Matt Ryder, a $40M/year CEO, says the biggest mistake sales reps make is not being fully present with prospects. Turn off your phone, watch, Slack, and Facebook. Listen to what they actually say instead of thinking about what's next.
You've trained a ton of salespeople. What do you reckon is the most common mistake that they make? When you can hear someone's internal monologue, someone says, oh yeah, my father passed away, and they go, okay, perfect, perfect, great. People don't want to tell deep dark secrets to people who they think don't really care. So like when I do a sale, I have to like turn everything off, put my watch on silent, make sure that all my notifications are off— Facebook, Slack— so like I'm not distracted by it. And the only thing I have is this script and the person. Then I can just sit back and relax and I can just be a part of the conversation.
