Feeling the Full Impact of N.E.A.T. Selling – with Richard Harris

My guest today has over 20 years of technology and SaaS experience in sales training, operations, sales leadership and Sales Consulting. He has built, led and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. He is also the current Director of Sales Consulting and Training for SalesHacker and is a regular speaker at the various Sales Hacker events, workshops, and SalesStack conference. Some of the companies he consults include Zoom, Google, Salesloft, Visa, & PagerDuty…just to name a few.

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• Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

• Richard’s Website – https://www.theharrisconsultinggroup.com/
• Richard’s Cell # – (415) 596-9149
• Richard's LinkedIn – Connect with Tom on LinkedIn

3 Value Bombs

1. Economic impact is more important than ROI in terms of determining the impact on your overall organization.
2. Never use Budget or Price. Reframe it to “Commercial Terms.”
3. Any time you can ask a question that causes the prospect to say, “That’s a really good question,” This is how you know you are on the right track. Please stop saying “does that make sense,” particularly in your demos. Instead say: “How does this compare to what you are currently doing?”

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Feeling the Full Impact of N.E.A.T. Selling – with Richard Harris

3:48 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

• Started upselling Jolly Ranchers in grammar school. 
• Salesperson for the Gap.

6:20 What does N.E.A.T. Selling mean? ‌

• Need
• Economic Impact
• Access to Authority
• Timeline

11:10  Why do you hate the phrase ROI?

• No one believes the R they only believe the I!
• What are we trying to solve how are we getting there
• Economic impact is more important than ROI in terms of determining the impact on your overall organization. 
• Never use Budget or Price. Reframe it to “Commercial Terms.”
• People don’t buy from people they like; they buy from people they trust.
• It doesn’t mean that likability doesn’t matter, it’s a subset of trust.

11:10  Why is trust so key in trust in our time?

• Authenticity is important. 
• Trust matters. “Earn the right” to ask questions.
• All about the open ended questions.
• Self-persuasion – getting the prospect to persuade themselves.
• My job is to reduce the risk you feel in making this decision.
• You need to detect yourself from the end result in the sale and instead focus on whether or not there is a sale to be made in the first place.
• Find out the root cause of the problem and how it is affecting them.

23:19 What’s one question someone in sales should be asking their prospect to get them to  think about their situation and want to change?

• Alway reframe and ask what’s driving this conversation today?
• This is what we are trying to accomplish in today’s conversation. Is there anything that has changed before we start the conversation?
• This establishes trust in the relationship and involves the prospect.
• What should you listen for in your sales calls? Any time you can ask a question that causes the prospect to say, “That’s a really good question.” This is how you know you are on the right track.
• Please stop saying “does that make sense,” particularly in your demos. “How does this compare to what you are currently doing.”  
• Checking For Agreement questions.

28:20  What’s the best way a salesperson can create urgency in a sale to reduce their sales cycle time especially in a complex sale?

• You have to help them realize how economically impactful this decision is right now for them. Quantify it with them and for them to get them thinking about the ramifications of prolonging the decision.

30:04 Where can our listeners learn more about you and your company so they can start learning these skills?

• Richard’s Website – https://www.theharrisconsultinggroup.com/
• Richard’s Cell # – (415) 596-9149
• Richard's LinkedIn – Connect with Tom on LinkedIn

Killer Resources

1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

Subscribe

 
 

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The post Feeling the Full Impact of N.E.A.T. Selling - with Richard Harris first appeared on Persuasion Sales Training with Jeremy Miner | 7th Level.

Feeling the Full Impact of N.E.A.T. Selling – with Richard Harris posted first on https://7thlevelhq.blogspot.com

How Learning to Hunt Big Sales Can Become Your Job Security Over the Next 5 Years – with Tom Searcy

My guest today is a nationally recognized author, speaker, and the foremost expert in large account sales. His methods of unlocking explosive growth were developed through years of real-world success. By the age of 40, he had led four corporations, transforming annual revenues of less than $15 million to more than $100 million in each case. Since then, he founded Hunt Big Sales, a fast-growth consultancy and thought leadership organization. With his guidance, Hunt Big Sales clients have landed more than $5 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple and hundreds more.

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Apple | Google | Spotify | Stitcher | TuneIn | Pocket Casts | Deezer | Breaker | BluBrry

• Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

• Tom’s Website – https://www.huntbigsales.com/
• Take an online assessment for your company
• Get access to a How To Sell In Place program
• Tom's LinkedIn – Connect with Tom on LinkedIn

3 Value Bombs

1. The ability to speak like an expert is key to becoming top 1%. If you have to ask me what my problem is, you’re not an expert!
2. You get sent to whom you sound like. The size of your problem dictates to whom you’ll be speaking. If you go through the small door, you’ll get stuck in the small room.
3. Don’t let the fear of marketplace buyers be your fear.

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How Learning to Hunt Big Sales Can Become Your Job Security Over the Next 5 Years – with Tom Searcy

3:54 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

• Started selling with his father when he was a kid.
• He learned that everything is 90% process and 10% magic.
• He systematized the sales process.
  • Salespeople – set the table
  • Operations – serve the meal
  • Salespeople – take care of dessert 

7:56 Let’s talk about your book “How to Sell in Place: Closing deals in the New Normal”. Who did you write this book for and why?? ‌

• Written for salespeople who spent most of their time in the field.
• Relationship – Trust – Sale
• People need expertise – they buy from people who can help them solve problems, not from people they like.

