Category: Mindset

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The Art of the Help with Larry Levine #182

Larry Levine Sales Babble

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Larry Levine Sales Babble The Art of the Help with Larry Levine #182

In this episode we start by discussing the confusion of social selling. The root issue is not so much how to twiddle the knobs and bells of LinkedIn Facebook and Twitter. The true issue is the failure of sales professionals understanding WHY they have chosen the profession of sales  Then secondly we talk about the Art of the Help for success.  Larry Levine is a social selling expert, podcast host and long time B2B sales expert.

Self Awareness in Sales

Most sellers don’t reflect on their lives, what motivates them and why they do what they do. They aren’t self aware. During the discussion Larry and I chat ….

  • Why are you in sales?
  • Larry believes there is a ton of confusion with social selling
  • It’s the Art of the Help he shares….. giving back to the community and your clients
  • Sellers must brand themselves Larry recommends. This will differentiate you.
  • Larry reminds us that “Selling is 24×7 job”

Why Sales is a Great Profession

  • Get to run your own business
  • Freedom
  • Good money
  • Can have a positive impact on your company
  • Can influence your customers

Social Selling is NOT New

Not a new thing, back in the day it was all analog but still the same thing. Connecting with people and relationship building. Just like we used to do with handshakes and phone calls. You do the same thing  on social media. It’s the art of the help, not the deal.

Take Action Today

If you want to have any success opening up new conversations you need to learn how to build a brand. Your personal brand differentiates you. You are broadcasted across the internet, manage that story.

 

Complete the Selling Survey

Click HERE!

How To Find Larry Levine

Twitter – @larry1levine
instagram – @larry1levine

Other Links Mentioned

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Selling Mindset

Here are other past episodes that cover the topic of mindset. Listen today!

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How To Sell The World with Karl Weaver #177

Karl Weaver Sales Babble

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Karl Weaver Sales Babble

How To Sell The World  – Advice on Selling Asia #177

In this episode we meet Karl Weaver, an international sales professional who is a wealth of knowledge when it comes to how to sell the world. Selling Asia is different than the USA . Europe too. In both cases, sales only happen once trust is built.  In this episode Karl shares 7 ways to sell in a protectionist environment by a process of creating trust.

Advice on Selling Asia

We walked through a series of steps that in many ways, mirror enterprise sales in the United States:

  1. Realize their goal is to compete with the West
  2. Protect all you laptops and stored information
  3. Learn the language or bring someone who can
  4. Give a gift and something local like Almond Roca
  5. Don’t expect an immediate sale
  6. Honor the exchange of business cards
  7. Use social media like LinkedIn and WeChat

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Advice on Selling Europe

Like Asia, European companies do not make pop decisions. They are more formal when approaching business transactions. The gesture of exchanging business cards is a good example. Like Asia, it’s treated as an honor to both give and receive a business card.

Europe is interested in gaining trust before doing business. They want substance and don’t make quick decisions.

Take Action Advice

Even if you lose a deal, keep working on the next one. It takes time to break in. Be patient. Share on social media you’re value proposition. Over time relations will build for those who grind away.

Don’t expect the immediate sale. Be in it for the long run. Don’t close the door, keep going back and try again. Continue the good battle, sell, market and use social media why you’re products are great.

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How to Find Karl Weaver

Karl Weaver 魏卡尔 is a globally trained, Mandarin-Chinese speaking, senior wireless market and Smart Phone/mobile device specialist, working for wireless technology companies on both sides of the Pacific Rim in a sales & business development capacity.

https://www.linkedin.com/in/karljweaver/

Add Karl J. Weaver 魏卡爾 on WeChat   Add Karl J. Weaver 魏卡爾 on WeChat

Building Rapport in Sales

Dig into our back catalog and learn more about the challenge and skills you need to build rapport with YOUR customers. Listen now!

