Sales Prospecting Summit by Mailshake Presents

How Do You Get Prospects to Open up to You?

With Carole Mahoney from Unbound Growth

What you’ll learn in this session

Nearly no one trusts salespeople, not even other salespeople! So it would seem natural that people don’t want to share information with you, they’re afraid you will use it against them to manipulate them into buying. How do you deal with that in your conversations? How do you get prospects and buyers to trust you when they are closed off? Carol Mahoney, sales coach and founder of Unbound Growth, shows you how in this session.

Key Takeaways

  • How to recognize a call where a prospect is withholding information

  • How most people handle it, and why the common approaches get it wrong

  • Carole’s “pink elephant strategy”, and why calling it out directly is the best way to get through it

  • How to “prime” your prospect at the beginning of a call to gauge their level of trust and set up your conversation

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headshot thumbnail of Carole Mahoney

About Carole Mahoney

As the founder of Unbound Growth, Carole has been featured as a top sales coach by Sales Hacker and Ambition, and has coached Harvard Business School Entrepreneurial MBA students on sales. Salespeople who have been through her coaching programs have gone from on-plan to top salespeople and closed the largest deals in company history. Sales managers have coached their teams to over 130% of quota and increased customer retention to over 98%. Sales executives have cut their hiring time in half and increased the success of sales hires by over 90%.

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