11:12  By the age of 40, as I mentioned in your intro, you had already led four corporations, transforming annual revenues of less than $15 million to more than $100 million in each case . Can you describe for our listeners what you did specifically from a training perspective with those companies sales reps to help them achieve those kinds of results?

• Operations background – Step #1 – is to come in and build a floor.
• Step #2 – Narrow down the ideal prospect who specifically needs what you are selling.
• Step #3 – Build a hunt team, a capture team and lay out their roles. The CFO played a significant role. 
• Focused on “How do you sell money.” Speak to the issue of money – the financial impact.

13:54 Can you describe and provide a few examples of the specific skills sales people need to acquire in 2020 and beyond to be part of that level of transformational growth and success?

• The ability to speak like an expert. People in your industry are challenged by these 3 problems (list them out). Describe the challenge or problem right up front.
• By declaring your expertise right up front, it gives you the ability to weed out the problems you are not set up to solve. They view you as the trusted authority.
• Lay out the buying process for the prospect. Involve all the key decision makers.
• Instead of focusing on making the sale, focus on whether or not there is a sale to be made in the first place. You become detached from the outcome of the sale and your prospect really feels that, so they become open to you and want to engage with you.

20:01  What challenges are you seeing in the marketplace for sales under the current conditions?

• Salespeople are freezing or stopping because they don’t know what they are supposed to do.
• Much of the sales training out there is focused on prospecting and how to handle the first meeting.
• Salespeople are not sure how to get to trust “digitally” when they are used to building trust another way.
• Salespeople are unsure if the companies they work for will support them the way they need to be supported, because their companies are experiencing challenges too.

22:10 What are some best-practices that are working for people Selling In Place?

• Draw people to you because they see your expertise.
• Focus on building your credibility on LinkedIn.
• Choose an area of expertise. Slice thin, slice deep.
• You need to define your “sweet spot” for the current marketplace.

26:30 What is the reason why so many buying decisions stall in the marketplace right now?  What are a few questions that a rep can ask to help build urgency in the sale to prevent this from happening?

• Fear is the biggest reason – the pandemic, the election, the uncertainty.
• Focus on helping your prospects overcome their fear.
• What is your stop gap?

29:08 What are the differences between selling big sales as a sales person or company as compared to selling low value transactional products?

• You get sent to whom you sound like. The size of your problem dictates to whom you’ll be speaking. If you go through the small door, you’ll get stuck in the small room.
• When you are speaking to the senior-level executive, they are all about time, money and risk.
• When you are speaking to a lower-level person you need to focus on price, quality, service and potentially speed.
• Work with higher-level people when you are dealing with big problems and a longer-term solution.
• No one buys alone anymore. The world is a complex place and organizations are complex and they need to bring in their teams.
• Remember, buying processes change selling processes. Selling processes do not charge buying processes. 

31:04 What’s one of the most important question’s every salesperson should be asking   their prospect?  What does this question do psychologically to the prospect when asked?

• Threshold – what is the threshold performance that we need to achieve in order for you to make a change
• Threshold – What is the threshold of challenges that you have experienced that has caused you to choose or look at an outside vendor
• Threshold – What is the threshold of price point in your organization that you are willing to trade out for the higher value that you would receive by working with us.
• Threshold is a definition point that simply says whether it’s a problem, a service, a price or whatever, that you can insert into those kinds of conversations that are impactful. First of all they’re different. Your competitors don’t ask threshold questions. And secondly, these kinds of questions cause your prospect to think.

34:30 Your book was written at a pivot point in the world right now during COVID-19 and you write that the pandemic has truly changed the way businesses do business and that businesses may not be able to return 100% to what was considered “normal”. Can you explain to our listeners what your thoughts are on this and what you mean when you say 90 days is the new clock?

• We used to have at least a 1 year clock that most businesses operated within. Now it has been shortened to 90 days or less.

37:53 In Chapter 5 you talk about getting the customer to come to you. Can you talk about what you mean by this and the importance of learning this skill? 

• Expertise – you should own an expertise that no one else owns.
• If you have to ask me what my problem is, you’re not an expert.

40:07  Tom you spend a fair amount of your time helping business leaders see the future in the larger market context beyond just their own industry. What do you believe the next five years will look like in the world of selling.

• US Department of Labor statistics says that the overall sales market will compress by 22-23% meaning there will be less sales people out in the marketplace. 
• It will compress for people who only handle transactions, or who only provide onsite education. All just relationship based. 
• Sales professionals with expertise in large buys, complex sales in nature, will increase.  

41:38 Do you have any final thoughts or advice for our listeners?

• Don’t let the fear of the marketplace buyers be your fear.
• If you listen to why the buyers are not buying and you start to believe that as your truth, then you will be stuck in a place that allows perpetual excuses.
• Don’t buy into that hype.
• You just have to learn the right skills.

42:05 Where can our listeners learn more about you and your company so they can start learning these skills?

• Tom’s Website – https://www.huntbigsales.com/
• Take an online assessment for your company
• Get access to a How To Sell In Place program
• Tom's LinkedIn – Connect with Tom on LinkedIn

Killer Resources

1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

Subscribe

 
 

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The post How Learning to Hunt Big Sales Can Become Your Job Security Over the Next 5 Years - with Tom Searcy first appeared on Persuasion Sales Training with Jeremy Miner | 7th Level.

