In our 8th episode of The Sales MiNUT, we sat down with Lucas Greenberg, the VP of Sales at Bonusly.
Watch this 1-minute video to learn what his biggest sales no-no is, hear the best piece of sales coaching he ever received, and find out which sales pro he’d want to grab a beer with.
Watch the video or read the transcripts below:
What’s your best sales demo advice?
Make it personal and purely make it about their needs and their pain. We are there to understand how we can help them and how we can build a solution together.
What’s the best piece of sales coaching you ever received?
Listen to learn and not to respond.
Which sales pro, dead or alive, would you wanna grab a beer/coffee with?
Why work in sales?
Having control on your paycheck. And more importantly, being compensated fairly for doing a great job is something that differentiates sales from anything else in any other profession.
What’s your biggest sales no-no?
Focusing on things outside of our control. Anytime you’re focusing on things you have no effect on, you’re wasting time, which at the end of the day is wasting your own money.
What’s your favorite song to pump you up before a demo?
It’s pretty embarrassing, but, honestly, anything from Flo Rida. I don’t know how well or how badly that ages me.
What’s something sales reps should do to make the buying experience better for prospects?
You have to have a mutual success plan, and I think the key there is mutual.
What’s the worst reaction a prospect had to a joke you said?
Silence. At least people can placate you by fake laugh, but if you don’t even get a fake laugh you’ve said something not great.
To win 5-lbs of walnuts, count down from 10 but switch 1,4,6,9 with the word “walnut”.
Ten, walnut, seven, walnut, you said six, five, walnut, four, walnut, two, walnut.