Posted on

Never Lose The Deal with Ganesh Tayi #218

Ganesh Tayi Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Ganesh Tayi Sales BabbleNever Lose the Deal with Ganesh Tayi

Ganesh Tayi is an author, speaker and CEO of Never Lose The Deal. He is a trusted advisor to companies who want to close more high dollar sales contracts. For more than a decade, he has been personally involved with deals of all levels of depth and difficulty and helped close deals worth over $12 billion. In this episode Ganesh offers  a fresh perspective and powerful proven practices to close more deals.

The Challenge

Unsuccessful salespeople jump too quickly into building a proposal. This is especially true in the B2B space.  They do this solely from what they hear the prospect say. They fail to deeply understand the full challenge. Too often proposal they propose, is wrong!

Successful sales people:

  • Dig deeper and find context of the challenge
  • Understand who are the decision makers
  • Discover how the prospect makes buying decisions
  • Ask about urgency. “How important is it for you to work with a company that offers this value proposition. “

Beware Chasing Ghosts

If you fail to discover all the requirements, you are forever chasing a ghost requirement. Fully understand their wants, desires and needs.

Three Principles for B2B Selling

Ganesh’s book has 10 principles for successful B2B selling. Here are the top three principles to never lose the deal:

  1. Align your team with the customer team. Look for common goals.
  2. Analyze the opportunity and the deal. Start by building an ROI model. Analyze your competition and how you differentiate.  Lastly analyze your pricing and maximize your profits. Consider deal incentives, not discount e.g 3 year contracts have a better pricing schema.  The right incentives help your customers do the right things.
  3. Ask why they are looking, why now and what is their buying criteria, the must haves and nice to haves.

Take Action Advice

Focus on your prospects business decision making criteria. Once you unravel and understand you can adjust your sales  process accordingly.

How To Find Ganesh Tayi

Free Copy of the Book: http://freeneverlosethedealbook.com/bookdownload-2/

Must Have Sales Process Steps

Let’s keep the babble going. Here are past episodes you’ve gotta listen to:

Posted on

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

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

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

When it comes to the process of staffing a sales position, it’s two sides of the same coin. On one side we have the need for employers to hire skilled and competitive staff. On the other side of the coin is the need for talented employees to get hired by great companies. Both sides are looking for the perfect match according to our guest Gregg Salkovitch. Greg is a recruiter and founder of  Right Choice Resources. In this episode we discuss how to get a sales job and how to hire an outstanding sales professional.

The State of Sales in Spring 2018

For sales professionals, 2018 is a sellers market (no pun intended).

  • The market is hot!  Great time to get a job.
  • Companies have a lot of competition when finding candidates. There are few great candidates available.
  • Many sales professionals are super happy where they’re at. It takes a lot to motivate them to move.

How Candidates Earn a Sales Job

Gregg has the following advice for candidates:

  • Hiring is a sale. Treat it like a sales call. For example, he had a candidate do a video conference in a T shirt. Don’t!
  • Too many candidates don’t qualify, don’t follow up, don’t ask for the sale.
  • You’re the product and no one knows it better than you.
  • Do your research.
  • Dress well.
  • Remove and trim your facial hair.
  • Don’t show up late.
  • Be early, stop at Starbucks for a coffee nearby your appointment.

Customize Your Questions

Show your prospective employer you’ve done your homework. Ask…..

  • I looked at your LinkedIn and see you’re successful.. what do you attribute it to?
  • I saw you on YouTube and noticed
  • I was looking at your competitor and noticed this… and have some thoughts

Good candidates can’t be quieted down. They keep the conversation rolling. Go straight to the decision makers. LinkedIn is the key. Don’t waste time filling out entry forms on a website. Get creative.

How to Ask for a Sales Job

As the interview winds down ask the following:

I really appreciate the opportunity to meet and I’m extremely interested in this role. Do you have any reservations that would prevent me from moving forward?

This gives the interviewer a prompt to voice objections. This gives the candidate an opportunity to turn the issue around. It may not have been covered earlier.

