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How To Create Believers with Storytelling Selling with Michele Kelly #288

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How To Create Believers with Storytelling Selling with Michele Kelly #288

Michele Kelly is an author, co-founder and CEO of K+L Storytellers.  She helps companies who need to tell their story,  especially those who care as much about living their values as they do about making a profit.  In this  episode,  we discuss storytelling selling. We discuss the process for creating believers by telling your story.  Believers become customers!  Believe me!   And get this, we did it by sharing stories!

Egos Lothos Pathos Selling

Aristotle defined the structure of the story  humans have shared for thousands of years.

Ethos; building trust, Logos: using using logic and rational thinking, and last Pathos; drawing on emotion and empathy.  Good stories contain all of these.

When selling, use the Hero Journey story, but make your customer the hero.  You, the seller, are the guide e.g Sam in Lord of the Rings, or Jack in Titanic.

Design the story where there is a situation with some challenge. Then one day, an incident happens. This creates drama and from this incident an opportunity arises. Now you,  the guide, shines.

Sales Rep is the Story Guide

The sales rep is the guide in these stories. Unfortunately too often sellers can’t see themselves in stories. But you can with reflection. Consider past customers who you’ve been able to help. Frame it in a story.

Seth Godin says  marketing is no longer about stuff you make, but stories you tell. When telling a story  Robert Plutchik’s Wheel of Emotion takes the listener from awareness to admiration to acceptance.

The way you create believers, is with your story.

How To Find Michele Kelly

This is Michele and Roderick’s company K&L Story Tellers

LinkedIn – linkedin.com/in/michelekellystorylove

On Twitter @mkellywriter

Past Episodes Telling Stories

Listen here for past guests advice on storytelling!

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Selling For Nerds #287

Pat Helmers Wordpress Naperville Sales Babble

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Selling For Nerds #287

Pat Helmers WordPress Naperville Sales BabbleLast Tuesday I was a guest speaker for the WordPress Naperville meetup. I’ve been a long time member of the group and was asked to present advice on how to sell websites. The talked was titled “Selling For Nerds“.

Many of the group members own their own company and they find business development and generating new clients a constant battle. The members don’t think of themselves as sellers, more engineers, marketers, designers and artists. Because of my consulting with the web services company VoyagerNetz, it was easy to share things we did to attract new clients and build a repeatable and scalable sales process.

The Slidedeck

This talk was also based on  past presentations I’ve given over the past year. This was the meetup notes:

Selling for Nerds: Our presenter for this meetup is long-time regular Pat Helmers, host of the Sales Babble podcast.

Pat will share stories, experiences, and concrete advice on the process of lead generation, qualifying, presenting, closing and upselling clients in need of websites and SEO services. Too often web developers view marketing and selling as icky work. Pat shows how a helping attitude and service mindset can make selling fun AND earn clients for life.

This is the slidedeck and a sketch that Stacey Kvernmo created.

Selling For Nerds Sketchnote

Call to Action

Would you like to me to speak at your next event?  If so, babble me!

Click the link “Babble Me” and we can chat.

Solo Episode

Here is a another solo episode you might find of value:

How to Use LinkedIn for Cold Prospecting – Anniversary Episode #260

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Dinner Seminars for Lead Generation with Rylee Meek #286

Rylee Meek Sales Babble

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Dinner Seminars for Lead Generation with Rylee Meek #286

Rylee Meek Sales BabbleToday we meet Rylee Meek, the founder and author of the Social Dynamic Selling System, which according to Rylee, “turns dinner seminars marketing into a science.”   I used to do this for school district administrators and it created an opportunity to present to many people, all at once. It was a very productive way of selling and if you’ve never heard of this before, this is right episode for you. Rylee shares his campaign processes based on his new book “Food For Thought; How to Use Dinner Seminar Marketing to Grow Your Business in Ways You Never Thought Possible“.

The Challenge

We’re all capped by the amount of time in a day. You only have so much time to pitch in a day. The opportunity to present to multiple people at once is far superior to 1-on-1.  1-to-many approach is the key to dinner seminars.

Fishing with Corn Dogs

Fish love corn dogs. The trick is to find the corn dog for people. Rylee recommend buying dinner or a daytime meal to motivate prospects to show up. Attending is a challenge for time sensitive people to attend, give to get. Depends on your avatar. Steak dinners are the best. How do you pick a time of day? Understand your ideal customer and what  works for them.

Dinner Seminars Process

This approach is not a good match for low priced goods. Otherwise this is the process:

    1. Consider your ROI. Ideally a $1K+ per sale is a good threshold.
    2. Pick a venue that is convenient/affordable
    3. Create invites, craft a message.
    4. Send direct mail , works VERY well
    5. Follow up to see if they are attending,  get food orders
    6. Call up day before (maybe morning of) to reconfirm
    7. Present to create know-like-trust. Don’t try to close there.  Assume 80-90% attendance
    8. Set up later appointments

How To Find Rylee Meek

How to Prospect and Generate Leads

Other past episodes on lead gen! Listen now.

