The Science of Selling
The Science of Selling
What we can learn about the science of selling
Hey there friends -
It’s the age-old debate. Is sales an Art or a Science?
I’m on record as answering this with an emphatic: YES! (it’s both).
If we don’t learn and practice the science, we’ll likely miss opportunities to grow, get better and win.
On the other hand, if we are so robotic and methodical, ignoring social cues, listening, and empathy, then we’ll also get stuck where we otherwise, would have accelerated.
Today’s email is more on the science of selling, and what the science says.
In this week’s edition of Stretch Weekly -
Joe Marcin talks about a turning point in his career that led him to discover the triangulation of bringing experience, data, and the art of selling together.
Michael Thompson shares the science on the more you give people an out, the more they just decide to hang around.
Plus - don’t miss scientifically charged snippets to help your team master the art of selling. :)
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Mastering the Science of Selling
This is a good, quick episode with the Reveal team and Joe Marcin, CRO at Kyriba, as he talks about a turning point in his career that led him to discover the triangulation of bringing experience, data, and the art of selling together to help him make great business decisions.
Highlights:
Understanding the art and science of selling
Fail fast and stay focused on initiatives that are working
Stay committed and disciplined to chosen methodology and process - whichever one you choose
Success indicators = leading indicators
Use data to help guide direction (his story of MidMarket vs. Vertical focus)
Use science (and data) in the hiring process
According to Science, These 4 Words Make You Instantly More Persuasive
Check out this quick article from Michael Thompson talking about - based on science - how the more you give people an out, they may just decide to hang around.
“You will probably refuse….”
“This may not be for you….”
“You can walk away at any time….”
“Do you know someone who may be interested in….”
“You may not be the best person for this…”
Persuasive phrases like these get people curious. Not only that, but you may also find that by giving people an out and the freedom to choose, they decide to hang around and hear you out.
STRETCH SNIPPETS
🧬 Listen to Mark Roberge talk about his journey in scaling sales teams in SaaS and the science and psychology that goes into it.
🧪 David Priemer, (Author of an amazing book - Sell the Way You Buy) shares critical lessons for injecting scientifically proven messaging, discovery, and objection-handling tactics into your sales motion in this SalesHacker Webinar.
🥼 Belal Batrawy says is you’re getting asked about pricing you’re already at a disadvantage. He recommends a science-based method of talking about pricing upfront without waiting to be asked.
⌚️ Fun excerpt from one of my favorite podcasts My First Million (Sam Parr and Shaan Puri) on the Psychology tricks Rolex uses to sell more watches. Hint: Scarcity. How can we tailor this to those of us in SaaS?
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
Are you a VP, Director, thought leader, or content producer in the SaaS space? We’d love to have you contribute. Just reply to this email and I’ll be in touch.
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