How Learning to Hunt Big Sales Can Become Your Job Security Over the Next 5 Years – with Tom Searcy posted first on https://7thlevelhq.blogspot.com

How To Be A Great Sales “Person”- with Kevin “KD” Dorsey

My guest today believes in focusing on the “person” in “salesperson”. As he’s grown as a sales authority and leader, he’s developed a better understanding of what truly drives human behavior, motivation, and long-term success in sales. “If we can make better people,” he says, “the sales will follow.” He loves scaling sales teams. He has built teams from 0-150+ reps, revenues from 0-$75M (and counting). And he believes in processes and systems, paired with skill development, as the code to success. He mentors and consults early, mid, and late-stage SaaS companies all across the world, sharing his playbooks and processes for scaling sales teams successfully. If there is a book on sales, psychology or influence he has probably read it. He is a voracious learner and is constantly pushing himself and his teams to reach new heights of achievement.

Subscribe

Apple | Google | Spotify | Stitcher | TuneIn | Pocket Casts | Deezer | Breaker | BluBrry

• Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

• KD’s Website – https://www.patientpop.com/
• KD's LinkedIn – Connect with KD on LinkedIn
• KD’s Patreon Group – Inside Sales Excellence

3 Value Bombs

1. Tone: How you sound. Tone is how we communicate and it’s how we establish trust.
2. If salespeople would devote half the time to learning skills as they did in a highschool sports or band or video games (as just 3 examples), they would be making multiple 6 figures a year.
3. Practicing just 30 minutes a day can make all the difference in your selling. Confidence comes from repetition.

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How To Be A Great Sales “Person”- with Kevin “KD” Dorsey

3:21 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

• KD started selling in college. He felt sales was the most secure job he could get. because companies are always hiring for sales.
• Started selling knock-off Cutco Knives, MLM and insurance.
• Found a mentor who could teach him how to earn $1 million dollars.
• You don’t want to be a millionaire, you want the things that being a millionaire will get you.
• You can’t be a millionaire until you act like, think like and have the skill sets of a millionaire.
• He read Think And Grow Rich.

6:44 What skills specifically does someone need to have to become exceptional at selling in  today’s modern, competitive world? ‌

• Tone: How you sound. Tone is how we communicate and it’s how we establish trust.
• Tonal Discongruence – If you don’t sound like what you are actually asking for, it creates a feeling of distrust at a subconscious level. 
• Sales today are won or lost at hello – in the beginning of the call.
• Sales people need to ask a really good question at the beginning – a status alignment question so the prospect knows you are on the same page.
• Sales people used to be needed for information and a lot of bad sales people gave out bad information. 
• A lot of sales people think that the buyer has all the control because they have access to all the information, but we as sales people also have access to information too that we can research as a true professional in our respective industries. We have access to information too; we just need to go find it.
• Gap Questions – can you ask a question that exposes there might be a gap in their process or their current way of doing things.
• How are you _____ so that _____ isn’t happening.

15:00 What‌ ‌is‌ ‌the‌ ‌biggest‌ ‌hang-up‌ ‌people‌ ‌have‌ ‌with‌ ‌selling, especially when they are just starting out and what keeps most salespeople from being great?

• Not having a mentor 
• Confidence 
• Prospect knowledge – they get good at their product, but they don’t think enough like a buyer.
• The way you sell a car, probably does against the way you want to buy a car. 
• The Buyers Matrix by Jill Konrad:
  • What are their roles and responsibilities?
  • How are they measured – what does success look like?
  • Who are their peers – who do they interact with?
  • What are the external and internal challenges that they face?
  • What’s their status quo?
  • What’s their change inhibitors? What would prevent them from changing?
• If you learn your prospects on that deep level, your selling will increase.

17:42 What are your thoughts on “closing” and “closing techniques”?

• The close is the easiest part of the sale. 
• Closing is simply asking a question. 
• Too many sales people are NOT asking for the sale at the end. They put all the pressure on the buyer in hopes that the buyer will ask to buy.
• Closing is easy if you set it up correctly; it’s the discovery that is hard.
• Asking the right questions.
• Looping back and justifying the decision.
• Taking away the fears.
• Tying the decision back to their “why” (why do they want to make a change).
• No one wants to be closed. Ask commitment questions that will take them to the next step to help them solve their problem so they don’t stay in status quo forever.
• KD does not try to close someone who is not “sold.”
• Ask a question to check to see if they are sold. If you do this right you can get the prospect selling themselves
• Law of Consistency – when the idea comes from them (the prospect), they have to stay consistent with their belief.
• The Challenger Sale is not about challenging them; it’s not about that. It’s about challenging the status quo.

23:45 What is the reason why so many buying decisions stall in the marketplace right now?  What are a few questions that a rep can ask to help build urgency in the sale to prevent this from happening?

• Fear.
• To sell something on something new, you have to “unsell” them on something they already have.
• How many of us have stayed longer in a relationship than we knew we should have? Why? Because it’s safe. Because you feel “comfortable.” Because you are unsure of what’s out there.
• Until you can make the now uncomfortable (KD uses “uncomfortable” over “pain”)
• If any deal is stalling it’s because you did not “unsell” them on what they are doing now.

 26:42 What’s a good question you would ask that helps build urgency in the sale?

