SUMMARY SHORT VERSION

As a business owner, best-selling author, sales strategist, and coach Rob Liano delves into the underpinnings of sales. Rob talks about the importance of scripting prospect calls, the value of service, and keeping the focus on the client. He advises on adapting the core of what works in sales and transitioning between sales fields. Transitioning from music to field sales, then from field sales to telesales, Rob truly grasps the opportunity and embraces the change. Join Rob as he shares insights into his sales journey.

QUOTES

• Give people more than what they expect, and you’ll never go wrong – Rob Liano
• If something works, if you do it, it keeps working – Rob Liano
• If you sell on price, you are going to lose that sale on the price to someone who cuts your price – Rob Liano
• If you sell on value, your expertise and service you provide, especially after the sale, when it matters most, you’re going to be able to turn customer satisfaction into customer loyalty. – Rob Liano
• Putting yourself in the position to learn and grow is crucial. – Jake Lynn
• It’s ultimately your responsibility for your success – Rob Liano
• Grasp the opportunity or embrace the change, or you will miss out on the opportunity – Rob Liano
• Repetition is what breeds confidence – Rob Liano

KEY POINTS

• Why it is important to use a script as a rookie
• How important is tonality on the phone?
• The meaning of a client 
• Focus on the interests and care of the client
• Chasing Maybe’s and asking the right questions upfront 
• How to transition from one area of sales to another. 
• Being an interactive salesperson 
• Why mentality is key to sales 
• How to build value in your offer 
• The impact of the Corona 
• The two sides of sales 
• A Hot tip for people doing telesales
• Getting a client who is quite there, over the hump
• How to approach a telesales gig

This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best. 

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Follow Rob Liano

• Website: http://robliano.com 

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