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How to Pitch a Compelling Proposal with Steve Thompson #285

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How to Pitch a Compelling Proposal with Steve Thompson #285

In this episode guest Steve Thompson shares his process on how to pitch a compelling proposal. It’s frustrating responding to an RFP and losing the deal after hours of effort. Stop wasting your time and start applying Steve’s book “The Compelling Proposal – Make It Easy For The Customer To Buy From You“.

RFP – Request For Proposal

Formal document used to level the vendor playing field.  Goal is to stop the winning of contracts with wine and dine tactics and other nefarious efforts. But they can be an incredible time waster!

Steve doesn’t like RFPs. He has never found  an RFP that shares the outcomes the customer wants to achieve. To win a contract , you really  need to know what the buyer wants to accomplish.   How can we accomplish this?

RFPs Lost at the Start

You’re going win or lose a deal before the RFP is released.  Steve has found his win rate was 1 out of 20.  Instead, you should be talking to the client ahead of time. Help them write the specs so that the deal is tipped to your favor.

How can you do this? Tell the you DON’T was to respond! He recommends a form letter:

    • appreciate the opportunity to bid
    • after reviewing RFP can’t determine the real outcomes you’re trying to achieve
    • because of that, we’re uncertain we can give you the very best outcome possible
    • therefore we’re going to decline
    • but in the future, if we get to meet with you and your team to understand what you want to accomplish, my commitment is that you will always get the very best solution that we can provide

He then CC’s  CEO and other concerned executives.

Decline To Respond to RFP Results

When he sends this letter he has seen the following results:

  • 1/3 time never heard back (never going to win it anyway)
  • 2/3 time get a phone call (often gruff but explained why)
  • 1/2 of the 2/3 asked for an appointment. When he gave proposals, 80% win rate!

Design of a Compelling Proposal

If the letter works, this is the pitch Steve recommends.  It contains  seven slides in the deck :

1. Value Proposition
2. List of specific outcomes important to them
3. Mapping of key outcomes with your solution
4. What’s important to seller (framing win-win)
5. 2-3 examples of successful customers in similar situation
6. Multiple options – They pick best fit, then ask how can it be improved.
7. Rewording Slide #2

How To Find Steve Thompson

 

 

Sales Presentation Tips

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Making Buyers Think Your Idea is Their Idea –  Oren Klaff #284

Oren Klaff Sales Babble

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Making Buyers Think Your Idea is Their Idea –  Oren Klaff #284

Oren Klaff Sales BabbleToday’s guest is Oren Klaff, the author of the new book Flip The Script – Getting People to Think Your Idea Is Their Idea.  Oren shares his philosophy on how to control the sale. He believes, things aren’t sold, they are only bought. The task is to get buyers to think that buying your product, is their idea. You can’t tell buyers what to do. Instead allow them to come to their own conclusion. In this conversation we babble about how to make buyers think it’s their idea.

Ninja Sales Trick

In order to flip the script, the goal is to switch from “telling selling” to  having the buyer uncover their own needs and desires. Your first task is to build  your credibility by proving you’re an insider,  with insider secret information. He gave an example of an auto mechanic.

Secondly show you’re an expert by giving the impression you’ve done this a million times before.  Oren gave an example of a video serviceseller. The key is to set the buyer at ease. They won’t be taking a risk if they choose you.

With these two steps,  insider and expert, you build trust. With trust buyers can see possibility and it gives them the confidence to make the buying decision.

How to Find Oren Klaff
  • Oren has a free book launch giveaway for one day of coaching in Southern California. Go here to enter at http://www.orenklaff.com

Pitching Sales Tips

Listen to these past episodes on pitching your products.

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Sassy Selling for SaaS Sellers with Bill Wilson #283

Bill wilson Saas Sellers on Sales Babble

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Sassy Selling for SaaS Sellers with Bill Wilson #283

Bill Wilson is the Co-Founder and CEO of SalesRight, a B2B SaaS company that provides sales teams with intelligent and interactive pricing guides that instantly boost opportunity to close rates. Bill started as an entrepreneur as an iPhone app builder (photographers, newspapers,health apps, etc..). In this episode we give SaaS sellers advice on nurturing clients for life.

Why SaaS

There are many good reasons for sales professionals should consider becoming a  SaaS seller:

    • market $70B and growing
    • easy to add value incrementally and iteratively
    • quicker product tomorrow, not someday
    • B2C experience, makes a B2B sales more comfortable for buyers
    • no big upfront fee for buyers

Bill believes that a sales person’s job isn’t to sell. it’s to give customers value.    We should all aspire to attract the best customer you can get for your company. Not just anybody.

