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The Sales Evangelist

Using Hook points How do you grab your prospects’ attention? Sales reps all have their unique strategies and in this episode, Brandan Kane talks about his methods of capturing peoples’ attention. 

Getting to know Brendan Kane 

Brendan Kane is a growth strategist who helps brands, corporations, celebrities, B2B, and B2Cs stand out in saturated markets. He started out in the entertainment industry managing the digital divisions for two movie studios and realized he was an entrepreneur. That’s when he started building technology platforms and licensing them back to big media companies. 

Grab your prospects’ attention

  • It’s important to understand that there are over 60 billion messages sent out on digital platforms each day. It’s a noisy and saturated world. This means you’re no longer just competing against your direct competition, you’re now competing against every piece of content. 
  • Crafting a message is a skill. You must use hook points to grab your prospect’s attention. The first 3-5 seconds are your only windows to create that pattern interruption. 
  • Hook point is designed to win the first part of the conversation. There are three pillars to design hooks: Getting somebody to stop, formulating a story to maintain their attention, and doing it authentically. 
  • One of the biggest mistakes that people are making is saying the same things repeatedly. Create a pattern interruption and be creative. 
  • Brendan Kane uses subversive expectations. It’s a great way of flipping things on its head. It’s different from clickbait. 
  • When the interruption has been made, the next step is to maintain interest by telling a story that correlates to the interruption. This story is actually a message about how you can provide value while offering solutions for their pain points. 
  • Most people make the mistake of creating a story based on how they perceive the world when it should be from the prospect’s point of view.
  • These days, it’s less about the content and more about the context. Most people have solid content but they don’t contextually package it in a way people listen and latch onto it. 

How to Grab Your Prospect’s Attention In 3-5 Seconds Using Hook Points” episode resources 

Check out Brandan Kane’s LinkedIn profile or watch his free masterclass on creating hook points. 

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This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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