Mark Cox’s Post

Sales tip of the day: Listen more, sell less. Early in my career, I was so eager to pitch that I forgot to listen. Big mistake! When I finally started listening to my clients’ needs, I didn’t just close deals—I opened doors to long-term relationships. Let your clients speak, and they’ll tell you exactly how to win their business. P S How has active listening helped you in prospecting and sales? #salestips #activelistening #clientneeds #relationshipbuilding ---------------------------------------------------------------------- 𝙄 𝙝𝙚𝙡𝙥 𝙗𝙪𝙨𝙞𝙣𝙚𝙨𝙨 𝙤𝙬𝙣𝙚𝙧𝙨 𝙡𝙞𝙠𝙚 𝙮𝙤𝙪 𝙞𝙣𝙘𝙧𝙚𝙖𝙨𝙚 𝙩𝙝𝙚𝙞𝙧 𝙨𝙖𝙡𝙚𝙨 𝙧𝙚𝙫𝙚𝙣𝙪𝙚 𝙖𝙣𝙙 𝙗𝙪𝙞𝙡𝙙 𝙡𝙖𝙨𝙩𝙞𝙣𝙜 𝙘𝙡𝙞𝙚𝙣𝙩 𝙧𝙚𝙡𝙖𝙩𝙞𝙤𝙣𝙨𝙝𝙞𝙥𝙨. 𝙁𝙤𝙡𝙡𝙤𝙬 𝙢𝙚 𝙛𝙤𝙧 𝙢𝙤𝙧𝙚 𝙨𝙖𝙡𝙚𝙨 𝙩𝙞𝙥𝙨.

Prospect: Can you send me some references from other clients you have? Average Salespeople: Yea sure! sends a bunch of phone numbers and emails Instead, try this… Top Salesperson: Sure, I can do that. To make sure I send you the right people, what specifically would you like to discuss with them? Prospect: gives answer Top Salesperson: Great, I'll reach out to them to see if they’re available to talk to you. Now, let’s pretend for a moment that the clients you talk to say good things about how we were able to solve the same XYZ problems your company is having... Where should we go from there? If you simply agree to send a prospect references without getting a commitment on the next step, you'll most likely never hear from that prospect again. ------------------------------------------------ Follow Nick Graz for more content! #salesmotivation #growthhacking #sales

Pushing the prospect away on a cold call? Wait, let me explain… Part 1? If you’ve ever gotten on a cold call and immediately started talking about how you’re the best in the business, Can solve all of your prospect’s problems, And guarantee amazing results, It’s no wonder you’re hearing things like, “I’m not interested” or “I’m good, thanks.” It’s not that what you’re offering isn’t valuable, It’s that the way you’re presenting it is setting off all kinds of red flags for the prospect. When you come in hot with claims of being the best, It can feel like a desperate sales pitch, No one likes to feel like they’re being sold to. It also creates this weird dynamic where the prospect has to trust that you know more about their situation than they do; That’s a tough sell when you’ve only just met. Most prospects will tune out or resist if they sense you’re trying to shove a solution down their throat before you even understand their pain points. Rather than focusing on being the hero who can fix everything, Build a gap from where they are currently to where they want to go. Ask thoughtful questions about their current situation and their goals; Let them do most of the talking. By doing this, you’re helping them recognise the gap for themselves without you pushing it on them. This builds a psychological contrast; When the prospect can see the gap clearly, It’s much easier for them to realise they might need help closing it and now you’ve got their attention. You’re welcome #marketing #sales #business #people

Here's a question I've been asking A LOT on my discovery calls and it is helping me get to the prospects problem, pain and urgency SO quickly. 👇 "before I ask anything, on a scale of 1-10 how direct would you like me to be, 1 being not at all, 10 being as direct as possible so we can quickly get to your problem?" Here's some of the responses I've had: - "10 and a half". - "yeah, be straight to the point, let's go for it". - "9, go for it ha". - "yeah pretty direct, my approach to sales has always been be direct". - "10". - "10, go for it". Its like the prospect hands you a licence to just ask what you want and get to the point as quickly as possible. It means we spend our discovery calls on the pain, the outcome of not solving it, their motivation and how they buy. They also often look to match your directness and open up. Give it a go. Let me know how you get on #salescoaching #salesperformance

🌟 Unlocking the Power of Questions in Sales! 🌟 In sales, the key to understanding your clients lies in the questions you ask, not just the information you provide. 🤔💡 Effective questioning helps you identify needs, motivations, and budgets, turning conversations into valuable insights. Remember, it’s not about spilling features and benefits—it's about uncovering what truly matters to your prospects. https://hubs.li/Q02YqKRW0 Let's embrace the art of questioning and elevate our sales game! 🚀 #SalesStrategy #AskingQuestions #SandlerTraining