• What happens if you don’t (consequence question)
• What changes if you don’t fix this
• With in-person selling you want to get the prospect holding your product. Over the phone, the power comes in getting the prospect to say they need your product or service.
• What are the possible ramifications if your company doesn’t do anything to address this?
• Get them to think about the real consequences if they don’t do anything about their problem.
• We love security, but we fear commitment.
• We love novelty, but we fear change.

30:03 Virtual Selling or Remote Selling is the new hot topic; what are your thoughts on this subject now?

• Getting in touch with people is one of the biggest challenges.
• You may not have their cell phone, and if you do, you risk invading their personal space.
• Access by far has been the biggest challenge in cold calling.

32:03 When you are training salespeople can you describe your process you teach them and why it’s effective?

• KD’s process is based around people.
• He is trying to make you a great sales “person”
• It’s not B2C or B2B…it’s B2H (Human) or B2P (People)
• He trains his sales person…to first be a person.
• Care like a person, not a sales rep.
• KD spent a lot of time learning how to learn. 
• KD does a lot of practice with his team members.
• KD’s number 1 piece of advice: As salespeople we do not practice enough.
• KDs training is focused on the person we as salespeople are selling to. It’s light on product and very heavy on person and problem.
• If salespeople would devote half the time to learning skills as they did in a high school sports or band or video games (as just 3 examples), they would be making multiple 6 figures a year.
• The best practice on purpose, the rest practice on prospects.
• You know how many times you have to say something out loud until it sounds natural to you? 175 times.
• Practicing just 30 minutes a day can make all the difference in your selling.
• Confidence comes from repetition.
• Repetition is the mother of all skill, and skill is the father of mastery.
• Practice with intention. Take pride in what you do as a salesperson.
• There is no career that provides this level of pay and this level of flexibility.

40:21 Do you have any final thoughts or advice for our listeners?

• Invest in yourself – learn. Read, invest in courses, listen to podcasts. Invest in your skillset.
• Practice – put in the time and effort to get great at what you do.
• Be a person who is selling to a person. Remember you are talking to a person at the end of the day.
• Don’t just sell the “why”, sell to what’s behind the why.

41:27 Where can our listeners learn more about you and your company so they can start learning these skills?

• KD’s Website – https://www.patientpop.com/
• KD's LinkedIn – Connect with KD on LinkedIn
• KD’s Patreon Group – Inside Sales Excellence

Killer Resources

1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

Subscribe

 
 

Subscribe

Get Podcast Updates & Exclusive Tips!

The post How To Be A Great Sales “Person”- with Kevin “KD” Dorsey first appeared on Persuasion Sales Training with Jeremy Miner | 7th Level.

How To Be A Great Sales “Person”- with Kevin “KD” Dorsey posted first on https://7thlevelhq.blogspot.com

Hook Point: How to Stand Out in a 3-Second World – with Brendan Kane

Have you ever wondered what it takes to be a top business owner/top salesperson in your industry, the one who makes all the money, who gets the promotions and all the respect? My guest today is a digital and business strategist for Fortune 500 corporations, brands and celebrities. He thrives on helping brands systematically find and engage new audiences who reward relevant content, products and services with their attention and ad spend. He started his career at Lakeshore Entertainment where he worked on 16 films that generated worldwide gross sales in excess of $685 million dollars. He is known for creating an innovative application for Taylor Swift and Rihanna that automatically turned any Facebook profile into a fan page in less than 60 seconds. His social selling strategies are responsible for 100s of millions of followers for his clients and billions of views online.

Subscribe

Apple | Google | Spotify | Stitcher | TuneIn | Pocket Casts | Deezer | Breaker | BluBrry

• Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

• Brendan’s Websites – https://brendanjkane.com/ https://hookpoint.com/ 
• Brendan’s Book – Hook Point: How to Stand Out in a 3-Second World
• Brendan's LinkedIn – Connect with Brendan on LinkedIn
• Brendan’s Facebook – Check out Brendan on Facebook
• Brendan’s Instagram – Check out Brendan on Youtube

3 Value Bombs

1. A “Hook Point” is really a tool to grab attention. We live in a very noisy and oversaturated world. There are over 60 billion messages sent out on digital platforms each and every day. Like it or not, you are not just competing against your direct competition. But instead you are competing against all other pieces of content.
2. 3 Pillars of Getting Attention: 1) Hook, 2) Story 3) Authenticity – Are you doing it authentically? Do people believe what you are saying?
3. One of the biggest fundamentals to being successful in this space of social selling is your mindset. Understanding why you are doing what you are doing. It’s a journey. Hypothesis, Test and Pivot. Keep testing and learning until you find the right answer or result that you are going after.

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Hook Point: How to Stand Out in a 3-Second World

4:19 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

• Even as a kid Brendan would take his toys and try and sell them by going door to door to the neighbors.
• He went to film school.
• He started internet companies while in college to differentiate himself.
• He moved to Hollywood in 2005 and started helping movie production companies embrace the internet and the early stages of social media.
• It was by working with the studios managing $15M – $100M budgets and by doing that it opened up opportunities for Brendan to start building relationships with actors, directors and producers online.

7:15 Talk about your experience working with Taylor Swift and more importantly how you were able to establish and close that relationship?

