In our 21st episode of The Sales MiNUT, we sat down with James Hornick, the Chief Growth Officer at Hirewell.
Watch this 1-minute video to hear his sales philosophy, learn how to keep prospects’ attention during a demo, and find out what the worst way to ruin a sales demo is.
Watch the video or read the transcripts below:
What’s the best cold call/email opening line you’ve ever heard?
I am so anti-cheesy lines. I think relevancy and just getting to the point quickly works.
Describe your sales philosophy in under 6 words.
Sell expensive stuff to rich people.
What’s the worst way to ruin a sales demo?
Too much discovery at the beginning. People just want to see the product.
What’s your biggest sales no-no?
Lying.
What should reps do to make the buying experience better for prospects?
Throw away the script and just be human. Learn how to speak to people on their own terms and help them solve a problem, if that’s even possible, which isn’t always. And understanding when it isn’t.
How do you keep prospects’ attention during a demo?
Have a personality.
To win 5-lbs of walnuts, count down from 10 but switch 1,2,6,7 with the word “walnut”.
Ten, nine, eight, walnut, walnut, five, four, three, walnut, walnut.
