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7thlevelhq · 5 years ago

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Feeling the Full Impact of N.E.A.T. Selling – with Richard Harris

My guest today has over 20 years of technology and SaaS experience in sales training, operations, sales leadership and Sales Consulting. He has built, led and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. He is also the current Director of Sales Consulting and Training for SalesHacker and is a regular speaker at the various Sales Hacker events, workshops, and SalesStack conference. Some of the companies he consults include Zoom, Google, Salesloft, Visa, & PagerDuty…just to name a few.

Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

Richard’s Website – https://www.theharrisconsultinggroup.com/

Richard’s Cell # – (415) 596-9149

Richard's LinkedIn – Connect with Tom on LinkedIn

3 Value Bombs

Economic impact is more important than ROI in terms of determining the impact on your overall organization.

Never use Budget or Price. Reframe it to “Commercial Terms.”

Any time you can ask a question that causes the prospect to say, “That’s a really good question,” This is how you know you are on the right track. Please stop saying “does that make sense,” particularly in your demos. Instead say: “How does this compare to what you are currently doing?”

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VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Feeling the Full Impact of N.E.A.T. Selling – with Richard Harris

3:48 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

Started upselling Jolly Ranchers in grammar school.

Salesperson for the Gap.

6:20 What does N.E.A.T. Selling mean? ‌

Need

Economic Impact

Access to Authority

Timeline

11:10 Why do you hate the phrase ROI?

No one believes the R they only believe the I!

What are we trying to solve how are we getting there

Economic impact is more important than ROI in terms of determining the impact on your overall organization.

Never use Budget or Price. Reframe it to “Commercial Terms.”

People don’t buy from people they like; they buy from people they trust.

It doesn’t mean that likability doesn’t matter, it’s a subset of trust.

11:10 Why is trust so key in trust in our time?

Authenticity is important.

Trust matters. “Earn the right” to ask questions.

All about the open ended questions.

Self-persuasion – getting the prospect to persuade themselves.

My job is to reduce the risk you feel in making this decision.

You need to detect yourself from the end result in the sale and instead focus on whether or not there is a sale to be made in the first place.

Find out the root cause of the problem and how it is affecting them.

23:19 What’s one question someone in sales should be asking their prospect to get them to think about their situation and want to change?

Alway reframe and ask what’s driving this conversation today?

This is what we are trying to accomplish in today’s conversation. Is there anything that has changed before we start the conversation?

This establishes trust in the relationship and involves the prospect.

What should you listen for in your sales calls? Any time you can ask a question that causes the prospect to say, “That’s a really good question.” This is how you know you are on the right track.

Please stop saying “does that make sense,” particularly in your demos. “How does this compare to what you are currently doing.”

Checking For Agreement questions.

28:20 What’s the best way a salesperson can create urgency in a sale to reduce their sales cycle time especially in a complex sale?

You have to help them realize how economically impactful this decision is right now for them. Quantify it with them and for them to get them thinking about the ramifications of prolonging the decision.

30:04 Where can our listeners learn more about you and your company so they can start learning these skills?

Richard’s Website – https://www.theharrisconsultinggroup.com/

Richard’s Cell # – (415) 596-9149

Richard's LinkedIn – Connect with Tom on LinkedIn

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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7thlevelhq · 5 years ago

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How Learning to Hunt Big Sales Can Become Your Job Security Over the Next 5 Years – with Tom Searcy

My guest today is a nationally recognized author, speaker, and the foremost expert in large account sales. His methods of unlocking explosive growth were developed through years of real-world success. By the age of 40, he had led four corporations, transforming annual revenues of less than $15 million to more than $100 million in each case. Since then, he founded Hunt Big Sales, a fast-growth consultancy and thought leadership organization. With his guidance, Hunt Big Sales clients have landed more than $5 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple and hundreds more.

Tom’s Website – https://www.huntbigsales.com/

Take an online assessment for your company

Get access to a How To Sell In Place program

Tom's LinkedIn – Connect with Tom on LinkedIn

3 Value Bombs

The ability to speak like an expert is key to becoming top 1%. If you have to ask me what my problem is, you’re not an expert!

You get sent to whom you sound like. The size of your problem dictates to whom you’ll be speaking. If you go through the small door, you’ll get stuck in the small room.

Don’t let the fear of marketplace buyers be your fear.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How Learning to Hunt Big Sales Can Become Your Job Security Over the Next 5 Years – with Tom Searcy

3:54 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

Started selling with his father when he was a kid.

He learned that everything is 90% process and 10% magic.

He systematized the sales process.

Salespeople – set the table

Operations – serve the meal

Salespeople – take care of dessert

7:56 Let’s talk about your book “How to Sell in Place: Closing deals in the New Normal”. Who did you write this book for and why?? ‌

Written for salespeople who spent most of their time in the field.

Relationship – Trust – Sale

People need expertise – they buy from people who can help them solve problems, not from people they like.

11:12 By the age of 40, as I mentioned in your intro, you had already led four corporations, transforming annual revenues of less than $15 million to more than $100 million in each case . Can you describe for our listeners what you did specifically from a training perspective with those companies sales reps to help them achieve those kinds of results?

Operations background – Step #1 – is to come in and build a floor.

Step #2 – Narrow down the ideal prospect who specifically needs what you are selling.

Step #3 – Build a hunt team, a capture team and lay out their roles. The CFO played a significant role.

Focused on “How do you sell money.” Speak to the issue of money – the financial impact.

13:54 Can you describe and provide a few examples of the specific skills sales people need to acquire in 2020 and beyond to be part of that level of transformational growth and success?

The ability to speak like an expert. People in your industry are challenged by these 3 problems (list them out). Describe the challenge or problem right up front.

By declaring your expertise right up front, it gives you the ability to weed out the problems you are not set up to solve. They view you as the trusted authority.

Lay out the buying process for the prospect. Involve all the key decision makers.

Instead of focusing on making the sale, focus on whether or not there is a sale to be made in the first place. You become detached from the outcome of the sale and your prospect really feels that, so they become open to you and want to engage with you.

20:01 What challenges are you seeing in the marketplace for sales under the current conditions?

Salespeople are freezing or stopping because they don’t know what they are supposed to do.

Much of the sales training out there is focused on prospecting and how to handle the first meeting.

Salespeople are not sure how to get to trust “digitally” when they are used to building trust another way.

Salespeople are unsure if the companies they work for will support them the way they need to be supported, because their companies are experiencing challenges too.

22:10 What are some best-practices that are working for people Selling In Place?

Draw people to you because they see your expertise.

Focus on building your credibility on LinkedIn.

Choose an area of expertise. Slice thin, slice deep.

You need to define your “sweet spot” for the current marketplace.

26:30 What is the reason why so many buying decisions stall in the marketplace right now? What are a few questions that a rep can ask to help build urgency in the sale to prevent this from happening?

Fear is the biggest reason – the pandemic, the election, the uncertainty.

Focus on helping your prospects overcome their fear.

What is your stop gap?

29:08 What are the differences between selling big sales as a sales person or company as compared to selling low value transactional products?

You get sent to whom you sound like. The size of your problem dictates to whom you’ll be speaking. If you go through the small door, you’ll get stuck in the small room.

When you are speaking to the senior-level executive, they are all about time, money and risk.

When you are speaking to a lower-level person you need to focus on price, quality, service and potentially speed.

Work with higher-level people when you are dealing with big problems and a longer-term solution.

No one buys alone anymore. The world is a complex place and organizations are complex and they need to bring in their teams.

Remember, buying processes change selling processes. Selling processes do not charge buying processes.

31:04 What’s one of the most important question’s every salesperson should be asking their prospect? What does this question do psychologically to the prospect when asked?

Threshold – what is the threshold performance that we need to achieve in order for you to make a change

Threshold – What is the threshold of challenges that you have experienced that has caused you to choose or look at an outside vendor

Threshold – What is the threshold of price point in your organization that you are willing to trade out for the higher value that you would receive by working with us.

Threshold is a definition point that simply says whether it’s a problem, a service, a price or whatever, that you can insert into those kinds of conversations that are impactful. First of all they’re different. Your competitors don’t ask threshold questions. And secondly, these kinds of questions cause your prospect to think.

34:30 Your book was written at a pivot point in the world right now during COVID-19 and you write that the pandemic has truly changed the way businesses do business and that businesses may not be able to return 100% to what was considered “normal”. Can you explain to our listeners what your thoughts are on this and what you mean when you say 90 days is the new clock?

We used to have at least a 1 year clock that most businesses operated within. Now it has been shortened to 90 days or less.

37:53 In Chapter 5 you talk about getting the customer to come to you. Can you talk about what you mean by this and the importance of learning this skill?

Expertise – you should own an expertise that no one else owns.

If you have to ask me what my problem is, you’re not an expert.

40:07 Tom you spend a fair amount of your time helping business leaders see the future in the larger market context beyond just their own industry. What do you believe the next five years will look like in the world of selling.

US Department of Labor statistics says that the overall sales market will compress by 22-23% meaning there will be less sales people out in the marketplace.

It will compress for people who only handle transactions, or who only provide onsite education. All just relationship based.

Sales professionals with expertise in large buys, complex sales in nature, will increase.

41:38 Do you have any final thoughts or advice for our listeners?

Don’t let the fear of the marketplace buyers be your fear.

If you listen to why the buyers are not buying and you start to believe that as your truth, then you will be stuck in a place that allows perpetual excuses.

Don’t buy into that hype.

You just have to learn the right skills.

42:05 Where can our listeners learn more about you and your company so they can start learning these skills?

Tom’s Website – https://www.huntbigsales.com/

Take an online assessment for your company

Get access to a How To Sell In Place program

Tom's LinkedIn – Connect with Tom on LinkedIn

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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#7th Level Communications #Sales #Business #Consulting

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7thlevelhq · 5 years ago

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How To Be A Great Sales “Person”- with Kevin “KD” Dorsey

My guest today believes in focusing on the “person” in “salesperson”. As he’s grown as a sales authority and leader, he’s developed a better understanding of what truly drives human behavior, motivation, and long-term success in sales. “If we can make better people,” he says, “the sales will follow.” He loves scaling sales teams. He has built teams from 0-150+ reps, revenues from 0-$75M (and counting). And he believes in processes and systems, paired with skill development, as the code to success. He mentors and consults early, mid, and late-stage SaaS companies all across the world, sharing his playbooks and processes for scaling sales teams successfully. If there is a book on sales, psychology or influence he has probably read it. He is a voracious learner and is constantly pushing himself and his teams to reach new heights of achievement.

KD’s Website – https://www.patientpop.com/

KD's LinkedIn – Connect with KD on LinkedIn

KD’s Patreon Group – Inside Sales Excellence

3 Value Bombs

Tone: How you sound. Tone is how we communicate and it’s how we establish trust.

If salespeople would devote half the time to learning skills as they did in a highschool sports or band or video games (as just 3 examples), they would be making multiple 6 figures a year.

Practicing just 30 minutes a day can make all the difference in your selling. Confidence comes from repetition.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How To Be A Great Sales “Person”- with Kevin “KD” Dorsey

3:21 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

KD started selling in college. He felt sales was the most secure job he could get. because companies are always hiring for sales.

Started selling knock-off Cutco Knives, MLM and insurance.

Found a mentor who could teach him how to earn $1 million dollars.

You don’t want to be a millionaire, you want the things that being a millionaire will get you.

You can’t be a millionaire until you act like, think like and have the skill sets of a millionaire.

He read Think And Grow Rich.

6:44 What skills specifically does someone need to have to become exceptional at selling in today’s modern, competitive world? ‌

Tone: How you sound. Tone is how we communicate and it’s how we establish trust.

Tonal Discongruence – If you don’t sound like what you are actually asking for, it creates a feeling of distrust at a subconscious level.

Sales today are won or lost at hello – in the beginning of the call.

Sales people need to ask a really good question at the beginning – a status alignment question so the prospect knows you are on the same page.

Sales people used to be needed for information and a lot of bad sales people gave out bad information.

A lot of sales people think that the buyer has all the control because they have access to all the information, but we as sales people also have access to information too that we can research as a true professional in our respective industries. We have access to information too; we just need to go find it.

Gap Questions – can you ask a question that exposes there might be a gap in their process or their current way of doing things.

How are you _____ so that _____ isn’t happening.

15:00 What‌ ‌is‌ ‌the‌ ‌biggest‌ ‌hang-up‌ ‌people‌ ‌have‌ ‌with‌ ‌selling, especially when they are just starting out and what keeps most salespeople from being great?

Not having a mentor

Confidence

Prospect knowledge – they get good at their product, but they don’t think enough like a buyer.

The way you sell a car, probably does against the way you want to buy a car.

The Buyers Matrix by Jill Konrad:

What are their roles and responsibilities?

How are they measured – what does success look like?

Who are their peers – who do they interact with?

What are the external and internal challenges that they face?

What’s their status quo?

What’s their change inhibitors? What would prevent them from changing?

If you learn your prospects on that deep level, your selling will increase.

17:42 What are your thoughts on “closing” and “closing techniques”?

The close is the easiest part of the sale.

Closing is simply asking a question.

Too many sales people are NOT asking for the sale at the end. They put all the pressure on the buyer in hopes that the buyer will ask to buy.

Closing is easy if you set it up correctly; it’s the discovery that is hard.

Asking the right questions.

Looping back and justifying the decision.

Taking away the fears.

Tying the decision back to their “why” (why do they want to make a change).

No one wants to be closed. Ask commitment questions that will take them to the next step to help them solve their problem so they don’t stay in status quo forever.

KD does not try to close someone who is not “sold.”

Ask a question to check to see if they are sold. If you do this right you can get the prospect selling themselves

Law of Consistency – when the idea comes from them (the prospect), they have to stay consistent with their belief.

The Challenger Sale is not about challenging them; it’s not about that. It’s about challenging the status quo.

23:45 What is the reason why so many buying decisions stall in the marketplace right now? What are a few questions that a rep can ask to help build urgency in the sale to prevent this from happening?

Fear.

To sell something on something new, you have to “unsell” them on something they already have.

How many of us have stayed longer in a relationship than we knew we should have? Why? Because it’s safe. Because you feel “comfortable.” Because you are unsure of what’s out there.

Until you can make the now uncomfortable (KD uses “uncomfortable” over “pain”)

If any deal is stalling it’s because you did not “unsell” them on what they are doing now.

26:42 What’s a good question you would ask that helps build urgency in the sale?

What happens if you don’t (consequence question)

What changes if you don’t fix this

With in-person selling you want to get the prospect holding your product. Over the phone, the power comes in getting the prospect to say they need your product or service.

What are the possible ramifications if your company doesn’t do anything to address this?

Get them to think about the real consequences if they don’t do anything about their problem.

We love security, but we fear commitment.

We love novelty, but we fear change.

30:03 Virtual Selling or Remote Selling is the new hot topic; what are your thoughts on this subject now?

Getting in touch with people is one of the biggest challenges.

You may not have their cell phone, and if you do, you risk invading their personal space.

Access by far has been the biggest challenge in cold calling.

32:03 When you are training salespeople can you describe your process you teach them and why it’s effective?

