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Posted: Wed Jan 29, 2025 5:09 am
When you accept and combine these two fundamental truths, it means that you can and should be prepared with LDAs.
If you don’t, the chance of your amygdala (emotional brain) getting hijacked by fear is increased, and your logical brain is overrun by the need for fight, flight, or freeze.
In an already emotionally charged How to Create Engaging Video Content for Social Media climate, it’s even more paramount that you are prepared; you owe it to yourself and to your prospect to harness emotional control.
Note:
Prepared means you’re not winging it; it means you’ve written your LDAs out, practiced, and perfected them.
Salespeople who are prepared are much better at picking up the phone because they’ve suppressed disruptive emotions through preparedness; they’re more confident and always more successful.
I need to contextualize objections. You’ve just called into a prospect, they’ve answered, you’ve run through your prospecting script, and then BAM – they throw out an RBO.
Here’s an example of prospecting script we’ve used at Sales Gravy.
ME: Hello, John. This is Jason Eatmon from Sales Gravy. The reason for my call is to get some time on your calendar because many sales leaders today are struggling to provide their salespeople with the skillsets and training to sell during this crisis. It would be great to see if our coaching and educational resources could help you like they are with so many others right now, so would Tuesday at 3pm work for a short call to explore this?
If you don’t, the chance of your amygdala (emotional brain) getting hijacked by fear is increased, and your logical brain is overrun by the need for fight, flight, or freeze.
In an already emotionally charged How to Create Engaging Video Content for Social Media climate, it’s even more paramount that you are prepared; you owe it to yourself and to your prospect to harness emotional control.
Note:
Prepared means you’re not winging it; it means you’ve written your LDAs out, practiced, and perfected them.
Salespeople who are prepared are much better at picking up the phone because they’ve suppressed disruptive emotions through preparedness; they’re more confident and always more successful.
I need to contextualize objections. You’ve just called into a prospect, they’ve answered, you’ve run through your prospecting script, and then BAM – they throw out an RBO.
Here’s an example of prospecting script we’ve used at Sales Gravy.
ME: Hello, John. This is Jason Eatmon from Sales Gravy. The reason for my call is to get some time on your calendar because many sales leaders today are struggling to provide their salespeople with the skillsets and training to sell during this crisis. It would be great to see if our coaching and educational resources could help you like they are with so many others right now, so would Tuesday at 3pm work for a short call to explore this?