• After working with studios for a while, Brendan realized his passion is as an entrepreneur, so he left and built technology platforms that he could then license back to big media companies.
• It was his relationships with companies like MTV, Viacom, Paramount, Yahoo and others that opened the doors to working with some of the big celebrities.
• He was able to close licensing deals with the executive of MTV, one of which was with Taylor Swift.
• When Brendan started working with Taylor Swift and her team it was initially to help her with her website. She had a 98% bounce rate and less than 30 seconds of engagement per visitor.
• Brendan was able to increase the per visit time from 30 seconds to 22 minutes. 
• They created a technology that would allow Taylor’s fans to turn their Facebook profile into a Taylor Swift fan site.
• Went from 30 Taylor Swift to over 35,000 in just a few months.

11:01 In your book you talk about how actors in Hollywood are often chosen for roles now based in part on how strong their social following is. That movie production companies really favor that now. How could a salesperson use their social following to land and hold jobs with reputable companies. In other words would it help sales people significantly if they learned how to do what you did?

• The number of followers you have means something in today’s marketplace.
• It brings a level of validation and credibility and that’s what sales people want.

12:21 Let’s talk about your book 1 Million Followers. Why 1 million followers? Why did you choose that number specifically and why 30 days?

• It was not a matter of “if” he could do it. He had spent 3.5 years developing a system working with prominent athletes, journalists and celebrities. It was a matter of “why.” And it plays into the second book which is called Hook Point: How to Stand Out in a 3-Second World
• A “Hook Point” is really a tool to grab attention.
• We live in a very noisy and oversaturated world. There are over 60 billion messages sent out on digital platforms each and every day.
• Like it or not, you are not just competing against your direct competition. But instead you are competing against all other pieces of content.
• You are competing against NetFlix. You are competing against LeBron James, The Rock and all these people, so you need some way to earn and win that attention. 
• His first book 1 Million Followers In 30 Days was really a tool, a “Hook Point,” to grab people’s attention for a larger conversation to share everything I had learned through social media and with my partners. 

15:10 Many social media “gurus” teach that you should first focus on trying to get 1000 true followers at first and then build from there. You have this “wide as possible” philosophy where you encourage people to make as much noise as possible so they can’t be ignored…then scale the attention back. Can you please talk about this a bit more?

• Brendan through his early profession in the film industry was trained to think big. He was dealing with situations where he had to reach $10M, $50, even $100M people.
• How do we go as big as possible for himself as well as for his clients.
• His brain is conditioned to go as big as possible and then scale back the attention to isolate true followers.

17:32 In your best-selling book One Million Followers, you detail your scientific approach including Hypothesis, Test, Pivot. Can you teach our listeners more about that strategy?

• The strategy is simple but not necessarily easy. It’s constantly testing and iterating to see what messaging or what “hook” really resonates with the masses at scale.
• Hypothesis – what is the hook that will get them to stop in their feed and click the follow button.
• Testing –
• Analysing the results
• Pivot – make changes.
• Schedule 300-500 tests every day. Did that over and over again for 30 days.
• Everything fundamentally starts with can you grab attention.

19:43 Can you give our listeners a few examples of Hook Points so they can really understand what you are talking about and why today they are so critical to success?

• One is with his book One Million Followers In 30 Days
• One of the biggest challenges that people have is that they say the same things in the same way as everyone else. They think they’re being unique, but they’re not.
• Example: Let’s say we are launching a meditation app. Meditation has been talked about for thousands of years. Rather than saying meditation is the key to success, or happiness or stillness which is what everyone else would do, reposition it and say something like meditation is a scam. That’s a “Hook Point” or a pattern interrupt. Most people aren’t used to seeing something like that.
• Once you have their attention with the “hook point,” you can dive into the story by reinforcing that most people think meditation is a scam and then empathizing as saying you’ve felt that same way before and then by sharing 3 tips that prove it.
• 3 Pillars of Getting Attention:
  • Hook
  • Story 
  • Are you doing it authentically? Do people believe what you are saying?
• If you have a great hook but your story sucks then it is “click bait” and it will turn people off.
• If you have a great story but people don’t believe you then it doesn’t work.
• All 3 have to play together.
• Amazon is a master of hooks. 
  • The World’s Largest Bookstore
  • The Everything Store
  • One-click Checkout
  • 2-day Shipping
  • Amazon Prime

23:50 For our listeners who really want to grow a social following to help them in their sales profession, what platform do you recommend they focus on first? And please talk about short-form vs. long-form consumption.

• Start with the platform that you use every day. Because you have to be a student of the game.
• Understand the consumption behavior of each platform and what are you trying to achieve.
• Facebook, Instagram, TikTok are examples of short-form consumption behavior vs. YouTube which is long-form consumption.
• Know your strengths and weaknesses and factor that in as well.

25:07 What is the best piece of advice for sales professionals, and entrepreneurs who are new to social media and what advice do you have for those who already have a small following and even a brand?

• You’ve got to learn how to win attention.
• Your first goal is how can I master getting attention in 3 seconds or less.
• Just think about the first 3 seconds being the goal to win the next 5 seconds.

26:40 What is a dark post?

• Whenever you create an ad on Facebook and Instagram, it essentially creates a “dark post” automatically. It means that it is just not posted to your main feed; to your live feed.
• It gives you flexibility to test variations of many content to see what works without spamming your audience or spamming the feed.

27:03 In your book you say “Shareability” is the most important KPI. Why is that?

• Do you want to win every single client yourself? No. That can require a bunch of work and can be expensive. 
• How can we a. Get people to stop and pay attention, and b. Do such a good job with your content that they are willing to share it with their friends.
• It’s the viral coefficient that you are looking for. It’s where real scale can come from if you can create content whether it is paid or organic that people are willing to share with everybody that they know.

