But in the age of 5,000 daily messages across hundreds of platforms, customers are rapidly growing unreceptive.
re·cep·tive / rəˈseptiv / adjective
Audience is emotionally open and willing to listen
un·re·cep·tive / ˌənrəˈseptiv / adjective
Audience is emotionally closed to a meeting or hearing about a new solution
decline in customers who are willing to talk to sellers when evaluating a solution
of reps missing quota
response rate to emails
Someone asked me recently why I've sold more than 2 times the nearest seller and get 25% more appointments. The simple answer is most reps don't understand how to create receptivity. I've used this other centered approach to selling since 2015. It completely reframes how you think about selling and that's why it works.
Selling is dumb. Don’t sell things. Listen, be genuine, be curious. This philosophy and approach helped me find my voice as an account manager. Instead of providing me with antiquated sales scripts, I learned how to navigate the roadblocks that were keeping me from growing my accounts and it’s helped me consistently exceed both my professional and quota goals.
This strategy and methodology moved my team from good to great, outperforming teams four times our size. We are now guides and managers of the sales process rather than pushers and pullers. Employing these techniques opened doors with decision makers who consistently denied access in the past. Bottom line, it worked in the toughest market we’ve ever faced.
To better understand this new approach and determine if it will help you, please download an excerpt from UnReceptive, one of our most popular ebooks: “How to Write Irresistible Sales Emails & Get More Meetings”