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Ashton Buswell shares his top two secrets. Ashton is the VP of Sales Acceleration at LGCY Power. Solar sales require different techniques because it is not an enterprise type sale. What are some of the differences and similarities? That is what we discuss on this week's episode. Here are two key tips for sales from Ashton:Ask for free stuff everywhere.Order at a restaurant quickly.These are fun experiments that we have used over the past couple weeks. Excited to see what success you have with them. Please let us know how it goes:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Dylann Ceriani is the Co-founder at Protoshop. She is an amazing engineer and a great saleswoman. How is she successful and what is she doing?In the first part of the interview, Dylann shares that her success is because of the services she is using for lead generation. However, once we get going, we all quickly realize that Dylann's expertise and not time waste attitude helps sell to likeminded individuals. Here are some take-aways from our conversation:Be genuineBe an expert (if you are not, bring in the expert to add value)Don't be boxed into the stereotype in salesBe direct and be bold in your sales processWhat are you doing that might not be driving the sales? After listening to this episode, what are you going to be doing different?We want to hear from you...Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Brian Cappy shares the difficulties of sales and changing careers. There are challenges with changing professions and jobs. We often push ourselves to work harder and do things that are more difficult. We want to push ourselves to be better. The challenge is when that shows up in a new profession and we might not know exactly what we are doing. While this is normal, it still is difficult. In this episode, we we talk about:Imposter syndrome - who are we trying to be and the feeling of "fake it until you make it." How to get out of a rut when you feel that you are not making it.You will find times of frustration and discouragement. Know that you are not alone. Even the great Brian Cappy has felt like this.Have some accountability partners to help you understand where you are at and change.Please join in the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Greg Daines challenges all of our beliefs. Prospects pushing on our pitch, product or service is a good thing. There are some keys for client retention. One of those key drivers is measured result. Here are some other things discussed:The number one factor in customer turn is "the way we sell." Start with the result (the why) before you ever get to the 'what'.Giving a free trial might reduce barrier to entrance but likely has an opposite result on gaining new clients.How are you selling? If you are talking about your or your business, you are doing it wrong. Get the prospect talking about themself. Build a "results story" and not a sales pitch.Focus on the results and allow that to drive the story.Are you qualifying your prospects the right way? Are you asking these prospects if they are willing to change in the way that they need to drive results?Find out more about Greg at Total Customer Strategy.How has Greg's research changed what you will be doing? We want to hear from you.Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Greg Daines rocks our world. Customer satisfaction has NO correlation to customer retention. WHAT?! Greg shares the research that he has done to highlight this fact. This changes so many things that we have thought about. Here are some of the questions we got wrong in this episode:Are people challenging your sales pitch engaged and likely to buy?Are people who are slightly frustrated with your product good for referrals?What is the number one driver for customer retention?Do NPS numbers accurately reflect your business?Part 2 will air next week but this will give a lot of information to think about for the next 7 days. Find out more about Greg at Total Customer Strategy.Tell us how you feel about the importance of customer satisfaction in your business:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Christopher Cotton shares how to have integrity and honesty when selling. Chris is an Enterprise Account Executive at MX. You might see others and think they are successful but only after time will you truly see the results of ethical selling. Here are points discussed in this weeks episode:When you put clients first, there is not a grey area.It is easy to share the facts of what the product/service is and is not.Enterprise sales are easier to be consistent with the sales process. When it needs to pass through multiple people to close the deal, it is crucial and almost easier to be upfront with features and benefits. One thing to watch out for is:Don't promise something that you believe will come out by the time the purchaser uses the product. Take time to explain and be upfront.A Key Take-Away from the conversation is... WHERE DO YOU PLACE YOUR VALUE? If you placing your value in what you are selling or achieving you will likely be disappointed. When value is placed with a long-term focus, such as father/mother/spouse/person with integrity, then you will have a different focus. With a value that doesn't change with time, you will not be pushed as much to cut corners or make decisions without full integrity.Join in our conversation and share this with others:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Are you closing techniques not working? We know why... stop doing them! What is the best single action to increase sales? - Sell to the right person!Studies find that closing techniques erode trust and James shares about neuro-linguistic programming. Stop manipulating people! Either way, pick up his book The Perfect Close because it is so helpful.James Muir highlights the 7 Myths of Sales. Find out more about what he shares at his website PureMuir.com.  7 Deadly Sins or Myths of Closing:Closing techniques workABC - Always Be ClosingClosing tactics work on large and small dealsClosing gambits show you want the businessCustomers are happy when they make a decisionSale will close itselfSales people are afraid of asking for commitmentDo you not like selling technique? Great! They are not working for specific reasons.Join in the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
