SHOW SUMMARY

We are often taught that the simplest solution is often the correct one. With today’s modern technology, sellers today often forget that the easiest and best way to know more about your customers is to just ask them the question. In this episode of the Love Selling Hate Sales podcast, our host Joshua Wagner talks to Alpha Inbound CEO Nigel Thomas about his direct approach to sales and what it takes to turn prospects into paying and loyal customers. 

HIGHLIGHTS

• A good product is important, but you still need to sell it 
• Sales is about conviction, control, and being unforgettable 
• Most people love talking but hate listening
• Just talk to your customers 
• What a good discovery call looks like 
• Always answer with a story 
• Your team needs to have really good unit economics 
• You have to know the business of their business

QUOTES

Nigel on making an indelible impression: “At the end of the day, when you show up for that call for the first time, you’ve never met that person, you’ve got about three seconds to make an impression, probably less. ‘What is it going to be? Is it going to be different to everyone else they’ve spoken to today?’ Because guess what, if it’s not, they’re gonna forget you in a heartbeat.”

How to find out what Suzy is having for lunch, according to Nigel: “Imagine you’re in a park somewhere. Suzy is over there sitting on a park bench. You got to figure out what she’s having for lunch. And again, how are we going to do that? We can do some research. We can go on Google. We can figure out where Suzy is on social media. We can go to the most powerful technology platforms and build out an incredible algorithm and predict what exactly she’s going to have for lunch. Or, we’re just going to go and ask her.”

Connect with Nigel  through the links below:

• LinkedIn: https://www.linkedin.com/in/nigelthomas-ai/
• Email: nigel@alphainbound.com

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com