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Ever wonder why your meeting requests keep getting ignored? In this eye-opening episode, I pull back the curtain on what really happens when you pitch a potential buyer and why most approaches fail miserably. Drawing on my experience of receiving 10-12 pitches daily, I break down the psychology behind why the same boring templates and self-centered approaches get immediately dismissed.

The truth is startling but simple: nobody cares that you're trying to hit your quota. Decision-makers calculate their time's worth in hundreds of dollars per hour and are naturally skeptical after past disappointments. When you ask for a "quick 15-minute call," they're mentally translating that to 30+ minutes and asking, "Is this worth $200+ of my time?" Without establishing credibility and differentiating yourself first, the answer is almost always no.

I share practical strategies for standing out from the crowd by flipping the traditional approach. Instead of asking for time upfront, start by depositing value—share insights, provide unexpected help, or demonstrate you've done your homework. Connect every meeting request to a specific, better outcome for the buyer. Ask questions that make them stop and think, disrupting their automatic filters. Most importantly, meet them on their terms, not yours.

The modern sales landscape demands a consultant mindset rather than product-pushing. Focus entirely on the buyer's future state and how your solution creates meaningful improvement from their current situation. This investment-first approach not only increases your chances of securing meetings but builds the trust foundation necessary for successful, long-term relationships.

Ready to transform your approach? DM me on LinkedIn or email mike@survivingoutsidesales.com for a free 30-minute consultation where we can discuss specific strategies tailored to your situation.

Support the show

To connect with the show: Subscribe, Download & Share!

Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!

Connect with Mike:
Website: Mike O'Kelly
Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn

Click to join: Surviving Outside Sales Page on LinkedIn
______________________________________________________________________
If you are in outside sales and have had any of the following:

- New to Outside Sales
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com

Send us a text

Support the show

To connect with the show: Subscribe, Download & Share!

Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!

Connect with Mike:
Website: Mike O'Kelly
Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn

Click to join: Surviving Outside Sales Page on LinkedIn
______________________________________________________________________
If you are in outside sales and have had any of the following:

- New to Outside Sales
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com

Send us a text

Success in outside sales requires more than just closing techniques – it demands a strategic approach that includes finding the right mentors and developing comprehensive skills beyond the traditional sales pitch.

• Summer is not the time to stop selling – use this time to make hay while working on your craft and skills
• Most sales advice focuses only on tactics and mindset but neglects the foundational elements
• Closing is important but there are many crucial steps that happen before you get to that point
• You need three types of guidance to excel: a teacher, a trainer, and a coach/mentor
• A teacher provides knowledge about the technical aspects of selling beyond just features and benefits
• Small details matter – like parking far from the business entrance to leave space for paying customers
• A trainer helps with skill development through repetition and implementation of what you've learned
• A coach/mentor guides you after implementation, helping you improve based on real experience
• Working with experienced professionals accelerates your success by helping you avoid common mistakes
• The sales world is increasingly competitive, making proper guidance more important than ever
• Speed and quick decision-making are essential in sales success

If you're interested in getting on a complimentary 30-minute strategy call, the link is in the show notes, or reach out to me on LinkedIn.

Support the show

To connect with the show: Subscribe, Download & Share!

Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!

Connect with Mike:
Website: Mike O'Kelly
Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn

Click to join: Surviving Outside Sales Page on LinkedIn
______________________________________________________________________
If you are in outside sales and have had any of the following:

- New to Outside Sales
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot

If any of those descriptions sound like you or someone you know,

If you want to have a conversation about:

- Scheduling a strategy call for your next move
- Help building your business or territory

Reach out to me:

Schedule a FREE consultation

or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com