The Sales Hacker Podcast
The Sales Hacker Podcast

Episode 172 · 2 months ago

Friday Fundamentals: Espionage tactics that help you sell


Friday Fundamentals 172: Jeremy Hurewitz

Everybody gets. Sam Jacobs. Welcome to the SALESACER podcast. Happy Friday. It's Friday fundamentals. You know Friday fundamentals, that Short, five to ten, in a format where we bring you actionable insights to help make a difference in what you do. Today we've got this week's guest back on the show, Jeremy Hero. It's Jeremy is the creator of the new sales methodology sell like a spy. He's teaching a classroom pavilion, he's writing a book, he's a corporate speaker and he's leveraging decades in the corporate, security and espionage worlds to teach people how to sell like a spy. So we're going to ask him how to do that. What's the number one secret to selling like a spy? Before we get there, we want to thank our sponsors. The first sponsors outreach. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities and scaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective and improves visibility into it really drives results. We're also sponsored by pavilion. Pavilions the key... getting more out of your career. Make sure you take advantage of the pavilion for teams corporate membership and enroll your entire go to market team in one of our industrying courses, industry leading schools and courses, including marketing school and Sales School, Sales Development School, revene Operation School and, of course, our new course. Sell like us by unlock your professional potential with a pavilion membership. Gets started today. Joined pavilioncom Jeremy. Welcome back to the show. Thank you, Sam. So, our question for you today is this. We are intrigued. We want to we we think we want to sell like a spy. It sounds like something people would want to do. What's the what? How do we start? What's the number one principle of selling like a spy? Yeah, it's an interesting question. What the number one principle is? What I can tell you is that we we talk about we have spy quotes in the in the cell like a spy principles, where their direct quotes from intelligence professionals that we build off of, and my favorite spy quote is every good intelligence officer has a real bond with their target on some level and in some regard, and that to me is just so to the...

...heart of the matter of things and might build on is that it's about connection and not deception. Despite all the things you see in Hollywood and and you know TV, that that spies are doing all these nefarious things, they're really trying to connect with people and they connect from such a startlingly wide array of cultures and humanity and often people that they really would not spend time with normally, like, you know, terrorists, criminals, you know, really diplomats from some bad places, and they have to connect with these people. So that's the really the heart of it. And there's a saying within in the CIA and that spies convinced, thugs coerce. So it's really all about winning people over and they try to practice a tactical empathy or radical empathy, trying to find a kernel of good or something interesting, some means that they can connect to. You know, that terrorists, that that that criminal, whether they're actually they love their family, where they're really devoted to, you know, their community, despite you know, all the other negative things they do. They look for ways to connect with people, and I think that is...

...such a great thing to think about in the sales world, because we have to sell to all different types of people. You know, sales people can sometimes be dismissed. You know, they're people are suspicious of them because they're we're looking to separate them from their budget. So, you know, actually having a way, a different means to get to know people and try to do that, I think, is the number one principle that I would suggest for people. If people are struggling with empathy, do you have like a tip for how they can sort of like lean into it a little bit to develop the skill? Yeah, I mean take it as a challenge. There's the Abraham Lincoln quote that I mentioned to you. I don't like that person. I must get to know him better and, you know, really make it a challenge to say, look, that person is not somebody I'd spend time with right you know, don't really appreciate how I'm being treated. But instead of getting offended, what if you just kind of turn around and say, how do I get this person to be a little friendlier to me or how do I find a way, whether it's flattery, whether it's just burnishing my own credentials. How do I think about how to get this person to, you know, treat me, as you know, a human being,...

...and I talk a lot about humanizing yourself and I have, you know, anecdotes to share about that and making your cell vulnerable. So there's a number of different tactics you can use that we go over in the course to try to find an avenue to connect with somebody when that connection feels very difficult. Makes a lot of sense. Jeremy, remind us if folks want to get in touch with you, what's the best way? Yeah, either find me on Linkedin, Jeremy Hurwitz, hure Wi Tz, or you can email me Jh at challenger. He'll CONSULTINGCOM. Awesome. If folks want to reach out to me, they can. You can email me. Sama, joining pavilioncom otherwise, thanks to our sponsors, outreach, tripling the productivity of salespeople the world over and pavilion, through which you can take the cell like a spy. Course, Jeremy Thinks. So much for being our guest on the show this week. My pleasure. Thanks for having me, Sam. It was great avenue. Look forward to looking forward to the course thank you,.

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