Clip from Episode 16 featuring Colin Specter of Namely:
Sales I look at as an art and a science. I know there’s others that have said that in the past. My style, each new prospective client is a new canvas that I get to paint with through my discovery. Through my initial research about them. I look at it as a case by case basis. I run everyone through the same kind of process. I’m going to do initial research, ask my set of questions that help me delve deeper into their needs and process. But, I’ll diverge from next steps depending on how they react. Depending on who I’m speaking with. Very adaptive in nature. I have the science of understanding the sales is very process oriented. You’re taking them through a preset discovery, demonstration, solution, proposal, negotiation and close. Those are kind of the preset methodology that you’re going to run through whether it’s a one day close, or thirty day or sixty day sales cycle. However long it is you’re going to run them through that process, but everything between that is the art that the sales professional brings. Whether it’s through their own emotion or through the wordsmithing that they use to script and present the services and value that they bring
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More clips from Episode 16 with Colin Specter of Namely:
Focus and conviction are keys to success
The art and science of selling
Getting inside the HR buyer’s mind
Delivering a positive sales experience: It takes emotion to sell and logic to close
Successfully transitioning from SDR to AE
Motivation and being the best in the industry
How the deal was done: Getting the job at Namely
Seek out and learn from the best to improve sales results
Colin’s information diet consists of Tim Ferriss, Grant Cardone and Zig Ziglar
Reading and listening are the keys to sales career development
Namely’s CEO Matt Straz is the best sales pro Colin knows