Chris Beall and his company ConnectandSell have created the ultimate excuse eliminator with their power dialing product. 

Instead of spending all day researching, calling switchboards, sending pointless emails and generally not talking to anyone, SDRs can now just press a button and get conversations delivered to them instantly. 

How do they do it? It all starts with clean data, loaded to their system, where their program does the work to deliver you teed up conversations with qualified prospects. What could be better? 

Tune in this week as we explore the metholday and how you can use these principles to accelerate your success. 

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Notable Quotes: 

            “I’ve also always believed that—and maybe it was as a door to door salesman that I learned this—that the human voice has magic in business.”

                                                            – Chris Beall 

“That also explains why most sales situations—most pursuits as we might call them—fail. They end with no purchase whatsoever because none of the sellers exceed that threshold of trust with the buyer. They don’t become more trusted than the buyer trust themselves.”
                                                            – Chris Beall           

Brief Summary

            Apparently, you only have seven seconds in a conversation to build trust. If you’re an SDR, you’re reaching out via emails and cold calls, how can you leverage that seven seconds and get the person you’re talking to to trust you?

            In this episode of The Sales Development Podcast, we’re talking to ConnectAndSell CEO, Chris Beall, to walk us through the psychology behind how you can get your potential client to trust you and give you an edge in your career.

Today’s Guest: Chris Beall

                         Christ Beall was in the solar energy space before he got an email from a friend asking him to meet with ConnectAndSell’s CEO at the time, Sean McLaren. With his obsession with using the magic of the human voice, and after several title changes, he landed himself as the current CEO of ConnectAndSell.

The episode touches on the following key topics and ideas: 

  • David introduces the episode’s guest, Chris Beall (00:58)
  • Chris Beall, Sean McLaren, and becoming the CEO of ConnectAndSell (01:25)
  • Choosing ConnectAndSell over the solar company in Tucson (04:13)
    • B2B buyers are cautious buyers (05:55)
    • Leveling the human voice to build trust (07:10)
  • The gap between digital connections and human connections (09:20)
  • The real problem sales development needs to address (10:30)
  • The surfboard analogy and psychological starting points (11:38)
  • The rep is dead within the first seven seconds of the call (14:40)
    • What to do in 7 seconds to get someone to trust you (15:45)
  • What to do after a bounced off response (18:31)
    • The journey of sales development from first touch (20:20)
  • The two things people are curious about and how to leverage that in your sales script (21:50)
  • Why you shouldn’t sell something on the first call (25:05)
    • Use no category language (26:29)
  • The benefits of shifting to getting 15 minutes on the calendar (28:25)
  • You don’t need to research the person you’re cold calling (31:55)
  • Tying in the feeling of togetherness (35:02)
  • The true aim and goal of your discovery call (37:15)
  • Find out what resonates with your potential buyer (39:30)
  • Enough information to feed the system (43:20)
  • Targeting reasonably well (46:03)
  • Where to get in touch with Chris Beall (52:00)

List of Resources Mentioned in the Episode 

Get it on Barnes and Noble | Walmart | Amazon

  • Sales EQ: The Ultimate Guide to Leveraging Sales Specific Emotional Intelligence to Close Any Deal by Jeb Blount
                Get it on Barnes and Noble | Walmart | Amazon

Enjoyed this podcast? Want to listen to more episodes to enrich and accelerate your sales career? Hop on over to Tenbound.com!

Next Episode: https://tenbound.com/podcast/episode-165-jesse-rothstein/