Jack Frimston

We Have a Meeting

Co Director

Head Of Sales

Sales Is Therapy

Sales Is Therapy - Out Now: https://amzn.to/4jIaGQH

If you're genuinely looking to get better at sales - this might help.

Author

A Sales Consultancy

At A Sales Consultancy our mission is to empower businesses to unlock their full
sales potential and achieve consistent, predictable, and sustainable growth.

Director

We Have A Meeting Podcast

Co Host

2025 might be the hardest time to generate new business

Inboxes are graveyards.  Everyones got something to sell. Cold calls turn into send me an email.

Meanwhile, pipeline anxiety is at an all-time high.

No sales? No business. No business? Well… you get it.

If you’re a B2B service business with a real solution, not just another “all-in-one AI platform to disrupt synergy,”

I help you get in front of the right people.
Then we turn those conversations into qualified meetings that land directly in your diary.

No growth hacks. No wishful thinking. Just honest, uncomfortable work that works.

What I ACTUALLY do:

- Book qualified meetings (without embarrassing your brand)

- Train sales teams to prospect like it’s 2025, not 2015

- Help people to make sales human again

Want to go deeper?

Book a slot: www.wehaveameeting.com

Buy the book: https://amzn.eu/d/7x9Kzwh

Podcast: https://www.youtube.com/@wehaveameeting


Remember you will die.

Sales Consultant

As a Consultant for AP+, I help businesses in the furniture, homeware, and tech industries find the right 3PL, storage, and fulfilment solutions.

I absolutely hate when employees ask if they can nip out for a few hours for a doctor's appointment 

You know why I detest these questions...


You're a fully grown adult

I'm not your dad

You shouldn't need to ask

The answer is simple



You get 15 holidays a year

Book a half day

Remember you will die

Helping Your Business Generate Qualified Meetings | Author - Sales Is Therapy | Director of the UK's 2nd Best Sales Agency 📞☎️📱

I saw my cousin last week and he asked me what it was like working in sales…

I said “Imagine going up to every girl in a bar and starting a conversation”

“Go on” he said

“And every single one of them tells you you’re annoying, rude and you're invading their personal space”

“Yeah? Story of my life!”

“And then you find one who’s really interested”

“Ok!?!?!” he said with excitement

“ And she makes plans with you to see you next week….”


“And then she doesn’t show up and ignores all your calls for the rest of eternity”


That is what it’s like working in sales

Remember you will die

How did we get Rory Sutherland to come on the podcast?

If you follow me you know I'm phone over email

But

If you're sending an email the first goal is to get them to open the email. 

Your email can be amazing but if they don't open it, it's pointless ...

Think outside the box

Remember you will die

Some employees will shock you....

Last week Ada Nwandu booked 9 meetings 

The maddest part was that this was across 4 different clients 

No cold email
No LinkedIn outreach

All by picking up the phone and having a conversation....

Do they have a problem?
Are they motivated to solve it?

I was lucky enough to catch Ada in action at 4pm on Friday booking her last meeting of the week 

Well done Ada! Incredible scenes

Remember you will die

Ps. One last weird question always helps increase attendance - it's the commitment principle from Dr. Robert Cialdini Influence.

Monday – No replies
Tuesday – No replies
Wednesday – A “maybe”
Thursday – A “let’s talk next week”
Friday – Closed won

Sales is an absolute graft of highs and lows

But it compounds

The more you do
The more people you speak with
The more you improve

Even if it feels like it's not working

Keep showing up and keep doing the bit

Remember you will die

If you're cold calling this week and somebody is rude to you

Remember this

Nothing is gained from snapping back

Never wrestle a pig

You both get dirty

But the pig will enjoy it

Have empathy at all times 

You don't know what's happened in this person's life

A CEO said they don't take sales calls yet have a team making sales calls?

Cool

Move on

Control what you can actually control

Remember you will die

Unprofessional cold calling is ruining sales for the rest of us.

Dialing and vomiting your pitch when someone picks up doesn't work


If you're saying:

"Hi John, It's Jack from WHAM, how are you today?"

Stop

You don't care how they are

So stop asking...


If you want to cold call, seek permission...

Cold Calling becomes a lot easier when you have permission 

Justin Michaels will disagree

Remember you will die

13 phrases to use in an email that get 100% response rate

Morning! ✔
Was just wondering...✔
Sorry to bother you✔
Be great to hear back✔
Gentle reminder ✔
Catch up ✔
Sorry to bother you again✔
Just circling back ✔
Sorry I exist✔
I'm really sorry to do this ✔
So so sorry (I wish my mother had swallowed me)✔
Remember that thing you said you'd do, would it be possible to do it?✔

What's your favourite?

Remember you will die

I'd like to take some time to shout out the main man behind the scenes....

Sunny Raja

In sales it's always the salespeople that get the praise

You booked a meeting
You got a renewal
You closed a deal

At We Have a Meeting Sunny is the man that sits by the team day in day out

- Live call listening
- Coaching
- Helping

If every sales team had a leader like this on hand they'd thrive

Sunny joined the business back in June coming from Deliveroo as a sales manager and has been nothing short of incredible 

With Sunny leading the team in Manchester it's allowed us to spend more time growing the business and make sure our clients are consistently getting the results

Thank you Sunny

Remember you will die

The linkedin algorithm has changed....


Every day I read posts from people whinging and moaning that it's not like the good old days 

If you run a business and you're not posting on LinkedIn you're missing out

It's free advertising for your dream clients

Imagine if you could have a billboard with your face on it outside your ICPs office everyday for free

You'd do it

People will charge for LinkedIn advice but just do this....