How Managers Hire for a Sales Job

Hiring managers need to recognize the market is tough

  • Not a lot of “A” people
  • Recognize it’s not a one way street. Not all candidates want to work for you
  • It’s a date, it has to work in both directions
  • It’s a matchmaking process
  • Don’t see this one sided
  • Managers over focus on the sellers rolodex
  • Look outside your industry
  • Search a larger pool of candidates than you think
  • Don’t overly focus on the Resume. Be skeptical.
  • Don’t trust a website will screen

Compensation

  • $40K base salary
  • $125K base salary on high end
  • Typically 50/50 split e.g 460K base and $60K if you hit your targets

Junior $50K, with very little commissions, and transition to

Always ask, “Based off your current team how many have made that the first year?”

How To Find Greg Salkovitch

Right Choice Resources
gregg@rightchoiceresources.com

http://www.linkedin.com/in/greggsalkovitch

 

Sales Hiring Process

Here are past episodes on hiring and interviewing for a sales job!

Posted on

Debunking Sales Myths with Mike Schultz #216

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Debunking Sales Myths with Mike Schultz #216

Selling has changed tremendously in the last 10 years. But prospecting has changed even more. Previous  research suggests that 57 percent of the purchase decision is complete before a customer calls a supplier.  This gives sellers the false impression that buyers don’t want or need to talk to them early in the buying process. They do! Mike Schultz visits Sales Babble for clarifying and debunking these sales myths with advice based on hard research.

Some Common Sales Myths

Rain Group is a sales research institute just completed a study on prospecting. They talked to 488 buyers, asking them what  is the process they have used for past purchases.

They study found it’s a sales myth that buyers don’t want to talk to sellers, eg. 67% sale done digitally. But this should slow sellers down.  71%  of buyers said they want to talk to sellers at the early part of their research. They want context. With too many choices it becomes to difficult for buyers to choose “Its the ‘paradox of choice” according to Barry Schwartz.

  • Myth cold calling is dead. Greater than 50%  of buyers prefer to be contacted by the telephone. It is second only to email. Of the buyers researched,  57% have had the seller reach out to them on the phone.
  • 82% of buyers take meetings with people they don’t know but have talked to on the phone.
  • Buyers need inspiration, start with your existing clients.

What Winners Do

It’s a myth that buyers don’t want to hear about capabilities and only benefits. The #1 content buyers want is features and capabilities. It’s buyers primary research on their industry. They want descriptions of the capabilities in context. They desire content customized 100% to their business  Not mass mail merges.

Great Sellers WAVE

  1. Winners Mindset – The Mindset of a winner is strategic,  not tactics only.
  2. Attraction Campaign – multistep and modal approach to reach out and connect to buyers. The number of attempts to reach a prospect should be 8 (not 3).
  3. Value – Get prospects to say wow that could be worthwhile (to have a call, meet, agree to demonstration or buy).
  4. Execution -Winners do all the tactical parts. They take action to turn around objections. They exercise executive functions to stay focused in a noisy world.  They have the ability to concentrate and focus for prospecting (which is the hardest thing to do).

 

Cold meetings that have a value approach will turn deals into wins. When sellers focus on value, 96% said it was influential. They want to be educated and collaborative >90%.  Yet the meetings must be interesting and add value. Most sales meetings are not valuable to most buyers. If they are impressive they will buy  things.

Take Action Plan

To get good at prospecting you have to make it 100% of your focus.   Attack it like you’re going to make it work. Build an  attraction campaign.

How To Find Mike Schultz

Website: https://www.raingroup.com

Mike Twitter: https://twitter.com/mike_schultz

RAIN Group Twitter: https://twitter.com/rainselling

RAIN Group Facebook: https://www.facebook.com/RAINGroup/

Mike LinkedIn: https://www.linkedin.com/in/mikeschultz50/

RAIN Group LinkedIn: https://www.linkedin.com/company/rain-group_2/

Mike mentioned that we was happy to share a copy of the report with the audience:  5-sales-prospecting-myths-debunked

How to Prospect and Generate Leads

Here are past episodes that talk about the mindset for lead generation.

Posted on

How To Sell With Personality Barry Saltzman #215

Barry Saltzman Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Barry Saltzman Sales BabbleHow To Sell With Personality Barry Saltzman #215

In this episode Barry Saltzman shares a quick way to read prospective buyers. He believes you should adjust your selling technique based on their personality. Too often sellers take the same approach with all clients. This doesn’t make sense. All buyers are different. All buyers have their own peculiarities. It’s not just about selling your products and services. Instead learn how to sell with personality.

