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This is How a Top Performer Starts a Sales Conversation

This is How a Top Performer Starts a Sales Conversation

January 08, 2025

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Seems car salesmen in Canada have got some cojones. A shady pair were busted in November of this year for using the funds of a branded dealership to source stolen vehicles then sell them to unsuspecting buyers. Sheesh! Hitting quota isn’t criminal!

In Today’s Jam

Sales Tip of the Day: 2025 Energy
The Sales Lab: This is How a Top Performer Starts a Sales Conversation
Weekly Poll: How Many Cold Calls in a Day?
Sales Q&A: How to Start Organic Conversations in Sales?
These Voicemail Strategies Are Straight Cheat Codes
Today’s Story & a Sales Scene

The Sales Lab🔬: This is How a Top Performer Starts a Sales Conversation

The first words you exchange with a prospect is basically the close before the close. In other words, you’ll end that process as good as you started.

Leading with a seven-minute monologue about your company, product and benefits, probably won’t do you much good.

So let’s discuss how top performers actually set the tone for a productive sales call 📞

Lead with Your Results

We mentioned sellers leading with products and benefits. Please don’t confuse this tip with that approach.

Going on for 7 minutes about your product benefits is essentially blabbering about the item your company developed—not the results it delivers for customers. If your sentences have more “we’s” in it than “you’s” you’ve probably got a problem.

🚫“We’ve been in business for x years. We built y product with cutting edge features. We also have a pretty big client list, etc., etc.,”

✅“I’ve been helping companies like yours to achieve x by doing y. Are you familiar with company z? Well we helped them to overcome [common problem in industry]. I could tell you a bit about how we did that. Sounds good?”

A Bit of Preparation

It’s a given that you should do some research on the prospect before you call.

But these are some steps some sellers tend to overlook that can be crucial to your success:

A Competitive Analysis.

Don’t just study your prospect. Study your competitors as well.

What are they up to?

How does your service stack up against theirs?

Doing your due diligence can present gaps that you can leverage during a sales call. Develop case studies that articulate, and capitalize on these opportunities.

Study their likely objections.

Budget. Trust. Need. Urgency. Their objection will fall in one of those categories.

If you understand their typical objections, you can plan on how to frame your pitch and communicate to them why buying from you makes sense.

Assuming the prospect is a fit, then the objection is likely coming from a place of misunderstanding—or it’s simply a case of the prospect needing a bit more information.

How Many Sales Calls Do you Make a Day?

Reply to this email and let us know what product you’re currently selling—and whether this cadence has been working!

Sales Q&A

How to Start Organic Conversations in Sales?

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It’s Time For That Dream Sales Job…💼

Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.

Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.

Game Changers of the week🔥

A Sales Community for the SaaS-Obsessed

Bravado was founded by Corporate bros, a popular sales-focused YouTube channel. With 450k sellers, it promises next-level networking opportunities if you want to learn from professionals working for the best SaaS companies on earth.

What do AI and Empathy Have to Do With Sales Enablement? A lot….

The CEO of Luster AI shares what she believes to be Al’s role in sales enablement. She also touches on integrating empathy in sales training and why it’s a non-negotiable if you want to develop top performing sales professionals.

Listen: Apple Podcasts | Spotify

5 Salesforce Growth Hacks Your Organization Needs in 2025

If you’re currently using salesforce or are considering it for 2025, here are some growth hacks you should be tapping into. Including how to empower your strategy with AI-driven lead management.

These Voicemail Strategies Are Straight Cheat Codes

A lot of sellers overlook the importance of leaving a strong voicemail. Don’t be one of them. Instead check out what to include in your voicemail script to land more meetings every month.