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Hey everyone. Stay tuned to the end of the interview where I’ll give you some actionable insights that I learned from my guest. These insights are also in the show notes. As always, thanks for listening.
Now on to my guest for today, Dalton Jensen, author of Sales Genius and host of The Thinking Project.
Growing up, Dalton was the kid who was selling candy on the playground. He sold neckties on the street corner. And while he was voted “Most Likely To Be a Con Artist,” his approach to sales is not about the con, but about establishing relationships.
In this episode Dalton and I talk about misconceptions around salespeople and the importance of checking your ego. Dalton’s mantra is “passion not pressure.” He teaches salespeople to ask questions up front to find out your competition and what reservations the customers have.
He has taken a lot from the book Never Split the Difference by hostage negotiator Chris Voss, who recommends always asking questions first to find out as much as you can to establish a rapport with the person on the other side of the table and learning what concerns they have. Also key is having a lot of possible leads; knowing you have potential customers in the pipeline enables you to walk away and handle inevitable rejection. Dalton further points out how asking potential customers if you can ask questions helps ease the friction, and 99 out of 100 times, they’ll say yes.
Now, let’s get better together.
- Become resilient to inevitable rejections. Dalton uses a Stoic technique of imagining possible rejections before the sale to train yourself to be more resilient.
- Ask these two important questions up front: Who is my competition? What would prevent you from buying?
- Don’t slam the competitor. Instead, focus on educating the customer about differences your product or service offers over others.
Links to Explore Further
- Dalton Jensen
- Dalton Jensen on LinkedIn
- Dalton Jensen on Twitter
- The Thinking Project on YouTube
- Sales Genius E-book