28:00 Can you describe the kinds of content you created every day to build a following of 1 million in 30 days?

• He tested inspirational quotes from celebrities and influencers
• He tested his own inspirational quotes
• He tested podcast interviews he did
• He tested comedic-based content and political-based content.
• He tested pet-based content.
• The objective in all his testing was to test what it would take to get people to stop and pay attention and then click the follow button.
• How can you expect to sell something to someone if they won’t even stop and pay attention to you!

29:07 Any final thoughts or advice for our listeners?

• One of the biggest fundamentals to being successful in this space of social selling is your mindset. 
• Understanding why you are doing what you are doing.
• It’s a journey. 
• Hypothesis, Test and Pivot. Keep testing and learning until you find the right answer or result that you are going after.

29:55 Where can our listeners learn more about you and your company so they can start learning these skills?

• Brendan’s Websites – https://brendanjkane.com/ https://hookpoint.com/ 
• Brendan’s Book – Hook Point: How to Stand Out in a 3-Second World
• Brendan's LinkedIn – Connect with Brendan on LinkedIn
• Brendan’s Facebook – Check out Brendan on Facebook
• Brendan’s Instagram – Check out Brendan on Youtube

Killer Resources

1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

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The post Hook Point: How to Stand Out in a 3-Second World - with Brendan Kane first appeared on Persuasion Sales Training with Jeremy Miner | 7th Level.

Hook Point: How to Stand Out in a 3-Second World – with Brendan Kane posted first on https://7thlevelhq.blogspot.com

How To Develop A Mind For Sales – with Mark Hunter

To my next guest, “Sales is not a job.” Sales is his life and helping others achieve their full potential is his #1 mission. [That right there provides some insight into his extraordinary character!] He is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of three best-selling books, “High-Profit Prospecting” and “High-Profit Selling” and his newest “A Mind for Sales” on its first day of release zoomed to #1 bestseller status on Amazon. He never intended to work in the sales industry but when the last name on your birth certificate is “Hunter,” a sales career has to be in your DNA & destiny, right!

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• Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

• Mark’s Website – https://www.TheSalesHunter.com
• Mark’s Book – https://thesaleshunter.com/amindforsales/
• Mark's LinkedIn – Connect with Mark on LinkedIn
• Mark’s Facebook – Check out Mark on Facebook
• Mark’s Youtube – Check out Mark on Youtube

3 Value Bombs

1. Customers are not bowling pins. Many salespeople treat customers like bowling pins – just knock them down and move on to the next set of pins. Customers are human beings and they have “needs”. The problem is most customers don’t know what they don’t know. All it takes is 1 question to engage a prospect.
2. Everyday you need to focus on 3 things: 1) Protect your time – This is the most valuable asset you have 2) Grow your mind – What did I learn today and how am I going to use it tomorrow? 3) Nurture your network – Your net worth is the sum of your network.
3. Sales is not about closing a customer (that’s final); instead, it is about creating an opportunity. Your objective each day is to influence and impact each person you come in contact with. When you do that, you will have earned the right, the privilege, the honor and the respect and you’ll be able to meet with that person again.

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How To Develop A Mind For Sales – with Mark Hunter

3:37 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

• Colleen started young in sales going door-to-door.
• She put herself through university with sales jobs.

3:59 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

• Mark started out as a DJ in college.
• How did he end up in sales? He had to find a job that supplied him with a car.
• Mark was fired from his first 2 sales jobs.
• Sales is something you can learn. Most people are not born with it.
• Sales is all about people. It’s about having a conversation; a skilled conversation.
• Sales is a skillset you can learn.
• Sales is not a job or a profession; it’s a lifestyle.
• My goal is to help you see and achieve what you didn’t think was possible.

7:50 Let’s talk about your book A Mind For Sales. Why did you write this book and who is it for specifically?

• Mark’s first book High Profit Selling was about how to maximize price. How to close the deal without a discount.
• Mark’s second book High-Profit Prospecting is all about finding the right prospect or customer. 
• Sales is not for everyone, but it’s easy once you have the right skills and the right mindset.

9:20 What specific steps did you take after you were fired from your first 2 sales jobs, to learn skills to become successful?

• Customers are not bowling pins.
• Too many salespeople treat customers like bowling pins – just knock them down and move on to the next set of pins.
• Customers are human beings and they have “needs”. The problem is most customers don’t know what they don’t know.
• All it takes is 1 question to engage a prospect.
• Objective: Earn the right, privilege, honor and respect to be able to come back and talk to you again.

12:32 There are so many books on selling, yet so many people struggle with selling. Why do you think that is? 

• There is no magical “pixie dust” for salespeople to learn the appropriate skills.
• The idea is to get 3 levels deep:
  • I am going to ask you a question.
  • You are going to share with me something 
  • I am going to ask you a follow-up question 
  • You are going to come back and share with me something 
  • I am going to ask you another question.
  • The idea is to get 3 levels deep with the prospect.
• Suddenly the prospect is paying attention to you. You are connecting with them.
• Most salespeople have been trained to ask surface-based questions. 
• Asking follow-up questions can help you uncover the root cause of the problem.
• Emotion plays in everything we do in sales. Your objective is to connect with your prospect from an emotional stand point. Empathy has never been more critical in sales. You need to take time to listen and understand.

