182: Why EVERYTHING you know about sales is wrong! With Bob Urichuck

This interview with Bob Urichuck was one of the most involving and rewarding episodes of the Salesman Podcast I’ve ever put out.

Bob’s philosophy of sales is very counter intuitive at first and I don’t think it’s perfect for all sales situations, but used at the correct time it’s very powerful.

We go back and forth and you’ll hear Bob quizzing my sales skills too.

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(click the time stamp to jump directly to that point in the episode.)

  • 1:33 Show intro
  • 2:21 Interview starts
  • 3:08 Why you need to do the opposite of selling to sell…
  • 5:21 How to ’empower’ the prospect
  • 8:36 Scripted VS Consultative
  • 13:33 Should you engineer the conversation to bring up pains?
  • 15:54 The process
  • 21:10 Do all conversations need to be centred around business?
  • 25:34 Is this all condescending?
  • 30:15 Importance of gut decisions
  • 36:50 Biggest deal Bob has ever closed
  • 43:54 Language used to get the prospect to tell you their budget
  • 47:04 One piece of sales advice
  • 51:02 Wrap up

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Resources mentioned:


BOOK: Velocity Selling: How to Attract, Engage & Empower Buyers to Buy




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