Four Primary Traits

Barry shares how to sell with personality by categorizing buyers into one of four traits. Each trait is described below:

  • Controlling: Goal oriented. They know what they need to do every morning. Plus they are focused, motivated, driven, and commonly found in leadership roles.
  • Outgoing: Type A types. They are social and energized by meeting people. To build rapport they will spend the first 15 minutes chatting building friendships. By nature they are authentically empathetic.
  • Exacting: Specialist, experts, they look at pieces of whole, and very detail oriented
  • Relaxed: Laid back. They have an easy going attitude. They are not one to  rush. This makes them hard to sell.

The traits are configured in the following quadrants:

Controlling Exacting
Outing Relaxed

People have primary and secondary personality types. We’re not all one type or another. We are a blend.  Thus there is a also and

The Adaptive trait can be found somewhere in the middle of the quadrants.

Quick Way to Assess

  • Read LinkedIn profiles.. By the style and information you can learn much about a person’s personality trait.
  • Ask open  end questions. For example if you’re at a tradeshow ask “Tell me what you do ….”
Good sales is about adding value to the prospect
  • Controlling person, sell to them that helps them reach their goals. Somewhat to dominate the world, not all.
  • Exacting person, let me walk you through our methodology and framework to show you how you get to the results
  • Outgoing person, this is how you will feel, ,how it will impact your propel .. watches body language.
  • Relaxed person, calm, don’t push, this is the most difficult to sell to.  only 10% of the people

Two Open Ended Questions

Barry asks the following questions to quickly discover a person’s personality type.
  1. Tell me about your business and how you meet your goals?
  2. Describe to me what role you like to play on your team?

Barry has a cheat sheet of various personality types associated with real people he has met in his life. This way he can quickly know how best to add value in a conversation.

Take Action

Barry recommended two courses of action you can immediately do to better understand and assess your prospective customers.

  • Start asking open ended questions and listening to the answers.
  • Take a free assessment on  prep-profiles.com  

How To Find Barry Saltzman

Barry Saltzman is a seasoned “hands-on executive. He has 30 years of experience in both public and private organizations. Barry has been responsible for Global Sales,  Leading and Managing Complex Service Organizations. As a leader hs has successfully turned around a $60m distribution business.  Barry’s enjoys spending his time with  his clients. He especially likes developing plans to help them reach their full potential.  Barry also serves on a variety of Advisory Boards with local SBDC’s in the Chicagoland Area. Barry is easy to find across the world wide web!

Website:   www.SaltzmanEG.com
Twitter: @SaltzmanEG

Sales Personality Tests and Assessments

Listen to past Sales Babble episodes on now to decrypt and assess prospects.
Posted on

How To Sell With The Socratic Method with Roger Breisch #214

Sales Babble Roger Breisch

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Sell With The Socratic Method with Roger Sales Babble Roger BreischBreisch #214

Roger Breisch is a  life-long learner who loves ideas and experiences that shake the intellectual and emotional ground on which he stands.  Roger is the host of the Socrates Cafe and guest speaker on the topic of questioning. Rogers’s powerful life experiences working a suicide hotline frame clearly what matters in life. In this episode we discuss how to sell with the Socratic Method and the power questions.

Mindset of Questioning

Questions open up possibilities. Statements close them down. We started the episode with talking about questions and how they fit in the world of business:

  • Socratic Method – form of cooperative dialogue based on asking and answering questions to stimulate critical thinking and to draw out ideas
  • Listen listen listen. This is how we learn to sell with the Socratic method.

“It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.”

– Mark Twain

  • Sadly too often sellers listen until they hear the first gap and then start talking
  • Fluency is key to communication
  • You must be fluent in your product and services BUT … you  must also be fluent in THEIR business and life

Mission Question

  • Don’t have a mission statement have a mission question
  • Brainstorming provides value to create new ideas. Yet statements can be intimidating. Instead consider Question Storming. Questions open up entirely new opportunities
  • It takes 25-50 questions before you reach the real interesting issues.

Be curious.  Be genuine. Be loved and people will buy, over and over.

We all want to know is if our lives made a difference. Find out what makes you unique and different from the rest. Once you discover that, be it. You have much in you to be unlocked. People are amazing and so are you.

