chat_bubble_outlineJulian Besonen answered on

Weird Coincidence

The name of this posting forum is called "flip-the-script". This morning on the way to work I started listening to "Flip the Script" by Oren Klaff. Still confused on whether I enjoyed "Pitch Anything" or what I've taken away from it but I thought I'd give his new book a spin as he is entertaining. On a side note I'm not positive he's not actually Bob Odenkirk pretending to be a sales trainer.


An hour in I'm intrigued about the idea of "social dynamics" specifically when it comes to selling. There's such a fine line between coming across like an ego centric "know it all" and someone who truly, "belongs" at the table. Personally I've always found that using your knowledge of current deals or relationships and pretending to casually socialize them as a way to qualify yourself to the buyer or an organization as lowbrow or off putting.


The last couple of years as I've witnessed more of this social status interaction amongst some of my peers I think it might actually have worked, not necessarily to close a deal but definitely to start a deal.


Any thoughts how to start pre qualifying yourself (not your company or product) to gain attention from a decision maker in an authentic manner?

Timothy Corey
Director of Sales at Commonwealth Joe
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Julian Besonen
Senior Account Executive at Apruve
I am on the same page as you here.  I'm sure it can work in certain circumstances, especially if it is something like, "Hey, I spoke to the consultant you used or I know person X who used to be your CFO etc etc" - I too, see it as slightly lowbrow, especially if the goal was only to use that social connection as a way to have a conversation with ...See more
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6 months ago
Brandon Hensinger
Global Vice President of Sales at Yikon Genomics
 I think that authenticity is always the most important thing to display. What I have found, is that it isn’t extreme technical knowledge or know-how that prequalifies you, but rather being a real person who comes across as truly compassionate and empathetic. When a customer can see that you’re being real, they will trust you and listen to what you...See more
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6 months ago
Julian Besonen
Senior Account Executive at Apruve
This is a valid point as well. A salesperson won't necessarily have all the knowledge, right? In which case - following up or bringing in the proper folks to answer those questions is the right thing to do. 
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6 months ago
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