SilentPanda

How do I know what to say in this situation

New rep here, no prior experience, selling b2b for an agency. Haven't had any training. I'm not the most extroverted guy around.

Forget all of the sales tactics and methodologies, most of the time I have trouble even coming up with a response to what the other person has said. Long pauses and all. I'm confident if I can just have a good conversation with the prospect, I'll be a reasonable closer. I've heard of some high-level tips like "you need to bring out and emphasize the pain that your prospect has and position yourself as the solution." Ok cool. But what are the actual WORDS that I should say and with what style do I say it? Almost like someone is spelling it out to me like a 5 year old haha. Do I do roleplays, watch live calls, etc. Appreciate the help.

👑 Sales Strategy

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

Good on you for being honest with yourself here.

I’m not going to give you words to say cause I’m not you. But here’s my advice:

1)script things out. Literally. Write it out long hand from “hi my name is x” to everything else. Think through the scenarios, all of them

2) try to hang with the other sales people, and others, in your org. Pick up on what they say. Ask GOOD questions. Don’t be afraid to show your inexperience.

3) but while your lack of experience is on your sleeve, show that you’ll work hard and actively listen. Be the first one in and last to leave. Take notes and then use them. Bring in a senior sales person into the conversation, even if it costs you a bit of money in the short run. People like helping people, but only they feel their advice is being appreciated.

Good luck!

Sunbunny31

Arsonist

Sr Sales Executive 🐰

I’ll add to the first point: script out what you want to say, but be sure to practice. Speak the words aloud and make sure they sound ok as you speak them. Refine until it sounds natural.

unclespacejam

Politicker

ur dad’s brother

Writing is a hugely powerful tool here. Specifically when it comes to forming an opinion/ hypothesis/ POV on why a customer needs the fuckin thing you’re selling.

I’m probably butchering the adage, but I’ve always been reminded that “writing is thinking on paper, anyone who thinks clearly can write clearly about anything at all”

I’ve found that the inverse is also true, so practice ACTUALLY LITERALLY writing things out, like folks above here said, scripting things out, being concise. It absolutely will help you be a better communicator

jefe

Arsonist

🍁

Agreeing with both @Pachacuti and @Sunbunny31 here.

Normally I'm a bigger fan of frameworks vs. scripts, but in your case I think the latter make a ton of sense.

I also want to add that I'm impressed with you already, @SilentPanda . Very few accept where they are and look for real help.

I think you'll do well in this world.

Cheers!

SilentPanda

Contributor

Thanks everyone for the input! After reading all of the comments, what I'm getting is that I should practice speaking out loud in the manner that a salesperson would.
I'll make my own script, practice saying that all the time, roleplay with GPT, and I also think it would be helpful to at ppl with live cold calls and just practice saying their script the way they say it.
I don't usually speak in a charismatic way, so I'll probably sound fake while practicing, with the aim to practice until it sounds natural.
I'm actually the first employee the founders are hiring, and the founders are usually busy. Not much help I can get within the org unfortunately

jefe

Arsonist

🍁

Good plan. The one thing I'll say that will help you sound confident, and maybe even charismatic, is to slow tf down.

It's hard, I talk quickly a lot. You can sound a lot more trustworthy and knowledgeable if you take things slowly and use pauses. It also helps you formulate your responses.

Keep us posted!

cw95

Politicker

Head of SDR

When it comes to watching live calls, it can be useful, but I am sure as a lot of people on here would say as well, the majority of stuff you'll see on LinkedIn etc are people selling very broad things such as 'Lead Generation services' so the advice and scripts all tend to be the same. That, or they are selling the same thing that 10 million other people are selling. FURTHER to this, you'll notice trends are coming place which actually have a negative effect on us folk such as 'You'll hate me for this but this is a cold call but can I get 30 seconds or do you want to hang up'...everyone does this nowadays and your prospects are probably aware of this.

The best advice I can give is the old saying of 'Sell how you would want to be sold to'.

The other person on the end of the call doesn't owe you anything, just be a normal person and speak to them as though you would want to be spoken to.

If you practice the above on small accounts of which it doesn't matter if you mess up, eventually it will become like riding a bike. Got to take the fails to gain the wins.

SilentPanda

Contributor

You know what, I have a fair idea of how I'd sell someone, but then I listen to a live cold calls on Youtube and the salesperson sounds way better.

hakuna

Executive

VP Growth

Pick the book; strength based selling and read it. You'll get your answers.

SilentPanda

Contributor

Curious why you recommend this book?

MRK47

Tycoon

Head of Growth

100% agree with others in having a script framework in place (and listening to recordings)...naturally will vary depending on each scenario or call (and how responsive the prospect is) but you want drive the convo to certain places (where you are more comfortable talking about). The balance (improves over time) will be to make that script sound less of a script....that's where the practice part comes in where it sounds more organic.....practice with your significant other, practice when in the car on your own.....

Also one key ingredient to apply that can combat any weakness you may have in the conversational side, is preparation. If you sound prepared...if you've done some background discovery and can provide a personalized comment / question that is unique to the prospect....that can go some way to offsetting a less polished delivery and at least lowering the prospects guard.
As well as spending time with other SDRs/AE's, if there is a customer success function or onboarding team, spend time with them too...they'll often hear the frustrations and know deeper details of challenges faced by customers...gaining empathy to those can only help.