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Slidebean Examples Created for Sales Babble

As I mentioned here are  couple slide decks that I created for two Sales Babble presentations. Enjoy!

https://app.slidebean.com/p/hggYElvrRX/Tips-For-Selling-Success

https://app.slidebean.com/p/tvielUvSqi/Selling-With-Confidence-for-Startups

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Give to Get Marketing with Ray Wood #159

Ray Wood Sales and Marketing

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Ray Wood Sales and MarketingGive to Get Marketing with Ray Wood #159

In this episode we meet Ray Wood, the founder of   LockedOn  a new tech startup that has created an app for real estate agents. Ray has expertly used marketing to drive sales by using what he calls a Give To Get Marketing process. Ray tells the story how he built his Tribe and shares with us his 6 step process for writing marketing copy that persuasively gets prospects to take action.

Why Build a Tribe

Build a tribe of people who you can serve and add value. These are your future clients. Ray started to use technology to keep prospects warm. In the world of real estate, many deals demand a long sales cycle. Growing know, like, trust is much easier by sending out periodic emails and warm calling every so often.  He believes you should warm call with news, versus just checking in. This is a case  of giving first, before asking, or give to get marketing.

Using Technology to Enhance Sales

Too often sales people are winging it with no more than a list of prospects in Outlook. When working a large number of deals, use technology to keep track of each opportunity. CRMs, especially those that are custom designed for your industry, are critical to keep on top of prospects and sales that have a long sales cycle. That’s why Ray started LockedOn.

Copywriting Formula

Ray shared his 6 step handy dandy copywriting formula for the listeners.

  1. Interest grabbing headline (can be used as a subject line in an email or heading in a piece of copy).
  2. Stir up and aggravate statement – create an emotional experience around their pain or desires.
  3. Solve the problem statement- show how you can take away their pain or fulfill their desire.
  4. Prove it with a testimonial – reference happy customers with direct quotes. Use people prospects can identify themselves.
  5. Call to Action – ask the prospect to do something, call, email, click on a button to advance the sale.
  6. PS – Always have a final statement that repeats the call to action.

How to Find Ray Wood

You can find Ray Wood all over the internet:

This is the LockedOn App 

Here is the Working From Roam eBook.  (Tools and Resources Guide) More info at WorkingfromRoam.com
And here is the eBook version of How To Sell Your Home For More. More info a TopAgentsplaybook.com
Twitter: @raywoodlive

Download Find The Itch Before You Pitch Study Guide

Stop wasting time talking to prospects that will never buy. Instead find the itch before you pitch with this study guide.

Sales and Marketing Alignment

You can listen to past episodes that talk about marketing and sales and how the two can work together.

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5 SuperPowers of Successful Sales Account Executives with David Kahn #156

David Kahn Leadership Superpowers

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David Kahn 5 Superpowers of successful sales account executives5 Superpowers of Successful Sales Account Executives

David Kahn is the author of the recently published book
Cape Spandex Briefcase, Leadership lessons from Superheros. He is Senior VP of HR for Redina and a leadership strategist and academic researcher for organizational development. In this episode, David channels his inner superhero and shares the 5 superpowers sales account executives wield for selling success.

Batman vs Captain America

David’s favorite superhero is Batman. But when it comes to leadership, his model is Captain America. Captain America exhibits confidence, command and when the task is done, the team says we did this together.  It’s very Taoist.

David believes:

– sales is another form of leadership
– executives are selling ideas vs sellers selling products
– focus on the end result and you will find success

The 5 SuperPowers

All 5 superpowers are based around courage. It takes courage to make a fool of yourself and to put yourself out there. It’s also what’s necessary to take your career to the next level.

Power of Accountability – you own the outcome. As an Account Executive you have the courage to overcome the fear of losing. Fear can make you too cautious.

Power of Conviction – your value is determined by the goals you strive for and the manner you achieve them. How you do things matters. Ethical conduct is the single most important leadership competency.