Common SaaS Process

First a prospect calls an SDR/BDR, they then are referred to another Inside sales person. That rep gives them  a demo at which time the process breaks. When SaaS sellers are asked questions beyond the original demo, it is difficult to get answers. There are ALWAYS more questions!

    1. People want choice. Trust matters, so open up on your pricing. Be transparent.
    2. Don’t have a heavy proposal process. Make them lighter.
    3. Have the courage to say no. Don’t make it hard on your customer success department.
    4. Compensation – good people need a strong base given people pay monthly esp. at start. Commissions 1.5 of base.
    5. Good follow-ups are the foundation of keeping prospects top of mind.
    6. BONUS: Ask for the close (and if they’re not ready figure out why).

Springfield Buys a Monorail

How to Find Bill Wilson

Website: https://salesright.co/

Twitter: https://twitter.com/SalesRightCo
Facebook: https://www.facebook.com/SalesRightCo/?ref=bookmarks
LinkedIn: https://www.linkedin.com/company/11772492/admin/

Instagram: https://www.instagram.com/salesrightco/

Closing Sales Tips

Here are past episodes SaaS sellers will love:

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Magic Sales Words with Phil Jones #282

Phil Jones Magic Sales Words

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Magic Sales Words with Phil Jones #282

Phil Jones Magic Sales WordsDo you ever find yourself struggling to control a sales call and can’t  find the words to say?  Or maybe it’s the opposite, talking to much? If this is the case, our guest Phil Jones has some magic sales words for you. Phil is the author of multiple best-selling books, and the youngest winner of the coveted “British Excellence in Sales and Marketing Award”.  In this episode Phil demystifies the sales process, reframes what it means to “sell,”  Phil and I walk through his book “Exactly What To Say” and share a few of his magic sa;es words guaranteed to help you close sales.

Magic Words That Sell

Phil is famous for his inspiring “Magic Words”, and his highly engaging, practical approach to what is often a subject that is littered with hype and power-hungry “gurus”. His vast knowledge and experience can be simplified into just three areas:

1. Acquiring more customers
2. Having them come back more often
3. Helping them spend more when they shop

Every decision that’s ever been made has been done twice. Once when they

Examples from “Exactly What to Say”

We walked through a few examples from Phil’s book “Exactly What to Say: The Magic Words for Influence and Impact”.  

    • I’m not sure if this is for you but …….   for qualifying it takes away a bias of being sold and puts the decision in the buyer’s mind
    • Simple swaps  – What questions do you have for me? 
    • What happens next?
    • Imagine if you will…..   then tell a story….
      1. Decision to run to
      2. Decision to run away
      3. Decision that makes their heart sing

People aren’t looking to be told what to do. But people do want to know WHAT to do.  Buyers are open to being led of their own accord. These magic words create that opportunity.

Take Action Advice

Slow down your conversations, control the conversation with questions. Respond with questions lead the prospect into a conversation.

What about my stuff makes you think I would be good fit.

How To Find Phil Jones

Exactly the books that you need to read
Click here to order your copies »
Phil’s website: philmjones.com
Twitter: philmjonesuk
Facebook: philmjonessales
LinkedIn: philmjones
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How Value Selling Can Grow Your Business with Chad Sanderson #281

Chad Sanderson Value Selling

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How Value Selling Can Grow Your Business with Chad Sanderson #281

Chad Sanderson Value SellingOur guest today is Chad Sanderson, the author of the award-winning Value Selling Framework.   Chad has  successfully sold and marketed products and professional services across the globe. In this episode, Chad and I discuss the necessity of using a repeatable and predictable methodology for selling.  Next we survey the landscape of sales. We look at what’s working, what’s not working, and where there are opportunities for sales growth.

Predictable Selling Methodology

Sales is problem solving. Chad learned his chops selling marketing services. He  found when sales teams get larger, you can’t manage one-on-one. Many methodologies talk about what you need to do when selling. Yet they fail to  talk about how to sell.  Chad believes in focusing on value selling.

The Value Selling  methodology tells you how to do it. B2B buyers act like B2C customers. Sellers need to truly uncover the buyer perspective. just as you would in the B2C space. The difference is subtle but it takes awhile to put in practice.

Value Prompter

Value Prompter is completed per person. There are six affinites in the design:

    • Contact Name and Title
    • Business issue –  time bound and quantifiable
    • Anxiety Question to get an emotional action
    • Problems from the buyers perspective
    • Solution from the buyers perspective
    • Value Box  which contains quantifiable description of problem (from a personal perspective )

Probing Questions are asked to find insight. These questions uncover the buyers perspective and are used to guide value selling.