- Connect with the people you want to work with
- Post regularly 
- Talk every single day about the problem you solve
- Educate, Entertain or Inspire
- Become known for the problem you solve 

If you want to generate more leads for your business - don't sleep on LinkedIn

Remember you will die

9am -  0 meetings
10am -0 meetings
11am -0 meetings
12pm - Lunch
1pm - 0 meetings
2pm - 0 meetings
3pm - 0 meetings
4pm - 0 meetings
5pm - 0 meetings

You can't win every day...

Remain consistent

The rest will follow

Remember you will die

I sat down on a Zoom with the CEO of a huge company 6 months ago

At the end of the call, he told me thanks, but no thanks…

I asked him what he meant?

He said he just didn’t see a fit right now

That’s fine

This is where nurturing comes in

Over those last 6 months

I sent him a bouquet of flowers every 2nd Thursday

I designed a personalised newsletter which featured his life achievements on a weekly basis (Sundays)

I took him to see Elton John in a box and paid for his wine

I took out a small ad in his local newspaper

And sponsored his son's football team

This morning we had 6 month follow up

He still doesn’t see a fit right now

But maybe in another 6 months

We’ll sign the deal

Nurturing is key

Never stop never stopping

Remember you will die

"I sent you a ransom note in the post"....


Your job in sales is to cut through the noise....

Every founders inbox is saturated with the same CHAT GPT message on repeat

That's why we favour the phone

If your goal is to have a conversation with a stranger

Why wouldn't you just call them?

"bUt wHaT aBoUt tHoSe tHat dOnt tAkE sAlEs cAlLs"

This is where the power of direct mail comes in

Disrupt them via the post

Send them something that captures their attention 

Call them the next day

Direct mail without a follow up strategy is a waste of time

Remember you will die

Most salespeople aren't scum
Most salespeople don't use scare tactics
Most salespeople don't lie
Most salespeople don't send spam
Most salespeople aren't manipulative

There’s a stereotype of salespeople that actually isn’t true

A large majority actually want to help

Yet most get tarred with the same brush because of a few pushy arseholes

Good salespeople solve problems
Good salespeople help people in need
Good salespeople are a fountain of knowledge

Even if you don’t think you work in sales

You work in sales

Remember you will die

If you want to hit target
Work out how many deals you need

If you want to get a deal
Work out how many opportunities you need

If you want to get an opportunity
Work out how many meetings you need

If you want to get a meeting
Work out how many conversations you need

If you want to have a conversation
Work out how many dials you need to make

Reverse engineer everything

Know your numbers

Sales shouldn't be left down to feeling
Break it down into easy chunks...

Remember you will die

Salespeople can't read or write

But imagine if they could....


Remember you will die

If you are picking up the phone today.

Hats off to you…

Cold Calling
Prospecting
Outbound
Slamming the phone into your skull

People call the phone intrusive...

But forget that it drives revenue

The same revenue that pays everyone's wage

Don’t doubt the power of the phone

Remember you will die

I made a cold call whilst Christmas shopping the other day

Most people spend their weekends watching Netflix and eating Chinese food

If I'm being dragged around a garden centre I'll use the time wisely

- Build a list of your dream prospects
- Call them on the weekend
- Find out if they have a problem you solve
- Wish them a happy holidays 

Most people think Christmas is a time to wind down

It's the opposite

Merry Christmas - it's dialling time

Remember you will die

Is this out of order?

I'm doing screening calls for interviews the morning and went through to voicemail for a candidate 

Their voicemail just said

"Wagwan"

I won't be calling them back

Do they deserve a second chance? 

Remember you will die

Oh well one more rejection for the list...

Thanks LinkedIn Learning Community 

Remember you will die

Underdog Sales

Helping Sellers and SMEs in B2B fix these issues around prospecting:
- Making cold calls feel like gruesome and painful process
- Getting predictable results seems like a distant dream
- Objections are massive obstacles to performance

If you don't like my content, you probably won't like my style.

Otherwise, reach out for more info.

The Weirdest Sales Trainer

Underdog Sales Academy

A community of cold callers focused on making a hard job enjoyable and more effective.

Founder

Cold Calling Wiki

The ultimate knowledge centre on cold calling with videos, infographics, frameworks, audios and plug-ins.
FOREVER FREE.

Creator

FullEnrich

Sales Advisor

Limelight

Advisor

Look AI Ventures

I work part-time for a VC fund specialising in AI.
My duties are related to the review of pitch decks and initial assessments of Pre-Seed and Seed startups.

Business Analyst

NonStop Consulting

After many years of managing I've moved into a mixed role between B2B Sales and Mentoring at NonStop.
I was responsible for managing and further developing 3 of our top 10 clients ( 2nd and 3rd included).
The revenue from my clients was the 3rd largest  in the company for 2021.
I've also been heavily involved in Mentoring more junior sales staff in the following:
- Lead Generation
- Prospecting
- Objection Handling
- Mindset
- Planning and Prioritisation
- Negotiations
- Account Management

I also developed and implemented Advanced Training on:
- Written Communications (Cold emailing)
- Advanced Selling (Story Telling)
- Advanced Objection Handling (Empathy)
- Sales Mindset

Client Services Director

I currently lead a team 40 employees from Sales Consultants  to Sales Managers working across the European market.
Our division work on Life Sciences, IT (specifically Developers and SDRs), Chemicals and Temporary work.
Our total yearly NFI consistently exceeded 3 million GBP.
As a Sales Director I am still partly responsible for the training, mentoring and finally coaching of our Sales Consultants from day 1. 
I specifically help them learn and become proficient in the following tasks:
- Lead Generation
- Prospecting
- Client Acquisition
- Account Management
- Planning and Prioritisation
- Candidate Generation
- Manging of the Process
- Closing deals