15:01 Now let’s talk about the pandemic Selling has been changing rapidly in recent years, but what has changed specifically since the pandemic hit?

• Nothing has really changed, but all these bad habits have been exposed.
• During the previous years of economic expansion life was pretty good. Sales People became lazy. We were no longer creating incremental value. We were just fulfilling customer requests.
• We have to ask ourselves “how do we create incremental opportunity.”
• Customer Service is about fulfilling existing need(s). Sales is about creating incremental opportunity. It takes a greater ability for us to listen and understand.
• The pandemic has created even more opportunity and speed sells!
• You have to be able to connect faster these days. 
• It’s easy to succeed in sales during economic expansion. But during economic contraction, this is the time to really dig deep down and learn the skills that will make you successful now and exponentially more success when things recover.

19:00  Let’s dive more into your book? You start the book by talking about our 3 greatest assets: Our Time, Our Mind & Our Network. Can you quickly provide some context for your 3 points?

• Everyday you need to 
  • Protect your time – This is the most valuable asset you have
  • Grow your mind – What did I learn today and how am I going to use it tomorrow?
  • Nurture your network – Your net worth is the sum of your network.
• Your biggest expense in your life is your lack of knowledge.

23:36  At the end of Section 2, you talk about something interesting: You say that “sales is not a Solo Activity. It’s a Team Sport.” Please tell our listeners more about this.

• Your network is part of your team. Do they lift you up? Do you lift them up?
• You can’t always be the subject matter expert.
• We become greater because of the people we get to associate with.
• Your supporting cast can help you succeed.

25:24  In Section 3 you suggest that sales is not a numbers game, it’s a Quality Game. Can you please expound upon that point?

• A really good CRM can help you track your numbers or even a simple spreadsheet.
• The idea is to calculate the number of days it takes to close a piece of business.
• Sales Velocity – 
  • Number of opportunities you have in the pipe
  • Multiplied times the average value of those
  • Multiplied by your closing ratio 
  • Divide all that by the number of days it takes you to close 
  • That number will tell you where you will end up at the end of a quarter or year if everything stays exactly the same as it is right now.

26:34  In Section 4 you talk about the value of hearing “No” – what do you mean by that exactly? 

• No is only a moment in time. No is never permanent.
• Look at No as a signal to you. That you need to be doing something.
• Your number 1 competitor is the customer choosing not to make a decision.
• We attract the type of customer you are.

29:18 Finally in Section 4 You say this: “You Do Not Close A Sale. You Begin A Relationship.” I love this concept. What do you mean by this and why is it so important for salespeople to get this point psychologically speaking.

• Selling is being of service, not manipulating people to buy something.
• The only good sales is one that leads to the next sale.
• How much of your business comes by way of referrals? If that variable is not trending higher and higher, year over year, something is wrong.
• Open the relationship such that it leaves you positioned for another opportunity.
• Every sale is a “land and expand” opportunity.

31:05 Any final thoughts or advice for our listeners?

• Sales is not about closing a customer (that’s final), instead it is about creating an opportunity.
• Your objective each day is to influence and impact each person you come in contact with.
• When you do that you will have earned the right, the privilege, the honor and the respect and you’ll be able to meet with that person again.

31:41 Where can our listeners learn more about you and your company so they can start learning these skills?

• Mark’s Website – https://www.TheSalesHunter.com
• Mark’s Book – https://thesaleshunter.com/amindforsales/
• Mark's LinkedIn – Connect with Mark on LinkedIn
• Mark’s Facebook – Check out Mark on Facebook
• Mark’s Youtube – Check out Mark on Youtube

Killer Resources

1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

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The post How To Develop A Mind For Sales - with Mark Hunter first appeared on Persuasion Sales Training with Jeremy Miner | 7th Level.

How To Develop A Mind For Sales – with Mark Hunter posted first on https://7thlevelhq.blogspot.com

Creating A NonStop Sales Boom – with Colleen Francis

A successful sales leader for over 20 years, Colleen Francis understands the particular challenges of selling in today's crowded, confusing market, and that business leaders can no longer rely on approaches to sales based on techniques from decades ago—or even last year. Her practical strategies deliver immediate and lasting results.

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Apple | Google | Spotify | Stitcher | TuneIn | Pocket Casts | Deezer | Breaker | BluBrry

• Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

• Colleen’s Website: https://www.engageselling.com/
• Colleen’s Book
• Colleen's LinkedIn – Connect with Colleen on LinkedIn
• Colleen's Twitter – Follow Colleen on Twitter
• Colleen’s Facebook – Check out Colleen  on Facebook
• Colleen’s Youtube – Check out Colleen on Youtube

3 Value Bombs

1. Companies and salespeople go through “self-inflicted” boom and bust cycles. There is a predictable way to control these cycles.
2. Sellers have to pay attention to the data. They have to be to some degree a data scientist.
3. Sales Radar includes 4 segments that make up this 360 degree radar view
   • Client Attraction
   • Client Engagement
   • Growth
   • Leverage

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Creating A NonStop Sales Boom – with Colleen Francis

3:37 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

• Colleen started young in sales going door-to-door.
• She put herself through university with sales jobs.

4:59 Let’s talk about your book Nonstop Sales Boom. Why did you write this book?

• Based on real-life scenarios. 
• Companies didn’t think they needed Colleen’s services anymore.
• Companies go through “self-inflicted” boom and bust cycles.

