The Anti Salesman - Ben's 1x1x1 - November 15, 2024 🚀
For those of you that are new here, every week I send what I call a 1x1x1.
One thought from my week.
One interesting find/tool from my week.
One image from my life.
Let’s dive in 👇
Thought from the week
I had 8 sales meetings this week.
50% were belly to belly which I love.
But I don’t think of them as sales meetings.
These are “value slap” meetings. My goal is to deliver as much value as possible.
Here is my kinda weird approach / mindset for making the most out of the 60 minutes I have with a new prospect.👇
I get to my meetings 10 minutes early.
I literally just sit in the car for 5 minutes and think about all the ways I can provide value in the short amount of time I have.
I get in the right headspace and then it’s go time.
First up - BIG question energy.
My questions are usually something like the following. Steal these 👇
- What is the biggest roadblock that is holding you back from reaching your goals (personally and professionally)?
- What would an amazing 2025 look like for you (personally and professionally)?
- What is something that would make your life easier?
- If you could remove one part of your job what would it be?
I actively take notes during our meeting, writing down key takeaways as well as ways I think we can support.
I then try to provide as much value during that 60 minutes in any way I can.
I rarely talk about our businesses. I just talk about how we can solve their problems.
After we part our ways with a handshake or a hug (I’m a big hugger)the final step of the “value slap” is the follow up email.
My follow ups usually contain one or the following:
- Introductions to new connections
- Resources that I think could be helpful
- Offer to have follow up meetings to dive deep on specific gaps or challenges we spoke about
I almost always ask for nothing.
“So Ben, when do you actually close any business?”
Money < Time, energy, and relationships
My process isn’t perfect, nor is it the most effective. But I share it because this mindset shift has worked for me.
I genuinely believe I’m helping that person sitting across the table from me and if it makes sense, we’ll do business together.
That mindset makes the job a lot of fun for me.
Interesting find/tool of the week
A little 9 minute motivation for your weekend.
“Letting go of something good, for the chance at something that you think could be great.”
Image from my life
In between seasons.