Furthermore I'm responsible for mentoring and coaching newly promoted Team Leaders in the following:
- Training and managing teams' activities
- Pipeline Management
- Training and mentoring junior staff
- Handling conflict
- Target Setting and Motivation

I was also responsible in the mentoring and coaching of Sales Managers in the following:
- Sales Process Optimisation
- Advanced Training for top performers
- Niche assessment
- P&L
- Advanced Performance Analysis and forecasting

Sales Director

I currently lead a team of 17 Sales Consultants specialised in niche areas in Europe. 
Our division work on Life Sciences, IT (specifically Developers and SDRs) and Chemicals.
We're the strongest performing division in the company for three years running from  2015, to 2017.

As a Sales Manager I am also responsible for the training, mentoring and finally coaching of our Sales Consultants from day 1. 
I specifically help them learn and become proficient in the following tasks:
- Lead Generation
- Prospecting
- Client Acquisition
- Account Management
- Planning and Prioritisation
- Candidate Generation
- Manging of the Process
- Closing deals

Furthermore I'm responsible for mentoring and coaching newly promoted Team Leaders in the following:
- Training and managing teams' activities
- Pipeline Management
- Training and mentoring junior staff
- Handling conflict
- Target Setting and Motivation

Sales Manager

As a Team Leader at NonStop I am responsible for the training, mentoring and finally coaching of our Sales Consultants from day 1. 
I specifically help them learn and become proficient in the following tasks:
- Lead Generation
- Prospecting
- Client Acquisition
- Account Management
- Candidate Generation
- Manging of the Process
- Closing deals

I furthermore still have my Sales Consultant Responsibilities.

My team specifically focuses on:
Pharmaceutical, Medical Devices, Information Technology (specifically IT Developers and SDRs).

Sales Team Leader and Head Hunter

As a Professional Head Hunter I take care of Prospecting and B2B Acquisition of clients in the following industries:  Pharmaceutical, Medical Devices, Information Technology, Engineering, Chemical, Finance and Social Care.

I also take care of Headhunting, Managing the Process and Closing Deals on the candidates side.

Sales Consultant and Head Hunter

Recruitment consulting in the Pharmaceutical & Medical Device industry. 6 Months Graduate Training Programme with NonStop Recruitment, Winner of the International Graduate Recruitment Award of 2010.

Auditing: Contact candidates and clients to establish feedback regarding previous recruitment services provided by NonStop & its consultants for quality control purposes. 

Resourcing: Searching & selecting of suitable candidate for open positions using En-Gauge databases, online CV search databases and other means. Contact candidates to establish if their skills, wants & needs match. If positive, write & submit coverletters illustrating skills, current situation and motivation to clients.

Headhunting: Establish current limitations of existing candidate pool, identify new suitable candidates and headhunt same using a variety of methods.

Advertising: Write target group specific advertisements to attract suitable candidates for open positions. Post same on job boards and contact advert respondees.

Internal Recruitment: Assist internal recruitment by searching, selecting, screening & telephone interviewing potential candidates for our in-house assessment centres in London.

NonStop takes care of filling vacancies in the following industries: Pharmaceutical, Medical Devices, Information Technology, Engineering, Chemical, Finance and Social Care.

Researcher

Aberdeen University Boxing Club & Vegetarian Society

As President of both the Aberdeen University Boxing Club and Vegetarian Society I have been involved actively in running these two student organisations. As the leader of the Boxing Club I contributed to our victory (9 medals out of 11 weight categories) of Scottish University Championship. Furthermore, I almost single handedly organised our yearly Boxing Show which had over 150 spectators and raised over a thousand pound for the club.

President

PBDevco - Stage Door Restaurant

The Stage Door Restaurant is one of the most successful restaurants in Aberdeen. I worked mostly as a waiter. My main task was to provide the best possible customer service, which is obviously expected in a high quality restaurant. My duties included taking orders, bringing food and drinks to customers as well as trying to create a relaxed and enjoyable atmosphere. I have learnt how to deal with intoxicated customers in an effective way and developed a thick skin against abuse and pressure, which are common in this working environment. The role of waiter in a quality restaurant has made me appreciate more than any other job the monetary benefits of delivering a good service.

Waiter/Bartender

Alma Mater Society of Queen's University, Walkhome

During my academic year in Canada I worked for the student run organisation called Walkhome. My main role was to walk students home during late hours, in order to ensure their safety. As part of the job I was trained to put aside any biases or prejudices that could offend our customers or make them feel uncomfortable. One of the most important parts of the job was to entertain your patron so that he/she would use the service again. This helped me develop very strong communication skills as I had to indulge in conversation to put the patron at ease.

Walker

The Weirdest Cold Calling Trainer 📞☎️📱 | Cold Calling CAN Be Fun! | ICF Coach | Stoic | 🍍 on 🍕 is a CRIME

Cold calling sucks - but it works well.

It's the fastest way to fix pipeline issues.

If you're struggling with it, get in touch:

UK: +44 7513 624 762

Alternatively, check out my website: www.underdogsales.com
If you're really an email person try info@underdogsales.com

Sales Trainer | Cold Calling Trainer

Giulio Segantini

Age 18: Moved to London to be a waiter to learn English.

Age 23: Completed a quite useless Philosophy Degree.

Age 24: Almost fired twice from my first sales job.

Age 26: Made 150K USD in a year, same job.

