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In This Episode
In this episode we interview Bob Terson, a veteran seller and author of the book “Selling Fearlessly, – A Master Salesman’s Secrets For the One-Call-Close Salesperson” Bob will discuss the how sellers should have a mindset of equality that first and foremost focuses on the clients best interest. He talks about how amateurs dive into the presentation while professionals use questioning to guide the presentation. He speak about discovering the needs of the customers and adding value with solutions that make sense.
Many people have at least some resistance to cold calling, and some people are uncomfortable approaching strangers and being considered pushy or rude. This sense of fear stops non-sellers from growing their business.
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Items of Interest
In this podcast we mentioned the following resources:
- Selling Fearlessly – A Master Salesman’s Secrets For the One-Call-Close Salesperson
- This is Bob on LinkedIn
- Bob’s website is SellingFearlessly.com
Quote
If you don’t have a dream, that’s so outrageous, that you couldn’t possibly succeed unless God himself puts in a personal appearance, you’re not alive.
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Breakthrough
Take a moment and reflect on the following points made by Bob
- You should approach all customer interaction on a level of equality. Yes you are asking them for money, but it’s a trade because you’re solving their problem or creating opportunities in their business.
- Approach clients with the mindset of serving them
- Ask questions when first meeting clients and use the answers to guide your presentation
- If you view yourself as pushy,or have any of the negative stereotypes, you are doomed before you start
- Use LinkedIn to understand prospective clients and warm them up prior to meeting
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Is there no end to the questions I have for you? Why yes there is and that was the last one. Or was it?
Interesting interview. Bob’s book is excellent – I love the way that he illustrates his points with compelling stories. I read it last year and found it inspirational.
His notions of equality are spot on in my experience. Dress, act and speak as an equal and you’ll be respected. Thanks Stephen.
Fear is a big part of my concern when doing sales. Treating customers like equals make sense
Thanks Pat and Bob.
An interesting show as always. I think in a lot of cases folks are fearful of selling because they don’t actually see the value in what they are selling. In some cases that’s justified (i.e. they are selling stuff for way more than it’s worth) but in other cases, if the seller were to put themselves in the shoes of the buyer, they would understand that what they have to offer is of fair value. This would shift the the dynamic into the more ‘equal’ status that Bob mentioned. As Bob said, you can put yourself in the shoes of the buyer by asking pertinent questions from the get go.
We often talk about fear but it’s really unwarranted anxiety. We are not talking about genuine fear, like being eaten by a lion. We’re talking about the unknown. Once sales professionals adopt the mindset that they are here to provide a service, this anxiety dissipates and is replaced by the joy of helping others. Bob has been doing this for quite awhile and we’re lucky to have him share his wisdom. Thanks Brett for you insight.
Right you are Pat. A good distinction.