99% of what you get about closing is REALLY bad. There are ancient tactics that keep circulating and bad practices must be abolished! James Muir shares his expertise on sales. Find out more about what he shares at his website PureMuir.com.  Are you listening to "practitioners in sales" or intellectuals that are digging up old information that is not relevant or applicable. Selling in today's world when prospect have all the information is different in the information world. 7 Deadly Sins or Myths of Closing:Closing techniques workABC - Always Be ClosingClosing tactics work on large and small dealsClosing gambits show you want the businessCustomers are happy when they make a decisionSale will close itselfSales people are afraid of asking for commitmentGambits work if the sale is a low price sale. The higher the cost, the lower probability of close. What advice are you listening to and who is sharing it with you. Question what you are hearing! In this week, we speak about myths 1-4. Join us next week for 3-7 and more James Muir.Join in the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Damien Cooke finishes the conversation about leadership and management. They are two different things and should be treated as such. A good manager will not make a good leader and visa versa. Here is what we discuss in this week's episode:Great leaders do the following:Recognize different styles of selling and leadership.Redirect learning and conversations in a way that connect with different personalities.Find future leaders that are diverse but who have an ability to care and redirect people toward their potential.How do you build a great team or know that you are on a great team?TRUST - there is nothing that you would hold back from these individuals. This includes secrets, passions, aspirations, weaknesses and challenges. Leaders form teams where trust is overpowering.Kick off people on your team who are not trustworthy.Join the conversation and tell us what you want to hear about:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Damien Cooke is back with us talking about leadership. What is leadership in sales?Leadership is not doing something for someone that he/she should do for themselves. So how do you define servant leadership?Supporting your team and removing obstaclesPut people in areas to succeed. It is putting your self-interest behind others.There is some natural skill to be a leader because you need a built in desire to:Care for other people (can't be taught)Show you how it can be done (partially taught)Managers are different than Leaders:Leaders have dreams and far off destinations.Managers have the ability to carry out dreams.You must have both on your team to envision and then drive success.Join in the conversation. Reach out to us at:Mike@thesellingpodcast.com Scott@thesellingpodcast.com
Pete Lisicky talks about transferable skills in sales. He has a Wikipedia page https://en.wikipedia.org/wiki/Peter_Lisicky!Pete had a successful career playing basketball in Europe and then came back to the States and is a financial advisor. For Scott, Pete has been an awesome colleague at Baird. It is about time we learn what Scott does for a profession and who he works for!In this episode, we learn how Pete was successful in shifting careers and the steps that he took to get there. Join in the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Mike promises that this is not just "fluff" and that there are actionable things to take away.Work to build your own empire. What is the vision that you are trying to build everyday?Are you driven by tasks or pulled to a goal? - How are you living your life and actions everyday?Riding a bike is hard when you are looking at the front wheel. It isn't until you look at the destination that you find your balance.Write your goal and allow it to drive what you do. It is proactive and not reactionary!Print out your goals on who you want to become. It doesn't need to be hidden from anyone!Get input from others to help build your goals and provide encouragement.What are some of the dreams that pull you?Reach out to us and join the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Donald Kelly shares more about his book. He is The Sales Evangelist and his podcast is awesome. If you are looking for more sales podcasts or to improve your skills, reach out to https://thesalesevangelist.com/How are you utilizing social media? Are you tagging people? If not, why not?Donald shares the ways in which he is effectively using social media to drive his business.The book "Sell It Like a Mango" is out! Click on the link to go pick it up on Amazon. What are the skills you need to stand out? Donald does an amazing job explaining how to drive sales.Reach out to us at:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Again we are honored to have Donald Kelly join our program. He is The Sales Evangelist and his podcast is awesome. If you are looking for more sales podcasts or to improve your skills, reach out to https://thesalesevangelist.com/The book "Sell It Like a Mango" is out! Click on the link to go pick it up on Amazon. What are the skills you need to stand out? Donald does an amazing job explaining how to drive sales.In this episode we highlight #danielthebarber (there is no affiliate link here) :)Check out next week as we speak about how to tag people in social media.Reach out to us at:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
It has been said that nothing happens until something gets sold, and for every sales representative success story, there was an entrepreneur that started the process years before. Today we have the chance to talk with two (of three) brothers that made their idea come to life and keep selling and selling...  Wayne & Jonny Lifshitz (and their absent brother Bryan) changed the way people think about carrying their children "piggyback" style forever.  They share the challenges and insights that can make a difference in your sales approach.Pick up your Piggyback Rider on Amazon and take your kids on a hike!Also, leave us a rating (5 Stars is all we accept) and a review (be nice because my mom reads these) and follow us on all the socials.