    • Prepare for a call
    • Take notes
    • Copy past notes into a plan letter (accountability)
    • Development and prospecting persona development.
    • It guides cadences and content.
    • QBR (Quarterly Business Review) readouts

High performing organization have consistency of sales behavior.

How To Find Chad Sanderson

  • chad.sanderson@valueselling.com
  • His company can be found here valueselling.com
  •  https://www.linkedin.com/in/chadsanderson/
  • Twitter  @csanderson001

How to Manage Sales Teams with Repeatable Processes

Listen here to past episodes on repeatable methodologies like value selling:

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How To Power up For Profits with Kathleen Gage #280

Kathleen Gage Sales Babble

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How To Power up For Profits with Kathleen Gage #280

Kathleen Gage Sales BabbleIt’s a noisy world in the land of marketing, ads and sales. Are you finding it difficult to be seen for the value you bring? Our guest Kathleen Gage is a business strategist who has made it her mission to teach solo and small business owners how to become visible to their market through the power of clarity of their message and to package their core message into speaking engagements, books, information products and consulting and coaching services. In this episode Kathleen shares how it’s essential for experts to know how to stand out in a noisy market. To do that, they must be very committed to who they are and have the willingness to take risks and play full out. In her view, this is the surest path to power up for profits.

From Sales to Profits

Without sales you can’t have revenue. Without revenue you can’t have profits. So what can you do to grow sales?

    • Don’t listen to the naysayers on sales. It’s not a dirty word.
    • Pickup the phone and call your network.
    • Engage the prospect in the call. It will take 4-6 conversations to close many deals.
    • Build your network but ensure they are venues with qualified candidates.

Cold Call Script

This is the script that Kathleen commonly uses when speaking to qualified prospects:

    1. Greeting “Hello”
    2. what they want
    3. what they’ve done in the past
    4. See if they’re a match
    5. Share the offer
    6. Let them know you would LOVE to work with them
    7. Ask for the sale “Would you like to get started?”

How To Find Kathleen Gage

Kathleen’s Power Up For Profits Websites include:

PowerUpForProfits.com/Checklist (how to get on a podcast!)

This Kathleen on LinkedIn  linkedin.com/in/kathleengage

You can also find her on Twitter @kathleengage

Cold Calling Tips and Past Episodes

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How To Be a Buyer Painkiller with Guillaume Moubeche #279

Guillaume Moubeche Sales Babble

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How To Be a Buyer Painkiller with Guillaume Moubeche #279

Guillaume Moubeche Sales BabbleToday’s guest is Guillaume Moubeche, and oh by the way thank you for listening to the Sales babble podcast, builder of the lemlist email outreach tool. Lemlist is based on dynamic personalization (text, images, videos, landing pages). It  helps businesses get more replies to cold emails, and makes their sales process  more contextual and human. In this episode Guillaume and I babble about the selling process and how it intersects with marketing.  We chat about the power of having an Ideal Client profile and ways it  can be used to automate the discovery of qualified leads. If you do it right, you can become a buyer painkiller that turns prospects into customers.

Marketing and Sales Intersection

Marketing is OK, but it’s sales that pays the bills. Quite a statement from our guest!   He believes the world is getting more digital but it’s important to keep in mind that people buy from people not companies. From sales, you can learn about your customers, then use that knowledge to build marketing campaigns. Your value will then become a buyer painkiller. Let’s first identify the ideal client.

Ideal Customer Profile

It’s essential to build an  Ideal Customer Profile.   First start by talking to people and better  understand their pains, needs, and what holds them back.  Next use their answers to design your marketing campaign. In our babble, Guillaume shared his five step process:

  1. Educate Customers – they have a rough idea on what they want, but not how to reach their goals.  Educate them with examples and how they can achieve their goals, step by step.
  2. Listen – the more you listen,  the better you understand. Repeat back the question to prove you were listening.  This builds trust.
  3. Feel their Pain – if you emphasize the pain, they are more open to accepting your solution. You become a “buyer painkiller”!  Don’t forget to address desire. Find the balance of selling desire and pain.
  4. Connecting on the Personal Level – Social selling on LinkedIn works really great, Facebook too. Understand the buying process and how it’s built on trust.  Social selling creates friends. People buy from friends.
  5. Value Beyond Product –  stay away from being feature oriented. Instead focus on desire and the value it will bring to the customer.  Focus on the Return on Investment (ROI).

How To Find Guillaume Moubeche

Lemlist is a new startup in Paris.   They state:

“Never rewrite the same email ever again. With lemlist you can automate and personalize your emails in just a few clicks.”

To thank our Sales Babble listeners, you can extend the trial by reaching out and mention “Sales Babble“. at lemlist.com

If you want to chat with Guillaume, this is his profile on LinkedIn linkedin.com/in/guillaumemoubeche

Sales and Marketing Alignment

Listen to past episodes on sales and marketing alignment!