Happy Friday! This is Ryan Staley of Whale Boss where I share weekly insights to unleash the AI power! 🔥

Here’s what we got today:

• The Trust Triad 💪 

• Weekly Podcast Updates 🎧

The Trust Triad 💪

You only have one opportunity to make an impression that will last the entire sales cycle with a key executive.

I used the formula "The Trust Triad" to prevent executive attendance from turning into a one-night stand.

1. Company- when we didn't have relevance with our solution to the industry-specific problems while understanding what the ownership wanted, executives tuned out after the first meeting.

Our fix-

a. we tied our solution to solving the biggest vertical problems and were instantly relevant.

b. we knew if the company was public, VC or PE backed and adjusted our meeting messaging.

2. Person- After we provided relevancy, it earned us the right for them to share the key performance indicators they were evaluated on along with their personal goals.

Our adjustment-

a. After they saw we knew what we were talking about they would answer the question "how does this help you with your KPIs?"

b. Then they would be open to talking about what personal goals were important to them (ie. promotion, pay raise, bonus, etc.)

3. Connection-Since we were immediately relevant, and we aligned with their work goals, it earned us the right to talk to them about what was driving those goals.

Our execution-

a. a simple way to "hack comfort" is by talking to them in their preferred communication language. I use the DISC profile system to decode how to talk to them.

b. last, but definitely not least, is understanding their "why." This is the reason why they work so hard and have the goals that they do.

Just by consistently executing the first step, we differentiated ourselves vs. 85%-90% of our competition.

By doing 2 and 3, also we grew our close rate by a multiple of 2-3x while significantly decreasing ghosted and unpredictable deals.

It's a simple process that costs nothing but takes intention for understanding their business and them as people.

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