Focus on what you can control with John Barrows

Working in a pandemic apathy has become an issue, continuing to focus on things out of our
control decreases engagement and motivation.

John and I discuss how sales people have to become mini marketers in the modern selling
environment. Producing content, creating our personal brand and meeting our buyers where
they are.

John shares how we can leverage video in various stages of the buyer’s journey to remove
friction and create an experience. How we can use Challenger Sale to guide sophisticated
buyers along the journey.

[8:39] John’s 12 guiding principles

[23:14] Being others focused when targeting your buyer persona

[27:15] Reach out to existing clients to validate your messaging, confirm their current
challenges/ goals. Avoid regurgitating a pitch, share a past customer conversation authentically and with curiosity

[29:55] Soft skills produce hard results

[37:47] why you should get a side hustle

[40:13] Importance of your personal brand, become your own marketer

[42:26] Where you can you use video throughout the buyer’s journey?

1) Thank you email post meeting
2) Acknowledge objections
3) Delivering proposals
4) Asynchronous video pre meeting
5) Ensure your meeting has structure

[47:29] Exchanging value for time, Executives will take over the meeting if there is no structure, they want value. If your meeting is missing structure, they will create it in order to deliver value. You can’t phone it in.

[49:15] Challenger sale; sophisticated vs unsophisticated buyers

[50:35] Buyer’s journey, meeting them where they are, showing them what they want to see
when they want to see them. Don’t add friction to the process.

[56:14] EAT: Effort, Attitude, How you treat others

[58:13] Authenticity as a competitive advantage

Connect with John:
https://www.linkedin.com/in/johnbarrows/
https://jbarrows.com/
https://www.youtube.com/channel/UCl3nWS_0BoF6mENXDdkQuZA

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