listen. Um, and it's a skill that takes practice. 

[00:22:09] Chris von Huene: [00:22:09] Yeah. Like the one piece I'd add too is tonality.

[00:22:12] I got a lot better when I could start reading tone. So I stopped paying so much attention to the particular words and more how they were being said, and I'll just call it out. Like I love labeling. It's one of my favorite techniques. So like, if someone just sounds like they're having a really shitty day, I'll just be bought.

[00:22:28] I'm like, Hey, I know it's a cold call. Sounds like it's a really rough day. And then just shut up. And see what they say and if they're like, and then sometimes it'd be like, yeah, man, like, I, I just got chewed out by my boss. I'm like, tell me about it. And they'll commiserate with them on my man. I was just there, 10 minutes ago, you had picking up the phone calling you so we can commiserate together, but like they can just stop trying to be a sales person and be a fricking human for a bit and talk to them like a human.

[00:22:55] And I've like said, look, it's obviously not a good time for a cold call. So you can either try to do that. Let me just see if it's even relevant, 30 seconds, really fast pitch and they get off the phone or you just say, look, I'll call you tomorrow around the same time. Send them a little quick calendar invite five minutes.

[00:23:10] Boom. 

[00:23:11] Collin Mitchell: [00:23:11] Yeah, no, I love that. I love that. Just be, being, being yourself, being human and reading tone is definitely important. And you can tell if somebody sounds super busy or sounds like they're in a bad mood, and if you just acknowledge that and don't try to continue to push forward in the conversation, you'll build tremendous amount of respect and rapport just by those simple things alone.

[00:23:37] Yeah, and then you can, and then you can have a much more effective, much more productive call the next time that you reach out, because they're going to remember you rather than being the salesperson who was like, you know, just trying to push to get that, get that 15 minutes, got to get that 15 minutes, you know?

[00:23:53] Yeah. 

[00:23:53] Chris von Huene: [00:23:53] Because the kids, you make it about them and not you. Right. And like, you always hear that, but like, what it looks like is I call it a prospect of Amazon company and she was actually home sick. And I just like stopped everything. I'm like, you're sick. And you answered the phone and you don't even know who it is.

[00:24:09] I'm like props to you. I'm going to hop off the phone because your health is more important than a cold call. Now what I did is I then like sent her a Getwell basket to the office and just sent her an email that day. I'm like, Hey, let me get back to the office. Within like three days, you're going to have something.

[00:24:25] And that ended up landing me the meeting because I treated her like a human. And that's all it was, it was simple thing. You're sick. You obviously don't want to cold call if you're sick. So I'm going to hop off the phone. 

[00:24:38] Collin Mitchell: [00:24:38] Yeah. Most people don't want a cold call if they're feeling well. So they definitely don't want it if they're not feeling well, but also just being honest and upfront, like this is a cold call.

[00:24:47] Hey, I know we've never spoken before or, Hey, this is the first time we call. I know you probably don't like cold call and this is what it is, but you know what? I'm not going to take a lot of your time. So like, you know, being able to read people. And, and, and make an action. That's you take an action.

[00:25:01] That's about them and not about you getting that meeting now, full transparency. You took all those actions to get the meeting, of 

[00:25:08] Chris von Huene: [00:25:08] course. But yeah, 

[00:25:10] Collin Mitchell: [00:25:10] but you're doing something that most people are not right. If you can show up differently, it's going to make that much of a difference, 

[00:25:20] Chris von Huene: [00:25:20] right. Because how many reps actually stopped their pitch?

[00:25:23] Realize that the person sick wishes on well and then sends them something. Right. Like you just don't don't you just like, I've got to book the meeting. I got to put the meat, but I got to book the meeting and that's why you're not getting a meeting by the way, because you're too selfish 

[00:25:37] Collin Mitchell: [00:25:37] and you gotta be good enough to actually, cause those are, those are missed opportunities, right?

