When Yannic Jost, Sr AE at Doctolib, sat down with us, he made it clear that his path to +150% quota achievement for 3 years in a row is closely linked to his philosophy called: You had me at Hello!
Aka: The first impression is everything!
That's why he always walks in with one line ready to make the other person smile. Not a script as such, but a pattern-interrupt with a wink. 😉
Why it works
A cold call or a first visit is a stranger interrupting someone's day. Most reps open with an apology in their voice. Yannic opens with a smile and the tone of the whole conversation shifts before he's said anything about the product.
A few of his openers (translated from the original — they're even better in German ):
Cold
"Hello, I just wanted to briefly introduce myself, though 'briefly' is a very flexible unit of time!"
"Morning, Mr./Mrs., we have the perfect solution for you. You just don't know it yet!"
Follow-up
"Hi Mr./Mrs., I wanted to quickly ask: Do you miss me yet? Just hoping this doesn't become chronic between us!"
Objection: "Just send me the documents"
"Gladly! The documents are 1.85m tall and will drop by in person. With insurance card, if you insist!"
Yannic's Sales Style is all about wit and a smile on his face. We are all humans after all and as such, deserve the same respect no matter where we're coming from. That's exactly why he not only hit +150% 3.5 years in a row, but also made Top Performer Club last year too!
Three ways to put it to work
1. Walk in with one line ready to make them smile. Not a pitch! But a pattern-interrupt. 🤗 A warm, slightly cheeky opener resets the whole tone before you've mentioned the product.
2. Let humour carry the objection, not defensiveness. "Send me the documents" doesn't have to be a dead end. A light, human reply keeps you a person instead of a PDF.
3. After the price, say nothing. Name it, then hold the silence. The urge to fill it is you negotiating against yourself. Let the prospect fill the space. They'll often justify the number for you.
📅 Next Stop: Enterprise or Scale Up! What type of seller are you?
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We're sitting down with Camille von Arnim, Sr. Director Sales @ Doctolib | Ex-Head of Growth Sales Amazon, to discuss YOUR best next career steps.
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