Elliot Edelstein

Most sales reps trigger sales resistance. It’s not their fault, but it's their problem. Top 1% salespeople know how to get their prospects to lower their guard. Here’s how to get ANY prospect to open up and go below the surface Scenario: Prospect tells you the problem or emotional pain they are feeling. ✅ How long has that been going for? Follow-up with: ✅ Ok so you’ve been having this problem for the last 18 months. Has that…has that had an impact on you/your business? They’ll probably say yes in some way. Then, ask this: ✅ Well, in what way though? When you get to this point, you want to ask NEPQ probing questions. Here are a few: ✅ Oh what you mean by that? ✅ Can you tell me more about that? ✅ Can you tell me more about that? ✅ What does that means for you when that happens? ✅ Can you unwrap that for me? ✅ Can you unpack that for me? When you ask probing questions like these, two things happen: 1. You show your prospect you’re concerned about their problems 2. The prospect will tell themselves how those problems are affecting them This makes closing the sale way easier because they feel so much “Internal tension” from where they are to where they want to be, that they feel massive urgency to want to CHANGE. Credit: JeremyLeeMiner on Twitter/X

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Most sales reps trigger sales resistance. It’s not their fault, but it's their problem. Top 1% salespeople know how to get their prospects to lower their guard. Here’s how to get ANY prospect to open up and go below the surface Scenario: Prospect tells you the problem or emotional pain they are feeling. ✅ How long has that been going for? Follow-up with: ✅ Ok so you’ve been having this problem for the last 18 months. Has that…has that had an impact on you/your business? They’ll probably say yes in some way. Then, ask this: ✅ Well, in what way though? When you get to this point, you want to ask NEPQ probing questions. Here are a few: ✅ Oh what you mean by that? ✅ Can you tell me more about that? ✅ Can you tell me more about that? ✅ What does that means for you when that happens? ✅ Can you unwrap that for me? ✅ Can you unpack that for me? When you ask probing questions like these, two things happen: 1. You show your prospect you’re concerned about their problems 2. The prospect will tell themselves how those problems are affecting them This makes closing the sale way easier because they feel so much “Internal tension” from where they are to where they want to be, that they feel massive urgency to want to CHANGE. Credit: JeremyLeeMiner on Twitter/X

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GONG SALES HACK Fewer discovery questions = higher win rates. Why? Your customers don’t feel like they’re under interrogation. But fewer questions means every word counts. Here’s how to nail it: 1️⃣ Find your top-performing reps with the lowest question rate 2️⃣ Review 5 of their recent closed/won deals 3️⃣ Ask Gong’s AI: »“Which discovery questions got the most detailed answers from [rep]?” 4️⃣ Listen to call snippets to catch framing, tone, and tempo 5️⃣ Note recurring questions that get great responses 6️⃣ Practice with a peer, then try it on your next call Better questions → better discovery → stronger business cases → higher win rates. 🚀 What Gong hacks are helping you win more deals?

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EXPERT ADVICE Take this tip from Brian LaManna, Gong AE and 6x President’s Club member: “The best sellers master -how- they ask questions. Each word in how you ask questions has a major impact. Will give you a few examples. 𝐏𝐮𝐥𝐬𝐞 𝐜𝐡𝐞𝐜𝐤 𝐦𝐨𝐦𝐞𝐧𝐭. ❌ Any Questions? ✔️ What has stood out the most so far? 𝐈𝐦𝐩𝐚𝐜𝐭 𝐦𝐨𝐦𝐞𝐧𝐭. ❌ Does this resonate with you? ✔️ What would this allow your team to do differently? 𝐂𝐥𝐨𝐬𝐢𝐧𝐠 𝐦𝐨𝐦𝐞𝐧𝐭. ❌ Did you like what you saw today? ✔️ If you moved forward, what's the first way you'd use our product? 𝐎𝐩𝐞𝐧-𝐞𝐧𝐝𝐞𝐝 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬: ↳ Start with How, Why, and What. 𝐂𝐥𝐨𝐬𝐞-𝐞𝐧𝐝𝐞𝐝 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬: ↳ Start with Did, Does, Is. Difference in how you ask questions is the difference in how they answer. And one answer can open up an entire deal cycle. Be meticulous.”