[00:25:44] Because that's an opportunity. To do something different to show up different when somebody's busy, when somebody's sick, if they're working at home and you hear kids crying in the back, like whatever it is, anything that's like a interruption to how you know, the, what the norm is. That's an opportunity for you as a sales professional, to stand out, to be unique, to do something different than every other salesperson that's calling them, emailing them, sending them LinkedIn DMS or whatever is not doing.

[00:26:16] Chris von Huene: [00:26:16] A hundred percent, like I've even done, like, thank you, gifts. Like this lady. Um, I was working at Amazon heart and all the subsidiaries. So another Amazon account, she got me an introduction to the SVP, the exact, like present sign on the contract. I knew that she loved volleyball. What did I do? I freaking bought her one of those, like Lily volleyball, you know, bags.

[00:26:35] That like the volleyball was like saying hi and all these Bible terms, like different languages. And then she messaged me. She's like, I bring it to the practice, every single, like Wednesday. And like, people love it. Like I bet she still uses it today. Again, simple little things, but she's never going to forget that interaction from a sales rep that she never met in person.

[00:26:52] Collin Mitchell: [00:26:52] You mean, you didn't send her like a corporate brand and cha chotsky? 

[00:26:56] Chris von Huene: [00:26:56] Nah, nah, I was straight on Amazon found like the thing that mattered to her the most sent it with a little note and that was a 

[00:27:04] Collin Mitchell: [00:27:04] yeah. Yeah, no, that's awesome. Uh, I love that. All right. So just to kind of recap here with what we're talking about, sales hustlers is look for those opportunities to do something different.

[00:27:16] Right. Whether it's somebody not feeling well, having a bad day, you know, they got chaos going on, whatever the case is, maybe something you read something on social media, look for those opportunities to show up and break through the pattern and be somebody different than what they're used to seeing all the time.

[00:27:33] Um, Chris. Thanks so much for coming on sales hustle today. Really appreciate it. Um, I know that you have something that you want to share with folks on how they could join revenue collective and how they can connect with you online as well. 

[00:27:47] Chris von Huene: [00:27:47] Yeah, so selfish blood. We got a contest going, I want to be number one or salespeople.

[00:27:51] So, uh, I'll uh, I'll share the link, but, uh, we got an open forum for people joining the revenue, collective super simple. It gives you access to sales leaders and marketing and sales ops. Like you never had before you got a question you got over 4,000 people that will, that will happily answer it for you.

[00:28:08] They'll jump on calls with you and you literally got global coverage here. So it's just a group that I think is amazing. And if you're serious about making an investment in yourself, You'll invest. Um, it was really, yeah, it's really that simple on my plug. And then other pieces, like if you know you like the content, like you want to connect, LinkedIn is the easiest way to connect with me.

[00:28:30] I'm always happy to have chats. I do like random, like little coffee chats, so it's whatever I can do to give back to the community. Cause I've done so much for me. 

[00:28:39] Collin Mitchell: [00:28:39] All right. Awesome. Thanks Chris. Appreciate it again. And if you're listening to the podcast, please subscribe, share with your friends and we're listening for your feedback.

[00:28:48] Chris von Huene: [00:28:48] Appreciate it, man. Thank you. 

[00:28:50] Collin Mitchell: [00:28:50] Thank you for tuning in to this episode of sales hustle. Are you a sales professional looking to take your sales career to the next level? If the answer is yes, then I want you to go over to sales cast.com, check us 

[00:29:06] Chris von Huene: [00:29:06] out. 

[00:29:06] Collin Mitchell: [00:29:06] And if you feel that you are ready, set up a time to talk with me and my co-founder Chris, I'm your host, Colin 

[00:29:13] Chris von Huene: [00:29:13] Mitchell.

[00:29:14] Collin Mitchell: [00:29:14] And if you enjoyed this episode, feel free to leave us a review. And share the podcast 

[00:29:19] Chris von Huene: [00:29:19] with your friends.