KD’s process is based around people.

He is trying to make you a great sales “person”

It’s not B2C or B2B…it’s B2H (Human) or B2P (People)

He trains his sales person…to first be a person.

Care like a person, not a sales rep.

KD spent a lot of time learning how to learn.

KD does a lot of practice with his team members.

KD’s number 1 piece of advice: As salespeople we do not practice enough.

KDs training is focused on the person we as salespeople are selling to. It’s light on product and very heavy on person and problem.

If salespeople would devote half the time to learning skills as they did in a high school sports or band or video games (as just 3 examples), they would be making multiple 6 figures a year.

The best practice on purpose, the rest practice on prospects.

You know how many times you have to say something out loud until it sounds natural to you? 175 times.

Practicing just 30 minutes a day can make all the difference in your selling.

Confidence comes from repetition.

Repetition is the mother of all skill, and skill is the father of mastery.

Practice with intention. Take pride in what you do as a salesperson.

There is no career that provides this level of pay and this level of flexibility.

40:21 Do you have any final thoughts or advice for our listeners?

Invest in yourself – learn. Read, invest in courses, listen to podcasts. Invest in your skillset.

Practice – put in the time and effort to get great at what you do.

Be a person who is selling to a person. Remember you are talking to a person at the end of the day.

Don’t just sell the “why”, sell to what’s behind the why.

41:27 Where can our listeners learn more about you and your company so they can start learning these skills?

KD’s Website – https://www.patientpop.com/

KD's LinkedIn – Connect with KD on LinkedIn

KD’s Patreon Group – Inside Sales Excellence

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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#7th Level Communications #Sales #Business #Consulting

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7thlevelhq · 5 years ago

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Hook Point: How to Stand Out in a 3-Second World – with Brendan Kane

Have you ever wondered what it takes to be a top business owner/top salesperson in your industry, the one who makes all the money, who gets the promotions and all the respect? My guest today is a digital and business strategist for Fortune 500 corporations, brands and celebrities. He thrives on helping brands systematically find and engage new audiences who reward relevant content, products and services with their attention and ad spend. He started his career at Lakeshore Entertainment where he worked on 16 films that generated worldwide gross sales in excess of $685 million dollars. He is known for creating an innovative application for Taylor Swift and Rihanna that automatically turned any Facebook profile into a fan page in less than 60 seconds. His social selling strategies are responsible for 100s of millions of followers for his clients and billions of views online.

Brendan’s Websites – https://brendanjkane.com/ https://hookpoint.com/

Brendan’s Book – Hook Point: How to Stand Out in a 3-Second World

Brendan's LinkedIn – Connect with Brendan on LinkedIn

Brendan’s Facebook – Check out Brendan on Facebook

Brendan’s Instagram – Check out Brendan on Youtube

3 Value Bombs

A “Hook Point” is really a tool to grab attention. We live in a very noisy and oversaturated world. There are over 60 billion messages sent out on digital platforms each and every day. Like it or not, you are not just competing against your direct competition. But instead you are competing against all other pieces of content.

3 Pillars of Getting Attention: 1) Hook, 2) Story 3) Authenticity – Are you doing it authentically? Do people believe what you are saying?

One of the biggest fundamentals to being successful in this space of social selling is your mindset. Understanding why you are doing what you are doing. It’s a journey. Hypothesis, Test and Pivot. Keep testing and learning until you find the right answer or result that you are going after.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Hook Point: How to Stand Out in a 3-Second World

4:19 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

Even as a kid Brendan would take his toys and try and sell them by going door to door to the neighbors.

He went to film school.

He started internet companies while in college to differentiate himself.

He moved to Hollywood in 2005 and started helping movie production companies embrace the internet and the early stages of social media.

It was by working with the studios managing $15M – $100M budgets and by doing that it opened up opportunities for Brendan to start building relationships with actors, directors and producers online.

7:15 Talk about your experience working with Taylor Swift and more importantly how you were able to establish and close that relationship?

After working with studios for a while, Brendan realized his passion is as an entrepreneur, so he left and built technology platforms that he could then license back to big media companies.

It was his relationships with companies like MTV, Viacom, Paramount, Yahoo and others that opened the doors to working with some of the big celebrities.

He was able to close licensing deals with the executive of MTV, one of which was with Taylor Swift.

When Brendan started working with Taylor Swift and her team it was initially to help her with her website. She had a 98% bounce rate and less than 30 seconds of engagement per visitor.

Brendan was able to increase the per visit time from 30 seconds to 22 minutes.

They created a technology that would allow Taylor’s fans to turn their Facebook profile into a Taylor Swift fan site.

Went from 30 Taylor Swift to over 35,000 in just a few months.

11:01 In your book you talk about how actors in Hollywood are often chosen for roles now based in part on how strong their social following is. That movie production companies really favor that now. How could a salesperson use their social following to land and hold jobs with reputable companies. In other words would it help sales people significantly if they learned how to do what you did?

The number of followers you have means something in today’s marketplace.

It brings a level of validation and credibility and that’s what sales people want.

12:21 Let’s talk about your book 1 Million Followers. Why 1 million followers? Why did you choose that number specifically and why 30 days?

It was not a matter of “if” he could do it. He had spent 3.5 years developing a system working with prominent athletes, journalists and celebrities. It was a matter of “why.” And it plays into the second book which is called Hook Point: How to Stand Out in a 3-Second World

A “Hook Point” is really a tool to grab attention.

We live in a very noisy and oversaturated world. There are over 60 billion messages sent out on digital platforms each and every day.

Like it or not, you are not just competing against your direct competition. But instead you are competing against all other pieces of content.

You are competing against NetFlix. You are competing against LeBron James, The Rock and all these people, so you need some way to earn and win that attention.

His first book 1 Million Followers In 30 Days was really a tool, a “Hook Point,” to grab people’s attention for a larger conversation to share everything I had learned through social media and with my partners.

15:10 Many social media “gurus” teach that you should first focus on trying to get 1000 true followers at first and then build from there. You have this “wide as possible” philosophy where you encourage people to make as much noise as possible so they can’t be ignored…then scale the attention back. Can you please talk about this a bit more?

Brendan through his early profession in the film industry was trained to think big. He was dealing with situations where he had to reach $10M, $50, even $100M people.

How do we go as big as possible for himself as well as for his clients.

His brain is conditioned to go as big as possible and then scale back the attention to isolate true followers.

17:32 In your best-selling book One Million Followers, you detail your scientific approach including Hypothesis, Test, Pivot. Can you teach our listeners more about that strategy?

The strategy is simple but not necessarily easy. It’s constantly testing and iterating to see what messaging or what “hook” really resonates with the masses at scale.

Hypothesis – what is the hook that will get them to stop in their feed and click the follow button.

Testing –

Analysing the results

Pivot – make changes.

Schedule 300-500 tests every day. Did that over and over again for 30 days.

Everything fundamentally starts with can you grab attention.

19:43 Can you give our listeners a few examples of Hook Points so they can really understand what you are talking about and why today they are so critical to success?

One is with his book One Million Followers In 30 Days

One of the biggest challenges that people have is that they say the same things in the same way as everyone else. They think they’re being unique, but they’re not.

Example: Let’s say we are launching a meditation app. Meditation has been talked about for thousands of years. Rather than saying meditation is the key to success, or happiness or stillness which is what everyone else would do, reposition it and say something like meditation is a scam. That’s a “Hook Point” or a pattern interrupt. Most people aren’t used to seeing something like that.

Once you have their attention with the “hook point,” you can dive into the story by reinforcing that most people think meditation is a scam and then empathizing as saying you’ve felt that same way before and then by sharing 3 tips that prove it.

3 Pillars of Getting Attention:

Hook

Story

Are you doing it authentically? Do people believe what you are saying?

If you have a great hook but your story sucks then it is “click bait” and it will turn people off.

If you have a great story but people don’t believe you then it doesn’t work.

All 3 have to play together.

Amazon is a master of hooks.

The World’s Largest Bookstore

The Everything Store

One-click Checkout

2-day Shipping

Amazon Prime

23:50 For our listeners who really want to grow a social following to help them in their sales profession, what platform do you recommend they focus on first? And please talk about short-form vs. long-form consumption.

Start with the platform that you use every day. Because you have to be a student of the game.

Understand the consumption behavior of each platform and what are you trying to achieve.

Facebook, Instagram, TikTok are examples of short-form consumption behavior vs. YouTube which is long-form consumption.

Know your strengths and weaknesses and factor that in as well.

25:07 What is the best piece of advice for sales professionals, and entrepreneurs who are new to social media and what advice do you have for those who already have a small following and even a brand?

You’ve got to learn how to win attention.

Your first goal is how can I master getting attention in 3 seconds or less.

Just think about the first 3 seconds being the goal to win the next 5 seconds.

26:40 What is a dark post?

Whenever you create an ad on Facebook and Instagram, it essentially creates a “dark post” automatically. It means that it is just not posted to your main feed; to your live feed.

It gives you flexibility to test variations of many content to see what works without spamming your audience or spamming the feed.

27:03 In your book you say “Shareability” is the most important KPI. Why is that?

Do you want to win every single client yourself? No. That can require a bunch of work and can be expensive.

How can we a. Get people to stop and pay attention, and b. Do such a good job with your content that they are willing to share it with their friends.

It’s the viral coefficient that you are looking for. It’s where real scale can come from if you can create content whether it is paid or organic that people are willing to share with everybody that they know.

28:00 Can you describe the kinds of content you created every day to build a following of 1 million in 30 days?

He tested inspirational quotes from celebrities and influencers

He tested his own inspirational quotes

He tested podcast interviews he did

He tested comedic-based content and political-based content.

He tested pet-based content.

The objective in all his testing was to test what it would take to get people to stop and pay attention and then click the follow button.

How can you expect to sell something to someone if they won’t even stop and pay attention to you!

29:07 Any final thoughts or advice for our listeners?

One of the biggest fundamentals to being successful in this space of social selling is your mindset.

Understanding why you are doing what you are doing.

It’s a journey.

Hypothesis, Test and Pivot. Keep testing and learning until you find the right answer or result that you are going after.

29:55 Where can our listeners learn more about you and your company so they can start learning these skills?

Brendan’s Websites – https://brendanjkane.com/ https://hookpoint.com/

Brendan’s Book – Hook Point: How to Stand Out in a 3-Second World

Brendan's LinkedIn – Connect with Brendan on LinkedIn

Brendan’s Facebook – Check out Brendan on Facebook

Brendan’s Instagram – Check out Brendan on Youtube

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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How To Develop A Mind For Sales – with Mark Hunter

To my next guest, “Sales is not a job.” Sales is his life and helping others achieve their full potential is his #1 mission. [That right there provides some insight into his extraordinary character!] He is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of three best-selling books, “High-Profit Prospecting” and “High-Profit Selling” and his newest “A Mind for Sales” on its first day of release zoomed to #1 bestseller status on Amazon. He never intended to work in the sales industry but when the last name on your birth certificate is “Hunter,” a sales career has to be in your DNA & destiny, right!

Mark’s Website – https://www.TheSalesHunter.com

Mark’s Book – https://thesaleshunter.com/amindforsales/

Mark's LinkedIn – Connect with Mark on LinkedIn

Mark’s Facebook – Check out Mark on Facebook

Mark’s Youtube – Check out Mark on Youtube

3 Value Bombs

Customers are not bowling pins. Many salespeople treat customers like bowling pins – just knock them down and move on to the next set of pins. Customers are human beings and they have “needs”. The problem is most customers don’t know what they don’t know. All it takes is 1 question to engage a prospect.

Everyday you need to focus on 3 things: 1) Protect your time – This is the most valuable asset you have 2) Grow your mind – What did I learn today and how am I going to use it tomorrow? 3) Nurture your network – Your net worth is the sum of your network.

Sales is not about closing a customer (that’s final); instead, it is about creating an opportunity. Your objective each day is to influence and impact each person you come in contact with. When you do that, you will have earned the right, the privilege, the honor and the respect and you’ll be able to meet with that person again.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How To Develop A Mind For Sales – with Mark Hunter

3:37 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

Colleen started young in sales going door-to-door.

She put herself through university with sales jobs.

3:59 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

Mark started out as a DJ in college.

How did he end up in sales? He had to find a job that supplied him with a car.

Mark was fired from his first 2 sales jobs.

Sales is something you can learn. Most people are not born with it.

Sales is all about people. It’s about having a conversation; a skilled conversation.

Sales is a skillset you can learn.

Sales is not a job or a profession; it’s a lifestyle.

My goal is to help you see and achieve what you didn’t think was possible.

7:50 Let’s talk about your book A Mind For Sales. Why did you write this book and who is it for specifically?

Mark’s first book High Profit Selling was about how to maximize price. How to close the deal without a discount.

Mark’s second book High-Profit Prospecting is all about finding the right prospect or customer.

Sales is not for everyone, but it’s easy once you have the right skills and the right mindset.

9:20 What specific steps did you take after you were fired from your first 2 sales jobs, to learn skills to become successful?

Customers are not bowling pins.

Too many salespeople treat customers like bowling pins – just knock them down and move on to the next set of pins.

Customers are human beings and they have “needs”. The problem is most customers don’t know what they don’t know.

All it takes is 1 question to engage a prospect.

Objective: Earn the right, privilege, honor and respect to be able to come back and talk to you again.

12:32 There are so many books on selling, yet so many people struggle with selling. Why do you think that is?

There is no magical “pixie dust” for salespeople to learn the appropriate skills.

The idea is to get 3 levels deep:

I am going to ask you a question.

You are going to share with me something

I am going to ask you a follow-up question

You are going to come back and share with me something

I am going to ask you another question.

The idea is to get 3 levels deep with the prospect.

Suddenly the prospect is paying attention to you. You are connecting with them.

Most salespeople have been trained to ask surface-based questions.

Asking follow-up questions can help you uncover the root cause of the problem.

Emotion plays in everything we do in sales. Your objective is to connect with your prospect from an emotional stand point. Empathy has never been more critical in sales. You need to take time to listen and understand.

15:01 Now let’s talk about the pandemic Selling has been changing rapidly in recent years, but what has changed specifically since the pandemic hit?

Nothing has really changed, but all these bad habits have been exposed.

During the previous years of economic expansion life was pretty good. Sales People became lazy. We were no longer creating incremental value. We were just fulfilling customer requests.

We have to ask ourselves “how do we create incremental opportunity.”

Customer Service is about fulfilling existing need(s). Sales is about creating incremental opportunity. It takes a greater ability for us to listen and understand.

The pandemic has created even more opportunity and speed sells!

You have to be able to connect faster these days.

It’s easy to succeed in sales during economic expansion. But during economic contraction, this is the time to really dig deep down and learn the skills that will make you successful now and exponentially more success when things recover.

19:00 Let’s dive more into your book? You start the book by talking about our 3 greatest assets: Our Time, Our Mind & Our Network. Can you quickly provide some context for your 3 points?

Everyday you need to

Protect your time – This is the most valuable asset you have

Grow your mind – What did I learn today and how am I going to use it tomorrow?

Nurture your network – Your net worth is the sum of your network.

Your biggest expense in your life is your lack of knowledge.

