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Inspired by @BowTiedBull. The most persuasive cartoon in Sales. Helping YOU increase your sales by 2035x. DMs open for biz.
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Jan 24 7 tweets 3 min read
I’ve been getting a lot of questions on what to say at the end of the sales call

Instead of just giving you guys a couple scripts, you’ll learn 5 different approaches you can use + exactly what to say Image In a nutshell, here are the 5 approaches

All work DEPENDING on the context Image
Jan 19 12 tweets 4 min read
So you’ve been using my cold email stuff and getting results

You’re surprised the prospect answered your cold email

“Now what?” you think to yourself.

Here’s a thread on what to do next + analysis of one of my clients cold email thread

Let’s a go 👇🏼 Here is the thread for context.

This anon sells an expensive IT solution and is prospecting VP< decision makers

I’ll break it down email by email to show you guys how subtle (and easy) it is to lose the Frame and derail the conversation
Jan 9 6 tweets 2 min read
My cold email strategies are quite simple.

They’re provocative, informal, and most importantly, get results.

This one is called the “1-1-1 strategy”

In this thread you’ll learn:

✅The “1-1-1 strategy”
✅Why it works
✅How to implement it
✅and examples of what NOT to do The Strategy
Dec 11, 2021 5 tweets 2 min read
Alright here is The “1-2 Punch” Method.

It has booked me and all my sales reps more meetings than I care to count.

It’s simple, powerful, and repeatable.

In this thread you’ll learn:

✔️The Method
✔️ The Cold Call AND Cold email template (has gotten 60%+ RESPONSE rates) Here’s a high level overview of The Method

The thought process is this:

Humans are social animals and if i can get a referral from someone they respect then they’ll respect me by association

Infinitely more effective than “begging” for a meeting like most Clowns do
Dec 10, 2021 11 tweets 3 min read
I posted about the limitations of the SDR/AE model yesterday and it struck a chord with quite a few of you.

I’ll share a personal story as to how I came to the realization the SDR/AE model is counterproductive and useless for the majority of SaaS companies

Unpopular opinion 👇🏼 So it started years ago when SalesGuy was in his first B2B sales role at a startup

They had me start as an SDR. I opposed this immediately but they insisted it’s the correct way. Our head of sales at the time was actually a sales trainer. He was terrible. More on that later
Dec 9, 2021 5 tweets 2 min read
Lets talk about Objections

I’ll be completely upfront:

I’m not a fan of the way the “objection game” is currently being played

In this thread you’ll learn:

✅The Clown vs Chad approach
✅Word for word script on how to execute the Chad approach

Lets go Image You have to understand that sales is like being in a minefield.

One wrong move & you can blow the deal

The Clown starts selling WAY too early which triggers objections

This happens because there’s not enough contrast for the prospect to compare your solution to Image
Dec 4, 2021 4 tweets 2 min read
Ok here’s how the Nail beginning of a discovery call.

You can adapt this to your exact sales process.

If you want to learn why it’s so effective continue reading. If not here it is: 1) Starting with the first micro agreement and leveling the status gap

- EITHER of us can agree it’s not a good fit
- Or we BOTH agree to move to next steps

Who wouldn’t agree to this? 99% of the time you should get agreement here and it builds momentum forward
Nov 28, 2021 10 tweets 2 min read
Think about the last time you went on a date, or perhaps eavesdropped on a conversation.

How does it usually sound?

Like an interview.

Questions being asked back and forth bla bla

In Sales you learn Chads do the opposite, and in dating it’s no different

A thread 👇🏼 A good first impression is Crucial

You don’t get a second chance to make a great first impression

And first impressions last for a LONG time

It forms their “perception” of you, whether it will be Positive or Negative

You only have a couple minutes to nail it so..
Nov 26, 2021 5 tweets 1 min read
“Sales Guy, how do I handle when the prospect brings up competitors?”

Very easy.

Just ask them one question.

If you want the explanation read on👇🏼

If not just ask them this: First off, what’s the Commodity Frame?

It’s a perspective that YOU are just like everybody else. It Frames you as common, unimportant, and low value.

You break this by creating differentiation. Immediately.

In order to show you’re better you must show you’re different..
Nov 23, 2021 8 tweets 3 min read
Let’s talk about the Cold Call

The purpose of the cold call is to sell the discovery meeting. That’s it.

How do you go about it?

You can use the 2 scripts in this thread and I’ll share what makes them so powerful

Here we go.. Humans are pattern recognition machines.

The brain creates heuristics (shortcuts) to allow us to make quick decisions and conserve brain power

The underlined text is a Pattern Interrupt.

The brutal honesty disarms the prospect & gives you an opening to continue
Nov 22, 2021 7 tweets 3 min read
When I talk about being the Prize, what do i mean by this?

