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Selling Value and Not Solutions with Sara Larsen #358

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Selling Value and Not Solutions with Sara Larsen #358

In this episode we meet Sara Larsen, a tech sales professional from Stockholm who speaks with authority on how it’s the value, not the solution that catches the buyers eye. It is the responsibility of the seller to show how their product or solution fits in the context of the buyers business.  Showing the value is the surest path to generating applause at a demonstration.  When it comes to B2B sales and selling tech, Sara and Pat babble about the presentation process and the importance of selling value over tech solutions.

Technology of Selling Value

Take collaborative approach when presenting to a group. This provides  buyers with a strong sense they are controlling the conversation. In reality, it’s  the seller who has set the stage AND in control. They did this by enlarging their credibility to a level where the buyers trust what they hear  without needing to see a complete demo with their own eyes. This turns sales demos into a conversation about  value. The seller is selling value, not a canned solution.

Take Action

If you’re bored with what you’re selling, you  will never be successful. You must love the process, product and clients to truly excel. Find a product that touches your heart. Don’t be that seller who is working at the wrong company. Find a job that fits, today.

How To Find Sara Larsen

Sara is a strong proponent of video outreach, using technology that shares the whole person. If you connect with her, she will respond using Canned.me.     To connect with  Sara…..
Follow these links:
– Website – www.canned.me
– LinkedIn – https://www.linkedin.com/in/larsensara/

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on Selling Value

 

Headliner Audiograms

Check out this new tool I’ve been using called Headliner Cool stuff!

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How to Handle Objection Handling with Doug Brown #357

Doug Brown Sales Babble

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How to Handle Objection Handling #357

Doug Brown Objection HandlingIn this episode Doug Brown and I  object  to objection handling. Dealing with objections is a crucial step to winning any deal, but far to many sellers fumble the situation and generate fear, as opposed to trust.  So what’s the right way to approach prospects when they raise an issue? Doug’s new book lays out 15 areas for selling improvement. This is his book: Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections

 

Handling Objection Handling with Grace and Ease

Doug’s years of selling experience brought realization that scripted objection handling doesn’t address the underlying Buyer fear. In fact objection handling scripts can drive further buyers away and into a deeper state of  fear. Too often seller think that sales is  a debate, It’s not!

Instead of taking a competitive and adversarial approach on your deals, instead focus on a Win-Win mindset. Doug share his 5 step process: 

Steps For Overcoming Objection Handling

    1. Take a breath
    2. Get curious not confrontational
    3. Think before you open your mouth
    4. Ask questions of curiosity that are open ended
    5. Ask the questions no one ever asks  e.g. we grew by 20%,“That’s really a respectful… The question I have do you think it should have been 34%? DO you think there could have been an opportunity?  What do you think that would look in your mind?  

How To Find Doug Brown

You can  find Doug and his thoughts on objection handling all over the Internet!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on Objection Handling

Here are past episodes that address closing and objection handling.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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The Elevator Pitch of Que PASA with Rajiv Nathan #356

Rajiv-Nathan-Sales-Babble

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The Elevator Pitch of Que PASA with Rajiv Nathan #356Rajiv-Nathan-Sales-Babble

In this episode we meet Rajiv Nathan, founder of Start-up Hypeman. Rajiv helps technology based SaaS start-ups  scale to success. He does this by leveraging Stories that define brand identity and convert buyers into clients.   According to Rajiv, the startup environment is  designed for failure.   9 out of 10 ventures fold and never become growing concerns. So how can luck be tipped in their favor?  Rajiv believes that story can shift this statistic.  He likes to start with the Elevator Pitch. 

Common  Startup Failures with the Elevator Pitch

Too often startup founders focus on building product as opposed to understanding the market. Startups zero in on features, guiding buyers to consider only the lowest price or perfect fit vendors.  When it comes to lost sales, founders often think “Buyers don’t get the vision”. But is that true? Maybe the founders failed articulating the vision.  This is where Story comes to the rescue . The first pace to define your story is the  Elevator Pitch: who you serve, the problem you address, the solution you provide and the benefits the buyers will experience.

Que PASA Pitch Method

The Que PASA pitch tells people what’s up and what’s happening to the business. It is designed around the elevator pitch: the bedrock of business communication.   The demo presentation, pitch deck, sales deck and marketing approach are all designed around the elevator pitch.