How To Find Roger Breisch

You can find Rogers blog at rebreisch.com .

This is his book “Questions That Matter” – a book of essays

Also mentioned “A More Beautiful Question” by Warren Burger

Want to get a great cup of coffee? Consider the Limestone Coffee and Tea in Batavia IL

Selling Mindset

Posted on

How To Sell With the CRINGE Method from Doug Vigliotti #213

Doug Vigliotti Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Doug Vigliotti Sales BabbleHow To Sell With the CRINGE Method #213

Douglas Vigliotti is a sales consultant, workshop-speaker, and bestselling author of The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can’t Say No To.  In this book Doug shares how to sell with the CRINGE method, a strategy and mindset of focusing on helping clients, not pushing product.
Doug has twelve years of successful frontline sales experience, across three different industries, and two Fortune 500 companies—Automatic Data Processing and Johnson & Johnson. In January 2016, he opened the doors of groundupSALES, a strategic selling partner for non-sales professionals, entrepreneurs, and small business owners.
He’s an avid reader and writes a monthly reading list at douglasvigliotti.com.

Purpose of Business To Create and Keep Customers

Doug believes that customers will view you completely different when you go from selling to helping. Why is this? Doug sights a number of aspects:

  • Mindset shift – people will feel you are looking out after them.
  • Common way to reset your view ask ” Why did you start this business? “
  • If you  focus on money  it will hurt your sales performance. Yes it’s a paradox, but it’s true
  • Businesses pay commissions with the idea that the harder you work, the more you make. But great sellers work hard for reason above and beyond short term commissions.

Peter Drucker said ” The purpose of business is to create and keep your customers”

Furthermore Doug believes:

  • True performer able to set aside the “me first” inclination.
  • Consider that helping people is a moral obligation for you to SOLVE their problems.

CRINGE Solution

Doug then shared his CRINGE method. Consider a product service and solution that you have to cringe to say yes … a whole body solution.

  • Customer First – did my customer feel like they won?  If they do,  they will come back for more business.
  • Real Problem – are you solving a “real” problem? Don’t assume problems. Put yourself in their shoes.
  • Immense Value- in is the solution. Price is what you pay, value is what you get. Ways to differentiate: time, status, ease,  money.
  • Non-Negotiable – your mindset is complete belief in your solution. You know your customers are better off.
  • Good Timing – create good timing, improve your luck, by understanding your customer and they are ready to buy.
  • Easy – make it easy to say yes by reducing risk.

Take Action

Become more conceptual and strategic in your selling. It’s a quicker route to business success. Too many sellers are tactic driven when they should be more conceptual in their selling approach.
One tactic to consider is Sales Prevention: don’t oversell products in your portfolio that may not help your customers. If they don’t love the product it will hurt your next sale. Focus on your long game.

How Find Doug Vigliotti

You can find Doug on the internet. Look here!

The Lost Chapter 13

This is the lost chapter to Doug’s book mentioned in the podcast. Just for Sales Babble listeners!

SalesBabble.thesalespersonparadox.com   

 

Selling Mindset

Here are other past episodes that focus on the selling mindset beyond the CRINGE method.

Posted on

How To Read A Buyers Personality with Alex Swire-Clark #212

Sales Babble how to read a buyers personality

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Sales Babble - how to read a buyers personality How To Read A Buyers Personality with Alex Swire-Clark #212

Alex Swire–Clark is a Certified Human Behavior and Sales expert. He uses behavior concepts to unlock the communication potential in sales professionals. In this episode we discuss how to read a buyers personality.
Alex is also the host of the Rapport Advantage Podcast, transforming the way leaders build relationships.

DISC Profile

In our conversation we talked about buyer temperament. One way to discover this is to use the  DISC profile personality model:
Dominant – big gesture direct goal setters
Inspiring – people oriented
Supportive – flexible, low drama, easy going
Cautious  – number and process driven
People have a preponderance towards one personality type. However people are a blend of these temperaments.

Buying questions during a sale?

Ask these questions dependent on the personality type:

D – WHAT?
I – WHO?
S – HOW?
C – WHY?

