Hello fellow Quota Killers...

Welcome to issue #10! This week we do a deep dive on building genuine trust; a skill that separates the good salesman from the great...

Enjoy 🚀

The Trust Triangle 🤝 △

Authenticity, logic, and empathy...These three aspects must be withheld to maintain/build trust and should be top of mind in any prospect-facing conversation. Take a listen to HBS professor, Frances Frei, as she gives us a crash course on how to build, maintain and rebuild trust.

Review your last cold call, one where you almost booked the demo. Rather than listening for where you dropped the ball, pinpoint where the prospect did not trust you. Consider the conversation up until that point...Think about your tone and communication of emotion. Were you talking to the prospect, or was the prospect talking to you?

Trust IRL (as a SDR) 💪

So we are hearing a lot about trust building. Trust only goes far, if we apply it. So how do we apply it…

1. First and foremost, when conversing with prospects, we have to keep in mind a customer-first approach. We are trying to help them SCALE, EVOLVE, GROW, & EXPAND. We want them to be better, and that’s why we are here. So how can we help them….?

2. Create an effective set of questions… Can you help me understand X, Y, Z? Can you help me understand YOUR growth plans for 2023? Make the questions about them and now about you. People love to talk about themselves.

3. On that note, ask good questions that don’t leave you with a yes or no. Have them written out when hitting the phones so we can reference them during conversations. Each conversation is different but a basic list of appropriate, high-level, questions, can help us FUNNEL into the prospect’s actual problem at hand. Dig into the pain!

4. Be honest! Honesty is the best policy, they say. Be honest about what you can and cannot provide. That goes much further & helps keep expectations at bay.

5. Make the value obvious rather than implied. State the obvious of what you can provide, but continue to turn the service back onto HOW that can fix their problems. Don’t assume that the prospect knows what you are talking about.

6. Be agreeable rather than aggressive. Getting onto the level of the prospect can really help in easing the harshness of an objection and give you a sense of control when trying to convince a prospect into booking a meeting.

7. Proactively create value. What this looks like? Do the research beforehand, establish credibility through peer-to-peer questions, anticipate objections, and have prewritten emails & collateral ready to send after a call!

Weekly Podcast 🎧

{Trust is a Currency 🪙 💰}

Understanding the question behind the question..Josh Braun walks us through a Chris Voss technique of labeling, utilizing it to build a genuine rapport of trust. This is applicable on cold calls, discovery calls, demos, and any conversation with a prospect.

PRO TIP: Combine this with mirroring. The combination of the two techniques will allow the prospect to feel heard, and instantly build confidence.

Thanks For Reading 🤓

We'd love to hear your feedback! Also, if you have valuable content or topics you would like to see covered, please share here! 

See you next time,

Skylar & Grant