23:36 At the end of Section 2, you talk about something interesting: You say that “sales is not a Solo Activity. It’s a Team Sport.” Please tell our listeners more about this.

Your network is part of your team. Do they lift you up? Do you lift them up?

You can’t always be the subject matter expert.

We become greater because of the people we get to associate with.

Your supporting cast can help you succeed.

25:24 In Section 3 you suggest that sales is not a numbers game, it’s a Quality Game. Can you please expound upon that point?

A really good CRM can help you track your numbers or even a simple spreadsheet.

The idea is to calculate the number of days it takes to close a piece of business.

Sales Velocity –

Number of opportunities you have in the pipe

Multiplied times the average value of those

Multiplied by your closing ratio

Divide all that by the number of days it takes you to close

That number will tell you where you will end up at the end of a quarter or year if everything stays exactly the same as it is right now.

26:34 In Section 4 you talk about the value of hearing “No” – what do you mean by that exactly?

No is only a moment in time. No is never permanent.

Look at No as a signal to you. That you need to be doing something.

Your number 1 competitor is the customer choosing not to make a decision.

We attract the type of customer you are.

29:18 Finally in Section 4 You say this: “You Do Not Close A Sale. You Begin A Relationship.” I love this concept. What do you mean by this and why is it so important for salespeople to get this point psychologically speaking.

Selling is being of service, not manipulating people to buy something.

The only good sales is one that leads to the next sale.

How much of your business comes by way of referrals? If that variable is not trending higher and higher, year over year, something is wrong.

Open the relationship such that it leaves you positioned for another opportunity.

Every sale is a “land and expand” opportunity.

31:05 Any final thoughts or advice for our listeners?

Sales is not about closing a customer (that’s final), instead it is about creating an opportunity.

Your objective each day is to influence and impact each person you come in contact with.

When you do that you will have earned the right, the privilege, the honor and the respect and you’ll be able to meet with that person again.

31:41 Where can our listeners learn more about you and your company so they can start learning these skills?

Mark’s Website – https://www.TheSalesHunter.com

Mark’s Book – https://thesaleshunter.com/amindforsales/

Mark's LinkedIn – Connect with Mark on LinkedIn

Mark’s Facebook – Check out Mark on Facebook

Mark’s Youtube – Check out Mark on Youtube

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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Creating A NonStop Sales Boom – with Colleen Francis

A successful sales leader for over 20 years, Colleen Francis understands the particular challenges of selling in today's crowded, confusing market, and that business leaders can no longer rely on approaches to sales based on techniques from decades ago—or even last year. Her practical strategies deliver immediate and lasting results.

Colleen’s Website: https://www.engageselling.com/

Colleen’s Book

Colleen's LinkedIn – Connect with Colleen on LinkedIn

Colleen's Twitter – Follow Colleen on Twitter

Colleen’s Facebook – Check out Colleen on Facebook

Colleen’s Youtube – Check out Colleen on Youtube

3 Value Bombs

Companies and salespeople go through “self-inflicted” boom and bust cycles. There is a predictable way to control these cycles.

Sellers have to pay attention to the data. They have to be to some degree a data scientist.

Sales Radar includes 4 segments that make up this 360 degree radar view

Client Attraction

Client Engagement

Growth

Leverage

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Creating A NonStop Sales Boom – with Colleen Francis

Colleen started young in sales going door-to-door.

She put herself through university with sales jobs.

4:59 Let’s talk about your book Nonstop Sales Boom. Why did you write this book?

Based on real-life scenarios.

Companies didn’t think they needed Colleen’s services anymore.

Companies go through “self-inflicted” boom and bust cycles.

6:10 How are companies being hurt by these boom and bust cycles?

Sometimes companies don’t recognize they are going through these cycles

Problems: Resourcing, customer service, shipping/fulfillment, stress, compensation

7:40 A lot of companies might say, “As long we hit our target at the end of the year, why should we care?” You say they should care, why is that?

The average salesperson invests less than $100 a year in their own sales training.

We have seen more change this year than we have in decades.

It’s easy to sell in economic expansion, but it can be difficult to sell in economic contraction.

9:44 What are the advantages of rejecting the boom and bust mentality?

Consistency. If you are publicly traded, investors like to see consistency on a monthly or quarterly basis.

Companies often do not track where the revenue is coming from and they are not focused on training that is consistent and duplicatable.

11:08 How does this help the buyer?

Buyers feel pressure from sales people when companies are driven like the wind with the boom and bust mentality.

Buyers have a lot more options.

Trust is at an all-time low.

When sellers are more aggressive at the end of a month or quarter, it leaves the buyer with a bad taste in their mouth.

So consistency can help the buyer with these things.

Today's buyer wants to be asked and understood. Not talked at and sold to.

14:16 To be successful with these strategies for getting started and succeeding long-term, what do you feel are the skills a seller should continually be developing?

Sellers have to pay attention to the data. They have to be to some degree a data scientist.

They need to understand basic metrics.

Pipeline fundamentals.

How to create trust in the marketplace.

Communicating value to the marketplace in a broad way.

Figure out what your solutions are and communicate about them in a broad way.

16:15 What advice do you have for those who are not into the math and numbers as much?

A really good CRM can help you track your numbers or even a simple spreadsheet.

The idea is to calculate the number of days it takes to close a piece of business.

Sales Velocity –

Number of opportunities you have in the pipe

Multiplied times the average value of those

Multiplied by your closing ratio

Divide all that by the number of days it takes you to close

That number will tell you where you will end up at the end of a quarter or year if everything stays exactly the same as it is right now.

18:44 You have an innovative framework that will help a seller bring all these elements together. Tell us about Sales Radar and how it pulls the pieces together.

4 segments that make up this 360 degree radar view

Client Attraction

Client Engagement

Growth

Leverage

They all feed into each other

When salespeople take this more holistic view of the customer lifecycle, they tend to create bigger opportunities, engage more people and create more leverage which then helps to fill the pipeline.

21:43 One of the themes I'm hearing as you describe the Sales Radar is that sellers begin to think of current customers in some different ways and work to maximize the connections they already have. Give us one or two examples of how this has been done by successful sellers using your approach.

Successful Sellers measure quality and quantity.

Smart sellers take their initial contact and incorporate multiple decision makers to expand the scope of the impact within that organization to build out the broadest and most robust solution.

22:02 You talk about not using old-school sales closing techniques. Most sales training teaches the AIDA model of selling (Attention, Interest, Desire, Action) which has been around since 1898. Instead of that outdated approach, what is a simple question you recommend sellers asking at the end of the conversation that will get the prospect to commit to take the next step towards purchasing.

Where would you like to go from here? What would be appropriate?

What do you suggest we do next?

These simple kinds of questions help you gain control because the prospect trusts you.

The close is really won in the discovery process.

26:14 What does this look like when entire sales organizations adopt the principles you've described and aim for a perpetual sales boom?

Organizations come within 5% (give or take) of their target metrics on a regular basis.

At the beginning of that period they can forecast with more accuracy.

Companies don’t have to go through furloughs during their slower periods because they understand where to find the business in every single market.

The sales team isn’t stressed because they are receiving a consistent income.

Creates a much better and more profitable culture where turnover is reduced.

Creates a culture where people feel like they know what they are doing and that they have control over their future.

28:59 We've covered a lot of ground here today, and I think a recap would be very helpful. How about we do it this way, Colleen? What are 3 things sellers should stop doing and the top 3 things they should do instead to create a non-stop sales boom?

Stop Doing

Stop pretending the boom bust cycle is something they can’t control

Stop relying on a single person source of information

Stop rushing the frontend of the sales cycle

When you try and get into your solution too early, all it does is trigger sales resistance.

To Dos

Get really clear with your numbers and measure your success.

Engage multiple decision makers including direct or indirect influencers (4 at a minimum)

Get rid of this old, outdated notion of asking for the sale.

31:00 Any final thoughts or advice for our listeners?

A lot of salespeople depend on their companies to train them. It’s really incumbent on salespeople to take responsibility for their own success.

Companies are now asking in the interview process “how much did you invest in your own sales training last year?”

32:24 Where can our listeners learn more about you and your company and how you can potentially solve some of their challenges with Social Selling?

Colleen's LinkedIn – Connect with Colleen on LinkedIn

Colleen’s Website – https://www.engageselling.com/

Nonstop Sales Boom – Pick up Colleen’s book

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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The Million-Pound LinkedIn Message: Secrets To Social Selling – with Daniel Disney

My guest today is one of the world's leading authorities on LinkedIn & Social Selling. With over 16 years of sales and sales management experience, an audience of over 600,000 LinkedIn followers, millions generated from social selling, and content reaching millions every month, there are few out there in the marketplace who have achieved as much as he has. He is now on a mission to help as many businesses and salespeople learn how to generate more sales with LinkedIn and Social Selling.

Daniel’s Website: https://www.danieldisney.online/

Daniel's LinkedIn – Connect with Daniel on LinkedIn

Daniel's Twitter – Follow Daniel on Twitter

Daniel’s Facebook – Check out Daniel on Facebook

3 Value Bombs

We’re not salespeople. We are humans helping humans. Never forget that!

People are more digitally active than they’ve ever been. The pandemic has done nothing but increase the number of customers and prospects who are engaging using social media. As a salesperson, you have to evolve and pivot in order to continue to experience success.

Effort & Creativity: Effort – Make an effort. Do your homework. Do some research. Research their content; research their profile; visit their website. Don’t just research them. Research other people like them in their company. Creativity – Find unique ways to communicate your value to them.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: The Million-Pound LinkedIn Message: Secrets To Social Selling – with Daniel Disney

3:15 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

We are humans helping humans.

It’s all about helping people.

6:03 Let’s talk about your book The Million-Pound LinkedIn Message. Why did you write this book?

1. To Help salespeople.

2. Most of our LinkedIn inboxes are filled with terrible, spammy messages.

3. To tell his story.

4. 25 templates you can use effectively on LinkedIn.

7:14 Let’s talk about Social Selling. We all hear about the latest craze which is Social Selling, but in your mind what does that actually mean?

Social Selling is leveraging social media to create sales.

There is a difference between Social Marketing and Social Selling.

Daniel doesn’t want to just sit back and wait for leads to come to him, instead he wants to proactively create leads.

It’s doing everything you use to do as a salesperson only using social platforms.

8:29 A lot of companies are saying that LinkedIn has become a huge distraction for salespeople pulling them away from revenue-generating activities, what are your thoughts on that?

Daniel gets this question all the time. Companies don’t know what they don’t know. Most don’t understand the potential and how to most effectively utilize it.

You can’t stop your salespeople from using social media. If you try, you will just create a negative culture that may drive them away, looking for opportunities elsewhere.

If you trigger sales resistance with your messaging and the way you communicate, sales is going to become very difficult. It will be a numbers game for you and it simply doesn’t have to be that way for you when you learn the right skills.

It’s all about the quality of the conversations you have with your prospects, not the quantity if you want to be the very best at what you do.

11:13 Why is LinkedIn so crucial for salespeople right now to help them make more sales?

People are more digitally active than they’ve ever been.

The pandemic has done nothing but increase the number of customers and prospects who are engaging using social media.

As a salesperson, you have to evolve and pivot in order to continue to experience success.

You have to have the right skills and the right training to help differentiate you from your competition.

You need to reference as much relevant, personalized information as you can.

Your messages need to be shorter and more powerful.

Your messages need to contain something valuable not to you, but to your prospects. The more you make your messaging about them, the more likely you are to get a reply.

16:02 Let’s talk about your book again. You wrote this book in 2019. Social media changes rapidly, what’s one thing you would include in this book on social selling using the LinkedIn platform that maybe you didn’t even know about or have a firm grasp on when you wrote the book?

LinkedIn video messaging. When Daniel wrote his book, video wasn’t the big focus. Now it is.

It’s the closest thing to face to face sales that gets your prospects a chance to see you and know you where bodily language can continue to make a huge impact.

When they can see your face and hear your voice, it adds a whole new layer to it.

Think about your environment when selling using video. What are your surroundings like, what are you wearing, etc. Make sure you are looking at the camera and confident about what you are saying.

19:40 During the pandemic, in what way are you seeing top salespeople pivoting right now using LinkedIn specifically to stand out of the crowd?

Companies are encouraging their salespeople to focus on building their personal brands. They are starting to get their salespeople focused on growing their own personal audiences. Some SDRs now have bigger followings than the companies they work for and they are getting a hundred times the engagement, a hundred times the messaging, a hundred times the leads.

All they are doing is sharing value. They are not preaching or pretending to be the expert. They are simply sharing what is happening in their world and that’s what people want to follow.

From the prospects point of view, you become part of their daily routine if you are sharing the right content.

You become the “trusted authority” to help solve their problems and get them the results they want.

22:43 Can you share with us a few questions you teach companies or salespeople to ask while messaging a prospect on Linkedin early in the conversation and why do these questions work with getting the prospect to want to engage?

You need to have conversations that are not necessarily focused on your product or service.

Go through your prospect’s content and ask questions about their content. Talk about something that they are clearly interested in and passionate about and explore that subject in more detail.

Be sure and message people who view your profile. Just sent them a light, friendly message. This is another good way to create business.

The number 1 reason why salespeople deal with resistance and rejection is because they try to start presenting and talking about their solution too early in the conversation before they even know that a problem exists or before they know the root cause of the problem, and then how that problem is actually affecting them.

Don’t assume they have a problem or you are dead in the water.

You can accelerate the chance you get a reply or accelerate the chance of you getting them coming to you, and that is by giving value.

Make sure your profile is good before you message people.

29:13 Daniel shares 2 tips for offering value:

1. Share content on a regular basis that provides value to your particular target marketplace including: Insights, knowledge, tips, stories.

2. Engage in their content. If you see them checking out your profile, jump on their profile and make some likes to their content

29:55 How can salespeople leverage LinkedIn without spending hours per day on it?

There is a bonus chapter in Daniel’s book called Social Selling In 15 Minutes A Day. Daniel outlines 3 activities salespeople can do every day that will generate huge results:

5 Minutes – Spend 5 minutes growing your network every single day. Just focus on making 5-10 new connections. That may seem insignificant, but if you practice that every day it will build up over time.

5 minutes a day – Engage in content every day. Every day make a like or comment on 3-5 industry relevant posts.

5 minutes a day – Every day try and share a post, your own content.

Remember, it’s all about giving value. When you give value, you get value back.

32:35 Let’s talk about the future of Social Selling. What does that look like? What’s your advice on the future of Social Selling? What does that look like to you in your mind?

Video is growing rapidly.

Live videos with an industry expert.

Building your personal brand.

34:05 What are a few specific things salespeople can do using the LinkedIn platform to win accounts in a down economy that most salespeople wouldn’t even know about?

2 things: Effort & Creativity

Effort – Make an effort. Do your homework. Do some research. Research their content; research their profile; visit their website. Don’t just research them. Research other people like them in their company.

Creativity – Find unique ways to communicate your value to them.

36:27 Do you have any final thoughts or advice for our listeners?

Consistency. If you are going to leverage the power of LinkedIn you need to use it consistently.

It’s like going to the gym. If you want results, you need to do it consistently.

