This episode of The Rebekah Panepinto Project features a conversation with Brad Seaman, CEO of MonsterConnect. Phone prospecting can go right if a certain human element is present. Brad shares why people talk about personalization now and how it is driven by the desire for a human connection. He shares a couple of anecdotes that highlight this, from why people who hate drive-thrus keep using them to feeling pressure from a car salesman. Brad also talks about his podcast Decision Point, its recent refocus into sales, and how it has been an irreplaceable relational builder. HIGHLIGHTS Cold calling and personalization: Always do your homework The drive-thru: Behavior is shaped by a craving for human interaction Buying a Bronco story: Don’t pressure people into buying Decision Point: Refocusing from mental toughness to sales QUOTES Brad: “I don’t think phone prospecting has to be intrusive if you do your homework.” Brad: “I think we got to be really careful when we ask people how they feel about certain things, like the sales cycle, like do you want to deal with a salesperson? Okay, I’m going to tell you no but Culver’s, Chick-fil-A… I guarantee 90% of those people would say they hate the drive-thru but they’re doing it anyway.” “So the question I think you have to ask is are they doing it because they’ve created a pattern that they can’t break or are they doing it because they’re craving human interaction? And it could be a combination of both.” Brad: “People don’t like to feel pressured. And I think particularly as we’re talking about phone prospecting, I’ve been thinking about this a lot, actually I think I’m going to get on the phone and try this as a tactic, which is hey Rebekah, here’s why I’m calling you, and I’m just trying to have a conversation with you.” Brad: “If you’re thinking about doing a podcast, it probably is very helpful to find somebody, whether it’s a Salescast or somebody else to produce your show… I think it’s worth paying for, the creation and not getting stuck.” See Rebekah’s episode on Decision Point here: https://decisionpoint.libsyn.com/sell… Find out more about Brad and MonsterConnect in the links below: LinkedIn: https://www.linkedin.com/in/brad-seam… Website: https://monsterconnect.com/
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