It has been said that nothing happens until something gets sold, and for every sales representative success story, there was an entrepreneur that started the process years before. Today we have the chance to talk with two (of three) brothers that made their idea come to life and keep selling and selling...  Wayne & Jonny Lifshitz (and their absent brother Bryan) changed the way people think about carrying their children "piggyback" style forever.  They share the challenges and insights that can make a difference in your sales approach.Pick up your Piggyback Rider on Amazon and take your kids on a hike!Also, leave us a rating (5 Stars is all we accept) and a review (be nice because my mom reads these) and follow us on all the socials.
Mike Crotta joins us for more sales and baseball analogies (and makes fun of Scott for his lack of baseball movie experience).Our discussions range from finding the right "strike zone" to the "goldfish mentality" to preparation and planning. Mike brings his unique perspective as a former MLB pitcher and professional athlete and makes the connection between his experience in a sport where failure is the norm and selling in the world today. Great stories about beginning the right way, staying coachable, becoming an expert, and reaching the top.Follow Mike Crotta on LinkedIn, leave us a rating, and make sure to follow Scott and Mike on The Selling Podcast
Hybrid Selling - Keeping yourself relevant in the future. Look at the new challenges and stop getting away with doing the minimum for the customer. There is so much more that need to be done to meet the expectations of the customer.Hybrid Selling FrameworkE - Essentials (basic foundations - collaborative selling)V - Virtual Selling (video, social selling, and AI)O - Opportunity Management (understanding information of the sale)L - Leading Customer (guiding through the sales process in the way they need)V - Value Selling (what does value actually look like to the customer)E - Expand the Relationship (work together with customers for delivery)Mike suggests that the largest miss is the ‘O’ and understanding all the information. This includes who the players are, what are they looking for and mapping all the information together. When uses correctly, it is very powerful but it is not always maximized.Fred Copestake  https://linktr.ee/fredcopestakehttps://calendly.com/fredcopestake How good is your Collaborative Selling? Take the test:https://collaborativeselling.scoreapp.com/ Are you ready for Hybrid Selling? Take the test: https://hybridselling.scoreapp.com/Get in touch with us and join the conversation:mike@TheSellingPodcast.comscott@TheSellingPodcast.com
This week we are just quoting information from Harvard Business Reviews.Sales reps are constantly pushing for the end of the month, quarter and year. As we come to the end of Q1, are you thinking about scrapping your plan? If you are, you are not alone... but don't because it is a terrible idea!What do you do when you are not meeting your metrics? Here are some simple solutions:Read this article - 4 Ways to Be More Effective at ExecutionGo back with your plan to your leaders and mentors. Ask if anything needs to be changed or if there are any insights.When they say no, then double down on your efforts.Slowing down helps to speed up sales.When you take time to slow down, you will be more aware, relaxed and reflective. Your clients are used to you selling a certain way. When you push hard, you are changing your style and the prospects need to meet and understand that "new" rep. Slowing down allows you to see buying signals and truly listen to your prospect's concerns. The quota will not change and the pressure will be there. Slow down and make sure that you are completing the sales rather than rushing and moving through.Use the PowerPose to help you feel more confident. I usually do this every start to a new quarter and when I am down but it works. Mike shares about how to use the PowerPose to drive confidence.Reach out to us about who you will refer this podcast to or if you have a guest recommendation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Ken Lundin joins us agin for part two. The focus of this conversation is the question, "so that..." The greatest sales people are those who:Bring in the right expertsLink what is being stated to why it is important to the prospectYou likely have the best widget but understanding the pain point and then helping the client/prospect relate how this widget eliminates that pain is crucial.Don't waste time in the presentation. Saying as little as possible to get your point across is key. Focus on the clients and specifically how this will solve their problems/challenges.Ken is the President of Revheat and Ken Lundin and Associates. If you are looking to improve sales or marketing, check out the links to Ken's businesses.
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