On this episode of B2B EQ, we’re joined by a revered keynote speaker and sales trainer who helps people bring out the best of their ability. He’s been recognized as a LinkedIn Top Voice in sales and a Salesforce Top Sales Influencer for 2021, 2022, and 2023. He’s authored 3 books, including “Everybody Works In Sales”. Welcome to the show, Managing Director at Everybody Works In Sales, Niraj Kapur! Niraj joins host Tim Harris for an in depth discussion on why serving is so important, how to cut through the noise on LinkedIn, and why everybody works in sales.

Takeaways:

• One of the most important soft skills in B2B sales is serving. Your sales interactions should be about helping people solve their problems, rather than just selling them something. Helpful interactions create potential customers.
• While most sales reps know to ask questions about the buyer, your process needs to be more than asking 2 questions and jumping straight into a demo. You need to ask real questions to understand concerns, then you can start providing solutions.
• While LinkedIn can be a potent sales tool, it is overflowing with volume. In order to cut through the noise, take advantage of video and audio messages on LinkedIn. You’re limited to 60 seconds, but a thoughtful message will make you stand out.
• When it comes to prospecting methods, no one needs another email, and cold calls aren’t working. Building strong relationships on LinkedIn by commenting on and engaging with posts sets you up to generate much faster and better response rates.
• Testimonials from past clients can be a powerful sales tool, but they need to be relevant. Different clients have different needs, sharing testimonials from clients that are too different in size and industry can be more of a hindrance than help.
• Everybody works in sales. While you may not be prospecting clients, every time you email or talk with someone outside the company, you represent the organization. Having a strong presentation creates a better brand image, in turn driving sales.
• The real problem sales reps have is not closing deals, but rather opening them. Most reps fail to ask the right questions, don’t listen properly, rush the deal, and lack crucial negotiation skills.

Quote of the Show:

• “Being very good at sales and being very good at business are often two different things.” - Niraj Kapur

Shoutouts:

• Talk Like TED: https://a.co/d/ges4PUh
• Ted Talks: The Official TED Guide to Public Speaking: https://a.co/d/faNevYm

Links:

• LinkedIn: https://www.linkedin.com/in/nkapur/
• Website: https://everybodyworksinsales.com/
• Everybody Works In Sales: https://amzn.eu/d/6GQ1Yui
• The Easy Guide To Sales For Business Owners: https://amzn.eu/d/emRA8ze
• Business Growth: Lessons Learned From Divorce, Dating and Falling In Love Again: https://amzn.eu/d/ficD2ay

Ways to Tune In:

• Apple Podcast - https://podcasts.apple.com/us/podcast/b2b-eq/id1672326834
• Spotify - https://open.spotify.com/show/1T2zlqNsSYATzXFPH1DquY
• Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly9mYXN0Lndpc3RpYS5jb20vY2hhbm5lbHMvajRuNnNjYmc2Ni9yc3M