Value propositions are more wordy in his opinion.  A good example of a elevator pitch is FanFood.   The PASA is an acronym for

    1. Problem – lead the audience why you exist  with empathy
    2. Approach – share a path of addressing the problem
    3. Solution – explain specifically the way the problem will be solved
    4. Action – create a call to action that moves the customer to buy

Three Types of Customers

When selling Rajiv sees prospective customer in three types:

    1. Buyers who know what they want
    2. Buyers who know what they want BUT have been burned
    3. Buyers who want to be guided

First two groups are price locked. You are playing defense when selling to them.  The last group is open to possibility. A good story (in a sales deck) can provide guidance on how to go beyond the status quo. The third group will buy from you because they believe  you understand (1) them and (2) the market better than anyone else.

Take Action

During the next sales call delay showing the product as long as possible. Instead focus on the problems, issues, hopes and dreams long before you open up the home screen for the demo. By doing this, you exercise  the  Law of Influence: defined in Bob Burgs book the Go Giver..  Your influence is determined by how abundantly you place other people’s interests first.

How To Find Rajiv Nathan

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on Pitching and Startups

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Virtual Selling In Person with Jeffrey Gitomer #355

Jeffrey Gitomer Sales Babble

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Virtual Selling In Person with Jeffrey Gitomer #355

Jeffrey Gitomer Sales BabbleThis week Jeffrey Gitomer returns to the podcast to discuss his new book  “Go Live” just  published this year and being released in time for our economic and COVID sales recovery.  Jeffrey and Pat talk about webinars, video email, Youtube channels, podcasts and how to succeed at virtual selling during sales calls.

Multi-faceted Virtual Selling

Given the pandemic, face-to-face meetings and in-person sales presentations are no longer the only or the best practice to find business, conduct business, hold seminars, or make sales. COVID-19 has changed the rules of connecting, meeting, selling, and doing business.,  changes that are not going away.

Virtual selling is the solution to overcome out inability to meet prospects in person. Examples of virtual selling include:

    • Use online tools like YouTube, LinkedIn Live, and Facebook Live to connect with prospects and develop leads
    • Get your message to the right people in the right way using Twitter, Instagram, and other social media platforms
    • Create podcasts that have limitless marketing and sales value
    • Promote and repurpose your content to make a powerful impact on your audience
    • Sell your service or product from anywhere in the virtual world

In this new normal, sellers must create a new  playbook for transforming offline sales strategies into online profits.

How To Find Jeffrey Gitomer

You can find Jeffrey all over the web:

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes with Jeffrey Gitomer

Go here to see the past interview regarding Jeffrey’s book on Napoleon Hill

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How To Get a Sales Job in 2021 with Gregg Salkovitch #354

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How To Get a Sales Job in 2021 with Gregg Salkovitch #354

In this episode guest Gregg Salkovitch  gives advice on how to get a sales job in 2021. Due to the pandemic, many sellers are out of work and struggling to find that next job. Others have hit the ceiling for making money or simply ready for a new challenge. Finding a new job isn’t easy!  Gregg shares actionable advice you can take to find your dream job.

Sales Job in 2021

Companies don’t want to take a chance on a new employee. Since many employers  have no onboarding process, they  only want people who work for competitors. However candidates from competitors are hard to find since they often have non-competes.  With the growth of  WFH (work from home) companies are stuck hiring, they have no way of easily training new staff.   Candidates are stuck too getting a new position. Not just sales rep jobs but there is less hiring of SDRs for the same reason.

Pandemic in 2021 for Sales Jobs

Gregg sees possibility that hiring will pick up in 2021.  Sales is the lifeblood of a company.  One piece of good news: Location is not that important. Employers can now hire from smaller and cheaper locations because it doesn’t matter where they live when they work remote.

If a candidate does snag an interview they must be VERY prepared for interviews. You can’t wing it.

Getting Promoted in a  2021 Pandemic

If you’re looking for a promotion, management may not be the right next step. You might find that working on bigger accounts might be more lucrative. Beware of  non-competes. New employers do not want to take the chance and going to the courts with your former employer.

Take Action Sales Job Advice

There are three things you can do to get that next killer job.

    1. Post on Linkedin and show you’re an authority
    2. Reach out to your network, ask for advice and leads
    3. Be completely prepared for the interview, Go For It!