Age 27: Awarded a Ferrari as company car.

Age 28: Sales Director managing 40.

Age 32: I quit to be a sales trainer.

Age 33: Making 25K in first year.

Age 34: Made 100K plus again 

Age 35: Crossed 400K revenue and 300K followers across social media, becoming hard to miss in my niche.

No matter where you are now, your story is not over.

The formula to get what you want is pretty simple:
1. Figure out what you REALLY want
2. Make a plan for the first step
3. Work like hell to succeed

𝗗𝗼 𝘆𝗼𝘂 𝗯𝗲𝗹𝗶𝗲𝘃𝗲 𝘆𝗼𝘂'𝗿𝗲 𝗱𝗼𝗻𝗲 𝘄𝗿𝗶𝘁𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝘀𝘁𝗼𝗿𝘆?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

The Weirdest Sales Trainer ❄️📞 Making Cold Calling FUN | Pineapple on Pizza is a Crime | Fan of Stoicism

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝗻𝗼 𝗹𝗼𝗻𝗴𝗲𝗿 𝗲𝗻𝗼𝘂𝗴𝗵.

In fact, the most effective sales channel is:

Referrals.

Highest close rate.

Yet, it's not predictable.
(Mothers definitely aren't)

Which is why outbound is so important.

Outbound, in all its forms, is very far from dead.

Anyone claiming so is usually:
1. Totally delulu
2. Completely incompetent
3. Peddling their "secret formula"

The secret to mastering prospecting in 2026?

A truly multi-channel approach:
• Cold calling
• Cold emails
• In-person events
• SMS and WhatsApp
• Personalised Videos
• Direct Mail and Gifting
• Personal Brand and Social Selling

Each buyer has their own individual taste.

It's up to you, as a seller, to meet them there.

Is it going to be harder to master? Abso-damn-lutely.

Sales will always be hard, which is why it pays so well.

𝗗𝗼 𝘆𝗼𝘂 𝗮𝗴𝗿𝗲𝗲, 𝗼𝗿 𝘀𝗵𝗼𝘂𝗹𝗱 𝗜 𝗱𝗮𝘁𝗲 𝘆𝗼𝘂𝗿 𝗺𝘂𝗺 𝘁𝗼 𝗰𝗼𝗻𝘃𝗶𝗻𝗰𝗲 𝘆𝗼𝘂?

——————————————————————
Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝗻𝗼𝘁 𝗳𝗮𝗶𝗿.

You can have:
1. A great tone
2. A fantastic opener
3. Awesome objection responses

And still get brutally rejected by the prospect.

But it does teach you an invaluable life lesson:

Things don't always go your way.

We just dial the next one.

𝗛𝗼𝘄 𝘄𝗲𝗹𝗹 𝗱𝗼 𝘆𝗼𝘂 𝗱𝗲𝗮𝗹 𝘄𝗶𝘁𝗵 𝗿𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻?

——————————————————————
Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲 𝘁𝗵𝗲 #1 𝗰𝗮𝘂𝘀𝗲 𝗼𝗳 𝗱𝗲𝗮𝘁𝗵 𝗶𝗻 𝗱𝗲𝗮𝗹𝘀.

What to say and not to say:

1. “It’s too expensive” 
❌ “We can give you a discount…” 
✅ “Is cheap stuff usually a good investment?

2.  “I’m not interested” 
❌ “Okay, thanks for your time.” 
✅ “Is that because you genuinely don't have this problem? Or you just don't think I can help you?

3. “Send me an email” 
❌ “Sure, I’ll send you something.” 
✅ “Is that because you don't get enough emails?"

4. “I’m busy / Not a good time” 
❌ “Sorry! I’ll call back later.” 
✅ “Understood! Give me 30 seconds, then you decide if it’s worth another chat.” 

5.  “We’re already with a competitor” 
❌ “Okay, no worries.”  
✅ “So you've decided to never look at another supplier?” 

 6.  “I need to think about it / talk to my team” 
❌ “No problem, I’ll follow up later.”  
✅ “Is that a polite way to tell me to go away?"

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗵𝗮𝗿𝗱𝗲𝘀𝘁 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘁𝗼 𝗵𝗮𝗻𝗱𝗹𝗲 𝗳𝗼𝗿 𝘆𝗼𝘂?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗢𝗻𝗲 𝘁𝗵𝗶𝗻𝗴 𝗸𝗶𝗹𝗹𝘀 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝘀 𝗮𝗯𝗼𝘃𝗲 𝗮𝗹𝗹.

And most reps never master it.

PERSISTENCE.

You will face all types of obstacles on calls:
• Rudeness
• Objections
• Scepticism
• Uncertainty
• Lack of interest

Your job is to keep going..

And try to find a chink in the armour.

If you keep at it, you will eventually succeed.

If you're REALLY struggling, you can:
• Go for a walk
• Take a deep breath
• Watch something funny
• Vent to someone close to you
• Lie on the floor in a fetal position

It doesn't matter what your coping mechanism is.

Just don't give up - cold calling is hard.

But it builds pipeline.

𝗗𝗼 𝘆𝗼𝘂 𝗮𝗴𝗿𝗲𝗲?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗢𝘃𝗲𝗿 𝟲𝟵% 𝗼𝗳 𝗿𝗲𝗽𝘀 𝗮𝗿𝗲 𝗻𝗼𝘁 𝘁𝗿𝗮𝗶𝗻𝗲𝗱 𝗼𝗻 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴.

