OK. What breaks them is bad advice. It is bad content or things that haven’t been accurately researched. You have to understand the history of sales and psychology.
150 years ago, in the late 1800s, there were no sales books. There were no like this is how you make money. That’s probably only become popular within the last 100 years with Dael Carnegie, Napoleon Hill, and all of these people. Likewise, there was no research on sales, no social scientists digging into the numbers about what works and what doesn't.
Until the 80s, it was no reason, so charismatic extroverts dominated the field. People who knew they worked on a very small scale and knew it worked for them. When they were trying to teach other people, something usually was lost.
That is why salespeople have got a bad reputation those days. That s because it’s old-school personalities year and poppy ball the Napoleon Hill, but when they take it to other people, it’s because he’s more school personalities. The high-pressure packet is a manipulation like a regimen. People are saying “Yes” over and over again. And then here we are, salespeople, trying to push this and be very natural. Because we have to be this toxic personality we don’t want to be.
B2B is different. You need much more relationships, detective skills and emotional intelligence.
That's why there is a high burnout rate, specifically in retail. Because retail is the environment, that kind of packet works best. In B2B, it is different. You need much more relationships. You need much more detective skills, emotional intelligence, and things like that. We’re still repeatedly teaching the high-pressure alternate close, Colombo close, and garbage.
So much sales training is set around that idea of manipulation. And it doesn't really dive into modern advances in psychology, neurology, and emotional intelligence. Any other.
The term I’ve come across, and I think about it, comes from police terms, and it is Kettling. It is away the police in amble protest.
Handle the protest with air quality in very loud, very loud waves. What will happen is centers in a small area, and then they’ll start closing the walls a little bit at a time a little bit more protesters realize this fight-flight-freeze. And when it happens, the statistics show the average is 4% of people choose the first response. So if you have a protest group of 25 people, one of them, yeah so
It is a way that police handle air quality very loud light. What will happen is the police will try. A little bit at a time, a bit more, and a bit of fight-flight-freeze. It happens and 4% of people. So you have a protest group of 25 evil, one of them is bomb how much yeah so but when you think about that from a sales perspective, that’s how we fight.
Kettling idea! Closing walls. The idea of having to close on everyobody will only make you seen as pushy and manipulative.
What is the idea of you having to close on everybody? No! Not at all! That just makes you see being pushy and manipulative. It makes it seem like you have a one-track mind. You don’t care what the other person is doing to understand what the problem was.
I can stop all of your problems ever. That you can’t do, cause you are not coffee.
How do I start most of my calls? Well, I don't know if I can even help you.
I believe I can. I did some research, and I did some other things. But there is a good chance to send you to my competitor. Saying that, in starting the conversation honestly, you’re authentically looking for a solution for that. That’s the right way to sell. If you do not provide a solution to a problem, you do not have the right to ask for a sale.
It takes 1 workweek and 7.5 hours of calls to secure 1 appointment.
Baylor University’s Keller Center researched to quantify the importance and effectiveness of cold calling as a prospecting tool. We see that it will take an investment of approximately 7.5 hours to complete 209 cold calls, leading to a return of one appointment or referral. If calls are broken out across one workweek, agents can expect to make 1.5 hours of calls each day for five days to secure one appointment or receive one referral – a positive cold calling outcome.