How To Find Gregg Salkovitch

To connect with Greg on how to get a sales jobs in 2021,  go to the following links:

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes with Gregg Salkovitch

How To Hire and Get a Sales Job with Gregg Salkovitch #217

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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2021 Sales Goals Show #353

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2021 Sales Goals Show #353

Thank goodness 2020 is behind us.  For many, last years plans were a bust!  But that was then and this is now, a new year, a blank slate and opportunity for hope.  In this episode,  we’re  going to walk through a goal setting process that encapsulates both your personal and professional goals.  The quest for this 2021 sales goals show is to identify the intersection between the two, and create a plan that ensures success and growth in your professional career.

Goal Setting Worksheet

This is the link to the Googledoc of the worksheet. Click here for the 2021 Sales Goals Worksheet and make a copy for your 2021 sales goals .

Here is a link to Pats Goals  Use this as an example.

Your 2021 Sales Goals and Personal Goals

Without a destination in mind you can never get there. But having a goal is not enough. Random goals are rarely attained unless they are tied into a greater cause.

We believe that goals are the spark of motivation, but habits are the fuel to keep it burning. In this goal planning exercise you will outline a path towards building a set of daily behaviours that will ensure successful completion of your goals.

You will identify:

    • Motivations
    • Reasons
    • Personal mission statement
    • Habits and Key Behaviours
    • Values that motivate you to take action
    • Goals that are measurable and attainable.

Sales Goals to Consider

Here are some potential goals you might want to consider for 2021. 

Discovery Questions

Make a list of discovery questions, work on and polish throughout year

      1. What’s the Benefit? Boost productivity of qualification process, stop wasting time,  and finish the day satisfied of a good day’s work 
      2. Examples questions for prospects…… 
        1. What is your story, where are you at?
        2. What are the Obstacles that stop success?
        3. What are the Ramifications of obstacles that hurt the business e.g cost overruns, slipped schedules, eroding profit margins, declining revenues
        4. What would be the Transformation if there was a solution?    How would that feel? 

Morning Ritual

What’s the first thing you do in the morning? Look at the phone, get anxious from some email or news?  Letting the world sway your mood – frame the day. Build a morning ritual to kick off the day . 

    1. Benefit? Start the day with intention, no longer a victim of the phone
    2. Example :   journaling, reading inspiration, exercise, preparing lunch, setting a daily intention 

Start Networking

Build your network and personal Brand. Not just prospecting but broader reach – jobs go away be like squirrels – tell story

    1. Former coworkers and friends 
    2. Peers of your competitors 
    3. Benefit – Generate a set of safe people to ask for help, when help needed. People you can confide in, recruiters, investors, old bosses, 
    4. Meet X strangers every week – LinkedIn, Zoom, 

Nurture Existing Clients

You’re current customers can have a significant contribution to your future sales.

    1. Reach and check how their doing
    2. Discover new problems that arise
    3. Benefit: new ideas new products, upsell existing, stem attrition 
    4. Generate referrals
    5. Document references and testimonials
    6. Habit of calling first thing in the morning, get pumped. Process of confidence

Raise your Closing Ratio with a Rubric

How often after a great presentation, were you unsure how to go the next step. Set a goal that adds a systematic process to your closing procedure. 

    1. Goal: Build a personal rubric, grading scale of sorts
    2. What are the issues, aspirations, problems and constraints the prospect faces
    3. Explicitly ask the process  if an item is checked off and if not, what’s missing
    4. Closing process is simplified.   Collectively seller and buyer agree if there is a match. 

How To Find Pat Helmers

You can find Pat throughout the Internet!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Top 10 Sales and Marketing Tips for 2021 with Neil Kristianson

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Top 10 Sales and Marketing Tips for 2021 with Neil Kristianson

Top 10 Sales Babble Sales PodcastIn this episode returning guest Neil Kristianson joins for our 7th babbling conversation on the top 10 sales and marketing tips for the upcoming new year.

