In our 5th episode of The Sales MiNUT, we sat down with Keith Weightman, RVP of Sales at Bullhorn.
Watch this one-minute video to learn what it takes to improve sales for buyers, find out why he loves working in sales, and hear his number 1 sales no-no.
Watch the video or read the transcripts below:
What’s the best piece of sales coaching you ever received?
Imitate before you innovate.
What’s something sales reps should do to make the buying experience better for prospects?
Meet them where they are, and build a buying journey versus a sales process.
Which sales pro, dead or alive, would you wanna grab a beer/coffee with?
So many good ones, but right now, Nate Nasralla.
What’s the most awkward thing that ever happened to you on a Zoom call?
A coworker had a naked person walk behind them during a deal review one time.
Why work in sales?
It’s a skill that translates, and it’s always in demand.
What’s your best sales demo advice?
Demo only the 20% of your solution that’s going to solve 80%. Because most reps demo way too much.
What’s your biggest sales no-no?
Talking more than you listen.
What’s the best sales book you’ve ever read?
Question-Based Selling by Tom Freese.
Best tip to handle a ghosting prospect?
I like to send them gifts specifically about them ghosting me. Usually has a pretty high success rate.
To win 5-lbs of walnuts, count down from 10 but switch 2,4,6,7 with the word “walnut”.
Ten, nine, eight, walnut, walnut, five, walnut, three, walnut, one. Awesome.