Use LinkedIn to learn, use it to network, use it to sell but just make sure you show up on a regular basis

37:06 Where can our listeners learn more about you and your company and how you can potentially solve some of their challenges with Social Selling?

Daniel's LinkedIn – Connect with Daniel on LinkedIn

Daniel’s Website: https://www.danieldisney.online/

The Million-Pound LinkedIn Message – Pick up Daniel’s book

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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How Questioning Strategy Helps Close More Deals – with Antonio Garrido

Have you ever wondered what it takes to be a top business owner/top salesperson in your industry, the one who makes all the money, who gets the promotions and all the respect? My guest today is President and CEO of ‘Absolute Sales Development’ Inc. based in Miami, Florida – a multi-million dollar sales and sales management training company. He works with highly-motivated entrepreneurs, business leaders, and companies who are ready to work smarter and commit their time, money, and energy to attract new clients, sell more, and generate more profits – ‘Hope’ is not a high growth strategy, he says! He has written two best selling sales books, and he will be talking about them today.

Antonio's Website: https://www.absolute.sandler.com/

Antonio’s LinkedIn – Connect with Antonio on LinkedIn

Antonio's Instagram – Follow Antonio on Instagram

Antonio's Facebook – Check out Antonio on Facebook

Antonio shares his 4 Golden Rules.

Antonio shares one of the most important questions a salesperson should ask their prospect in the sales process? And Why?

Every sales professional hears the same kind of questions over and over. Start tracking the kinds of questions you get by writing them down. And then start crafting your answers to the questions including the stories and examples that will best help answer those questions. Then role play your answers with someone around you.

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Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How Questioning Strategy Helps Close More Deals – with Antonio Garrido

3:10 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

Antonio originally went to college to become an architect.

When a baby is born, the doctor doesn’t hand the baby to his or her parents and say: “Congratulations, it looks like you have a little salesperson here.”

He was recruited by his CEO to run a sales and marketing division.

He tripled his income instantly.

Found himself running a team of 30 sales people.

He went back to school and got his MBA.

Sales and Marketing should be aligned with each other.

9:00 How has COVID-19 been affecting your world first?

Everyone was entirely unprepared for COVID.

3 buckets

Some businesses took off

Some declined

Some went out of business

Antonio had to help his customers pivot.

12:05 Let’s talk about your book Asking Questions The Sandler Way. Why are these questions so vital for salespeople to be asking?

Here are the questions that most salespeople have

What percentage of time do customers speak the truth? How do we get to the truth?

The salesperson typically wants more time than the prospect is willing to give. Our value as a salesperson is measured more by the information that we gather than by the information that we give.

Question is one of the key ways to differentiate yourself from your competition.

Most sales people have been taught how to ask surface questions.

If you only ask surface questions, you only get surface answers.

The most important question to ask of all the questions: We need to get permission to ask a series of questions.

You have a limited amount of time so you need to carefully choose the questions you are going to ask your prospect.

It’s okay if the prospect does not know the answers to some of your questions because you are making them think outside their box.

21:12 Antonio shares his 4 Golden Rules

Rule #1 – They never believe what you tell them.

Rule #2 – They rarely believe what you show them.

Rule #3 – They will often believe what a 3rd party tells them.

Rule #4 – They always believe what they tell themselves.

23:15 Antonio says he has never heard one of us customers say the reason they chose him or his company was because they were the cheapest.

So many salespeople get commoditized by the way they communicate.

If you ask your questions right, you will always win the business, even if your price is higher.

Rolls Royce does not advertise their product on T.V. because their clients aren’t sitting around watching T.V. all day.

25:41 Let’s talk more about your 2nd book: The 21st Century Ride Along. Who did you write this book for and why?

The coach never steps into the game to make a critical play for one of his or her players

A parent doesn’t step in and take over right when their child is starting to learn to ride a bike. Letting them fall off the bike is the best way to teach them to ride on their own.

Similarly, a sales manager shouldn’t step in when the person they are trying to train is about to do something difficult.

29:21 Regarding Leadership in an organization, how does your training apply to sales leadership specifically?

To succeed at anything it is a combination of the right kinds of behaviors, the right kinds of attitudes and the right kinds of skills and techniques.

A manager's primary job is to help their people succeed.

And the best way to succeed is to improve results by building a team of people (because a highly trained team is better than individuals) who are self-sufficient (meaning they perform even when you are not around) with a high degree of skill, coupled with a high degree of motivation.

Your Job: Self-sufficiency, High Degree of Skill, High Degree of Motivation

Your job is to help manage their behaviors, coach their attitudes and training their skills and technique.

Many leaders think they can manage behaviors, attitudes and skill

Manage the “what”, Train the “how”, and Coach the “why”

The best managers and leaders are coaches.

Antonio teaches his B.E.A.R. model –

Belief

Expectations

Actions

Results

35:09 What’s one of the most important questions a salesperson should ask their prospect in the sales process? And Why?

A question or questions that get a universal YES

Could I give you a super quick example?

Can I tell you my biggest fear?

Jeremy I was thinking about this meeting this morning, can I tell you what I was thinking?

Hard sell is good for one thing and one thing only – a hard push back!

Make it conversational by putting in these really good “lubricating questions” that get a universale YES.

It has to feel like you are talking to a friend and it’s strategically very conversational.

38:01 Tell me about how your clients typically start their sales training with you? What are they learning that first 30 days?

We always assess before we train anybody. We need to first determine if we can help the prospect. We don’t just assume we can help everybody.

We don’t do cookie cutter training

First thing we do is we take them through a process of bonding and report

Pattern Interrupt – Get permission to ask questions

Upfront Contract where we agree what the end looks like

Qualification Phase – Pain, Money and Decision

Fulfillment Stage

Post Sell

How to Prospect Like a Lunatic – Skilled Prospecting

Constant Reinforcement over time.

Is training something you did, or something you do?

42:53 Do you have any final thoughts or advice for our listeners?

Every sales professional hears the same kind of questions over and over. Start tracking the kind of questions you get by writing them down. And then start crafting your answers to the questions and the stories and examples that will best help answer those questions. Then role play your answers with someone around you.

44:23 Where can our listeners learn more about you and your company and how you can potentially solve some of their challenges?

Antonio's Website: https://www.absolute.sandler.com/

Anthony’s Phone Number (call or text him): (786) 527-0277

Text me your email address – Antonio will send you free stuff that will really help you

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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Modern Selling: How to Survive An Unexpected Global Pandemic – with Trish Bertuzzi

My guest today is founder & President of The Bridge Group and author of the best-selling book: The Sales Development Playbook. She is an authority on inside sales (if not “THE” AUTHORITY) and often remarks how lucky she is to work with an amazing team, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, metrics and measurement. For more than two decades, she has promoted inside sales as a community, profession, and engine for revenue growth.

Trish's Website – https://www.bridgegroupinc.com.

The Sales Development Playbook is the best book to start with.

Trish’s LinkedIn – Connect with Trish on LinkedIn.

Trish's Instagram – Follow Trish on Instagram.

Trish‘s Facebook – Check out Trish on Facebook.

3 Value Bombs

Trish thinks sales is the best profession on the face of the planet and she is very passionate about it. She also thinks sales is a “craft”. As with any craft you have to practice it and hone it. You have to learn and stay current with it. Even though Trish has had The Bridge Group for 22 years, she continues to do outbound every day. “I hone my craft!” Her happiest times are at her stand-up desk doing outbound.

There is a misnomer out there that buyers have done 70% of their research before they talk to a sales person. How are they going to do their research when they don’t even know they have a problem yet?

To make selling fun, and it should be fun, you need to treat every interaction with a customer like it is an audition. When you hang up the call, you should ask yourself: “Did I get the role that I wanted?” Pretend like you are an actor and the role you are after is one of “Trusted Advisor.” Did I show empathy? Did I present valuable information with them that maybe they didn’t have before the conversation? Self analysis is a critical success factor in modern selling.

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Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: From Impossible to Inevitable – with Aaron Ross

3:02 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

Trish has been selling for 35 years.

Trish thinks sales is the best profession on the face of the planet and she is very passionate about it.

She also thinks sales is a “craft”. As with any craft you have to practice it and hone it. You have to learn and stay current with it.

Even though Trish has had The Bridge Group for 22 years, she continues to do outbound every day. I hone my craft!

Her happiest times are at her stand-up desk doing outbound.

She loves figuring out how she is going to help people. What’s the story she is going to tell them to really help them. What are the channels in which she is going to tell those stories.

She uses all the latest technologies. She is a continuous student.

Is training something you did or is training something you do in order to become elite in selling.

5:55 The beginning of the sales process is equally as important as the end, can you tell us more about what you mean by that?

The hardest part of the modern sales process is getting to engagement. Getting that buyer to listen to you now is just exponentially harder.

We as sales people have done a fantastic job at boring the ever-loving crap out of our buyers with bad messaging, email as a spam cannon, social outreaches that do nothing but promote ourselves.

We have lost our way in that our job and focus should be all about helping “them” – meaning our prospects be successful.

The beginning of the sales process can be the hardest, because if you sound like everybody else, you’ll get treated like everybody else.

The sale is really made at hello and throughout the beginning of the call as you are asking discovery questions to help the prospect discover what their problems are.

You have to become a problem finder and a problem solver and uncover the root causes of their problems and how it it impacting them

9:00 Let’s talk about the pandemic. This is on everybody’s mind. How has the pandemic of 2020 impacted and changed modern-day selling?

Trish’s business is inside sales and sales development and that world has been virtual selling for years. That’s what her company teaches people to do: how to use the phone, web and social media to generate pipelines and revenue.

Field sales has changed. Field sellers have had to pivot their skills.

How to develop relationships and have great conversations in a little black box.

We are developing a relationship right now on Zoom. It doesn’t matter if we are in the same room.

The world is changing and you have to embrace it.

10:45 You talk a lot about how companies are “taking the people out of the process” and how they are ‘shooting themselves in the foot’ by focusing so much of their attention on technology and automation. Can you talk a little bit about that?

Companies want to push the “easy button” and purchase a technology to help manage their sales people and achieve success as opposed to sitting down and completely evaluating. What’s our process?, What’s our message?, How are those discovery calls going? How do I coach my people? That investment is way more than $35 per head per month.

That effort takes time and it takes specific skills and it takes continuity. It takes measurement and it takes individualized strategy based on the unique skills of each of your reps.

Easy button: buy technology.

12:00 Where does that leave most companies that are going down that dangerous “buy technology” path?

Trish loves it because those are the companies that end up being a client down the road.

Some companies have tapped the brakes on technology over the past few months. And some who have not done the hard work, have actually hit the brakes.

12:27 One thing you say is that you can’t automate Excellence – what do you mean by that?

Everyone talks about personalization in sales and Trish completely agrees with that.

Personalization at scale though is a little bit harder.

It’s not the process that makes you excellent; it’s not the message that makes you excellent. It’s the delivery that makes you excellent.

Where we see “pipeline leakage” the most is in that introductory discovery call.

14:24 You said you hate BANT. Tell us your thoughts on why BANT may not be that effective anymore?

I hate BANT when it is used at the wrong place in the sales process and when it is all coupled together.

BANT comes from a faulty understanding of what the sales process actually is in human behavior. BANT assumes that every prospect you talk to already knows what their problems are and that they have a budget set aside to fix it.

The problem is that most of your prospects don’t know what their problem is. 90% of them don’t.

Maybe they feel like they have a problem, but they are not sure what the true source of that problem actually is or what the problem is doing to them or the root cause of the problem or the potential consequences are if you don’t do anything about your problem.

So your questioning ability and becoming what we call a problem finder and a problem solver, not a product pusher. The questions you ask help them discover what their true problems are. That they might not have thought the had. It challenges their status quo.

Analogy: Everyone today is selling “vitamins,” which are nice to have. But many people need “aspirin.”

17:17 Are SDRs (Sales Development Representatives) at risk of being replaced by automation or is this just a ploy to get attention in the media?

It’s a ploy. It takes the whole “human factor” out of the equation.

automation can never find problems for your prospects, they didn’t know they had.

Or what if you are selling to innovators and early adopters. You are selling something they didn’t even know about.

Look what automation has gotten us. Before automation, 60% of sales organizations made quota. After the onset of automation, 60% of sales organizations make quota.

Golf analogy: Golf technology has come so far in the last decade, but the average golf handicap has not gone down 1 stroke.

19:09 What are some flaws in the hiring, onboarding and training processes that companies need to fix now as it relates to inside sales?

Hiring has kind of flipped because previously the demand for inside sales far outweighed supply.

Companies need to systematize their hiring process as much as they do their sales process to get the best candidates in this market.

21:04 Your “Warrior Cry” to Executives has been: Look at your budgets, are you spending an equal amount of money on making your sales people better as you are on technology? Are companies investing in skill set enhancement?

It’s almost like they have an obligatory check box to get ii done for the year, and then beyond that there is not much support from the management team beyond that.

A lot of sales training today is like motivational speaking.

Motivational training is good but at the end of the day, when a sales rep picks up the phone they need skills…they need to know exactly what to say to get that prospect to engage in a conversation to see if you can help them.

In addition to “motivational training,” many companies are focused on product training next as opposed to skillset training, which is what is really needed today.

And then they wonder why there is huge attrition and they have to replace half their sales force every few months.

23:02 You say the pendulum has swung too far over on the automation side of the equation when in reality the sales process is still all about “people selling to people.” give us more insight into that?

To make selling fun, and it should be fun, you need to treat every interaction with a customer like it is an audition.

When you hang up the call, you should ask yourself: “Did I get the role that I wanted?” Pretend like you are an actor. And the role you are after is one of “Trusted Advisor.” Did I show empathy? Did I present valuable information with them that maybe they didn’t have before the conversation?

Self analysis is a critical success factor in modern selling.

The biggest problem in sales is if you don’t know what your problem is. Because if you don’t know what your problem is, how can you fix it? But when you do know what your problem is, whose responsibility is it to do something about it?

24:49 How and why managers aren’t correctly managing the inside sales process?

Trish places the blame on the executives that made them a manager. Often the best reps are promoted into management but they lack the leadership skills necessary to lift others.

They don’t know how to coach. They don’t know how to talk with someone about their career path. They don’t know how to handle problems. They don’t know when to step in or step out.

Trish’s company offers a service called “coach the coach” where they help turn individual contributors into good managers.

Mentoring has fallen by the wayside.

The greatest athletes have mentors and coaches.

Nobody owns your success but you. Don’t wait for your company to invest in your training. You should take responsibility for your own success.

27:46 I love how you talk about this final idea. I see this so much with salespeople. What is the “rush to demo syndrome” and how can it be fixed?

What is the hardest part of the sales process? The beginning.

Let me go back to the easy button.

When sales people try to present their solution too early.

Listening to your prospect is critical to fixing the “rush to demo syndrome.”

Push pull dynamic.

30:10 Do you have any final thoughts or advice for our listeners?

Hone your craft. Think about it every day. Self analysis is critical.

The biggest problem that many sales people have is their ego and it prevents them from learning and reaching greater heights.

You have to let go of your ego to make more income as a company or as an individual.