Pat Talked About These Sales and Marketing Tips

How there is buying process not a selling process. Let’s start with a Common Sales Process with the following steps

      1. Collect a set of leads
      2. Qualify the leads
      3. Schedule an appointment
      4. Discovery
      5. Pitch
      6. Objection Handling
      7. Verbal Yes
      8. Contract Signed

Buying Process on the other hand would look like this:

      1. Recognize a problem or desire exists
      2. Ruminate on it for a long time
      3. Become aware of solutions
      4. Investigate vendor solutions online
      5. Pain or Desire becomes chronic
      6. Reach out to a vendor(s)
      7. Decide if one of the solutions solve problem or desire
      8. Choose – Sign Contract 

If you’re cold calling and they’re not at step 5…. You’re not going to get anywhere. Be mindful of where the buyer’s at.  Don’t take no as final answer but instead know that it’s no not now.  Unless you get too pushy and muck up the sale! 

Also, try the fool called  “Duck Duck Go” for anonymous search. Secondly look into Hubspot as a CRM. It’s pretty slick.

Despite the loneliness of the pandemic, it’s had it’s plusses and bringing, eating, exercising, and living with the basics.

Cold calling is fun. Get in the groove and the time flies. It’s have the attitude you’re just checking in to see if you can help others.

Lastly, know that we’re more alike than not. Look for the commonality in humanity. Don’t let the politicians scam you into thinking otherwise.

Neil Talked About These Sales and Marketing Tips

Unlike Pat’s verbose notes Neil shared this …..

1 – The power of NO
2 – Synology NAS
https://www.synology.com/en-us/support/nas_selector
3 – Rev
https://rev.com
4 – Google Drive for Zoom
https://marketplace.zoom.us/apps/5jjvtAZIQy-m-XkbchJMHg
5 – None of this matters

How To Find Neil Kristianson

You can find Neil online for automated email and marketing advice:

This is Neil’s email business Email Splat

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes Top 10 Sales and Marketing Tips

This episode is the 7th annual episode. Listen here for years past!

Sales and Marketing Tools for 2020 with Neil Kristianson

Sales and Marketing Tools for 2019 with Neil Kristianson

Sales and Marketing Tools for 2018 with Neil Kristianson

Sales and Marketing Tools for 2017 with Neil Kristianson

Sales and Marketing Tools for 2016 with Neil Kristianson

Sales and Marketing Tools for 2014 with Neil Kristianson

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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The Orange Squad with Dean Petrulakis #351

dean-petrulakis orange squad

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The Orange Squad with Dean Petrulakis #351

BREAKING NEWS: Announcing the Orange Squad!

In response to the pandemic,  guest Dean Petrulakis  has created a collective of “Creatives” called the Orange Squad. His goal is to nurture a network of like minded individuals that will collaborate on work, projects and personal growth.  To my (Pat Helmers) good fortune I’ve been honored to become a member thanks to  Michelle Kelly. Today, December 15, 2020,  the Orange Squad is officially launched to the public.

dean-petrulakis orange squadIn this episode, founder Dean and I talk about the formation, structure and aims of the Orange Squad. We talk about the nature of creativity and the power of networking. Given the diverse membership of the Orange Squad, it’s unclear the exact course it will take. But Dean is certain, given the nature of creativity, the squad will serve the world with generosity and a smile.

But….. what’s this got to do with sales?

Lots.

Dean is the Senior Vice President of Sales at LCP . We discuss how prospects buy on their own terms and how sellers must respect that process. We talk about relationship building and nurturing clients for more business. Most importantly, we emphasize the necessity for sellers to be creative in their relationships since it’s the foundation of selling success.

What’s a Creative?

What is a creative?  That term is under dispute but to make it simple, it’s any professional who uses creativity to push the bounds of their art. In the case of the Orange Squad  e.g marketing, writing, graphics, podcasting, event planning, health trainer, etc…   Creatives are collaborative and work for results beyond monetary wealth. They believe if you do what you love, the money will follow.

The Orange Squad of Creatives

Dean shared some of the plans to bring positive change to the world:

    • Website with insightful blog posts on the process of creativity.
    • Jam Session webinars that delve deep into the rabbit hole of creativity.
    • Podcast that facilitates, asks and answers insightful questions about the nature of creativity.

At first glance, the Orange Squad may look like a marketing agency. But that’s not the purpose of the collective. We believe in the power of networking and admit business may come from these relationships.  However business is not the ends, only the means. According to the website:

Your imagination inspires the rest of us. No joke. You are creative beyond belief. Ideas light the way for your workmates and family and friends. As your creative self grows, so does your career. ExpoNENtially. Our best self is oftentimes found in the embers of our creative fire. We feel the future and it is BRIGHT.