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HOT TIP Take this expert sales advice from Sunny Huang, Director of Strategy at Gong: “Top reps love this 5 word question - ‘𝗖𝗮𝗻 𝗜 𝗺𝗮𝗸𝗲 𝗮 𝘀𝘂𝗴𝗴𝗲𝘀𝘁𝗶𝗼𝗻?’ It's used 157% more by SDRs in successful cold calls. Why is it effective? People respond well to being guided & led. But no one likes to be told. Getting permission first via this question builds buy-in for whatever you're about to recommend. And it just *feels* much better. (6K calls analyzed, 56 SDRs, over 8 months at Gong)”

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Salespeople are not equipped with the tools of conflict management. “The price is too high.”- What do salespeople typically do? They fumble and quickly react out of fear. 😱 The first thing you need to do is… Breathe. 😮‍💨 You need to disengage before you can engage. In this episode of Sales Unfiltered, William Perry Vice President of Global Sales at Lucanet, speaks about Conflict Management He gives actionable advice on how reps can face conflict, be prepared, and well-practiced. “Without a good question, a good answer has nowhere to go.” 👏 The question you should be asking the customer if you get faced with this objection is… Watch the video ⬇️ And subscribe to our channel to watch the full episode when it goes live tomorrow! 🎥 🎥 Subscribe to our YouTube Channel here: https://lnkd.in/ee5a7S7g 🎧 Subscribe on Spotify here: https://lnkd.in/eGhv44xM *Available on any podcast platform #SalesUnfiltered

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Salespeople lose deals long before the pitch even starts. Not because they lack skill but because they lack belief. You can memorize every script, every objection handler, every closing line… But if you don’t believe in what you sell your prospect will sense it instantly. Here’s the real formula that drives sales: Sales = Skill × Conviction Even a 2/10 rep with 100/100 conviction can outsell a 9/10 rep with doubt. So instead of learning more scripts, start doing this: • Understand your buyer’s pain better than they do. • Connect your offer to their transformation, not its features. • Believe in the impact your product creates. When belief rises, energy shifts. And when energy shifts, sales follow. 👉🏻 Follow Salesconomics for more such amazing content 👉 Follow Sales Tips for no-fluff sales tips.

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Sales training fixes today. Sales development builds tomorrow. Most sellers only focus on one. Top reps invest in both. ⇢ FREE RESOURCE: Sales Cheat Sheets (Discovery, LinkedIn, Methodologies) https://lnkd.in/es-yBAN9 Let’s break the difference down: 🛠 Sales Training = Immediate Performance Skills Building Process Improvement Technique Refinement Tactical Focus Helps you close the next deal faster. But it ends at execution. 🚀 Sales Development = Long-Term Growth Career Growth Leadership Preparation Strategic Thinking Personal Branding Prepares you to lead the room — not just pitch in it. The sweet spot? 📍Growth Commitment 📍Continuous Improvement 📍Learning Mindset That’s where top 1% reps live. What do you need right now: learning or growing? 👇 Drop your answer below. If you liked this post, you’ll love SalesDaily. ✔ Battle-tested tactics ✔ Cold email & call frameworks ✔ Daily insights from real sellers Sign up here: https://lnkd.in/eY5439tT

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Cold calling isn’t scary. It’s just unstructured when done wrong. Here’s the practical system behind effective cold calls: • Write one problem per sticky note (not features, not pitch lines - real problems your ICP faces) • Stack them in call order Problem #1 → #2 → #3 You move down only if the prospect doesn’t react • Your opening line should reference one problem only No company intro. No product name. • Ask a binary question “Is this relevant for you right now?” Not open-ended. Not fluffy. • If they say “no” → move to the next problem If they say “yes” → pause and let them talk Cold calling fails when reps try to sound smart. It works when reps sound clear. 👉🏻 Follow Max Bender on Instagram for more such amazing content 👉 Follow AI Sales for no-fluff AI sales tips.

