Why Sellers Must Be Leaders with Ty Bennett #272

Ty Bennett is the author of four books and the recent best-selling book Partnership Is the New Leadership. Ty and his brother started a business in direct sales, which they built to over $20 million in annual revenue while still in their twenties. He then founded Leadership Inc., a speaking and training company. It’s mission is to empower individuals and organizations to challenge their status quo, cultivate exceptional relationships, and compete in extraordinary ways. In this episode Ty and I discuss why sellers must be leaders to inspire buyers and have them take action.

What is Leadership?

Leadership is the ability to influence people to take action. There are two sides to it:

1. Influence is built on deeper relationships – Buyers must trust the seller before they trust the product. Sales is human to human, person to person. Sellers should authentically care about others and be interested and curious about their buyers. Sellers become leaders by placing the emphasis on others before themselves. Over time they establish commonality which is the first step towards rapport building.
2. You are your conversations – Consider the words you use. Reflect on how you pitch and your storytelling. It’s important to be conversational, brief yet intriguing to solicit interest. Peak people’s curiosity and interest, by quickly sharing your story.

Ty is not of fan of saying “Let me tell you a story”. This sounds boring. Ty’s a proponent of asking a “you” focused story questions:

“Have you ever had this experience? Yes. Let me tell you about a time when ……...”
“Have you ever had this happen to you? Yes. Let me tell you about a time when ……...”

Take a case study with a client solution and start it with a question. Make the story VERY relatable. Your buyers will connect with it’s lesson.

Take Action

Lance believes that leadership has very little to do with title. It’s all about influence and action. When you do that, success is created.

How to Find Ty Bennett

- ty@leadershipinc.com
- This is Ty’s website tybennett.com
- in/tybennett on LinkedIn
- @TyBennett on Twitter
- /Tybennett5 on Facebook
- @ty.bennett on Instagram

For the Sales Babble listeners go here for leadership content and advice.

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Building Rapport in Sales

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