Unbound Growth’s Post

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

Here's a clip from one of my discovery calls where I ask a question that helps me get to the prospects problem, pain and urgency SO quickly. 👇 "on a scale of 1-10, ten being the most direct to get us to a place where you need to be as quickly as possible, how direct do you want me to be today" 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

🚨 Don’t Propose Your Offer Without Doing This! 🧏🏾♂️ In the world of sales, there’s a golden rule that often gets overlooked: Build genuine human connections before presenting your offer. 🤝 Before diving into your pitch, take a moment to connect on a personal level. Share a friendly conversation, find common interests, and establish rapport. This isn’t just about small talk; it’s about creating an atmosphere where your prospect feels comfortable and open to listening. Once you’ve established that connection, pivot the conversation towards understanding their challenges. Ask insightful questions that reveal the difficulties they’re facing—this is where the magic happens! ✨ Listen actively. Empathy is your greatest tool. By understanding their pain points, you can tailor your offer to address their specific needs. Instead of a generic pitch, present a solution that highlights the benefits they truly desire. Remember, it’s not about pushing your product; it’s about providing value. When prospects feel heard and understood, they’re far more likely to engage with your proposal. Build trust, understand their challenges, and then present your offer as the solution they’ve been looking for. Let’s make sales about relationships, not transactions! 💼❤️ #Sales #HumanConnection #Empathy #Listening #ValueDriven #SalesStrategy

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 ☠️

It's a well-known fact that people tend to react at their own convenience, especially when it comes to cold calls. Our prospects are busy individuals juggling multiple priorities- work, families, and personal commitments, and if you are interrupting their day, you better make it count with a thoughtful approach. There is already some resistance on the call, fighting it back with a defensive approach is not gonna help but only gonna push the prospect away. The Key? Our job is to join the resistance by asking the right questions, but not fighting it. Be genuinely curious about their needs and the current situation, this subtle shift can open the door for the conversation. Remember, a cold call is the start of a conversation, not a one-sided pitch. Leading the call with curious questions to build a meaningful conversation is equally important as handling those objections. #sales #coldcalling

You're almost there. You've built rapport, answered objections, and shown value. Now, it's time to close your next deal. Here are 3 ways: 1) The Assumptive Close Assume they’re ready to pay. “So, where should I send the invoice?” 2) The Fear Of Loss Close Show them what they will lose out on. “Are you sure you don’t want to take advantage of this opportunity?” 3) The Decision Time Close Set a deadline. “Do you think you can make a decision by Friday?” Always remember, sales is a conversation, not a pitch. #sales #salestips #salespitch

Not all objections are the same. #1 Some objections come from a place of “I hate that you interrupted my day and whatever you say, I’m going to be a jerk" #2 Some objections are, “I didn’t see the value in your pitch aka what you said”-- means the prospect might not understand the problem you solve. You missed the mark when it comes to communication #3 Some are, “I understand your pitch, and I don’t have the problem/it’s not a priority/it’s too expensive to fix right now” You communicated your value prop and they don’t want it You’ll respond to all three differently.  If #1 then generate curiosity If #2 then ask clarifying questions to see where you went wrong If #3 then ask clarifying questions to understand what pains and issues could be more pressing than the one you’re solving In my experience those are the most common types of objections. What's missing from the list? 👉Follow Zoya Segelbacher for sales tips and advice | Follow Uncapped for sales community

These are the most stupid questions I love asking on discovery calls. They help me have the best conversations, uncover information, and close deals. Here are a few of my favorites: 1. "Why hasn’t anyone solved this before now?" This can reveal frustrations with previous solutions or roadblocks that you might help overcome. 2. "What would a perfect solution look like for you?" It sounds simple, but prospects often reveal exactly what they need when you ask this. 3. “What’s the worst thing about your current process?” It maybe awkward, but it gives me raw, unfiltered truths. 4. “What happens if you don’t make a change?” This question cuts straight to the heart of urgency. It helps prospects reflect on the cost of staying in their current situation. 5. “Why are you trying to solve this now?” This one challenges them (in a good way!) and helps uncover the trigger that made them decide to explore solutions. 6. “What’s your biggest ‘aha’ moment since we started this conversation?” This one helps me check if I’ve added value or if they’re just being polite. Bonus: Always ask “why” as a follow-up. When you don’t understand something or need more clarity, just ask why. This simple word gets to the root behind their answers. Simplicity is a superpower in sales. What’s your favourite ''stupid question''? #sdr #coldcalls #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

What do we do in a first conversation with a prospect? First, don’t pitch—talk with them, not at them. Today, you must solve a prospect’s problem, and the starting point is to have them communicate the problem. Leverage your clear and concise value proposition and point of interest so they can determine why they should listen to you and why they should care. Preparation is critical. Drop your point of interest early in the conversation (in the first ten to fifteen seconds). This will show the prospect that you’re not just dialing names from a list like lousy salespeople did forty years ago. You have researched and at least understand something about them and their business. Talk about them to stand out as a professional salesperson and differentiate yourself from three-quarters of the other salespeople. Everything is about them. As soon as you mention these points, they’ll realize you’re unique and better than most salespeople they receive calls from every day. This is your best chance of earning the right to a few minutes of their time. Download our Powerful Prospecting Process (link in comments) to help guide your conversation. #professionalsales; #salestraining;#salesleadership;#salesenablement;#coldcalling