The Orange Squad is your community to explore, excite and accelerate creativity.

Take Action Orange Squad Advice

Dean shared three points sellers can  take action in their professional careers:

    1. Genuinely invest in your existing clients. Generously give your time, advice and all  you can do to help their success.
    2. Be careful if money is your guiding light. When you take a transactional view of business, business will vanish.
    3. Invest in process and develop trust. Play the long game knowing you will get what you give.

How To Find Dean Petrulakis

This Dean on LinkedIn

This is the Orange Squad

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

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How To Turn A Loss Into Success with Jennifer Seeno Tucker #350

Jennifer Seeno Tucker sales babble

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How To Turn A Loss Into Success with Jennifer Seeno Tucker #350

Jennifer Seeno Tucker sales babbleJennifer Seeno Tucker,  is an associate broker and Vice President of Business Development of Exit Realty United. In this episode Jennifer  talks about how to prioritize relationships with clients over the transaction of the sale. It wasn’t until she got honest feedback on a lost deal did she learn to listen better. In a competitive real estate market, she’s been able to turn a loss into a success.

PE Teacher to Real Estate Agent

Jennifer never saw herself in a selling role. In fact she wanted to be a PE teacher and studied that in college.  Her Mom was a successful real estate agent and when it came time to take care of her family, realized real estate might be a better fit. 

Sales came slowly to her.

Jennifer competes against 20K agents in Long Island New York. She saw some success but it wasn’t till she lost a  $1.2 Million deal did she wake up.  It was clear  that she was fumbling in her presentations.   She interviewed the prospects of the lost deal asking for honest feedback:

“We didn’t feel like you met our needs and you didn’t really listen”

It was when she heard this she decided that listening would become her Brand. She decided to  hone in on “who I am” and understand “who is the person in front of me”.

This has made all the difference.

How To Find Jennifer Seeno Tucker

This is her on LinkedIn Jennifer Seeno Tucker

Her website http://www.rockstaragent1.com/

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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The Art Of The One Call Close with Freddy Freundlich #349

Freddy Freundlich

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The Art Of The One Call Close with Freddy Freundlich #349

Freddy FreundlichOur guest today is Freddy Freundlich. Freddy is a one-call closer and author of the soon to be released in 2021  book, “The Art of the One Call Close – A sale of five or five million, learn how to walk in and walk out with the real deal!”.  In this episode Freddy and I chat about how all sellers aspire to close a deal immediately, but other than small ticket items, the vast majority sales professionals don’t. Freddy’s  unique methodology teaches how to get deals on the spot, or the very least getting that much closer to a real deal.

What is a One Call Close?

What’s the definition of the One Call Close?  It’s when you attend a sales call and leave the meeting with a signed deal. Despite what most think,  big things can be closed in one call. The meeting maybe hours long, but it’s possible.

With Freddy’s process, he believes anyone can speed up the sales cycle. Think about the easy conversations you have in real life. In those situations you’re not trying to sell someone. You don’t have fear. Instead: 

    • Be real when you meet with sellers.
    • Don’t accept maybe’s, but be OK with No’s and of course Yes’s
    • It’s OK to get a qualified “no”
    • Believe that every conversation has the opportunity for good.
    • If you have enough conversations you  will meet qualified buyers who agree to buy.
    • Do your homework and  make sure you have all the decision makers. Make sure you have enough  time allocated to have the buyer fully vet the purchasing decision.

Three Steps Once You’re in the Door

According to Freddy use these simple three steps that focus on the buyer. Keep in mind that you’re not selling to a company, you’re always selling to a person. At the one call close ….

    1. Open – Don’t break the ice when you first meet. Go right to the meat of the meeting.  Find the “prospects powerpoint” –  It’s either a burning desire or painful pain-point
    2. Middle – Once you understand the powerpoint, you can bridge your solution to solve their powerpoint. Get a commitment the solution is a fit.
    3. Close – Ask the question, “if I could ensure you could get a good night’s sleep from here on out would you be willing to commit today?” 

If you sell this way, you will make a friend for life and a loyal client. The close is the easiest part of the sale using Freddy’s process.

How To Find Freddy Freundlich

You can contact Freddy with the links below and find his book on Amazon.

This is the Book: The Art of the One Call Close

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes Closing Sales Tips

Let’s keep the babble going. Listen here for past episodes on closing deals.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on: