Meet Our “Influencer of the Week,” John Stopper!
| August 22, 2022
John Stopper, Founder of NorthStar8
Nominated by: Brynne Tillman
Enterprise sales specialist John Stopper is the founder of Northstar8, where he helps technology companies develop scalable revenue growth strategies as well as coach and train enterprise sales professionals on winning deal strategies using Northstar8’s Compass Selling system.
Connect with John on LinkedIn or through his website.
John’s Insights
For enterprise sales professionals, the key to higher sales and commissions is to shift your thinking from a sales professional to an investor.
Approach your prospect like you were going to invest $1 million of your money in their company. Who would you want to meet with? What would you want to know about their growth prospects? What are their strategic initiatives? How would they invest your money? What risks do they have that would prevent them from achieving their growth goals? And so on.
Be curious. Dig deep. Find the keys to their growth and the obstacles in their way, then position how your offering will support those strategic growth goals and mitigate their risks. This approach will triple your income! And when you’ve completed the positioning of your offering ask one final question: “Tell me how you see your business operating differently when my offering is fully implemented?” If they are clear in articulating a response, you have a deal. If they are not? You have more work to do. Good selling.
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