31:16 Where can our listeners learn more about you and your company and how you can potentially solve some of their challenges?

Follow Trish on Linkedin Trish’s LinkedIn

Website: www.bridgegroupinc.com

Resources Page – They do a ton of research.

Our Blog has a lot of good advice.

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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From Impossible To Inevitable – with Aaron Ross

Have you ever wondered what it takes to be a top business owner/top salesperson in your industry, the one who makes all the money, who gets the promotions and all the respect? My next guest Aaron Ross is the co-author of From Impossible To Inevitable (with Jason Lemkin) and of Predictable Revenue (called the “Sales Bible of Silicon Valley”) about sales systems that helped Salesforce.com, Twilio, Zuora and other companies create billions in sales. He is married with 9 children (half through adoption), and lives in Edinburgh, UK. He’s Co-CEO of PredictableRevenue.com and a global keynote speaker.

Resources

Aaron’s Website – https://predictablerevenue.com/

From Impossible To Inevitable – is the best book to start with.

www.fromimpossible.com – get a free chapter of the book.

Aaron’s LinkedIn – Connect with Aaron on LinkedIn.

Aaron's Instagram – Follow Aaron on Instagram.

Aaron's Facebook – Check out Aaron on Facebook.

3 Value Bombs

A sales job is an amazing way to get paid to learn.

The biggest missed opportunities are missed on the frontend with lead generation because business owners are afraid to put themselves on the website, in the videos, in the newsletters, etc.

Elite salespeople are the best at asking the right questions at the right time in the conversation, with the right tone. They help the prospect uncover questions about their process or their problems that they didn’t even know they had.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: From Impossible to Inevitable – with Aaron Ross

2:26 Aaron’s sales story really started when one of his companies failed after raising $5M in funding.

Every entrepreneur can sell with passion and enthusiasm, but that is different from having a system and knowing how to build and manage a sales team, and most importantly create “predictable revenue.”

He decided if he was ever going to build a successful company, he needed to really learn how to sell and how to build a sales team, and that led him to www.salesforce.com

He started out at the most junior sales rep job answering the 800 line at around age 30 or 31.

The best way to learn something is to do it.

A key to success in sales is being willing to “get into the trenches and get your hands dirty” and learn how selling works from the ground up.

6:14 How did you go from that junior sales position to helping Sales Force create hundreds of millions per year?

Sales Force to Aaron was like an MBA because he planned on starting another company someday

A sales job is an amazing way to get paid to learn

“When” not “If”

Aaron proactively networked inside Sales Force and met people all across the company

Aaron proved himself for several months and then found a big problem he could solve

He got executive support

The sales people were ineffective at prospecting and flailing around. There was no system.

He read a bunch of sales books. But the techniques were not working so he threw them all away.

He wrote several pain emails and mass sent them. It didn’t work, but it did start Aaron down the road of systematizing the process.

13:01 What do you feel is one of the biggest things that business owners and entrepreneurs get wrong about sales?

Many people do not put their own style and personality into the marketing messages they write.

They come across as boring and flat.

The biggest missed opportunities are missed on the frontend with lead generation because business owners are afraid to put themselves on the website, in the videos, in the newsletters, etc.

Often less (words) is more in marketing.

Focus on how what you do solves problems.

19:43 You say in your book that salespeople should prospect. What do you mean by that?

Think about a sports team. There is no sports team in the world where every player plays every position. So why do we do that in sales?

The principle is focus.

4 core roles:

Dedicated outbound prospectors (outbound SDR) – find and book quality meetings

Inbound SDR

Sales people, closers, account executives

Account management after the sale

23:01 What do you think leaders get right and wrong about outbound prospecting?

Expecting people to prospect part-time and do it well.

The lever for most companies growth is not found in the number of sales reps you have, but instead it is in having a predictable lead generating system.

Leaders underestimate how long it takes to build a quality system and team. It takes 6-12 months.

25:23 What do you feel are the biggest mistakes companies make when training their sales reps to sell?

Not having a training program

Not having an onboarding program

Is training something that you did, or is training something that you do?

The greatest athletes keep training. They don't just train their rookie season and stop.

The average salesperson spends less than $100 per year on their own sales training.

A lot of training programs are too focused on the product (features, benefits, etc.)

3 Eras of Selling

– Era 1 – Boiler Room selling (Wolf on Wall Street – manipulate them, posture them, push them)

– Era 2 – Consultative selling – ask logical-based questions. People think they buy on logic but it's all emotional.

– Era 3 – Dialogue – learn to ask the right questions (Neuro Emotional Persuasion Questions)

Buyers today don’t want to be talked to and sold; they want to be asked questions and listened to and understood.

30:58 Why is “nailing a niche” so important?

The attention span of the average person is squished. The amount of energy they are willing to spend to determine if something is relevant or not is more narrow.

Knowing what kind of customer needs you the most. How they think. How should you communicate with them?

Send out a clear signal so the right customers tune in and see that you are relevant to them.

Salespeople and business owners have to stop thinking like sellers and they have to start thinking like buyers. What problems do people have and how can my product best solve those problems.

You really have to understand what problems people have first.

What the best salespeople in the world do is they are the best at helping their prospects find problems they didn’t even think they had.

Average sales people ask a few surface level questions and then go right into their “pitch.”

Elite sales people are the best at asking the right questions at the right time in the conversation, with the right tone. They help the prospect uncover questions about their process or their problems that they didn’t even think they had.

Or maybe they knew about a problem, but they didn’t really know how bad it was, they didn’t know the root cause of it or the short or long-term consequences of what’s going to happen if they don’t do something about it.

Those kinds of salespeople are called “problem finders” and “problem solvers.”

One of the secrets to SalesForce.com is you have sales people selling to sales people

The best sales people listen to what the prospect means, not just what they say.

37:05 You have 9 kids? How do you manage that?

38:14 Why did you move your family from L.A. to Edinburgh, Scotland?

39:07 Do you have any final thoughts or advice for our listeners?

Regarding the journey, it always takes years longer than you thought to get where you want to go.

Whether you are a person trying to build your family or you are an entrepreneur trying to build a company, focus on learning and getting better and realize it usually takes longer than you thought.

The faster you learn the right skills, the faster you are going to take off.

40:27 Where can our listeners learn more about you and your training and your vision ?

From Impossible To Inevitable is the best book to start with

www.fromimpossible.com – get a free chapter of the book

https://predictablerevenue.com/ – website

Aaron’s LinkedIn – Connect with Aaron on LinkedIn

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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Secrets About The Perfect Close – With James Muir

James Muir is the CEO of Best Practice International. He is a best-selling author, keynote speaker and consultant. James shattered records as both a field rep and manager. His guidance comes from experience and the school of hard knocks. Three decades of experience has given James a fresh, practical perspective on what works in real life and what doesn’t.

He is the Best-Selling author of The Perfect Close: The Secret to Closing Sales that shows sales and service professionals a clear and simple approach that increases closed opportunities and accelerates sales to the highest levels while remaining genuinely authentic.

Resources

James’ Website: There IS a Better Way to Advance & Close Your Sales

James’ LinkedIn – Connect with James on LinkedIn.

James’ Instagram – Follow James on Instagram.

James’ Facebook – Check out James on Facebook.

3 Value Bombs

James lost a massive deal experimenting with one of the most popular closing techniques that he had learned in a well-known book.

Well-known closing techniques can work as long as the size of the sale is small ($109 or less).

Most closing techniques came from the pre-internet era, but we don’t live in that world today, so they are no longer as effective as they once were.

Whenever you go into a meeting, you should have a clear idea regarding what you want to get out of the meeting. Have an ideal advance and a couple of backups. An advance as defined by Neil Rackham, is where the sale moves forward.

The data shows, from a problem perspective, 50-90% of all sales meetings end with no commitment attempt being asked for whatsoever.

Not asking at all is worse than asking in the wrong way.

Why? Because salespeople are not comfortable with any of the manipulative techniques they’ve been taught. So rather than ask in any kind of manipulative way that they think may damage trust, they just don’t ask at all.

In the first few seconds of any encounter, people try to decipher our “intent”, and they determine our “competency.”

Intent – Are you trying to hurt me or help me?

Competency – Are you able to do whatever it is you intend to do?

Here’s the mistake that most salespeople make: They think to themselves, “If I prove that I am the best, the most competent at this, I win.”

In selling situations that work with human behavior, warmth and intent are weighted more than competency.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today's Audio MASTERCLASS: Secrets About The Perfect Close – with James Muir

3:24 So I want you to dive right into your story and give our listeners a feel for your background and how you arrived at this point in your life where you are one of the elite authorities on leadership, sales, and persuasion. Can you tell us a little about your background and how this all started for you. How did you learn all these skills?

James is an accidental salesperson. He used to travel with sales people and said to himself “I hope I never have to do that.” Then a sales leader in his company left and took clients and out of desperation it forced James to move into sales.

James has served is sales as an individual contributor all the way up to an Execute VP of a publicly traded company.

5:17 How did you come to write your book The Perfect Close?

James personally had a problem with closing. He was an operations guy. He didn't know how to present and close.

He read a massive number of books and decided that someday he would write a book to talk about all the ridiculous closing techniques being taught that include manipulation and pressure.

James lost a massive deal experimenting with one of the most popular closing techniques that he had learned in a well-known book.

Well-known closing techniques can work as long as the size of the sale is small ($109 or less).

Most closing techniques came from the pre-internet era, but we don't live in that world today, so they are no longer as effective as they once were.

Buyers often know more about the product than sellers do.

9:35 You mention some closing myths in the book. Tell us about those.

There are 7 key closing myths outlined in James' book.

Closing techniques are gambits and do not work, especially in large sales

Always be closing – the data shows that past the first attempt there is a negative correlation between the number of times you ask for the sale and success in getting the sale

13:00 Are you willing to share the two Perfect Close questions with our audience?

The data shows, from a problem perspective, 50-90% of all sales meetings end with no commitment attempt being asked for whatsoever.

Not asking at all is worse than asking in the wrong way.

Why? Because salespeople are not comfortable with any of the manipulative techniques they've been taught. So rather than ask in any kind of manipulative way that they think may damage trust, they just don't ask at all.

15:25 There is a really easy way that you can get your ideal advance, and do it with zero pressure and with a high probability of success – like in the 90-95% range where it is nearly successful every time?

Question #1: Does it make sense to _______? Where _______ is your ideal advance

Example: Hey Jeremy, does it make sense to schedule an assessment to see what our best options are?

Question #2: Well ok, what do you think is a good next step then?

90% of the time, the customer will suggest a very logical next step for they are at in their buying process.

At its core, The Perfect Close is a timing question. Is the timing right for us to ______?

Hey, other clients at this stage tend to do this _______. Does it make sense for us to do that?

Add on and Fall Back: If they say no you can “Fall Back” and say: “Ok, sometimes clients at this stage also do this other thing _______. Would it make sense to do that?” This is referred to as “Fall Back”. This is why James recommends you prepare 3 advances.

Even if they say Yes to your first advance you can say: “Ok, sometimes clients at this stage also do this other thing ________. “This is called Adding On.

Commitment questions – Example: “John do you feel like this could be the answer for you?” “Why do you feel like this could work for you?”

20:36 One of the secrets in the book is that “Intent Matters More Than Technique”. Tell us about the psychology around that.

In the first few seconds of any encounter, people try to decipher our “intent”, and they determine our “competency.”

Intent – Are you trying to hurt me or help me?

Competency – Are you able to do whatever it is you intend to do?

Here's the mistake that most salespeople make: They think to themselves, “If I prove that I am the best, the most competent at this, I win.”

In selling situations that work with human behavior, warmth and intent are weighted more than competency.

There are non-verbal signals you are giving off that you cannot control that people are very good at picking up on – mirror neurons, micro expression, paralanguage (tonality in your voice). The thing you can control is to have the right intent to begin with.

Forget your ego for a second and think about how you can really serve and help this customer, and then you will magically be giving off all the right signals that you need.

You are not focused on making a sale; you are focused on whether or not there is a sale to be made in the first place.

Focus on being a Problem Finder and a Problem Solver, not a Product Pusher.

Don't have “Commission Breath.”

If you have your intent right, you can butcher the technique badly and customers will still let you come back and take “a swing at the plate” because they realize that you are trying to help.

It's when they detect that you are doing it for yourself that they turn off.

When they feel like you have an agenda and you are just trying to push your stuff over the line, you're done.

24:02 You say there are 3 questions every salesperson should answer before every sales encounter. Can you tell us about those?

This would be the cheap and easy way to do pre-call planning.

The first thing you want to ask is “How can I add value in this meeting?” “Why should this customer see me?”

The second question is ” What do I want the client to do?” And this speaks to the advances that we just talked about earlier. What is the outcome you are hoping to get out of this meeting?

If you as a salesperson introduce an unanticipated solution and an unrecognized problem or an unseen opportunity, they are willing to pay a premium for that.

So what you want to think about is how you can make the meeting valuable. If you do a really great discovery, you are actually asking questions that they don't know the answer to.

Be sure and give the prospect time to think about the answer to your questions.

Collective Confidence – Use silence to your advantage and let them really think about the questions you are asking.

If you do this right your prospects will view you as an Authority Figure as opposed to a Salesperson with “commission breath.”

If you do this right, your customers will not only buy over and over again from you, but they will refer you. The secret to selling: Do a great job for a customer and they will help you get other customers.

28:33 How do sales professionals create a compelling value proposition?

A good value proposition at a minimum has a metric, it has a direction, and it has magnitude.

Metric – is the thing that tells you whether you are doing good or not.

Direction – whatever solution you have, does it make it go up or does it make it go down. Remember – sometimes down is good, sometimes up is bad.

Magnitude – refers to how much is it going up or how much is it going down. This is how many executives look at your solution. At the very least you need to be able to articulate the Magnitude of the value you are offering. Example: we tend to be able to increase salespeople's close ratios between 19-22%. It's ok to give a range like that.

Other things to your value proposition could have are: target statements, impacts, etc.

Sell the problem, not the solution. Focus on results and problems for prospects.

31:36 How can sales professionals make their sales meetings with clients inherently valuable?

There are basically 7 ways:

Deliver insight in some way – again introduce an unanticipated solution and an unrecognized problem or an unseen opportunity. Psychologically speaking, this sets the prospect off balance a little bit and creates a psychological gap that they want to fill. At this moment they are prime to receive the rest of your messaging.

Asking the right questions

Help them better understand their needs

Help them see the path to success. This will build in them the fear that they can't get where they want to go without your solution

You can share new ideas

You can deliver education

Share news, trigger events and insights from your industry

33:32 You also have guidance on prospecting. Can you tell us about that?

Basically 4 key areas that are high leverage and less utilized

Market – Speaks to the target market. Sell to only ideal clients.

Message – How do you speak to your ideal clients. Once you connect with your ideal client, you have a very narrow window to get your message across. So your message has to be brilliant.

Medium

Motivation

36:13 What is some final guidance or insight you would offer to our listeners whether they are salespeople or even business owners, who are having a tougher time because of things that are going on in the economy?

