Jonathan Mahan and Jordana Zeldin: How to really “Practice” Sales

Make It Happen Mondays - B2B Sales Talk with John Barrows

Sales is one of the only professions in the world where we’re expected to take a training or read a book and immediately apply what we learned to a real-world scenario without much practice. Most athletes spend over 80% of their time practicing and less than 20% of the time playing the game.

Jonathan Mahan and Jordana Zeldin of The Practice Lab discuss with John the difference between practice, role play and memorization and how to structure practice so it makes a real impact on sales rep’s development and results. They also dive into the mentality you need to have for practice to be meaningful and how to teach genuine curiosity which is the super power of great sales reps. an online sales training platform. Jordana says that instead of rote playing and itches, sales professionals should provide "impactful questioning" of prospects, demonstrating "they're authentically curious in the context of a real conversation." Or as Jonathan puts it: “You can't truly sell in an enlightened, effective, top-of-the-line way, if you don't give a shit about what you're selling.” … Hear John Barrows describe being in the audience for a keynote that derailed into “one of the most awkward things I think I've ever experienced” — and get tips on how to avoid a repeat.

Connect with Jonathan on LinkedIn here:

https://www.linkedin.com/in/jtmahan/

And Jordana here:

https://www.linkedin.com/in/jordanazeldin/

The Practice Lab here:

https://www.thepracticelab.co/ - applications for the q1 2023 cohort are now open.

Wanna try this practice thing on for size?

Join Jordana and Jonathan on the third Wednesday of every month for WHEEL OF OBJECTIONS, a fun and free practice-based training on a fresh approach to tackling your most common objections:

http://lu.ma/tpl-wheel-of-objections