21 Aug 102 – Chess vs Checkers: The Scientific Approach to Sales | Gabe Moncayo
Gabe Moncayo (@Gabemoncayo) is the founder and CEO of Always Hired, an online platform that focuses on sales development rep (SDR) training, workshops, and direct recruitment strategies for tech companies. Gabe spent the last three years developing a training program specifically targeting SDR’s who have had no prior experience in the field.
Growing up, he was fascinated by the human psyche, observing and absorbing in-depth perspectives from his parents as they discussed unique solutions to complex social issues. This deep curiosity of sociology led him to his first sales role in non-profit fundraising. As a lifelong student of how humans work, he takes pride in being a leader, striving to put holistic organizational success as the highest priority instead of hyper-focusing on individual triumphs.
In addition to the pursuit of understanding human behavior, Gabe has structured his sales success around sales binary and creating processes and formulas that can be adapted to numerous scenarios. By adjusting tone to fit the personalities of his clients, from enterprise to small business, he improved his prospect contact rate and overall efficiency.
- Remind Prospects of Their Priorities: When you’re talking with a prospect and seem to be slipping or losing ground, it’s your responsibility to remind them of why they’re even in the conversation to begin with. Ask them questions that harken back to the pains they’ve divulged, the goals they’ve shared, and try to dig into the emotional side of their brain. Remember, they are the ones that have the problem, not you.
- Email Should Not Look Automated: With nearly everyone trying to use some sort of automation these days, it’s very important to humanize your outreach. By that, I mean you should make it to the point that with every email you send, literally no one else could have been sent the same message. Some of the things Gabe mentioned and that I’ve seen work as well are: all lowercase subject lines, super short messages that get right to the point, any kind of personalization, and yes, even misspellings from time to time.
- Tailor Your Words, Tone, and Body Language: How people interpret you is guided by their social environment and background. What you think a word means could be received completely different by someone who grew up in another part of the country. Additionally, tone, the way you say something, can also change the meaning behind the words you say. It some circumstances it can even change heart rate and body language. These are things to keep an eye on while having conversations with prospects to make sure what you’re meaning to do is received how you’re expecting it.
- Secrets of Question-Based Selling by Thomas Freese