EP 26 - Patrick J. Tierney - Stop Selling Now

SHOW NOTES
Join Patrick Tierney, sales performance coach and founder of Stop Selling Now. As a sales
performance coach, Patrick coaches’ new hires coming into sales, and prepare them for the sales process by providing the tools on how to close. He gives a walkthrough on how to cut through the noise and challenge the stigmas of selling. He also talks about his company Stop Selling Now, and sales how to answer the two most important questions; ‘What motivates people to buy,’ and, ‘What motivates people to buy now.’ Patrick delves into the complexities that hide under the simplicities of sales, the most fun he’s had on a sales call, his end goals as a performance coach, the headspace app, and so much more. Tune in to find out more about Patrick Tierney and Stop Selling Now.

QUOTES
• “The only approach to sales in 2020 are consultative sales.” – Patrick Tierney
• “The basic premise is; if you understand the ‘WHY,’ everything else becomes so much
easier. – Patrick Tierney
• In sales, there’s only ever two sales you’re going to make, it’s either and immediate sale,
…or it’s a delayed sale.” – Patrick Tierney

KEY POINTS
• Stop Selling Now
• The two questions every salesperson wants to ask.
o What motivates people to buy?
o What motivates people to buy now?
• The secret sauce
• Consultative Sales
• Understanding the ‘WHY’ and getting down to the true motivations of a buying decision.
• Cold Calling and Old School Cold Calling
• Chasing Referrals
• The Long Game in Sales

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

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Read a case study HERE 

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ABOUT JAKE LYNN
Jake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."

His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.

Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, & Gratitude) and to always put Compassion Before Commission. 

Follow Patrick Tierney
• Website: https://www.stopsellingnow.com/about-1

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