The best salesperson I’ve ever worked with talked wayyyyyyyy less than you’d expect during calls.
He’d ask one question → go quiet → let the prospect fill the silence.
On repeat.
He talked less than anyone, and closed 10x more than everyone. ✅
There are two ways to handle a prospect who goes quiet on you:
Path A: ask another question about what they need, then shut up.
Path B: ask something desperate like:
And if that doesn’t work:
Yikes.
Path A wins, every time.
(These are real texts Sam Altman sent his board while being fired, published in the Musk v. Altman lawsuit last week. Same energy as bad SDRs 😅)
Sales tactics every marketer should know 💰
I know, I know.
This is a marketing newsletter.
But I’m the Director of Growth at Wiz. We grew from zero to over $1B ARR faster than almost any company in history. For years, my desk was ten feet from the revenue team that made it happen.
I heard more calls, more post-mortems, more wins and losses than I can count. I’m convinced I’m a 10x marketer because of it. 💎
Here’s everything I know about sales ↓