As someone who has sold more than $15,000,000 worth of products through cold calling, here's my most valuable advice: The point of cold calling is not to set meetings... The point of cold calling is to start meaningful conversations with high-fit buyers. The more a rep obsesses over meetings, the more desperate and needy they sound on the phone... And that'll lead to more objections and rejection. Cold calling is already hard. Don't make it harder by setting unachievable, unrealistic expectations on yourself. Will some meaningful conversations turn into meetings? Absolutely. But most won't, and that's totally okay. Follow ups... Internal referrals... And disqualification... Are also amazing outcomes. As long as you're making progress on your list, you're doing your job right. Set yourself up for success and don't be driven mad by meetings. Focus on what you can control. #sales #mindset #deathtofluff ☠️

When we lean too much on likability and not enough on value, we lose a lot of business. We all have the desire to be liked, but your prospects don’t have to like you. Your prospects need to respect you. You have friends and family that like you, your prospects don’t need to. Your prospects need to know that you will help them solve their issues in the best way. Value equals respect. We respect people that bring value to us. So, stop trying to be liked by your prospects and focus on providing them the maximum amount of value so they can respect you. Once you are respected, then you are trusted. People buy from people they trust, not people they like. To move from likability to trusted advisor do these 3 things: 1) Stop spending half the meeting building rapport. 2) Provide solutions that address their problems, not satisfy your quota. 3) Be a person of your word and do what you commit to doing. Become the trusted advisor your prospects need, not the likable salesperson that is forgettable. #transformedsales #sales

💡 Rethinking Sales Metrics: Quality Over Quantity! You raise a great point, Belal! 🙌 When we obsess over meeting-setting as the sole metric of success, it often backfires. Reps risk sounding desperate, prioritizing short-term wins over long-term relationships, and that’s a recipe for missed opportunities. 🚨 🎯 What truly matters? ✅ Quality conversations that address real buyer needs. ✅ Building trust and establishing genuine connections. ✅ Creating value before asking for time. It's time to move away from chasing numbers and focus on driving impactful outcomes. Let’s redefine success—not by how many meetings we book but by the relationships we build and the solutions we provide. What’s your take? Are sales KPIs evolving, or are we stuck in an outdated mindset? Let’s discuss! ⬇️ #Sales #InsideSales #SalesLeadership #QualityOverQuantity #SalesMetrics #CustomerCentric

The MOST important aspect of a sales meeting is CURIOSITY.    When a prospect makes a statement, we can quickly assume what that means.     We’re so eager to jump into a solution that we lose sight of what’s truly important to the prospect.    As salespeople, we must remind ourselves that the concept of a problem, a budget, or a timeline is COMPLETELY subjective.    So, next time you’re on a sales call, be curious. Ask questions such as:    ➡️ Why now?  ➡️ Why is that important?  ➡️ How is that working for you?  ➡️ What happens if things don't change?    A LOT of salespeople lose their deals because of assumptions – don’t be one of them.    Want to get good at finding your prospect’s true pains? Comment “YES,” and we’ll send you 100 strategic questions to get your prospects talking.    #SandlerMiami #Salestips #salespeople  

Digging deeper; The secret of top salespeople… If you’ve ever watched a great salesperson in action, one thing stands out: They know how to dig, They don’t just take surface answers at face value; Instead, they follow up, probe, and clarify. They listen closely and ask more questions until they uncover what’s truly going on with the prospect. You know that saying, “Don’t sweep it under the rug”  Well, that’s the guiding principle for top performers in sales; Anything that seems too vague or unclear, they ask until they understand fully. Why digging deeper works: - Prospects feel genuinely heard; Most people don’t feel truly heard or understood, Especially in sales conversations where there’s often an expectation that they’ll be “sold” to. But when a salesperson genuinely tries to understand what the prospect is saying, it’s different; Asking deeper questions shows the prospect that you’re listening not just to reply but to understand. - Prospects get clearer on their own pain points; Ever noticed how when you say something out loud, it sometimes hits differently? Digging deeper makes the prospect articulate their pain, desires, or frustrations in their own words. This is powerful because when a person voices a problem, They feel it more intensely, which reinforces why they need a solution. Top salespeople understand that having the prospect clarify these points often brings them closer to the moment of decision. - You avoid costly assumptions; Assumptions are a killer in sales; When a salesperson assumes they understand what a prospect means without clarifying, They risk missing key details or misunderstandings. This leads to solutions that don’t quite fit or pitches that feel off. Digging deeper eliminates these issues by ensuring you’re on the same page. Ladies and gentlemen, That is how to be a top salesperson. You’re welcome #marketing #sales #business #people