“We overcomplicate sales. When you call someone cold and you ask them for a minute to tell them why you call, they’re gonna probably say “No” because you’re a stranger. Like that is the basics of human interaction.” – Dale Dupree in today’s Tip 186
How do you write a great sales email?
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Dale Dupree on LinkedIn
Dale Dupree on Sales Success Stories Interview Part 1
Dale Dupree on Sales Success Stories Interview Part 2
Josh Braun on LinkedIn
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. For those of you who have been following along, today marks the first day of my vacation and thanks to James Muir, Jason Bay, Jeff Bajorek, Dale Dupree, Jack Wilson, Chris Ortolano, and Andy Racic, the show will continue uninterrupted while I’m out. Today’s tip comes in the form of a clip from part 2 of my very long, but very valuable interview I did with Dale Dupree on the Sales Success Stories podcast. This “part” clocked in at just under 2 hours, so there’s tons more where this came from if you enjoy it. Here’s the clip:
Dale Dupree: It’s basic human interaction. I talked to people, so like anybody listening right now, I want you to go to your emails that you send out for cold prospecting that you keep wondering yourself like “Man, what am I doing wrong?” Or “Could I do better?” You know, I’m only getting at a 20% open rate or whatever it is. I want you to go and read those emails. I want you to read them out loud and I want you to read them out loud to like your mom or your dad or someone that loves you so that they can break it to you a lot easier than somebody that you don’t like. When they tell you that “Honey, nobody talks like that in real life.” You know, when I look at sometimes when I look at reps emails, and I was guilty of this at an early stage in my career that the words we use are obnoxious. You know, like we try to sound like I don’t know, like these scholars inside of the industry, right? Like, well all of a sudden you’re talking to Archimedes. The copier sales rep, out of nowhere. And to me it just, that makes sales complicated sale. We overcomplicate sales. When you call someone cold and you ask them for a minute to tell them why you call, they’re gonna probably say “No” because you’re a stranger. Like that is the basics of human interaction. So my approach starts there is that like I’m proactive in my sales walk where I say to myself what is normal about what I’m about to do and what is not normal. So that I can tell my prospect before I started pitching or even get the conversation going that “Hey look, I know what you’re expecting out of this call and I don’t like it either, so let’s try something different.” Right? So I just liked the approach of again like being transparent and that process is not like the surface level transparency that a lot of people talk about. Like the authentic leadership behind what transparency means. Like being a leader day in and day out as a salesperson, as a sales professional is extremely important. You know, and it ties back into the servant leadership as well too, which carries a lot of great principals that salespeople need like empathy. And so I think about all those things when I write an email, like have some empathy when you write an email, right? Like you will literally the opposite of the way that you sound right now, most likely. And people will look at it and go, “Huh, I’m interested” But Josh, do you want to know who writes great sales emails as Josh Braun. I met Josh Braun not too long ago, maybe about a year or so ago. And I’ve always been interested in him, Sales DNA. He’s a great dude. His cold emails are fire, right? And the thing is that he writes emails to people the way that he would want them to be written to him. Like again, like the principle of basic human interaction matching and marrying, right? All these, these very simple psychological effects that we work on. I took span and I took Sandler sales training and I learned the challenger sale and I mean I’ve done a ton of different sales training and gone through processes in the early stages of my career and even over the years just to dabble in it. But I’ll tell you that every time that what I see and what kind of as a climax to my statement, what I get out of it is that everything we tried to make everything a move and a technique and a tactic, but people just want to be treated like a human freaking being.
Scott Ingram: As always you’ll find links to everything Dale Dupree related, well maybe not everything, but certainly both part 1 and part 2 of this long-form interview as well as his LinkedIn profile and more at DailySales.Tips/186 We’ll have a link to at Sales DNA on that page as well.
Then make sure you’ve subscribed to the podcast and come back tomorrow for another great sales tip. Thanks for listening!