Whenever we are taking on a challenge, we would all love to have a coach who can help us move forward at our own pace. Our clients are engaging us because they want us to help them make some kind of positive change. If they didn't, they wouldn't be talking to you. If they could do it on their own, they wouldn't be talking to you. They are expecting us as sales professionals to be that coach. They are looking for us to guide them through each little commitment that it takes for them to achieve their goal. It's so much more than just advancing the sale; it's really leadership when you get right down to it.

Most sales professionals can do a much better job at coaching and serving their prospects and customers than they are doing today.

My challenge to you is be a better coach, be a better problem solver, be a better teacher so you do a better job serving and helping your prospects and clients.

38:04 Where can our listeners learn more about James Muir?

https://puremuir.com/ James' website

The 7 Deadly Sins of Closing – available for free

All the models of The Perfect Close are available for free

James' LinkedIn – Connect with James on LinkedIn

James' Instagram – Follow James on Instagram.

James' Facebook – Check out James on Facebook.

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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Shifting To Virtual And Selling Without Any Constraints – With Shari Levitin

Shari Levitin is an energetic, wickedly funny sales authority, who helps sales teams bridge the gap between beating quota and selling with an authentic, heartfelt approach.

As founder of her self-named, highly respected company, she has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. She is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, which we are going to talk about today… (it’s now translated in 4 languages), and she is a contributor to Forbes, CEO Magazine, Quotable, Inc Magazine and The Huffington Post.

Resources

Heart And Sell: 10 Universal Truths Every Salesperson Needs to Know Paperback

Shari’s Instagram – Follow Shari on Instagram

Shari’s Facebook – Check out Shari on Facebook

Shari’s Youtube – Check out Shari on Youtube

Shari’s LinkedIn – Follow Shari on LinkedIn

3 Value Bombs

The best salespeople are not necessarily the best at talking. Instead, they are the best at listening and asking the right questions at the right time in the conversation.

Don’t just chase the money in your sales profession. If you find a product that you love, the money will follow if a couple of other things are there. In addition to choosing a product around which you have conviction and passion, make sure your product solves a real problem in the marketplace.

Find a qualified mentor who truly has the expertise to help you get to the next level, who can help you implement what you are learning.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today's Audio MASTERCLASS: Heart And Sell – with Shari Levitin

4:06 Tell us a little more about your background and how you came to be known as an elite authority on sales and persuasion?

Started in the timeshare industry but she didn't like high-pressure sales so she got out of it. Then she got back in when Marriott started selling timeshares.

Shari doesn't consider herself a “born salesperson.”

She studied human behavior and learned from an earlier mentor that better communicators make better sales people.

Sales is a “life skill.”

Shari would keep a little black book and she would write down patterns she would see in human behavior. She would then for distinctions.

She became the #1 salesperson in all of Marriott for 2 reasons:

She had a phenomenal mentor and after each presentation they would analyze it. You can lose the deal, but you can't lose the lesson.

She had an absolute passion for learning and she did not ascribe to the belief that if they don't buy today they will never buy. She became exceptional at calling people back and following-up.

7:38 The best salespeople are not necessarily the best at talking. Instead, they are the best at listening and asking the right questions at the right time in the conversation.

Help the prospect uncover problems they don't even know they have.

Get into the heart and soul of the customer and see what matters to them most.

Become a problem finder and a problem solver.

What are the potential consequences if they don't solve their problem now as opposed to down the road?

Most salespeople are product pushers. They are trained to ask a few surface questions that every other sales person is trained to ask.

10:26 How come one sales person can make, let's say $300,000 a year in that industry, while another is barely getting by when they're using the same “system”?

This is really the thesis of Shari's book that what you do matters, to quote Brene' Brown, “who you are matters more.”

So when we talk about Heart And Sell, there are the 10 universal truths every salesperson needs to know.

5 of them are very tactical: How we ask questions, How we isolate objections, How we build rapport. And these things matter. They are skill sets.

But who you are matters more. Authenticity today has never been more important.

If you are not genuinely empathic today, the customer is going to know.

In virtual selling, which many have been forced to pivot to this year, it's even more important than it's been in previous years.

14:08 If you were starting over today as a salesperson, what specific steps would you take to be at the very top right now?

#1 pick a product that you believe in and are passionate about. What matters is that you genuinely have a conviction in your product.

#2 choose a company where your manager can provide mentoring and coaching. People don't leave companies; people leave managers.

#3 In sales “no never means no.” The more rejections you can endure, the farther you are going to go in your sales career. Get yourself in the emotionally resilient state of mind.

18:01 In several of your trainings you talk about re-humanizing the sales process. What do you mean by that?

Information overload has impacted us all. Accessing information today is not the challenge but filtering it.

To make it in sales we have to be able to do everything that Alexa can't do.

CALL method – Connect, Ask, Listen, Link

Alexa will never be able to connect to another human the way humans connect

Alexa will never be able to ask questions that break past the skin, through the bone and into the heart

Alexa will never be able to listen not only to the words but to the emotion behind the words and get the nuances

20:31 Why should salespeople be using the CALL Method: Connect, Ask, Listen, Link?

According to Harvard Business Review, there are 2 things that every salesperson needs in order to create influence

#1 Empathy – knowing your customer

#2 Competency – knowing your product

Which one is more important? It's a trick question. They are both equally important. But here's the catch: the order does matter. We need to lead with Empathy to be successful today.

Empathy is the cornerstone of trust.

Empathy creates an environment where the prospect wants to engage.

23:49 Your company shifted to virtual presentations because of COVID-19. How are you adjusting your presentations to assure that they translate to a virtually medium, but still fully engage the person on the other end?

The 10 biggest mistakes salespeople make in a virtual environment. Sometimes you need to look at what not to do, in order to determine what to do.

There is a tendency towards laziness in default behaviors.

When we are virtual we automatically don't have the same level of trust.

There is a hormone called Oxycontin. There is a hormone that is release when we are in the same room; it's the trust hormone.

#1 The first mistake salespeople make is they don't get their customer to turn on the camera. So they can't see their body language.

Customers are 7 times more likely to buy if they can see you and hear from you.

You don't have to see them. That's not as critical.

But if you can, it's best for both sides to turn on your cameras.

In your confirmation, let people know it will be a video call.

#2 An over-reliance on technology can become a big challenge. It's not a matter of “if” but “when” there will be a problem with your technology, and you need to be prepared for it.

Shari shares an embarrassing story about a technology glitch that happened in the middle of her presentation.

“Ditch The Deck” – Don't be so reliant on your technology (competency) that you lose empathy and you lose the relationship.

31:29 What was the greatest challenge you experienced in pivoting to virtual as a result of the COVID-19 pandemic?

Finding the time to do everything required to do it right. Shari and her team listened to over 100 virtual presentations during the first week to find the pitfalls because she did not want to make it up.

Being humble enough to admit that maybe she needed to reach out to other people with more expertise so she could get it right. Having the humility to say who are the experts and what can I learn from them.

Communicating to everyone that what you did live…you can't just turn on a Zoom and repeat it virtually.

Ego can be one of our greatest inhibitors to success. Ego can keep you stuck in the same income for years.

34:01 What are some trends you are noticing during this shift towards virtual selling?

Right now 90% of all sales people are shifting towards virtual presentations.

It works!

If you don't have a strategy for selling virtually you are going to be left in the dust.

Win rates may not be as high, but you can reach more people.

Sellers will have more balance in their lives.

It's more economical to sell virtually.

Video prospecting and following up are going to become increasingly more common and effective

10 times higher open rates sending a video as opposed to an email

38:01 Where can our listeners learn more about you Shari?

Linkedin www.linkedin.com/sharilevitin

Email me [email protected]

A Party Without Pants

Talk about the 10 Mistakes That Virtual Sellers Make And How To Avoid Them

But my book on Amazon and learn more about Learn more about the C.A.L.L. Method of selling. https://www.amazon.com/dp/1632650746

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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7thlevelhq · 5 years ago

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Don’t Let AI Steal Your Commissions – With Victor Antonio

Victor Antonio had a poor upbringing from one of the roughest areas of Chicago, but that didn't stop him from earning a B.S. in Electrical Engineering, an MBA, building a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company.

Resources

Sales Velocity Academy: Online Sales Training To Increase your Sales Velocity with Victor Antonio.

Victor’s Instagram – Follow Victor on Instagram.

Victor’s Facebook – Check out Victor on Facebook.

Victor’s Youtube – Check out Victor on Youtube.

3 Value Bombs

If you understand the why to how people buy, then you can sell a lot more effectively.

Your ability to ask the right questions, your ability to guide the conversation through the right questions and then become aware of their problems, is key to your success in selling.

The best way to sell is to raise objections throughout the presentation, you block them and reduce that buyer's resistance.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Finding The Why In How People Buy with Victor Antonio

3:54 Victor talks about how a beer and a piece of meat in his belly were completely satisfying until he discovered he missed out on a $50,000 commission!

7:25 If you understand the why to how people buy, then you can sell a lot more effectively.

8:00 Are you focused on selling or helping?

9:00 Once you learn the right skills, your ability to make more money will increase exponentially.

9:20 Your ability to ask the right questions, your ability to guide the conversation through the right questions and then become aware of their problems, is key to your success in selling.

9:45 The average sales person practices what to say, the best of the best sales people practice what to ask.

Too many sales professionals are practicing their “power point” instead of the questions they need to ask.

12:27 Sales people have to do things different during times of economic contraction. During these times, your shortcomings as a sales professional are only going to be magnified.

13:14 Learning to pivot during difficult times is critical for sales professionals today.

Warren Buffet says when the tide goes out, that’s when you will see people swimming naked – referring to their financial unpreparedness. So it is true of sales people, many of them are unprepared and slow to pivot.

14:03 How has selling changed in the past 5, 10 even 15 years.

Before the internet the sales person was the many source of education.

The relationship is the result of your ability to help people

People today don’t buy from people they like, they buy from people who they trust will get them results. .

Become the trusted authority, land the business and your customer will never leave you.

17:17 The whole ABC aspect of selling is dead.

Customers today have information readily available with their smart devices and they will not be bullied.

Net Promoter Scores. Customer Satisfaction Scores – these are tools that will impact you today when you pressure people. This can lead to buyer remorse and people talking badly about you.

17:52 How selling has changed

Victor believes we have reached the “equality of quality” – meaning every product is the same almost every service is the same. So the real differentiating factor in today’s market is the sales person.. How you format, clarify and explain.

The quality of your questions will determine your success in selling.

Move past surface questions and learn how to dig deeper by increasing your questioning ability.

Learning these skill can help you make hundreds of thousands of dollars a year even as a W2 or 1099 sales person.

Challenger Sales – The customer isn’t always right.

21:24 What are your thoughts on Closing? Pressure vs. Persuasion?

Nobody likes to be hard closed

In B2B selling the number of decision makers keeps increasing, so there’s no ABC selling today. If it’s a low value sale, you can ABC sell. But as the sales process becomes more complex and larger, ABC doesn’t work.

Studies have shown that sales people who have been trained on closing techniques, their sales results actually go down.

You don’t need 101 closes today. Just practice 1 good close.

If you know the right questions to ask, you can work your way towards “sticking the landing” on the close.

You don’t have to close hard if you know where you are going.

Learn how to ask commitment questions and you never have to close at all. Your customers will close themselves.

Sales people shouldn’t close people who just shouldn’t be closed.

25:24 The best way to sell is to raise objections throughout the presentation, you block them and reduce that buyer's resistance.

Blocking objections vs. overcoming them.

If your prospect verbalizes something, they are going to stick with their position.

If the customer says “that’s too expensive” or “that’s too complicated”, they’ve now voiced an opinion and taken a position, and now you as a sales person are on your heels and you have to try to overcome that.

It’s more about Objection Prevention than Objection Handling.

28:11 Virtually Selling Vs. Remote Selling

Victor came up with a phrase called “Frame Casting.”

Step number 1 in the new way of selling is control the frame – what people are looking at.

Reading body language can be a little more challenging because only part of the body is in the “frame.” You need to use your ears more too.

The ability to use new technology fluently can also help you.

30:20 Are sales people becoming obsolete with the onset of new technologies?

A confused mind will never make a decision.

Victor tells an interesting story about a drone sales person.

BANT selling is much less effective in 2020 and beyond. It can still work in certain situations, but you have to be selective in how you use it.

37:52 To be successful in selling moving forward, what is some final advice you can give to our listeners?

The Universal Sales Formula

Empathy

Education – ask the right questions, offer insight that they have never thought about before

Empower

Showing empathy and that you are really there to help them, will completely set you apart from your competition.

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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7thlevelhq · 5 years ago

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Super Star Sales Presentations – with Patricia Fripp

She started with nothing. As a young woman at age 15, she began her career as a hairstylist and arrived in America at 20 with no job or contacts, with $500 to her name, and she went on to make millions of dollars. Companies of all sizes and in all industries hire Patricia Fripp to help them drive more sales by improving their important conversations and sales presentations. She is a true presentation skills expert and Hall of Fame keynote speaker, who was the first woman to be elected as President of the National Speakers Association. Meetings and Conventions Magazine named her “One of the 10 most electrifying speakers in North America.” Kiplinger’s Personal Finance magazine says “One of best ways to invest in your career is to learn presentation skills from Patricia Fripp.” In 2019 she was named one of the top 30 Global Gurus and one of the top 25 Women in Sales. Patricia is now virtually everywhere with her interactive, web-based training FrippVT Powerful, Persuasive Presentations.

Resources

FrippVT: Imagine the Results You Would Achieve If Everyone Perceived You As A Powerful, Persuasive Presenter

Instagram – Follow Patricia on Instagram.

Patricia’s Facebook – Check out Victor on Facebook.

Patricia’s Youtube – Check out Victor on Youtube.

3 Value Bombs

If you sound the same as everyone else, you have no advantage.

Your ability to ask the right questions, your ability to guide the conversation through the right questions and then become aware of their problems, is key to your success in selling.

There is nothing like a 3rd-person endorsement story.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Super Star Sales Presentations – with Patricia Fripp.

4:12 I hear in your last career, you were San Francisco’s number 1 men’s hairstylist, at a time it was a new industry. Now you are a Hall of Fame speaker who has delivered more than 3,500 presentations on 5 continents. There’s a huge difference between those 2 careers. How did that all go down?

When 60 Minutes was at the National Speakers Association convention for five days in 2000, they asked me that question. You used to be a hairstylist. Now you're a speaker. Got to be a big difference. My answer was as a hairstylist, I worked on the outside of people's heads. Now as a motivational speaker, I work on the inside. There's only half an inch difference. That line got me on 60 Minutes; that half inch has made me millions of dollars!

As a young woman, I learned good work habits and how to take advantage of opportunity.

You don't have to be the best. You just have to work harder.

If you are genuinely interested, people like talking about themselves.

To be perceived as “interesting”, you have to first be “interested.”

If you sound the same as everyone else, you have no advantage.

Everyone is always more interested in themselves than they are in you. That means you have to speak from their point of view.

16:08 The old way of selling doesn’t work.

The old way of selling doesn't work. “Hi, I'm Patricia Fripp. I worked with the ABC company. We've been in business for 45 years. And this is what our unique methodology is. And this is who we do business with. And we'd love to do business with you.” Nobody cares.