And they don't know they should do this:

1. Accept the objection
2. Seek permission to challenge it
3. Challenge with a relevant question

For example:

Prospect: 𝘐 𝘩𝘢𝘷𝘦 𝘢 𝘴𝘶𝘱𝘱𝘭𝘪𝘦𝘳.
Rep: 𝘐𝘵 𝘸𝘰𝘶𝘭𝘥 𝘴𝘶𝘳𝘱𝘳𝘪𝘴𝘦 𝘮𝘦 𝘪𝘧 𝘺𝘰𝘶 𝘥𝘪𝘥𝘯'𝘵.
Rep: 𝘋𝘰 𝘺𝘰𝘶 𝘮𝘪𝘯𝘥 𝘪𝘧 𝘐 𝘢𝘴𝘬 𝘢 𝘥𝘪𝘳𝘦𝘤𝘵 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯?
Prospect: 𝘎𝘰 𝘰𝘯...
Rep: 𝘋𝘰𝘦𝘴 𝘵𝘩𝘢𝘵 𝘮𝘦𝘢𝘯 𝘯𝘰𝘵𝘩𝘪𝘯𝘨 𝘤𝘰𝘶𝘭𝘥 𝘣𝘦 𝘪𝘮𝘱𝘳𝘰𝘷𝘦𝘥?


Me and Sheriff roleplayed 6 more for you.

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘆𝗼𝘂 𝘀𝘁𝗿𝘂𝗴𝗴𝗹𝗲 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

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li_at

Sales Navigator

Talks about #sales, #coldcalling, #prospecting, #recruitment, and #humanresources

Senior AE @ Deel | I post about cold calling, sales & mindset

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝘄𝗶𝗹𝗹 𝗯𝗲𝗮𝘁 𝘆𝗼𝘂 𝗮𝗻𝗱 𝗸𝗲𝗲𝗽 𝘆𝗼𝘂 𝗱𝗼𝘄𝗻.

It doesn't matter how good you are:
1. You will be rejected
2. You will be yelled at
3. You will get hung up on

it doesn't matter though, it's not about you.

You don't know what the prospect is going through.

Even the best performers hear no 90% of the time.

The secret is to understand it's parts of the game.

Each no is a step closer to a victory.
Don't give up.
No regrets.
(𝘢𝘴𝘪𝘥𝘦 𝘧𝘳𝘰𝘮 𝘵𝘩𝘦 𝘰𝘤𝘤𝘢𝘴𝘪𝘰𝘯𝘢𝘭 𝘮𝘰𝘮𝘦𝘯𝘵 𝘰𝘧 𝘸𝘦𝘢𝘬𝘯𝘦𝘴𝘴)

𝗗𝗼 𝘆𝗼𝘂 𝗮𝗴𝗿𝗲𝗲?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗠𝗼𝘀𝘁 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝗱𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗯𝗲 𝗶𝗻𝘁𝗲𝗿𝗿𝘂𝗽𝘁𝗲𝗱.

They'll come up with excuses:

• We're good
• We don't need help
• We're happy with what we got

Your job is to dig deeper and find a gap.

A gap between what they have and what could be better.

𝗗𝗼 𝘆𝗼𝘂 𝘁𝗿𝘆 𝘁𝗼 𝗱𝗼 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲?

𝗣𝗦: beware of pinapple on pizza lovers.

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴 𝗶𝘀 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁 𝘀𝗸𝗶𝗹𝗹 𝗶𝗻 𝘀𝗮𝗹𝗲𝘀.

Yet, most reps react to objections with:
1. Fear
2. Silence
3. Surrender

Instead, you should focus on leaning in.

Accept the objection.
Explore where it comes from.
Help the prospect reframe their mind.

Steal the responses to the 12 most common ones 👇

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘆𝗼𝘂 𝗵𝗮𝘁𝗲 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

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𝗔𝗳𝘁𝗲𝗿 𝟭𝟮 𝘆𝗲𝗮𝗿𝘀 𝗼𝗳 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴, 𝗜 𝘀𝘁𝗶𝗹𝗹 𝗴𝗲𝘁 𝘀𝗰𝗮𝗿𝗲𝗱.

Every single time before I start calling.

The fear that:
• My tone will be off
• I will trip on my words
• I won't book a meeting
• The prospect will be rude
• A new objection will come up

You see all these tips on how to make it go away.
Harsh truth: it never completely goes away.
But, you can learn how to work with fear.

Here are the tips which work the best:

1. Have a well-targeted list to call
High intent prospects = less rejection
Build on Clay and get mobiles via FullEnrich 

2. Script in detail for the first 60 seconds
The opener and pitch make or break the call.
Ensure they come across as smoothly as you can.

3. Prepare responses for the common objections
Most calls get shut down by very simple objections
Learn 1-3 responses for each of the most common ones

4. Warm yourself up before starting the session
Practice opener, pitch and objections before calling
It will activate your brain but will also reduce mistakes

5. Gamify the cold calling process
I eat an almond for each rejection I get.
And I do 10 push-ups after the first ten, have fun!

The fear will never go away, but you can control it.

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 #𝟭 𝘁𝗶𝗽 𝘁𝗵𝗮𝘁 𝗵𝗲𝗹𝗽𝗲𝗱 𝘆𝗼𝘂 𝘄𝗶𝘁𝗵 𝗰𝗮𝗹𝗹 𝗿𝗲𝗹𝘂𝗰𝘁𝗮𝗻𝗰𝗲?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗟𝗲𝗮𝘃𝗶𝗻𝗴 𝗮 𝘃𝗼𝗶𝗰𝗲𝗺𝗮𝗶𝗹 𝗶𝘀 𝘂𝘀𝗲𝗹𝗲𝘀𝘀 𝘄𝗵𝗲𝗻 𝘆𝗼𝘂 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹.