Prizing yourself is the art of using the right associations to increase your appeal/attractiveness to prospects.

Here’s a few examples

First one is in a job interview. Notice how the 🤡 answers vs how a Chad answers: The Clown makes his response all about how great the company and opportunity is.

The Chad makes his response all about his traits which make him a perfect candidate for the role

Let’s dive deeper:
Nov 21, 2021 6 tweets 2 min read
Very few things move deals forward.

One of those things is Pain.

No Pain = No Sale

Here’s a thread on how to:

✅ Be Chad level prepared for your calls
✅ Follow The Pain Map to properly position yourself to win the deal Knowing your prospects Pain better than they do is how we display extreme Competence.

You start by listing as many surface level problems you can come up with

Then go to Level 2 and come up with as many IMPACTS on their biz you can think of for EACH Level 1 pain:
Nov 19, 2021 25 tweets 5 min read
Alright so I did a sales call review yesterday with an anon.

I’ll do a deep dive into what he did right and most importantly, wrong and how he could have dramatically improved the call.

A thread 👇🏼 Context: he sells listings on an online marketplace

This should have been a layup because he had a referral but instead he made his job harder due to incompetence
Nov 18, 2021 4 tweets 1 min read
If I had a great product and had to break into a new territory, first thing i would do is pit my prospects against their competitors

I would do that by reaching out to all of them and name drop their fiercest competitors

That would get me the meeting

Then.. before the meeting, I would brainstorm 10 ideas and ways i can make an impact on their business

I would only reveal a few ideas in the meeting and But make it seem like I just came up with them on the spot (massively raising my perceived Competence)

Nov 17, 2021 13 tweets 3 min read
I was tasked recently to get funding from a large corp for a dying SaaS

We walked away securing a clean ~$1.4M in funding

Some thoughts / lessons on the experience 👇🏼 Pitching to the C suite of a multi billion dollar org is just a completely different game

At the top the conversations are even more:

1) Simple
2) Big picture
3) Concise

Competency at that level is a different world compared to selling SaaS to VP’s

Apples to oranges
Nov 16, 2021 12 tweets 4 min read
“Chad, how do I ask the right questions in the right order in order to win the deal?”

Good question!

Here is my Chad Questioning Framework

🤑 See which questions are the right ones to ask
🤡 and see which questions NOT to ask

A crash course (thread) 👇🏼 So in order to fully understand what a Chad questioning framework looks like, we need to first look at what a 🤡 does!

Introducing, the 🤡’s Questions:
Nov 15, 2021 10 tweets 2 min read
Here’s a crash course on how to create an Elevator Pitch 🛗

You’ll see:

✅Real examples of what to do
🤡and what NOT to do

A thread 👇🏼 An Elevator Pitch is a short & compelling narrative designed to create intrigue in the prospect.

So in order to create a strong Elevator Pitch, we need a strong narrative:
Nov 14, 2021 9 tweets 2 min read
🚨 The CPR Framework for Slaughtering Objections 🚨

This is straight from my Chad Salesman course (coming soon)

Here it is + a thread explaining it more in detail: C-larify

Most people never say what they mean the first time.

Read that again ^

So you start off by playing dumb and getting clarification on what they mean

You may have to Clarify a couple times before getting the real objection.

Then you can move on to the next stage 👇🏼
Nov 13, 2021 14 tweets 2 min read
Did a consult the other day with someone whose actively interviewing at SaaS companies

He already got 2 offers from top tier companies (one of them got back to him a few days earlier than they said they would i.e they’re eager)

Here’s how I prepped him to nail the interviews 👇🏼 First off is anticipating the interview questions for sales roles.

Sales managers typically ask these types of questions to screen you:

1) Opinion questions
2) Behavioral questions
3) Competency questions
4) BS questions
Nov 11, 2021 4 tweets 1 min read
The Takeaway is such a powerful tool in your Chad Toolbox.

Clown Salespeople are always chasing.

The Chads say something intriguing that pulls the prospect in, and then BAM! drops the takeaway.

It’s all a game.

Here’s an example: Prospect: Yeah we’re just not sure because you guys don’t have [feature X]

Chad: We do have [feature x] it’s just not publicly advertised anymore. we surveyed thousands of our users and they barely use it, but it feels like you’ve already made up your mind John

Prospect: Wait
Nov 9, 2021 7 tweets 2 min read
I believe there’s generally 3 reasons why someone is a low performer in sales:

1) Low Competence
2) High neediness
3) They don’t want to be there

Here’s how I would address the 3 👇🏼 Low Competence

Competence is the most important part of the Chad Triangle

It’s your ability to help your prospects get what they want

Here are some ideas:

- Develop a nasty talent stack by learning as much as you can about related topics to sales (Game, Marketing, etc)