How to Encourage the Prospect to Make a Change on the First Call | David Bennion - 1660

Today’s guest brings his top-tier track record to the show to help you and your team convert your prospects into customers using his proven, customer-first approach. In this episode, your host Donald Kelly sits down with David Bennion, the VP Sales at Apollo.io, which serves over 160,000 companies and more than one million users worldwide. Bennion shares his clear-eyed, precise understanding of his team’s success and the steps it takes to get there.

As a Seller, Learn to:

• Identify your customer’s issue, even if they haven’t identified it themselves
• Quantify that problem - how impactful will solving the problem be?
• Ask the right questions so you can truly understand where your prospect is coming from. When they trust you enough to describe their company’s pains (or even their personal ones), show empathy!
• Know whether your product can actually solve their problem - and learn to graciously walk away if it can’t

Common Mistakes in Selling (And How to Avoid Them)

• DON’T just drive your company’s agenda. Instead, think about what you can offer to the customer.
• DON’T limit your pitch to just data points. Instead, offer some real-life examples of your current customers’ success with your product
• DON’T add to your prospect’s list of problems they have to deal with. Instead, show them how seamlessly your solution can be implemented

“I think, sometimes in outbound [sales], there’s a feeling like, ‘All I’m doing is creating a problem for somebody,’ when really, you have the opportunity to create a quick win for somebody and make them a hero inside their business.” - David Bennion

Resources

http://apollo.io

Sponsorship Offers

This episode is brought to you in part by Scratchpad.

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com.

This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com