You need to ask questions so you find out their interests, challenges, opportunities, and build all you want to say around their concerns.

The secret is to be naturally curious and genuinely interested

Patricia says her brother is not surprised she gets paid to tell people what to do because he says “she was a bossy little girl. My sister is not backward about being forward.”

Regarding the questions Patricia asked her clients, she said no one ever said to her “that is none of your damn business.” The key again is to ask genuinely interested, point-of-view questions. And your prospects will pick up the difference on that, whether it is just a surface question or whether it is a deeper, more genuine question demonstrating you are really trying to find out if you can help them.

19:06 What is the process you go through when you work with a company who wants to improve sales?

Patricia says she invites the potential company to treat her like they already hired her. More than just “talk” about what she can do, she wants to “show” the prospect what she can do, which is good advice for all of us.

How to be more powerful, persuasive and personable than your competition.

Patricia takes the best sales person a company has got and “Frippmatizes” them.

How do you open

How do you focus on the prospect

How do you use “you-focused” language

How do you add more specific language

How do you tell electrifying, happy customer stories

23:22 What does a sales professional need to do if they want to be the very best at sales?

Learn how to ask exceptional questions

Learn how to tell your story so your delivery is compelling

Congratulate the customer or prospect. Offer some genuine compliment

Don’t thank them for their time. Instead thank them for the opportunity to discuss how the _________ might be what you are looking for

If someone in the room or on the Zoom or call set up the meeting, make them look like a hero to their bosses

People don’t buy from people they like. People buy from people they think can get them the best result

Not every conversation goes the way you expect and you need flexibility within the structure of your presentation

31:35 One other skill that all great sales professionals need to master is Storytelling.

There is nothing like a 3rd-person endorsement story.

You need 5 good stories that will match who you are talking to.

Stories have to be true, they don’t have to be 100% accurate.

3 minute story with a “help” – what you did for another prospect and how you turned them into a happy customer.

Use 3rd-party testimonials to add credibility to your presentations

35:00 What do you think keeps most sales people from being great?

Because you are doing superbly well. You are comfortable. Good is the enemy of Great.

Complacency holds many sales people from reaching elite levels.

Ego can hold you back from reaching greater levels

Learn how to let go of your ego and learn something new and watch your income increase

Sport professionals don’t stop training after winning. They have coaches that help them reach new levels.

Walk into your meeting or performance with the assumption of innocence within the context of experience.

43:20 We are living in a difficult time. A lot of our listeners are stuck at home right now and they have been forced out of in person presentations and are now using Zoom or some other technology. What advice do you have for them?

Look good. Dress for success even though you are not meeting your prospects or customers in person

When you walk into your shop say “good morning God.” Every morning remind yourself how lucky you are to serve your clients and be a good friend

With the power of your words you can make people feel committed

People have had far greater challenges than we are experiencing. Try and keep that perspective.

47:08 Where can listeners learn more about you and your training?

You have to remember Patricia’s name FRIPP.

https://www.fripp.com/

Free resources including an article on the biggest mistakes that salespeople make in the presentations and 5 techniques when you’ve got a good prospect.

https://www.frippvt.com/ take a free trial

Call or send Patricia an email

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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7thlevelhq · 5 years ago

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Stop Acting Like A Seller, Start Thinking Like A Buyer – with Jerry Acuff

Jerry Acuff is currently rated as one of the top 3 sales experts in the world and was named one of the 50 Best Salespeople of all time on a list that includes Steve Jobs, Benjamin Franklin, and Warren Buffet. He is CEO and founder of DELTA POINT and is a Graduate of The Virginia Military Institute. He works with sales and marketing leaders to implement innovative ways to sell and market in today’s crowded marketplace. Their client list includes 18 of the top 100 companies in the world.

Resources

Jerry’s Instagram – Follow Jerry on Instagram.

Jerry’s Facebook – Check out Jerry on Facebook.

Jerry’s Youtube – Check out Jerry on Youtube.

Jerry’s Virtual Training – use promo code “Acuff”

3 Value Bombs

The most important thing you can do in selling is to be your authentic self.

Selling is finding out what people want and helping them get it.

The 3 most important Life Skills everyone needs to learn: (1) How to set and achieve “stretch goals, (2) How to build a network, and (3) I don’t care what profession you are going into, you need to learn how to influence people.

Sponsors

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today's Audio MASTERCLASS: Stop Acting Like A Seller, Start Thinking Like A Buyer – with Jerry Acuff

3:37 Jerry says the problem today is that so many sales people have been taught the old way of selling and that's just not the way human beings want to be treated.

3:59 When you learn techniques that work with human behavior, it makes selling so much easier and profitable.

4:37 Jerry differentiates conversations from sales calls. He says that when he talks with a customer, he doesn't even want it to have the appearance of a sales call. He takes a different approach and tells the client that he is not sure that he can even help the prospect yet until he asks them some questions. Once he asks the questions, the client will know whether he can help them or not, or they will get 40 minutes of their meeting back.

5:55 Most prospects don't even know that they have a problem, or they may not know the extent of how bad that problem is, or how bad it could be, if they don't do anything about it.

6:03 Asking the right questions can help the prospect bring a problem they may have had in the back of their mind (subconscious) to the front of their mind (conscious) and it helps create urgency around solving this problem that you as a sales professional helped them discover.

7:08 One of Jerry's early mentors taught him that the most important thing you can do in selling is to be your authentic self.

8:11 Fred Herman's definition of selling changed Jerry's life.

He said that selling is teaching and through every successful sale an education takes place, you learn something you didn't know before. The best teachers (and sales people) make it fun, they make it interactive, they ask you questions, they make you think.

Selling is finding out what people want and then helping them get it.

Most people don't know what they want, but they think they do.

Our job as sales people is to get people to think about things in ways they haven't thought about before, if indeed they are genuine problems.

If what they want you don't have, you have no right to sell them what you do have.

It makes no sense for me to tell you how great my company is when I don't have a clue whether or not I can solve your problem.

There have been times when Jerry has informed his prospect that he didn't think he could help them.

10:15 This causes the prospect to look at you as the Trusted Authority as opposed to just another sales person who is trying to stuff your solution down their throat. Because that's how they view 99% of the other sales people calling on them.

10:48 Jerry mentors 4 division 1 college basketball coaches, just for fun, and he has been doing it for 15 years.

One thing Jerry teaches them about recruiting is that when a recruit asks them “why should I come to your college?” Your answer should be, “I'm not sure you should!” And he says if they follow his advice, they will be the only college coach in America saying that because everyone else is doing the opposite.

I wouldn't be in your living room if I didn't think you could benefit from coming to my school, but the real question should be is it the right fit. And I won't know that and you won't know that candidly, until we have a must more in depth discussion.

12:48 – How important is it for someone…anyone, they don't even have to be in sales right now…how important is it for them to be able to sell in today's competitive world?

It's a life skill we are not teaching enough in college

Regardless of whether you want to be a preacher or a plumber or beautician or whether you want to be a sales person, does having a diploma guarantee success? No, instead learning “life skills” will help ensure your success.

3 Life Skills everyone should learn:

(1) How to set and achieve “stretch goals” and how to have the right mindset.

Website : https://www.jerryacuff.com his Goal setting course is FREE

(2) How to build a network of people.

ReallyLinked app – every day it reminds you that you need to contact new people.

(3) I don't care what profession you are going into, you need to learn how to influence people.

Universal Truth – The mind doesn't work unless it's open.

Sales people inadvertently and unintentionally close people's minds.

20:19 Here's how you close

In the medical instrustry Don't give it to 10 patients

People don't change what they believe until they change what they think.

21:40 – Words like might, maybe and possibly can have a positive impact in your selling.

What do you think are the biggest hangups when selling especially when sales people are first starting out?

Going to work for the wrong company

You should interview your prospective employer to determine if the company is right for you.

You want to work for a company who develops their people.

Having the wrong definition of selling.

Instead of focusing on making a sale you should focus on determining if there is even a sale to be made in the first place.

26:40 – Jeremy defines “hopeium”

When you are green you are growing when you are ripe you are rotten – Continuous learning and development is key to becoming an elite sales professional, entrepreneur, coach, consultant, etc.

27:27 Statistics show that 86% of sales people ask the wrong questions.

27:59 Framework for how to build a great question – Intent, Content and Condition

Intent – Why are you asking the question?

Content – What do you want to know?

Condition – How are you asking the question so the prospect wants to answer, and answer truthfully?

28:30 Understanding is the foundation of selling. If you are going to exchange information with another person, 2 things need to be true:

The person needs to believe that you are not biased.

They have to believe that you understand them.

30:34 How has the consumer and selling changed in the last 10-20 years?

The Consumer is far more educated.

They can smell a traditional salesperson a mile away.

There is no substitute for authenticity.

34:21 The consumer will no longer be manipulated or pressured by pushy salespeople.

34:40 What keeps most sales people from being great?

You will be whatever you resolve to be.

We all need good mentors. We need people around us who see the greatness in us that we sometimes don't see in ourselves.

39:44 What are a couple of habits that sales people need to do on a daily basis to get great at selling?

Activity – the right kind of activity. Planning is important.

Get up early, be excited and have a positive mindset.

Failure is not an option.

Be a consumer of new information.

Book summaries.

Watch Youtube videos.

Tiny tweaks create a big impact.

Is training something you did…or is training something that you do?

The average sales person spends less than $100 on training to get better in their profession.

It's all about dedicating time to your craft if you want to become great.

44:26 Questioning is the critical part of selling.

Questions are truth seeking missiles – Paul Cherry

45:28 Final thoughts or advice for our listeners:

Study what successful people do.

Success is nothing but a set of skills.

Jerry created a virtual training program https://www.jerryacuffvt.com/ – use promo code “Acuff” for a significant discount.

74% of everything you learn you forget inside of 30 days

Most people are not willing to do what successful people are willing to do.

Buzz Williams – It's your drive and determination that will make you successful.

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

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7thlevelhq · 5 years ago

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The Beginning Of A Sales Revolution: How To Become a top 1% Sales Professional, Influencer, Entrepreneur, Coach or Consultant

Jeremy Miner is an internationally recognized sales trainer who has taught thousands of people how to go from just getting average results in selling to becoming a high 6 figure and even 7 figure sales earner and be viewed as the “Trusted Authority” in their market.

Over the years, Jeremy has been asked by thousands of salespeople to train them on how to eliminate rejection, how to connect with their prospects, how to cold call, how to overcome their prospects objections/concerns, and finally how to close more sales without being a pushy, sleazy, disrespected salesperson.

Jeremy is the host of the Closers Are Losers Podcast and the Sales Revolution Facebook Group which were both created to take any salesperson, no matter their experience, from wherever they're at in selling to getting them to a high 6 Figure and even 7 Figure annual income in sales.

Jeremy has a very unique background in that he is one of only 3 sales trainers in the world who as a straight commission W2 or 1099 salesperson, earned as much as $2.5M in commissions in 3 different industries, and sustained that level consistently over an 11-year period of time. He is also the innovator of the N.E.P.Q. sales model, which stands for Neuro Emotional Persuasion Questions.

Apple | Google | Spotify | Stitcher | iHeart

Resources

Jeremy’s Instagram – Follow Jeremy on Instagram.

Jeremy’s Facebook – Check out Jerry on Facebook.

Jeremy’s Youtube – Check out Jerry on Youtube.

Jeremy’s N.E.P.Q. Training – How To Become a top 1% Sales Professional, Influencer, Entrepreneur, Coach or Consultant.

3 Value Bombs

Step out of your comfort zone and learn the most persuasive way to sell so you can make more money than where you are at right now.

When you begin to understand human behavior and learn the right skills, when you learn the right questions to ask at the right time in your sales conversations and calls, resistance goes away, defensiveness goes away from your prospects…objections are reduced to next to nothing and selling will become very easy for you and very profitable.

When you join this community and invest yourself, you will discover exactly how to make yourself so valuable in sales, you will never hurt for work or income ever again, regardless of what happens in the world economy.

Sponsors

Virtual Sales Training Program & Platform: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How To Become a top 1% Sales Professional, Influencer, Entrepreneur, Coach or Consultant – with Jeremy Miner.

0:20 Who is Jeremy Miner?

Sales Expert, creator of the Neuro Emotional Persuasion Questioning Method and one of the highest paid sales consultants in the world.

He was frustrated, scared and often even lonely as he was trying to find his way as a struggling sales person, barely making ends meet.

Then something incredible happened and he went on to become one of the highest paid sales professionals in the world, even earning as much as $2.5M per year for 11 years straight as a W2 employee in 3 different industries, and it completely changed my life.

He wants to show you how to do it too!

Discover how to take everything he has learned in sales, using techniques that work with human behavior, and use them to start selling more right now so you can make more money (for you and your family) and help more people!

2:06 Jeremy shares more about his background so he can convince you as a listener that he and his Guests have the expertise necessary to take your income in sales to the next level.

If you pay close attention to what he shares in this episode, your life will never be the same.

He got his first door-to-door sales job 20 years ago.

He started talking to prospects about all the features and benefits of his product and how much it would help them, but, he started getting a lot of objections like:

“we can't afford it”,

“we don't need it”,

“your price is too high”,

“I need to talk to my spouse”,

“let me think it over”,

“can you come back in a week, a month, even a year later?”.

His worst day he felt like a complete failure and was ready to quit.

Have you ever felt that way?

The game-changing lesson he learned from Tony Robbins!

Old school selling techniques don’t work anymore because they work against human behavior instead of with human behavior.

He went on to average more than $2 million dollars a year in commissions after hitting rock bottom, because he learned some simple skills that anyone can learn. Selling became easy and very profitable.

According to behavioral science, we are least persuasive when we tell people things.

7:37 Jeremy details 3 forms of communication or the 3 eras of selling and I'd suggest you write these down because once you understand the differences in persuasion and where you are at now in your sales ability, compared to where you could be, it will be life-changing for you.

Boiler Room Selling – Wolf of Wall Street, manipulate them, push them, posture them, assume the sale.

Consultative selling – asking logical based questions to find their needs

Dialogue – NEPQ – asking Neuro Emotional Persuasion Questions. We are the most persuasive when we allow others to persuade themselves

11:10 The most effective and persuasive way to sell. You have to learn specific skilled questions, and when and how to ask them in a step by step system or structure that will get your prospects to sell themselves rather than you trying to do it.

When we survey audiences, 84% of sales people are still in Era 1 sales, they are still pushing, pitching, assuming the sale… and it doesn't matter the industry.

When we survey audiences we find that 15% are still in Era #2 way of selling.

When we survey audiences, only 1% are in Era #3, the Dialogue category. Just 1% are using sales techniques that work with human behavior. The most persuasive way.

So here is the challenge with that, if you are still selling using Era 1 or Era 2 techniques, that work against against human behavior, that trigger sales resistance but today's information aged buyers are in Era 3, today's consumer is over in Era 3, do you now see the friction of you not being able to sell as much as you want to…and as easy as you want too?

You might have been taught to use techniques from 20, 30, 40 plus yrs ago but the consumer has completely changed even in the last 5-10 yrs.