Power of Persuasion – you effectiveness is based on your ability to influence others. Leaders communicate and understand the clients on a human value. Asking questions is the pathwork to persuasion.

Power of Competence – there is no substitute for being knowledgeable and skilled. You can’t persuade and lead on charisma alone. Intelligence is important, but you only need to be a bit more knowledge to be competent about a topic. You must be relatable, not jargon heavy.

Power of Collaboration – when achieving a goal you involve others. All sales are based on relationships. It’s not about authority. Approach every deal like it’s the first of many.

Take Action Advice

Always strive to be the best person in the room: the most informed, most ethical, the most prepared, the most persistent, and the most willing to display compassion.

How To Find David Kahn

David is an avid superhero fan thus the 5 superpowers sales account executives is the concept of his book:

Cape Spandex Briefcase, Leadership lessons from Superheros.

You can also find him here:

  • www.leadersayswhat.com
  • On Twitter @leadersaywhat.com
  • On LinkedIn https://www.linkedin.com/in/davidskahn/

Cape Spandex Briefcase, Leadership lessons from Superheros

Leadership Episodes

There are daily postings on the private Sales Babble Facebook Group.   Next discover your inner leader with these episodes. Listen today!

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How To Generate Leads with Relationship Selling with Michael Ross

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how to generate leads with relationship sellingHow To Generate Leads with Relationship Selling with Michael Ross

Today we meet a seller in the trenches. Michael Ross is a business owner, sales manager and sales guy who believes that relationships are the bridges where value is transferred. In this episode Michael shares practical advice on who, what, where and how to connect with others in the marketplace. Michael has just published his second book “A Clear View” and today he’s going to share concrete advice on how to generate leads with relationship selling .

Bringing value to the marketplace

You want to make money. That’s the goal of business. But you want to help people along the way.  How can we do this?Answer the following:

1. What is your target market?
2. Who should you reach out in that market who has influence?
3. Who can you partner in the market to mutually help one another?

Michael share the Zig Ziglar quote:

“If you help enough other people get what they want about of life, they will help you get what you want out of life.”

This is so true. Move from a getting standpoint to a giving standpoint.

How To Generate Leads

Start with local meetups. Pick a vertical market and find out where they hangout. e.g. credit union summits for IT services  as a sponsor or vendor.  Ask good quality questions. You will find two types of people: the qualified and the not qualified. Ask questions about the business, staffing, what’s working, what’s not.  If you meet someone in person try  to get them on the calendar ASAP.

J Abrams  the king marketer says that most businesses undersell their clients by 65%. Ask for recommendations and introductions. Don’t hesitate to ask your circle of influence to help you. They too can show you how to generate leads with relationship selling.

Social Selling for Lead Generation

Marketing campaigns should be tied around social media. Cold calling gives you self-efficacy, confidence, and gives you progress  forward.  If I can do this now, you can do it later. Address your fears and prove you can do more in the future. Note that Social selling conversion rate is very very low. Meeting people creates conversions, visibility and trust.

He quotes Tom Hopkins…

“you’re job is to alleviate pressure.”

Michael’s not meeting with people just to sell a product, but to build relationships that can create greater opportunities.  Be intentional how you connect with people. Virtual relationships have their limits

Take Action Advice

Focus on activity over “sales”. Take an analytic perspective e.g. 10 appointments for 2 closed sales. Focus on the 10, not the 2. Do the best job you can and you’ll like the results. Process not Results.

How To Find Michael Ross

You can find Michael on the web:

If you send an email, with “Pat Helmers” in the subject line

Two books “Overcoming the Character Deficit” (synopsis on lack of character in society) or “A Clear View” (on self image) for guidance on how to generate leads with relationship selling.

Other Sales Babble Episode

Michael mentioned the sales giant Tom Hopkins in a quote. Tom was on Sales Babble!   Tom Hopkins “When Buyers Say No” episode is well worth a listen. Check it out today!

