Jeff Molander

Sales Communications Expert ♦ SPEAKER ♦ I help sellers start discussions with buyers

[Jeff Molander @jeffreymolander]

While "always be curious" is well-intentioned, its effectiveness hinges on authenticity and the prospect’s willingness to believe you put THEIR interest before yours.

Josh Braun's shopping mall story is perfect: "I'm in the mall heading to the Apple store.

[Jeff Molander @jeffreymolander]

💊 Blue pill: Curiosity builds rapport, demonstrates empathy, helps uncover pains, reduces sales pressure.

💊 Red pill: It often increases sales pressure because it's received as coming under an ulterior motive.

[Communications Edge Inc. @CE_SparkSelling]

“You can be cautious or you can be creative, but there's no such thing as a cautious creative.” -- George Lois

The most successful people are those who are creative.

But creativity often comes with risks.

This is no different in sales.

[Communications Edge Inc. @CE_SparkSelling]

"The secret of life is to fall seven times and to get up eight times." — Paulo Coelho

You've probably heard great cold callers say, "I had to make a thousand calls, and fail over and over before I got good."

This is because effective communication takes practice.

[Communications Edge Inc. @CE_SparkSelling]

In sales, rejection and failure are similar to heartbreak.

The fear of failing and being rejected again holds you back from meeting your potential and ability to be successful.

Similarly, when dating, the fear of heartbreak restricts your ability to love properly.

[Communications Edge Inc. @CE_SparkSelling]

With age comes experience. And with experience comes knowledge.

This is especially true for Senior BDR, Nicolas Hornyak who has years of experience in sales and business development.

On his birthday, he blessed our feed with this brief nugget of wisdom...

[Communications Edge Inc. @CE_SparkSelling]

There's power in community and experience. Our members know this best.

If nothing is preventing you from huddling with us next week, we'll see you there.

https://t.co/DTLduPTxWr

[Communications Edge Inc. @CE_SparkSelling]

What are you doing next Wednesday?

Next week at this time, Spark Selling Academy Members are huddling for our last quarterly huddle of the year.

[Communications Edge Inc. @CE_SparkSelling]

"Telling is not selling... asking questions is selling." -- Brian Tracy

Wise words from the Canadian author.

You may think you're selling. But in reality you're telling.

[Communications Edge Inc. @CE_SparkSelling]

If we've piqued your curiosity and you're serious about acting now, subscribe to Jeff's private blog (link below).

There, he'll dive deeper into the matter and offer you an alternative way forward.

Don't wait until it becomes a problem. Act today.

https://t.co/nSLlUJR7Fd

[Communications Edge Inc. @CE_SparkSelling]

If it's actually enforced, this could be an inflection point for cold outreach -- email, cold calling, social. The full works.

The dust is settling and the experts are forming consensus on Google and Yahoo's recent anti-spam policy announcement.

[Communications Edge Inc. @CE_SparkSelling]

"This might sound really weird.... But I think I would be way better at sales if I could overcome this sense of... fear of asking challenging questions."

These aren't our words, rather those of someone who was recently assessed by Jeff. For privacy's sake, let's call him Jimmy.

[Communications Edge Inc. @CE_SparkSelling]

Fear and selling don't go together.

It's like blending bananas and gravy... awful.

If your sales process is carried out with underlying fear, you'll struggle to see results.

But what does this underlying fear look like? How does it manifest?

[Communications Edge Inc. @CE_SparkSelling]

If you're selling, you're naturally selfish.

Because sales outreach is a selfish act.

Think about it. We're intruding on others -- people who don't know us.

[Communications Edge Inc. @CE_SparkSelling]

What you cannot see will destroy your success. I'm talking about blind spots.

In sales, many (unseen) factors determine conversation starting ability.

Pointing fingers at messages and scripts is fine. But they're yours. Own them.

[Communications Edge Inc. @CE_SparkSelling]

If we've piqued your curiosity and you want to see how this story ends, consider subscribing to the Stay Curious Blog.

Challenge your thinking with an exclusive library of Jeff's most candid thoughts, experiences and discoveries.

https://t.co/nSLlUJQzPF

[Communications Edge Inc. @CE_SparkSelling]

After years of taking a fork to his eye, @jeffreymolander decided to stop lying to himself.

It hurt like hell. But he was damaging his business and his dignity.

He had to STOP giving examples to people. People like you. Because he was hurting them.

Literally.

[Communications Edge Inc. @CE_SparkSelling]

Life is about balance. The same goes for selling.

For example, we suggest being unclear and nominally confusing.

But this does not mean you should communicate in a way that's makes absolutely no sense or has no relevance to the other side.

[Communications Edge Inc. @CE_SparkSelling]

Be brave enough to invent a new way forward.

If you wanna start thinking and acting differently, sign up for Jeff's newsletter (link below).

He'll challenge your philosophy twice weekly.

What's stopping you?

https://t.co/rN0pNaSaoD

[Communications Edge Inc. @CE_SparkSelling]

Be content with failure. In fact, embrace it. Because it can be your greatest teacher in life (and in sales).

Maya Angelou puts it best, "You will face many defeats in life, but never let yourself be defeated."

In sales and in life, failure is inevitable.