Step out of your comfort zone and learn the most persuasive way to sell so you can make more money than where you are at right now.

Now luckily for you this can all be fixed.

14:57 How Jeremy’s sales more than doubled almost overnight and how yours can too.

He came up with some of these what are now called “Neuro Emotional Persuasion Questions” and his sales doubled, almost overnight.

But I still didn't know all the right questions to ask and when and how to ask them. I didn't have a structure.

I was still winging it but I knew I was still losing sales that I should be making.

Through trial and error I created a book of phrases and questions that skyrocketed my sales career but more importantly the salespeople I trained.

16:40 Jeremy had to make a decision, and he decided he was going to have to master this process himself. Following are his results:

Through trial and error he created a “Black book of NEPQ questions”.

Certain words would trigger sales resistance.

Results: When he started using this in the company he sold for, the first year they went from $6 million in revenue to the next year making $63 million in revenue. The next year they made over $173 million in revenue.

Do you see what having the right sales skills can do for you and your company?

So check this out if you look at this Trial and Error Chart you'll see that from 2000-2001 that year Jeremy made $155K.

By 2004, his sales and income doubled that year and he hit $327K plus.

He continued refining his skills, developing these questions, and by 2006, he made over $785k that year in straight commissions. Yes that’s $785k in straight commission, in just 1 year at his job.

Then by 2008, his persuasion abilities took a Quantum leap and he made over $1.3 million at his sales job. During the recession, when sales peoples’ incomes dropped like hotcakes at IHOP, Jeremy’s kept going up.

And he kept learning and through trial and error by 2012, his income went to $2.4 million that year in his sales career.

His results were so great that there was an organization out there that ranks salespeople by earnings and that year he was ranked #45 top salesperson in the world out of over 100 million salespeople by the direct selling association.

That was the same guy who was from Arkansas; the guy who could barely pay his rent for his wife and family only a few years back.

Do you see how the right sales skills can bless you and your family’s lives?

Now some people might say well Jeremy made multiple 7 figures a year in his industry but that's not possible in my industry.

Did you know Jeremy made multiple 7 figures in 3 separate industries?

So really what that means for you, is you can do the same thing. You can go from whatever income you are now as a salesperson and learn the right skills to become a top 1% salesperson in your industry.

And it doesn’t matter what you sell or your industry. All you need are the right skills, the understanding of how to use techniques that work with human behavior that will get your prospects to sell and persuade themselves, rather than you trying to do that.

And let me tell you something, when you learn these simple skills, selling becomes so easy that it's almost boring to sell.

21:26 Introducing the Sales Revolution.

Jeremy has exciting news to share with you. He is launching a brand-new weekly Show and Facebook Community and the best part is it’s FREE for each and everyone of you to join.

Together we are going to create a new Sales Revolution that is going to completely disrupt the entire sales industry, and more importantly, help YOU level up and start living the kind of life you want and deserve!

Jeremy’s BIG, BOLD promise…

It’s been a tough year for so many sales people.

But in spite of all of it…if you stick with Jeremy all the way to the end of this podcast today, you will know the exact action steps you can immediately begin taking to become a top salesperson for your company… top 1%…many of you earning multiple 6-figure, high 6-figures and even 7-figures each year as a sales professional.

And if you own the business, Jeremy will show you exactly how to position your company and your salespeople to become the top company in your industry…even the Category King…if that’s what you want!

No matter what’s happening in the world, or with the economy or with COVID…or anything else like it, you will always have the right skills to be the best at sales no matter what you sell.

23:05 How you will benefit from the featured Guests on Jeremy’s new show.

Jeremy and his Guests are going to teach you sales techniques that work with human behavior that can help you quickly grow your income by 100%, 200%…and even up to 500-1000% or more…starting right now…this year!

Remember it's all based around NEPQ or Neuro Emotional Persuasion Questioning…

23:26 The world has changed…consumers have changed…and it seems like it is getting harder and harder to generate the kind of sales and income you want to generate in this tumultuous world in which we find ourselves living today. The world has made a dramatic turn in recent years.

More than 30 Million people were furloughed or lost their jobs just this year

Unemployment rates went through the roof

Big Brand names companies that have been around for decades have gone out of business overnight

Racial divide, strife and tension all across the world are at an all-time high.

Political unrest is felt all over the place

Many feel the potential threat of technology and of AI (Artificial Intelligence) displacing them from their income

COVID-19 continues to impact us

And the list goes on and on. All of these factors impact your livelihood, your profession, your family and ultimately your happiness and well being.

24:38 Bottom line, The world has changed…dramatically!

Buyers are different (they are more skeptical than ever as trust is at an all-time low).

Buyers are smarter, they have access to more info, they often take longer than usual to make decisions, they are more cautious.

Companies are losing sales to low cost competitors

Sales people are struggling to meet quota. They don’t get paid as much. They don’t earn as much.

Sales people are finding it more difficult than ever to Overcome Objections

They can’t get a hold of prospects

There are long sales cycles where they can’t seem to close deals quickly enough

Dealing with non stop Rejection

There’s increased anxiety, stress & long hours

Struggling to provide for the family

Salespeople are burning out because they have to work so hard to close sales

And on top of all that, it’s been a year of COVID-19 wreaking havoc, causing trepidation about whether or not this way of life is the “new normal”

25:52 Jeremy assures you that it’s about to change for you, right here, and right now!

Each episode of our new Show you listen to or watch, will contain tangible skills and knowledge you can immediately implement right after each Show to close more sales that day, make more money for you and your family that day!

No theoretical BS training or pump you up type of hype that will just wear off in the same day. I am talking about tactical training.

What to say and more importantly ask when you are selling each day that is going to give you tangible results and make you more money as a sales professional every week, month and year moving forward!

On our Show you are going to learn tactical skills, and sales techniques, and questions that work with human behavior that will get your prospects to persuade themselves.

You can get off each podcast that day and go out and immediately use the principles and skills you learn to win more sales

7:22 Jeremy shares “proof” that the principles he teaches actually work.

Just like one of our students Chuck Rosen who just posted in our Facebook Group that he made $87k just last month, and his company we are also training is up over 200% just this quarter.

This is the same training that got one of our students Ehsan who was sitting in your same shoes just 7 months ago, and within 60 days of learning these skills, he got a commission check for over 28k just that month alone!

He said “this is one of the most emotional days of my life, I've always wanted to hit $20k in a month, today I did it. What you are teaching is changing my life, giving me so much hope, in fulfilling my financial dreams” Why is it, because he was averaging $4k a month at this job, he has gone from $50k a year to $320k a year.

Who wants to wake up each day with that same hope, who wants to change your financial life forever starting today?

Just like Anna Zheng who went from barely paying her rent making $2k a month to now making $36k on avg a month, selling the exact same product she was before!

Who wants to learn those type of sales skills?

What we are going to train you on with this Show is exactly what Shrikat Rode is doing now when he said-

“Closed out Q2 Already made $314,600 in commissions.”

That’s in his first 6 months of the year. Are you paying attention now?

Who wants these results in sales?

How would your life be different then it is now making that much money? All you need are sales skills that work with human behavior, that's it!

Look what George Jacobs said after joining this free community:

“This year after Implementing NEPQ I became the #1 rep in my company out of over 500 nationwide, I won the company’s President’s Club award, I went from making $72k last year to making over $500k this year in commissions.”

“I used to be average, now I am the BEST. I never posted a testimonial because I didn’t want my competition to get a hold of your training materials?”

Are you guys getting this?

Can you imagine feeling this way?

Who could you help, what could you do for yourself…What could you do for your family?

Look what it's doing for Ging Tang–She went from a minimum wage job, never been in sales to two months later making $13k a month.

And some of you might say well that's not that much, but to her it is, she barely speaks English and was living with relatives before she learned these skills.

How many of you, if you made an extra $13k a month, would that radically change your life right now?

Here is what our community did for Johnny Custer. He went from making $65k last year as a W-2 rep, to making $750k this year, selling the exact same thing.

Look what he just posted in our Facebook Group the other day.

“Made $117k in commissions just this last month due to NEPQ. Not much else to say except that it works if you work to master it!”

30:40 This is what it did for one of Jeremy’s corporate clients, Google Adwords, his company trains 3 of their largest divisions.

You can appreciate they have the highest standard for their training so the benchmark is pretty high to even get the slightest of increases. So even to get them 5% increase would have been a huge win for them and for Jeremy’s company.

When he implemented NEPQ , here’s what happened:

Their sales reps made more commissions (and were a lot happier)

The company made A LOT more money

The customer and brand experience improved with great salespeople

These principles completely transformed their sales performance for the long term

Jeremy got them a 244% increase in sales within the first 90 days of their reps going through the training!

Not 5%, not 10% or 20% but a 244% increase. And the crazy part is they were split testing Jeremy’s training with another sales training company at the same time. One that has been in business since 1971, the largest sales training company in the world.

They were training the other half of those divisions at the same time. Do you know what type of results those reps got from their training? They actually got worse; they were down 11% that next 30 days!

Do you see how learning the right skills, sales techniques that work with human behavior will determine your success in sales and grow your income?

So even if you are a beginner like Rob Moss who said just last month in his second month he went from $6k to $12k in commissions.

Who wants to double your commissions like Rob did within 60 days from today?

Or you are a vet like Joseph Rowberry who said

“I run an office, and within two months of exposing my reps to NEPQ my sales reps had an increase on average of 313%, which led to my office revenue more than tripling and I made over 7 figures this year, I am blown away at how fast this happened!”

Can you imagine doing that in your office? Can you imagine making that much money?

Now Jeremy could keep showing you thousands more of our students and the success they are having by learning the right sales skills and techniques that work with human behavior rather than using the old traditional selling techniques that work against human behavior, but needless to say we’re out of time today….

But the good news is, these types of results are going to be available to you by tuning in each week to the Show and by joining us in our Private FREE Facebook Group – SALES REVOLUTION!

Let’s change the sales industry together! Together we can do this! We will do it together and we will disrupt the industry and create the change that it so desperately needed!

34:00 Introducing Closers Are Losers.

So without further ado, let me introduce the name of the Show and the meaning behind it. our new Show, your new show is called:

It’s a play on words. It’s not suggesting that sales people who close sale are losers, of course we have to close sales

…Instead what this show is all about is the notion that In our time (and beyond), Closers are going to lose sales if they are still using “old-school,” out-dated sales and closing techniques.

We help Closers level up and achieve extraordinary results by learning from elite Sales Authorities who are featured Guests on the Show each week.

We also discuss the impact and proper use of technology, social media, automation, etc. in the modern sales ecosystem.

We will release new episodes of the Show every Monday, Tuesday and Wednesday at – 10am ET, 7am PT.

Be sure and Subscribe & share the show with other salespeople, coaches and biz owners and set your alerts & notifications because we will be giving away killer gifts & prizes to those who engage and participate.

We will also be hosting Implementation Podcasts on Thursdays, where we will reinforce principles learned from the weekly Guests and discuss practical ways to immediately implement and apply the principles in your specific sales niche.

We will also be featuring students who have experienced dramatic success as a result of implementing the principles learned from the Show and from our Private FREE Facebook Group – SALES REVOLUTION!

By the way, if you haven’t joined our Facebook group SALES REVOLUTION yet, be sure and do that now. It’s FREE and you can find a link for it in the show notes and description.

And if you already joined, be sure and share the link with everyone you know who wants to learn sales skills that work with human behavior so they can make more money to bless their families lives.

This is a community where the more members we have, the more people we can help learn the right skills to help find and solve problems for their prospects as well, which will bless them, their families, the companies they work for, and most importantly their customers they serve.

We will also create weekly summaries in condensed format to help those of you who have tight schedules consume and implement the content with short 10 minute or less recaps.

36:32 The quality of the Guests Jeremy will be featuring on the Show.

First of all, you should know I have already scheduled and interviewed more than 54 Guests who are the most well-known, well-respected Sales Authorities in the world who discuss all kinds of subjects within the selling industry, including sharing their insights, techniques and secrets they have never shared with anyone before!

They share stories, tips and principles you simply can’t find anywhere else online!

My team and I vet each Guest to make sure they have the right qualifications, suitable to help our subscribers break into the top 1%.

We are not just talking about best-selling authors and trainers, but we will also feature high six-figure and 7-figure sales professionals who are the best of the best throughout their respective industries, who are in the trenches just like you selling everyday!

They will be teaching you exclusive sales tips, techniques and strategies proven to work for anyone who takes time to learn and implement them.

One guest helped Sales Force create “predictable revenue” and scale to more than $1 Billion dollars in sales

One guest has consistently been a 7-figure earner as a W2 sales person.

One guest is arguably the most successful B2B sales person and the premiere authority on training elite SDRs in the world

One guest created a million followers on social media in 30 days

One guest built a million followers using LinkedIn

One guest used to work on the exteriors of her clients’ heads and then transitioned and made millions working on the inside!

38:32 Now who is This Show for? It's for anyone who wants to sell more of their products and services.

Salespeople

Entrepreneurs/Business owners

Employees

Direct Sales

Social Sellers

Coaches/Consultants

Independent contractors

B2B

D2D

Network Marketers

It's for anyone who wants to move others, persuade others.

A lot of people ask, “will this work for what I sell? I sell XYZ product that’s so unique that it has to be sold a certain way.” or “I am not a salesperson, I'm a business owner or a coach, how will this Show help me?”

The truth is, we are all in sales now.

Even if you don’t get paid a commission for a sale, you’re still trying to persuade, influence and convince others on a daily basis.

You're in the business of moving others.

Jeremy shares a few examples:

If you're an Entrepreneur trying to get your employees to buy into your vision for your company, you're in the business of influencing, persuading and trying to move others.

If you are an Employee trying to convince your boss to give you a pay raise, you’re trying to persuade others.

If you are a Teacher trying to get your class to study, you are trying to persuade and move others.

If you are an Attorney trying to convince the Judge that your client is innocent, you are trying to persuade, convince and move others.

If you are a Teacher trying to convince your students to do their homework, you are trying to persuade and move others.

If you are a Politician trying to get people to vote for you, you are trying to persuade, convince and move others.

It does not matter what you sell, the Show works for any of you.

40:19 When you join this community and invest yourself, you will discover exactly how to make yourself so valuable in sales, you will never hurt for work or income ever again, regardless of what happens in the world economy.

40:30 Jeremy’s final thoughts:

In closing, he wants to encourage you to take an active part in the Sales Revolution.

This is not his Sales Revolution…it’s YOURS! You are the Revolution, and we are here to help give you the right skills so you can close more sales, help your prospects solve problems, and ultimately make more money doing it!

Start by Subscribing to the Show and then take an active part by Liking, Commenting and Sharing.

Once you are involved you will learn about our partner program, where you can earn gifts, prizes and even cash rewards along the way as you participate.

Thank you for joining me here today and for being part of THE SALES REVOLUTION MOVEMENT!

Our ultimate goal is to help you reach the top 1% in your specific sales-related niche, and collectively we will work together to impact millions of lives all around the world.

Jeremy can't wait to introduce you to our first Guests in the next episodes!

Killer Resources

The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.

#7th Level Communications #Sales #Business #Consulting

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