“The more you pause and practice out loud, the more you get comfortable connecting brain and mouth.” – Jack Wilson in today’s Tip 1365
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Friday, so here’s Jack Wilson with another tip to make you just a little bit smarter and a little bit better:
Jack Wilson: What’s going on Daily Sales Tips Community. Jack Wilson back with another tip. And I’m going to continue the thread of learning and progressing primarily because I’m in a new role. I’m actually in week three of a new role. And as I start to learn I used to practice that I actually heard on LinkedIn. Now, it’s not an original thought. I can’t remember who first posted about this. So if you remember who you are, shout out to you, feel free to tag yourself.
But the practice I want to talk about is when you’re listening to gong calls to do some learning. After you’ve done a handful of calls and you’re comfortable with the general flow and word tracks and questions and responses from buyers. What I want you to do is to start a call that you’ve already listened to. And when your buyer asks a question or has some feedback and generally pauses and it would be time for the rep in the call to speak next. I want you to hit pause and then I want you to practice what you would say in that moment before hitting play again. And say it out loud, not just in your head.
Now, a couple of things are going to happen. Either the person who originally ran the call is going to say something completely different and take a different path, and that’s okay. That might help you gain an understanding of a different perspective or different approach you could take in a call, or they might say the same thing you are going to say, but in a different way. So it could help you either hone your approach or better understand why you like or dislike the way you are going to say it.
Do this a couple of times in a few different key areas on calls. The verbal agenda and the setup. In the beginning, follow-up questions and deeper discovery. Even next steps toward the end of the call. The more you pause and practice out loud, the more you get comfortable connecting brain and mouth. A lot of times, specifically when I’m prepping, I do a lot of learning by Osmosis. I listen, I listen, I listen, I listen. And then when I practice, I do it sort of in my own head. But it’s important to connect the synapses and actually get those thoughts into words. Because sometimes they don’t always come out the way we plan. Give this a try and let me know if it helps you in learning a new skill or tactic.
Scott Ingram: Hopefully you’ve already done this, but for links to connect with Jack, just click over to DailySales.Tips/1365. Once you’ve been over there, be sure to come right back here for another great sales tip. Thanks for listening!