Jessica McQueen's guest appearances

Jessica McQueen

Sales Tuners

WELL WMN

Chris Voss

Andy Paul

Damian Thompson

John Barrows

Doug Landis

Max Altschuler

Adam Weber

Scott Ingram

Mark Roberge

Bob Burg

Brandon Bruce

Andrea Waltz

Jeb Blount

Robert Cialdini

Kyle Porter

OwlTail

Takeaways  Become a Subject Matter Expert: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually become a licensed health benefits consultant. Think about that. Are there certifications in your industry that could help you better relate to the knowledge your prospects have? Yes, you can learn these things at a high level likely through your companies sales enablement, but what would it take to be able to truly walk in your customers' shoes? Your Questions Prove Your Credibility: Deals are won or lost in discovery. If the questions you are asking can easily be answered, you’re not asking the right questions. You want your prospect to actually think about what is being asked and that means showing you know their world. Use the words their peers use. Explain what you’ve seen other people like them go through. Then ask a question that makes them shift a bit in their seat. When they start showing emotion, you know you’re actually on to something. Listen: Simply stated, but not easy to execute. Think about your last discovery call. Were you listening to understand what your prospect was trying to tell you or were you really just waiting for them to stop talking so you could advance the conversation. What does it mean to actively listen? It’s the idea of reading between the lines. You hear the words that are coming out of their mouth but know there is a deeper meaning. When that’s the case, repeat some of what you just heard, and ask them to elaborate. Remember, people love to talk about themselves. Let them.  Full Notes  https://www.salestuners.com/jessica-mcqueen  Book Recommendations  Daring Greatly by Brené Brown  Sponsor  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Become a Subject Matter Expert: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually become a licensed health benefits consultant. Think about that. Are there certifications in your industry that could help you better relate to the knowledge your prospects have? Yes, you can learn these things at a high level likely through your companies sales enablement, but what would it take to be able to truly walk in your customers' shoes?</li> <li>Your Questions Prove Your Credibility: Deals are won or lost in discovery. If the questions you are asking can easily be answered, you’re not asking the right questions. You want your prospect to actually think about what is being asked and that means showing you know their world. Use the words their peers use. Explain what you’ve seen other people like them go through. Then ask a question that makes them shift a bit in their seat. When they start showing emotion, you know you’re actually on to something.</li> <li>Listen: Simply stated, but not easy to execute. Think about your last discovery call. Were you listening to understand what your prospect was trying to tell you or were you really just waiting for them to stop talking so you could advance the conversation. What does it mean to actively listen? It’s the idea of reading between the lines. You hear the words that are coming out of their mouth but know there is a deeper meaning. When that’s the case, repeat some of what you just heard, and ask them to elaborate. Remember, people love to talk about themselves. Let them.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/jessica-mcqueen" rel="nofollow" target="_blank">https://www.salestuners.com/jessica-mcqueen</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2EpqeXY" rel="nofollow" target="_blank">Daring Greatly</a> by Brené Brown</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

127: Jessica McQueen | Building a Sincere Interest in Understanding

Happy Thanksgiving! This month, we talk with Jessica McQueen, all around gratitude goddess. Grab a cup of tea, sit back, and relax as Jessica sheds light on her daily gratitude practice and how it has opened her up to a new level of consciousness and understanding. In a time of year when things get crazy, learn how to hunker down and take a few moments to realize the little miracles that happen in everyday life.

Episode 7 - #Blessed with Jessica McQueen