6:10 How are companies being hurt by these boom and bust cycles?

• Sometimes companies don’t recognize they are going through these cycles
• Problems: Resourcing, customer service, shipping/fulfillment, stress, compensation

7:40 A lot of companies might say, “As long we hit our target at the end of the year, why should we care?”  You say they should care, why is that?

• The average salesperson invests less than $100 a year in their own sales training.
• We have seen more change this year than we have in decades.
• It’s easy to sell in economic expansion, but it can be difficult to sell in economic contraction.

9:44 What are the advantages of rejecting the boom and bust mentality?

• Consistency. If you are publicly traded, investors like to see consistency on a monthly or quarterly basis.
• Companies often do not track where the revenue is coming from and they are not focused on training that is consistent and duplicatable.

11:08  How does this help the buyer?

• Buyers feel pressure from sales people when companies are driven like the wind with the boom and bust mentality.
• Buyers have a lot more options.
• Trust is at an all-time low.
• When sellers are more aggressive at the end of a month or quarter, it leaves the buyer with a bad taste in their mouth. 
• So consistency can help the buyer with these things.
• Today's buyer wants to be asked and understood. Not talked at and sold to.

14:16  To be successful with these strategies for getting started and succeeding long-term, what do you feel are the skills a seller should continually be developing? 

• Sellers have to pay attention to the data. They have to be to some degree a data scientist.
• They need to understand basic metrics.
• Pipeline fundamentals.
• How to create trust in the marketplace.
• Communicating value to the marketplace in a broad way.
• Figure out what your solutions are and communicate about them in a broad way.

16:15  What advice do you have for those who are not into the math and numbers as much? 

• A really good CRM can help you track your numbers or even a simple spreadsheet.
• The idea is to calculate the number of days it takes to close a piece of business.
• Sales Velocity –
  • Number of opportunities you have in the pipe
  • Multiplied times the average value of those
  • Multiplied by your closing ratio 
  • Divide all that by the number of days it takes you to close 
  • That number will tell you where you will end up at the end of a quarter or year if everything stays exactly the same as it is right now.

18:44  You have an innovative framework that will help a seller bring all these elements together. Tell us about Sales Radar and how it pulls the pieces together.

• 4 segments that make up this 360 degree radar view
  • Client Attraction
  • Client Engagement
  • Growth
  • Leverage
• They all feed into each other
• When salespeople take this more holistic view of the customer lifecycle, they tend to create bigger opportunities, engage more people and create more leverage which then helps to fill the pipeline.

21:43  One of the themes I'm hearing as you describe the Sales Radar is that sellers begin to think of current customers in some different ways and work to maximize the connections they already have. Give us one or two examples of how this has been done by successful sellers using your approach.

• Successful Sellers measure quality and quantity.
• Smart sellers take their initial contact and incorporate multiple decision makers to expand the scope of the impact within that organization to build out the broadest and most robust solution.

22:02  You talk about not using old-school sales closing techniques. Most sales training teaches the AIDA model of selling (Attention, Interest, Desire, Action) which has been around since 1898. Instead of that outdated approach, what is a simple question you recommend sellers asking at the end of the conversation that will get the prospect to commit to take the next step towards purchasing.

• Where would you like to go from here? What would be appropriate?
• What do you suggest we do next?
• These simple kinds of questions help you gain control because the prospect trusts you.
• The close is really won in the discovery process.

26:14 What does this look like when entire sales organizations adopt the principles you've described and aim for a perpetual sales boom?

• Organizations come within 5% (give or take) of their target metrics on a regular basis.
• At the beginning of that period they can forecast with more accuracy.
• Companies don’t have to go through furloughs during their slower periods because they understand where to find the business in every single market. 
• The sales team isn’t stressed because they are receiving a consistent income.
• Creates a much better and more profitable culture where turnover is reduced.
• Creates a culture where people feel like they know what they are doing and that they have control over their future.

 28:59 We've covered a lot of ground here today, and I think a recap would be very helpful. How about we do it this way, Colleen? What are 3 things sellers should stop doing and the top 3 things they should do instead to create a non-stop sales boom?

Stop Doing

• Stop pretending the boom bust cycle is something they can’t control
• Stop relying on a single person source of information
• Stop rushing the frontend of the sales cycle 
• When you try and get into your solution too early, all it does is trigger sales resistance.

To Dos

• Get really clear with your numbers and measure your success.
• Engage multiple decision makers including direct or indirect influencers (4 at a minimum)
• Get rid of this old, outdated notion of asking for the sale.

31:00 Any final thoughts or advice for our listeners?

• A lot of salespeople depend on their companies to train them. It’s really incumbent on salespeople to take responsibility for their own success. 
• Companies are now asking in the interview process “how much did you invest in your own sales training last year?”

32:24 Where can our listeners learn more about you and your company and how you can potentially solve some of their challenges with Social Selling?

• Colleen's LinkedIn – Connect with Colleen on LinkedIn
• Colleen’s Website – https://www.engageselling.com/
• Nonstop Sales Boom – Pick up Colleen’s book

Killer Resources

1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

Subscribe

 
 

Subscribe

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The post Creating A NonStop Sales Boom - with Colleen Francis first appeared on Persuasion Sales Training with Jeremy Miner | 7th Level.

Creating A NonStop Sales Boom – with Colleen Francis posted first on https://7thlevelhq.blogspot.com