👆 That's a stupid statement, here's why:

A voicemail is another touchpoint.

Another chance to engage.

Top 3 options:

1. The Cutoff
𝘎𝘰𝘰𝘥 𝘮𝘰𝘳𝘯𝘪𝘯𝘨, {𝘯𝘢𝘮𝘦}. 𝘛𝘩𝘪𝘴 𝘪𝘴 𝘎𝘪𝘶𝘭𝘪𝘰 𝘚𝘦𝘨𝘢𝘯𝘵𝘪𝘯𝘪. 𝘐 𝘸𝘢𝘴 𝘨𝘪𝘷𝘪𝘯𝘨 𝘺𝘰𝘶 𝘢 𝘤𝘢𝘭𝘭 𝘳𝘦𝘨𝘢𝘳𝘥𝘪𝘯𝘨.. (𝘩𝘶𝘯𝘨 𝘶𝘱 𝘮𝘪𝘥 𝘴𝘦𝘯𝘵𝘦𝘯𝘤𝘦)

Curiosity will get callbacks.

2. Familiarity

𝘎𝘰𝘰𝘥 𝘮𝘰𝘳𝘯𝘪𝘯𝘨, {𝘯𝘢𝘮𝘦}.  𝘛𝘩𝘪𝘴 𝘪𝘴 𝘎𝘪𝘶𝘭𝘪𝘰 𝘚𝘦𝘨𝘢𝘯𝘵𝘪𝘯𝘪. 𝘐 𝘮𝘶𝘴𝘵 𝘩𝘢𝘷𝘦 𝘫𝘶𝘴𝘵 𝘮𝘪𝘴𝘴𝘦𝘥 𝘺𝘰𝘶. 𝘗𝘭𝘦𝘢𝘴𝘦 𝘨𝘪𝘷𝘦 𝘮𝘦 𝘢 𝘤𝘢𝘭𝘭 𝘣𝘢𝘤𝘬 𝘰𝘯 {𝘱𝘩𝘰𝘯𝘦 𝘯𝘶𝘮𝘣𝘦𝘳}.  

Your familiar tone may get a call back.

3. The multi-channel. 

𝘎𝘰𝘰𝘥 𝘮𝘰𝘳𝘯𝘪𝘯𝘨, {𝘯𝘢𝘮𝘦}. 𝘕𝘰 𝘯𝘦𝘦𝘥 𝘵𝘰 𝘳𝘦𝘵𝘶𝘳𝘯 𝘵𝘩𝘪𝘴 𝘤𝘢𝘭𝘭.  𝘐'𝘮 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 𝘥𝘳𝘰𝘱𝘱𝘪𝘯𝘨 𝘺𝘰𝘶 𝘢𝘯 𝘦𝘮𝘢𝘪𝘭 𝘵𝘪𝘵𝘭𝘦𝘥 𝘷𝘰𝘪𝘤𝘦𝘮𝘢𝘪𝘭 𝘢𝘴 𝘸𝘦𝘭𝘭 𝘢𝘴 𝘢 𝘓𝘪𝘯𝘬𝘦𝘥𝘐𝘯 𝘤𝘰𝘯𝘯𝘦𝘤𝘵𝘪𝘰𝘯 𝘳𝘦𝘲𝘶𝘦𝘴𝘵. 𝘛𝘩𝘪𝘴 𝘪𝘴 𝘎𝘪𝘶𝘭𝘪𝘰 𝘚𝘦𝘨𝘢𝘯𝘵𝘪𝘯𝘪 𝘧𝘳𝘰𝘮 𝘜𝘯𝘥𝘦𝘳𝘥𝘰𝘨 𝘚𝘢𝘭𝘦𝘴, 𝘣𝘺 𝘵𝘩𝘦 𝘸𝘢𝘺. 𝘐'𝘭𝘭 𝘨𝘪𝘷𝘦 𝘺𝘰𝘶 𝘢 𝘤𝘢𝘭𝘭 𝘣𝘢𝘤𝘬 𝘵𝘰𝘮𝘰𝘳𝘳𝘰𝘸. 

You won't get a call back but you will activate other channels.

𝗗𝗼 𝘆𝗼𝘂 𝗹𝗲𝗮𝘃𝗲 𝘃𝗼𝗶𝗰𝗲𝗺𝗮𝗶𝗹𝘀?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗖𝗹𝗼𝘀𝗶𝗻𝗴 𝗼𝗻 𝗮 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹 𝗶𝘀 𝗹𝗶𝗸𝗲 𝗮 𝗺𝗮𝗿𝗿𝗶𝗮𝗴𝗲 𝗽𝗿𝗼𝗽𝗼𝘀𝗮𝗹.

If the relationship has been going well:
She will say yes even with a crappy proposal.

If the relationship has been going very badly:
She will say no to a 100K ring in the Maldives.

However, if the relationship has been going well..
And you propose drunk in McDonald's with a ring-shaped chip..

She is very likely to say no.

You'll book meetings if your cold calls are smooth.

Unless you monumentally screw up the close.

If you're still struggling, steal this line 👇

𝗗𝗼 𝘆𝗼𝘂 𝘀𝘁𝗿𝘂𝗴𝗴𝗹𝗲 𝘄𝗶𝘁𝗵 𝗰𝗹𝗼𝘀𝗶𝗻𝗴 𝗶𝗻 𝘆𝗼𝘂𝗿 𝗰𝗮𝗹𝗹𝘀?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

Rude prospects can ruin your day or even your whole week.

