Every sales rep can benefit from a really cool exercise actors and actresses have in their toolkit
It’s called the “Yes, and . . .” exercise and they use it to develop their improv muscles.
These muscles help them to work with the words that are spoken to them versus being CHALLENGED by them, and;
Quite frankly, we all need this muscle group when we prospect!
Here’s how the “Yes, and . . .” exercise works;
Pair off into groups of two, and yes, this can be done remotely.
One person makes a statement. My suggestion would be to have a little fun with it so you associate objections with fun instead of stress.
Then the other person answers with “Yes, and (fill in the blank)” Then you respond with “Yes, and (fill in the blank)” and you both feed off the line you were just given.
Example (and I’ve turned up the silly button on this one)
Participant #1: “I might have food poisoning”
Participant #2” “Yes, and it smells like you’ve been crop-dusting your cubicle”
Participant #1: “Yes, and the good news is the boss won’t come near me today.”
Participant #2: “Yes, and thank you for that. Now she has plenty of time to break my balls about the TPS Reports.”
And you go on and on for as many rounds as you can.
Here’s why this works;
First of all, it conditions you to feed off of the other person’s lines. That’s something we need to do in sales.
Next, It forces you to get quicker at handling random statements which in turn, is more difficult than handling standard statements (and standard objections).
Because we’re being silly and having fun, it changes the associations many of us have developed towards objections.
Here are a few ways to kick this exercise up a notch;
Record the exercise so you both can step back and review your performance.
Send the recording to your teammates for their feedback.
Make sense?
Here’s another prospecting resource;
Decision Makers Have Memorized Your Prospecting Playbook!
As crazy as that might seem, it’s true, and here’s why;
Decision makers have been exposed to thousands of calls, voicemails, emails, and LinkedIn messaging, and guess what;
It all pretty much sounds the same.
When it all sounds the same, you can smell a sales pitch from a mile away, and;
You become a master of shutting it down!
How do I know this?
Because as a business owner, the messaging I receive isn’t exactly blowing my skirt up!
I put together a prospecting resource that’s designed to help you stand out and gently tap that decision-maker on the shoulder.
Oh, and I decided to include 50 templates from email, to cold call openers, to LinkedIn, and;
Just for sh*ts and giggles, I’m bringing you into the 21st century with 25 ChatGPT prompts!
You’ll Gain Access To These 8 Killer Prospecting Modules:
- How To Create An Effective Prospecting Plan
- 20 Ways To Create Opportunities
- Meticulous Pre-Call Planning
- How To Avoid and Overcome Phone Objections
- 10 Cold Email Tactics That Will Get Your Prospect’s Attention
- How To Generate More Opportunities Via LinkedIn
- The 8 Tactics To Use When Potential Clients AREN’T Returning Your Calls
- How To Prospect With ChatGPT
What’s included with this training?
(8) 60-90 Minute Pre-Recorded Training Modules
Email Support For Any Course Related Questions As You Go Through Each Module
Over 50 Phone, Email, and LinkedIn Templates
25 ChatGPT Prompts
These modules have sold separately for $99 each, and there are 8 of these bad boys bringing the total value to $792, but;
Register before the end of February 2024 and you can not only steal it for $499, I’ll throw in 2 bonus sessions!