SilentPanda

Contributor

I like this perspective of working my way from sounding scripted to sounding natural. I'm a bit nervous of sounding really prepared, up until they ask me something that isn't on my script, and then I'm speechless lol. I'd rather be semi-speechless the whole time.

Gasty

Notable Contributor

War Room Community Manager

Hey!!
Welcome to the War Room. Great first post!!

This is Gasty - WR Community Manager. Just wanted to highlight a few points before I talk about the post:

WR is a Sales Community Platform with some of the best Sales people and their advice is pure gold. This is an anonymous platform and I see that you’ve got it covered. Kudos for that.

We consistently post Leaderboard’s, Fun Friday’s, who’s hiring and more.

This isn’t LinkedIn, you can go as detailed as you want. Just focus on providing value.

You can also use the search bar, you’ll get all the posts related to this, that we’ve had a discussion on.

Lastly, have you checked out the commission store yet? If not, I highly recommend. Earning those points is also super easy. Upvotes get you points. We got some amazing goodies that you can bag. Just be more active, post more, engage more.

Now to talk about your post;

Really appreciate the honesty. Totally understand what you're talking about. To be honest, you can watch all the videos in the world on "how to sell", still you won't be able to sell.

There is literally no shortcut, except luck.

As @Pachacuti has mentioned, script things out. Practice, keep practicing, keep failing till it becomes very natural to you. Learn from everywhere possible.

Use ChatGPT, ask it to make scripts that only 5 year olds can understand, find someone to test this out with. Choose someone, who won't shy away from giving you the real picture.

Most importantly, put these into test in the real world. This is where you'll learn the most. Once you nail the beginning, everything will fall into place. Have a perfect elevator pitch for your product handy.

SilentPanda

Contributor

Thanks for the insight and the introduction! I'll definitely keep practicing. You said that YT videos aren't a good idea, but also said to learn everywhere possible. Where should I learn from? Also, could you expand on why I should ask chatgpt to write a script only 5 year olds can understand?

Gasty

Notable Contributor

War Room Community Manager

I say for 5 year olds because, i’ve seen people use technical jargons or words which are not easy to understand for some people or it makes the conversation harder. Always use simple words and sentences that even a 5 year old can understand.

I didn’t say no YT. I meant you can watch all the videos but still wont be able to sell until you practice the skill.

Learn from everywhere, all the free content online, peers around, YT, wherever but it won’t translate into success until you perform it in real time.

I hope this helps. All the best :)

cw95

Politicker

Head of SDR

Sales person sounds way better for a few reasons - they aren’t you and they have done it many times on camera. I personally would stop comparing to yourself to what others sound like and test your own approaches. Try thinking of a few ways to handle questions or objections, put them in an excel sheet and mark off how many times that certain line etc went well. If it goes well or bad, write down the notes and responses to then see if you can find a pattern. Be as honest as possible such as ‘did I say UM or URHHH too much’ did I hesitate did I not know the answer? Instead of trying to find the solution online have a go at analysing what you are doing in more depth, I reckon that may help

alCan

Contributor

Account Executive

Mr Panda, Great question because you are frank. The best advice is to read, read and read about your company's expertise and subject matter. Knowing about the universe of what you guys do and sell will arm you automatically with words, thoughts and context.

Retired Sales Professional

Unfortunately SP, there is no silver bullet. I agree with the responses in this post.

Scripts are great but use them as a foundation not an end all be all, you never want to sound like a robot.

Yes take a look at others who are successful and take notes on how they handle objections and just pick their brain for ideas.

Stay far away from those that talk the talk, but don't walk the walk.

Practice pitching an idea with a friend or family member, their brutal when it comes to telling where you need improvement.

Be as genuine as your character allows you to be. Get to know your prospects. Ask questions and create a plan around those questions. How will you solve you clients issues. Most important be yourself.

Look in front of the mirror and pitch to yourself, this will help with that nervousness that come with pitching to a prospect. Nothing weider then talking to yourself, which is that same feeling you get when you have no response for an objection.

Keep sharpening the saw: read, view and listen to all you can when it comes to giving presentation and overcoming objections.

Pace yourself and don't overwhelm yourself. Create a plan to how you will approach building these skill set. One step at a time.

Make sure to remember that failure is not failure but another chance to improve.

The only time you fail is when you fail to try. Everyone on this platform has at one point or another been in your shoes.

We are where we are because we never stopped learning, growing, adapting and most important we never stop taking steps that are needed to succeed.

Wish you all the best. Keep us posted and welcome to the WR. 👍👍

SilentPanda

Contributor

Thanks! Lots of helpful tips. I'll be getting to know my mirror very well then.

Justatitle

Big Shot

Account Executive

when in doubt, just be human and yourself on the phone. these people are bs detectors and know when someone is being fake

AnchorPoint

Politicker

Business Coach

Read: New Sales Simplified by Mike Weinberg... is it the answer to your prayers.

rainmakerinthemaking2

Fire Starter

Enterprise sales executive

ChatGPT every challenge and question u have. It'll lead u to where u want =)

tominvest

-1

investment analyst

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CuriousFox

WR Officer

🦊

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