Unless you apply these 3 steps to turn them around:

1. Keep calm
They're emotional, don't be.
It's hard to be angry by yourself.

2. Validate their emotions
You're not why they're angry.
Let them vent, and they'll feel heard.

3. Dig into their problems/pain
Express curiosity about their situation.
You will gain their trust and willingness.

Once the tension has passed, they will be ok.

And you can proceed to figure out if you can help them.

Have you ever turned around a particularly difficult prospect?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗖𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝘁𝗵𝗲 𝗯𝗲𝘀𝘁 𝘄𝗮𝘆 𝘁𝗼 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗲 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲.

Also cold calling:


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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗬𝗼𝘂 𝘄𝗶𝗹𝗹 𝗼𝗳𝘁𝗲𝗻 𝗴𝗲𝘁 𝗿𝗲𝗷𝗲𝗰𝘁𝗲𝗱 𝗼𝗻 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝘀.

There's only one way to NEVER get rejected:

Not picking up the phone at all.

If you do, you'll hear no.

A lot.

The next time you get rejected:
1. Take a deep breath
2. Remember it's natural
3. Get on with the next call

Every single time you decide to keep going...

You're beating all the ones who are giving up.

𝗗𝗼 𝘆𝗼𝘂 𝗸𝗲𝗲𝗽 𝗴𝗼𝗶𝗻𝗴 𝗱𝗲𝘀𝗽𝗶𝘁𝗲 𝘁𝗵𝗲 𝗻𝗼𝗲𝘀?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝘄𝗶𝗹𝗹 𝗻𝗲𝘃𝗲𝗿 𝗰𝗮𝗹𝗹 𝗯𝗮𝗰𝗸 𝗮𝗳𝘁𝗲𝗿 𝗮 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹..

Unless you use one of these 3 techniques:

𝟭. The short call
Most sellers will ring all the way to voicemail.
Cut it after a few rings (5), it triggers curiosity.
Some will be curious enough to give you a call back.

𝟮. The mystery voicemail
𝘏𝘪 (𝘗𝘳𝘰𝘴𝘱𝘦𝘤𝘵), 𝘪𝘵'𝘴 (𝘯𝘢𝘮𝘦), 𝘤𝘢𝘭𝘭 𝘮𝘦 𝘣𝘢𝘤𝘬.
Once again curiosity will do the trick, sometimes.
Be prepared with a strong opener when they do call.

𝟯. The other channels voicemail
𝘏𝘪 (𝘗𝘳𝘰𝘴𝘱𝘦𝘤𝘵), 𝘯𝘰 𝘯𝘦𝘦𝘥 𝘵𝘰 𝘳𝘦𝘵𝘶𝘳𝘯 𝘵𝘩𝘪𝘴 𝘤𝘢𝘭𝘭. 𝘐 𝘫𝘶𝘴𝘵 𝘥𝘳𝘰𝘱𝘱𝘦𝘥 𝘺𝘰𝘶 𝘢𝘯 𝘦𝘮𝘢𝘪𝘭 𝘸𝘪𝘵𝘩 𝘵𝘩𝘦 𝘴𝘶𝘣𝘫𝘦𝘤𝘵 𝘷𝘰𝘪𝘤𝘦𝘮𝘢𝘪𝘭 𝘢𝘯𝘥 𝘴𝘦𝘯𝘵 𝘺𝘰𝘶 𝘢 𝘤𝘰𝘯𝘯𝘦𝘤𝘵𝘪𝘰𝘯 𝘳𝘦𝘲𝘶𝘦𝘴𝘵 𝘰𝘯 𝘓𝘪𝘯𝘬𝘦𝘥𝘐𝘯. 𝘛𝘩𝘪𝘴 𝘪𝘴 (𝘯𝘢𝘮𝘦) 𝘧𝘳𝘰𝘮 (𝘤𝘰𝘮𝘱𝘢𝘯𝘺), 𝘐 𝘸𝘪𝘭𝘭 𝘵𝘳𝘺 𝘢𝘨𝘢𝘪𝘯 𝘵𝘰𝘮𝘰𝘳𝘳𝘰𝘸.
No call back, but will activate other channels.

𝗗𝗼 𝘆𝗼𝘂 𝗲𝘃𝗲𝗿 𝗴𝗲𝘁 𝗰𝗮𝗹𝗹𝗯𝗮𝗰𝗸𝘀 𝗳𝗿𝗼𝗺 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀?

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗧𝗵𝗲 𝗻𝗲𝘅𝘁 𝘁𝗶𝗺𝗲 𝗮 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝘀𝗮𝘆𝘀 𝘁𝗵𝗲𝘆 𝗵𝗮𝘃𝗲 𝗮 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻.

Try these three steps:

1. Welcome the objection
2. Ask questions to find what's missing
3. Propose to offer exactly what's missing

Sales work is often like detective work.

You may need to push to get the information.

As long as you're doing so to help them, it's a win.

𝗗𝗼 𝘆𝗼𝘂 𝗽𝗿𝗼𝗯𝗲 𝗱𝗲𝗲𝗽𝗹𝘆 𝘄𝗵𝗲𝗻 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝗴𝗶𝘃𝗲 𝘆𝗼𝘂 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀?