 

 

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How Curiosity is the Engine of Sales Achievement with Tony Jalan

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How Curiosity is the Engine of Sales Achievement with Tony Jalan

Our guest is my good friend Tony Jalan, an experienced technology sales manager and avid LinkedIn pulse writer. Tony believes that curiosity and resistance cannot coexist. We all know that listening is a necessity for sales success. But far too often sellers think they’re great listeners, but in reality  they’re not.

In this episode Tony share the five types of listeners in the selling profession and he makes the case how curiosity is the engine of sales achievement.

5 Types of Listener

Review the following and decide WHICH kind of listener do you think you are? Have you curiosity in sales listening and discovery?

  1. The Token Listener – They ask a question but only pickup 20% of the answer. Sadly they are pretending to listen. They’re more focused on their agenda vs the prospect’s needs and desires.
  2. Frosting Listener – They take the first thing you say and jump on the topic they THINK the prospect cares about. They don’t dig deeper and this leads to them becoming the dumpster sales person! Not a medical doctor who diagnosis the patient. If you listen and be curious, your customer will tell you exactly what they want.
  3. Hard Headed Listener – They hear the prospects message but will not accept the message. There is no curiosity in sales qualification and discovery. Zip, Nada and Zilch.
  4. Doubter Listener – They disagree with everything and anything the prospect says. They are always looking for reasons to be right and where the customer is wrong.
  5. Sincere Listener – They ask How, What, When, Where and Why questioners. This is the kind of listening of master sellers!

Curiosity in sales provides you a motive to deeply understand your prospect. It is the foundation of qualifying a prospect.

Take Action Advice

Be Curious. Curiosity in sales is the engine of achievement. Be curious in regards to your relationships, clients and themselves.

How To Find Tony Jalan

Are you curious regarding sales expert Tony Jalan? You needn’t look any further!

Join the Sales Babble Facebook Group

Join the other Sales Babblers here and NOW! https://www.facebook.com/groups/salesbabble/

Article on Hiring Millennials for Sales

Focus on purpose when hiring AND selling:

http://www.forbes.com/sites/robertamatuson/2015/02/06/why-you-cant-fill-sales-positions-with-millennials-and-what-you-can-do-to-change-this/#2c764f094d6f

How To Ask Sincere Questions and Listen!

Here are some previous episodes that preach the gospel of listening. Here’s your chance to LISTEN to some more Sales Babble!

 

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Why Can’t I Get a Degree in Sales with Professor Shawn Green #80

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Shawn Green Aurora UniversityWhy Can’t I Get a Degree in Sales, an interview with Professor Shawn Green

In this episode we meet with Shawn Green, professor of marketing and sales at Aurora University. We consider the question why colleges and universities don’t  teach sales in their business programs. Given that sales is the foundation of all business, you’d think a degree in sales would be a choice.  It’s not.  

Shawn is one of a select few professors who DO teach sales. He is a strong proponent of providing selling skills that will make students marketable in the job place.

Business Schools in the United States

Business schools in the United States have the following characteristics:

  • Over 4K schools in the USA
  • All have business degrees and all have marketing degrees
  • Only 100 or so  have some sales curriculum
  • 10 institutions have degrees in Sales

Business School Graduates

Although sales is not integral in many schools business programs, many students enter the sales profession after graduation.

  • 80% marketing graduates will go into sales:
    • direct sales (usually start inside sales)
    • sales support
  • 50% of  all business  administration  graduates will go into sales

Companies can easily recoup their investment in new employees by moving them into sales.

Links To Shawn Green

Shawn can be found in the following:

Lunch and Learn LIVE Workshop October 7th

I will be providing free sales training lunch and learn workshop October 7th, 2015.    

Sign up!   It’s in Naperville, IL

Sales Training, Sales Coaching, Sales Consulting

Selling With Confidence  is  the online self-paced sales course that teaches you  how to ….

  • Be Yourself
  • Add Value
  • Make Sales