• In this episode of Sales Tales, Josh and David discuss the importance of effective communication in sales meetings.
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• They share personal anecdotes about disastrous meetings and emphasize the need for clear expectations, purpose, and outcomes.
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• The conversation highlights the significance of face-to-face interactions in sales, the necessity of establishing mutual agreements, and the strategies to navigate the complexities of buyer-seller dynamics.
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• The episode concludes with actionable takeaways for conducting better sales meetings.
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In this conversation, Josh and Dave discuss the critical elements of a successful sales process, emphasizing the importance of a structured selling system and effective communication.

Donald Kelly, founder of the Sales Evangelist, highlights the challenges faced by modern sales teams, particularly in prospecting and engagement strategies.

The discussion also delves into the necessity of consistency in sales behaviors and the value of learning from real-world sales experiences and provides valuable takeaways for sales professionals looking to enhance their approach and achieve better results.

In this episode, you will learn:

• How skipping steps in the sales process can lead to significant issues.
• To use effective communication after a sale which is crucial for long-term success.
• How modern sales teams face challenges in prospecting and engagement.
• Ways to differentiate outreach strategies to stand out.

Here is a link to Josh's episode on Donald Kelly's show:

https://podcasts.apple.com/us/podcast/josh-shirley-the-rule-of-seven-for-linkedin-sales-navigator/id788738885?i=1000669216714

Donald Kelly's book is available everywhere (try Amazon link) - Sell is like a Mango

https://www.amazon.com/Sell-Like-Mango-Sellers-Closing/dp/1640953906

The Adam Grant book referenced in the episode is called "Hidden Potential"

This episode is for you if you want to make your first meeting with a prospect more meaningful.

When you get in front of a prospect, are you trying to build a relationship or are you trying to bond and build rapport?

Heather Snyder, co-founder of ProMode.ai, career salesperson, and mentor to female sellers, teaches us that those are two different things. She also knows that this key step presents different types of challenges if you're a woman.

In this episode, learn:

• Tactics for building trust.
• A framework for a new conversation.
• How to challenge yourself to be "bold" if you are a female seller.