𝗣𝗦: This time I was selling FullEnrich ;)))

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Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗠𝘆 𝗳𝗮𝘃𝗼𝘂𝗿𝗶𝘁𝗲 𝘀𝗮𝗹𝗲𝘀 𝘁𝗶𝗽 𝗳𝗼𝗿 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴 👇

When you hear an objection don't:
1. Panic
2. Give up
3. Ignore the objection
4. Say "I hear you, but.."
5. Argue with the prospect

Instead, PACE it:

1. Pause
Take 2-3 seconds.
Your brain will reset.

2. Accept
Welcome the objection.
"𝘐'𝘮 𝘯𝘰𝘵 𝘴𝘶𝘳𝘱𝘳𝘪𝘴𝘦𝘥 𝘺𝘰𝘶'𝘳𝘦 𝘴𝘢𝘺𝘪𝘯𝘨 𝘵𝘩𝘢𝘵"

3. Consent
"𝘊𝘢𝘯 𝘐 𝘢𝘴𝘬 𝘢 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯 𝘢𝘣𝘰𝘶𝘵 𝘪𝘵?"
The prospect will relax and welcome the question.

4. Explore the objection.
You can now ask a challenging question.
The aim is to get them to think about what they said.

Practical examples:

𝘞𝘦'𝘳𝘦 𝘩𝘢𝘱𝘱𝘺 𝘸𝘪𝘵𝘩 𝘰𝘶𝘳 𝘱𝘳𝘰𝘷𝘪𝘥𝘦𝘳.
Pause
 𝘐'𝘮 𝘴𝘶𝘳𝘦 𝘵𝘩𝘦𝘺'𝘳𝘦 𝘨𝘳𝘦𝘢𝘵.
𝘊𝘢𝘯 𝘐 𝘢𝘴𝘬 𝘢 𝘥𝘪𝘳𝘦𝘤𝘵 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯?

𝘋𝘰𝘦𝘴 𝘵𝘩𝘢𝘵 𝘮𝘦𝘢𝘯 𝘺𝘰𝘶'𝘥 𝘯𝘰𝘵 𝘭𝘰𝘰𝘬 𝘢𝘵 𝘢 𝘥𝘪𝘧𝘧𝘦𝘳𝘦𝘯𝘵 𝘱𝘳𝘰𝘷𝘪𝘥𝘦𝘳, 𝘦𝘷𝘦𝘯 𝘪𝘧 𝘵𝘩𝘦𝘺 𝘸𝘦𝘳𝘦 𝘣𝘦𝘵𝘵𝘦𝘳?

𝗢𝗥

𝘞𝘦'𝘳𝘦 𝘩𝘢𝘱𝘱𝘺 𝘸𝘪𝘵𝘩 𝘸𝘩𝘢𝘵 𝘸𝘦 𝘨𝘰𝘵.
Pause
𝘐'𝘮 𝘴𝘶𝘳𝘦 𝘺𝘰𝘶 𝘩𝘢𝘷𝘦 𝘢 𝘨𝘳𝘦𝘢𝘵 𝘱𝘳𝘰𝘤𝘦𝘴𝘴.
𝘊𝘢𝘯 𝘐 𝘢𝘴𝘬 𝘢 𝘲𝘶𝘦𝘴𝘵𝘪𝘰𝘯 𝘢𝘣𝘰𝘶𝘵 𝘵𝘩𝘢𝘵?

𝘞𝘩𝘢𝘵'𝘴 𝘰𝘯𝘦 𝘵𝘩𝘪𝘯𝘨 𝘺𝘰𝘶 𝘸𝘰𝘶𝘭𝘥 𝘪𝘮𝘱𝘳𝘰𝘷𝘦 𝘪𝘯 𝘵𝘩𝘢𝘵 𝘱𝘳𝘰𝘤𝘦𝘴𝘴?

This way, instead of trying to persuade a prospect...

You're letting them persuade themselves.

𝗗𝗼 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲 𝗮 𝗰𝗹𝗲𝗮𝗿 𝗳𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 𝗳𝗼𝗿 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴?

——————————————————————

Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗠𝗮𝗻𝘆 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝗱𝗼𝗻'𝘁 𝗹𝗶𝗸𝗲 𝗯𝗲𝗶𝗻𝗴 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗲𝗱.

Some outright hate cold calls.

Unfortunately, cold calling is a numbers game.

You will always face a ton of noes.

Some are worse than others.

Your job? Keep going.

𝗛𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝗸𝗲𝗲𝗽 𝗴𝗼𝗶𝗻𝗴 𝗶𝗻 𝘆𝗼𝘂𝗿 𝗹𝗼𝘄𝗲𝘀𝘁 𝗺𝗼𝗺𝗲𝗻𝘁𝘀?

——————————————————————

Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

𝗖𝗮𝗻 𝘆𝗼𝘂 𝘂𝘀𝗲 𝘀𝗮𝗹𝗲𝘀 𝘀𝗸𝗶𝗹𝗹𝘀 𝗶𝗻 𝗿𝗲𝗮𝗹 𝗹𝗶𝗳𝗲?

Sales and dating are similar:
• There are buyers and sellers
• There are objections to overcome
• A positive result is a happy ending for both

The logic for objections is also the same:
1. Accept
2. Consent
3. Explore

𝗗𝗼 𝘆𝗼𝘂 𝘁𝗵𝗶𝗻𝗸 𝘀𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗱𝗮𝘁𝗶𝗻𝗴 𝗮𝗿𝗲 𝘀𝗶𝗺𝗶𝗹𝗮𝗿?

——————————————————————

Follow and 🔔 for daily (weird) sales content:  Giulio Segantini

taplio

The Battle

Jack Frimston

Giulio Segantini

Followers

Posts

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Performance ScoreJack Frimston's LinkedIn Performance

Performance ScoreGiulio Segantini's LinkedIn Performance

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taplio

The Battle

Jack Frimston

Giulio Segantini

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jack Frimston's LinkedIn Performance

Performance ScoreGiulio Segantini's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreJack Frimston's LinkedIn Performance