Jennifer Gluckow, CEO at Sales in a New York Minute helps companies adopt best sales strategies and multiply sales. Jennifer rapidly rose through the ranks of a leading Fortune 500 company as a superstar Salesperson, National Sales Manager, and second in command of Sales. She is also the author of a bestseller that aims at mastering the art of sales.
She was featured on our webinar on our #Limitless webinar series on 06 November 2019 to discuss the ‘3 Secrets that Every Successful Salesperson Must Master.’ Here are the key takeaways from this webinar.
Click here to watch the complete webinar recording –
Time-Stamped Show Notes:
[46:38] How to overcome the thinking of monotony in sales?
[47:25] How do land meetings with c-suite you have never met before?
[50:00] What do you do when someone is difficult to talk to or make that connection with?
[52:50] How to deal with some restricted customers say, government officials, defense personnel, people not easily accessible?
Question: How to overcome the thinking of monotony in sales?
J.G: Read a book on creativity, read a book on getting creating new ideas. The book I like on creativity that Jeffrey, my husband, recommends as well is called Thinker Toys. It’s by Michael Mihalko and it’s an amazing book and it gives you a process called the Scamper Method, which we follow, and it gives you a process to overcome that boring thinking and to really get creative. But it begins with you believing that you can be creative.
Question: How do land meetings with c-suite you have never met before?
J.G: Send them a video, tell them you want to interview them and showcase their work on your blog. You need to put them up because if you’re just like trying to get a meeting with no value and you’ll see if you guys remember like in this process that I showed you.
Question: What do you do when someone is difficult to talk to or make that connection with?
J.G: You keep trying, you don’t give up, you figure out why you believe, what point of your belief system feels like that you can help them.
Question: How to deal with some restricted customers say, government officials, defense personnel, people not easily accessible?
J.G: This is the world of the Internet. You can find anybody, literally, you can find anybody. There are programs, we use one called mix-match, but there are programs that will help you get leadless that you need and to find the people in the industry that you’re trying to serve. If you can’t find them online, go to networking events.
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