014: John Logar | Get Past the Gatekeeper and Talk to the Right People

http://www.salestuners.com/logar/

1. Ask For More: If you want to be great at what you do, ask for more. Self-attitude, self-belief and confidence only comes when you take action. People tend to stop themselves from achieving all they can because they get caught up in self doubt and distractions.
2. It’s Not About You: Forget about your website. Forget about your business cards. Forget about your PowerPoint deck. At the end of the day, all of those things are irrelevant. Find your prospects true pain and watch the solution present itself.
3. Leverage Trade Shows: Walk up to the salesmen in the booth sand just start asking questions. Ask them what they have been seeing in the market? What kind of feedback are they getting from customers? What do they think people should be excited about? What are some of the trends people are talking about? As you start to see common themes, you’re likely to craft a better pitch or discovery question set.

• The Ultimate Sales Machine by Chet Holmes

• Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.