In this power-packed episode of The Enterprise Sales Development Podcast, we're excited to welcome Andrew Sykes, a renowned sales development expert and CEO of "Habits at Work." Dive into the world of sales as Andrew enlightens us on the delicate art of interrupting prospects effectively and strategically.
Andrew shares his unique perspective on how to properly interrupt people's lives in sales, stressing the importance of empathy, timing, and value. Discover the secrets behind creating meaningful connections with prospects, even when you're interrupting their day, and how to transform those interruptions into opportunities for mutual success.
WHAT YOU’LL LEARN
How to become a more trustworthy SDR
The psychology behind effective interruptions in sales
Techniques to position your interruption as an opportunity for the prospect
QUOTES
“I also believe that selling is helping other people make progress in their lives.” - Andrew Sykes [3:31]
“So I think for SDRS, the mindset begins with recognizing we are an interruption given that we're in danger of a lot of traps or pitfalls, holes If you like that we'll be put into by our prospects unless we're very deliberate with how we design and deliver on our first impression.” - Andrew Sykes [5:50]
“All the research suggest that people make assessments of you as trustworthy or not in minutes, not months, in some cases, in micro seconds, not months.” - Andrew Sykes [8:23]
“I happen to think that being an interruption is an honorable thing to be in someone's life. If as a result of you standing in their pathway, they have to go around you in a different direction than they would have otherwise gone, but it happens to serve them.” - Andrew Sykes [21:13]
“I think an SDR role is one of the hardest in the sales game because the job to be done is something that's few humans can do at all, can do well, which is to build trust that lasts through time in minutes.” - Andrew Sykes [32:21]
“And being a smart sales person is not enough. It's both knowledge, all of knowledge, skill and the discipline to use the right skill at the right time over time, which is habits. So unless you're in the habit of doing these things don't expect a result, right? And the truth is habits are hard to create and hard to sustain.” - Andrew Sykes [50:28]
TIMESTAMPS
[0:00] - Meet Andrew Sykes
[4:47] - Andrew’s view on the SDR role
[9:06] - Building trust
[12:55] - How to effectively build trust as an SDR
[18:19] - How Andrew “interrupts”
[21:41] - Andrew on the beginning of the sales cycle
[33:20] - How to introduce yourself properly to gain trust
[35:31] - Andrew’s “responsible promise”
[42:02] - Andrew’s worries on the SDR role
[51:22] - Connect with Andrew Sykes
CONNECT
Andrew’s LinkedIn
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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Effective Interruptions: Creating Genuine Connections in Sales with Andrew Sykes | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
