Jake Burhans argues that salespeople should enter calls with curiosity, not assumptions from prior notes. Prejudging prospects kills deeper conversations and misses what actually motivates them. Treat every call like it's your last one.
One of the things we were talking about at the sales meeting this week was you have to go into the sales call with the right mindset. You cannot be prejudging the lead. Doesn't matter what the notes say. They're downsizing, they're relocating, this or that. We had listened to a call and someone went into it thinking it was going to be a bad call and there wasn't going to be much motivation there. And they skimmed over so much in the call because of the mindset they had going into the call. So every single time I almost like to have less notes for my salespeople because then they can just go into the call and act like they don't know anything. So they dig deeper into the motivation. Super important to go into the sales call with the correct mindset so that you can give it Give it your absolute all. Treat every conversation like it's your absolute last.