How to Assess Personality

One way in understanding how to read a buyers personality is to:

  • Look at dress
  • Look at their office decor
  • Evaluate their email style

Selling Process and Focus

Things of note mentioned in the podcast:

  • Facts drive rapport with D and C personality types.
  • Conversation and sharing drive rapport I and S types. Slower pace for S.
  • The blend guides your process
  • Majority of people are reserved and people oriented

How To Find Alex Swire-Clark 

Send an email to contact@alexswire-clark.com with the subject line “Sales Babble Coupon” and get 15 % off a $13 assessment  !!!
Twitter: @raportpodcast

14: Dynamic Sales Refresher – Pat Helmers

In this episode Alex Swire-Clark and Pat discuss some fantastic tips on selling and discusses the SORT method for helping your prospects see the value in what you are offering.

The Rapport Advantage #14    April 10, 2018

Posted on

Why You’re Not Closing Sales #211

Pat Helmers Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Pat Helmers Sales BabbleWhy You’re Not Closing Sales #211

In this solo episode Pat talks about the Sideways deal and why you’re not closing sales.  The reasons for this is not at all what you think.

In fact, it’s not so much you can’t close a deal. It’s more a case of you’ve not fully qualified the prospect. If you had properly discovered the prospects situation (their pains and desires), you would have noticed the following:

  1. They have more pressing issues. Now they may like what you have,  but they don’t HAVE to have it. They may have more pressing issues at this moment. It’s not time to close
  2. The seller (YOU) hasn’t fully explained the benefits. If you don’t frame your product or service in the context of the buyer, you don’t have a chance of closing. Focus on the buyers motivations.

Buyer Motivations

Although it changes from business to business, on the whole buyers are motivated by:

  • Higher Profit
  • Higher Revenue
  • Lower Cost
  • Higher Quality
  • Lower Frustration
  • Faster

If you’ve NOT explained your product or service in this context, you’ve NOT done your job.

When you take the time to learn the hopes, dreams, pain, suffering and desires of a prospect, you will find out if they NEED what you’re selling. This is the thing, if people ache for what you’re selling, they will buy.

Focus on prospects that appreciate your solution. Stop wasting time on prospects that will never buy. Use your time efficiently and have lots of prospects in the sales funnel. Work lots of deals and expect each will take time to close. yet with a steady flow of deals, you’ll constantly be earning new business.

Past Episodes Mentioned

In this episode we mentioned the following past episodes. Listen today!

How To Qualify Prospects using the Questions   Listen here

In this episode you will learn how to use the SORT method for qualifying prospective clients

  • Story questions
  • Obstacles questions
  • Ramification questions
  • Transformation questions

Download The SORT Method Exercise to help you create your own custom set of SORT questions.

Five Ways to be a Qualifying Sales Olympian  Listen here

Not all athletes can compete in the Olympics, only the very best. To become a participant, athletes must qualify. This qualification generally demands entrants to complete a competition within some time, distance, height, or score. The same thing is true of prospective clients.

Master Your Cold Calling Fear With This 4 Step Script  Listen here

Let’s walk through the dialogue step by step and explain what’s going on. Each statement I made has a reason. Notice that most of them are questions. The entire script is choreographed with the following goals:

  1. Connect with the prospect so they agree to have a conversation
  2. Discover their pain or desires
  3. Assess if they are qualified to buy my products or services
  4. Show how my products/services address the problems and desire they just mentioned
  5. Get them to agree to a follow up meeting ie. get an appointment.
  6. The goal is to set up an appointment and to do this whole call in just a few minutes.

 

 

Posted on

Never Hire a Bad Salesperson Again with Chris Croner #210

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Never Hire a Bad Salesperson Again with Chris Croner #210

In this episode we meet Dr. Chris Croner  author of the book, Never Hire a Bad Salesperson Again.  In his book Chris shares his psychological research and practice in identifying the non-teachable personality traits common to top producing salespeople. Chris has  identified this problem by focusing on personality traits. He found that the most important factor for success in sales is a person’s Drive – the inner fire that ultimately determines if he or she will thrive or fail. Chris and I discuss his system for identifying salespeople with the Drive to success, helping businesses improve their sales teams while avoid underperformers.