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Single-thread = single point of failure. 🧵 Morgan J Ingram shares a proven Sales Navigator strategy every seller needs: de-risking your pipeline through smart multi-threading. Here’s how to do it: 1️⃣ Filter for people who follow your company 2️⃣ Check your champion’s connections to find hidden stakeholders 3️⃣ Build a stakeholder map: decision-makers, exec buyers, champions, and blockers 4️⃣ Use warm intros to build relationships and reduce risk Bonus: Save these contacts to a list so you’re ready when people shift roles mid-cycle. This isn’t just smart — it’s deal insurance. What’s your go-to multi-threading move? Share it below 👇 #SalesNavigator #B2BSales #SalesTips

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𝐍𝐨𝐭 𝐞𝐯𝐞𝐫𝐲 “𝐧𝐨” 𝐦𝐞𝐚𝐧𝐬 𝐧𝐞𝐯𝐞𝐫. In channel sales, it often just means “𝘯𝘰𝘵 𝘯𝘰𝘸.” Too many salespeople get discouraged when a CP says: • “Sir, client is not picking up.” • “Family dropped the visit.” • “They’re looking elsewhere.” But here’s the truth: Great channel sales managers don’t just chase leads — they 𝐛𝐮𝐢𝐥𝐝 𝐫𝐞𝐜𝐚𝐥𝐥. They follow up without being pushy. They stay relevant without being desperate. They plant trust — so when the client is ready… 𝐰𝐞’𝐫𝐞 𝐭𝐡𝐞 𝐟𝐢𝐫𝐬𝐭 𝐧𝐚𝐦𝐞 𝐭𝐡𝐞𝐲 𝐫𝐞𝐦𝐞𝐦𝐛𝐞𝐫. Because in real estate, success doesn’t always come from the first visit. It comes from 𝐡𝐨𝐰 𝐰𝐞𝐥𝐥 𝐲𝐨𝐮’𝐫𝐞 𝐫𝐞𝐦𝐞𝐦𝐛𝐞𝐫𝐞𝐝 𝐰𝐡𝐞𝐧 𝐭𝐡𝐞 𝐛𝐮𝐲𝐢𝐧𝐠 𝐢𝐧𝐭𝐞𝐧𝐭 𝐫𝐞𝐭𝐮𝐫𝐧𝐬. Let’s build brands, not just bookings. #ChannelSales #RealEstateInsights #SalesMindset #PiramalRealty #TrustWins #LuxurySales #LeadershipInSales

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What separates an average sales rep from a top performer? Both Reps make 800 dials... but the results couldn’t be more different. ✅ Top reps get 2.5x more connects ✅ Top reps book 9x more meetings But why? Top reps aren’t making any more dials - but they are dialing smarter. They know how to navigate the suck of a cold call from opener to objection. These three metrics dictate the number of meetings you'll book per 100 cold calls. 1. Connect Rate 2. Set Rate 3. Show Rate. Once you learn how to get these metrics up, you'll be on track to make it to President's Club.

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 Most deals don’t fail at closing. They fail way earlier because you chased the wrong prospect. 👉That’s why qualification is everything. I call it the 5-Step Deal Qualification Cycle: 1️⃣ Verify Pain 2️⃣ Confirm Budget 3️⃣ Map Decision Process 4️⃣ Assess Fit 5️⃣ Evaluate Competition If you master these, your close rate skyrockets. Stop chasing “maybe.” Start closing “must-have.” ➡️ Swipe the carousel for the full breakdown. ❓What’s the first question you ask when qualifying a deal? 👥 Follow me for more sales strategies that help you win smarter, not harder.

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Salespeople face a new reality: modern buyers are more informed and decision-making is more complex. In his book "How to Sell to the Modern Buyer: 52 Sandler Rules for Sales Success", Sandler's Executive Chairman David Mattson, reveals how top sellers stay ahead by: ✅ Navigating the new landscape of digital buying ✅ Adapting a proven-sales methodology to a modern context ✅ Staying in control and cultivating influence 🔗 Read a free chapter of "How to Sell to the Modern Buyer" here: https://lnkd.in/ev4KHN2r #SalesBook #ModernSales #SalesSuccess

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Reps don’t need more tools. They need a teammate they can trust — one who understands the deal context, works proactively, and shares responsibility for winning. That’s what Ava does. In this video, Matthew D. shows how he partners with Ava to build a compelling value case in under 60 seconds. ❌ Not just a deck. ❌ Not just a generic write-up or summary. But a clear, expert-level, aligned case for change, tied to what the CRO cares about, ready for his champion to drive the deal forward internally. Sound too good to be true? See Ava in Action at UNXPCTD on Aug 26: https://lnkd.in/eJ3HgsUX 🎥 https://lnkd.in/eFgaaXk6 #MorePowertoSales #AISalesAgent #B2Bsales

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