Have a Structure When You Hire

It’s important to be process driven in your hiring procedure.Too often hiring managers go with their gut vs a methodical process.  The interviewer should be the one to take over the conversation. To make sure you never hire a bad salesperson again, do the following:

  • Effective assessment – Focused on persuasion, relationship-skills, organization skills
    • 3 non-teachable skills Chris looks for he calls Drive
      • Need for Achievement – Win for winning sakes
      • Competitiveness
      • Optimism
    • During the resume review – ask the critical questions:
      1. job description,
      2. your rank on a sales team,
      3. what got you to move on to the next position,
      4. if you could have changed 3 things in your past (magic wand) to have motivated you to stay, what would that be?
  • Past sales metrics – how much did you sell, how did you compare with your peers

Assessment Questions

One way of finding the true values of a candidate is to force them to pick one attribute over another. Consider the following assessment:

Rank these most like you , somewhat like you and least like you

  1. I consider myself a leader
  2. I have great relationship skills
  3. I am very organized

Other questions that further identifies their character include:

  • What kind of sacrifices have you made?
  • When were you the most competitive?
  • When you you the most upbeat when everyone around you lost hope?

Remember candidates are on the best behavior. If you see ANYTHING wrong, this is bad. DON”T HIRE THEM!

Note people from big companies have infrastructure to help them succeed. Look for sellers of a similar sized company past.

Flatliners: People merely motivated by Money.  It doesn’t last like those with a Need for Achievement

Looking for a Sales Job?

Be prepared.  Make a list of behaviours sales managers would appreciate. Next to each item write down an example of where you’ve done that in the past. During the interview, use this list to drive the conversation. Make it clear, to your future boss, you have what it takes to knock it out of the park.

How to Find Chris Croner

You can easily find Chris on LinkedIn

Chris’ LinkedIn

Chris’ Google+

Links to Sales Drive

SalesDrive’s Facebook

SalesDrive’s LinkedIn

SalesDrive’s Twitter

SalesDrive’s Google+

SalesDrive’s Pinterest

This is the free assessment link mentioned during the interview: https://salesdrive.info/free-trial-request/

How to Manage Sales Teams

This isn’t the first time we’ve talked about sales management. Here are past episodes you need to listen to now!

Posted on

Selling Boldly with Alex Goldfayn #209

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Selling Boldly with Alex Goldfayn #209

Alex Goldfayn is the author of the book Selling Boldly: Applying the New Science of Positive Psychology to Dramatically Increase Your Confidence, Happiness, and Sales. In this episode we interview Alex on why people avoid the phone, fail to ask for the business, or referrals because of FEAR. We discuss ways to deal with this fear, and then teach them exactly what to do — and how — to make more money for their themselves and their family quickly selling boldy.

Happiness Makes Sales

Fear stops sellers from making money. They hesitate cold calling, stepping on toes, and taking up a prospects time. The psychology of positive selling creates optimism, confidence, boldness, and proactivity. Through awareness you can know profoundly, how good you are and behave accordingly. Alex shared some examples:

Examples

  1. In one story Alex noticed how the help at a  airport coffee shop proactively asks customers if they want water. The coffee shop has found that 90% people agree to buy $5 bottle of water when they sell $3 cup of coffee. What’s your bottle of water?
  2. Another story had three contractors bid an insulation job. Only one followed up, the most expensive contractor. He got the job. People want to people who are looking out for them. Prove it and follow up. 

Relationship calling is not cold calling, If you focus on building a relationship, the fear of picking up the phone will dissipate.

Fear is the Enemy of Sales

The way to address fear is to ask your happy customers what they like about you. People arehappy to share. This input will reframe your view on the value you bring to the market. It’s important to do this when they’re NOT angry. Our customers are happy with us for the most part. 90% of customers are happy, only a small few are perpetually angry.

Things Customers Might Tell You : You’re always there for me, you save me time, you do what you say, you returns my calls

How To Leverage

Avoid the trap of email, call your customers up and listen. They will speak more warmly about you, then you do. Your customer will sell you better than you do. You are better than you think. People want to buy from positive, enthusiastic vendors. If you can bring hopefulness and a sense that anything is possible, people pay really good money for that.

How To Find Alex Goldfayn

Alex L. Goldfayn- The Revenue Growth Consultancy
Alex’s book:
Here is the link to the One Page Sales Planner mentioned in the podcast. http://goldfayn.com/salesbabble