Inside BS Show

👉 Get your free gift from Dave at:
http://www.RevenueRoadmapGuide.com​

👉 This is your guide to the simple marketing plan that will help you grow from six figures to seven in twelve months.

Asking questions in sales is important because it allows you to connect with the prospect on a human level. Empathy in sales makes a huge difference in your ability to sell. With empathy, you can build trust.

But how do you demonstrate empathy to the prospect? Here are three questions that are essential to doing so.

The first thing to ask is how long they’ve been having their problem. They’ve called you for a specific reason, and once they tell you what that is, find out how long it’s gone unaddressed.

The second step to demonstrating empathy in sales is asking how the problem has impacted them personally. One reason why asking questions in sales is so important is because it helps remind the prospect of the way their problem is negatively affecting them.

And the third thing you need to ask is whether or not the problem has been stressful. Again, this will not only show that you are concerned about the prospect’s situation, it will also remind them how much their life would improve if they solved their problem.

Asking questions in sales is crucial, but you have to know how to go about it the right way. Use these three questions to demonstrate empathy in sales. Show the prospect that you’re there to help.

Timestamps:
1:28​ - How long have you had this problem?
1:56​ - How has this impacted you personally?
2:18​ - Has this been stressful for you?
7:28​ - The magic question to close the sale. 
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👉 Get your free gift from Dave at: 
http://www.RevenueRoadmapGuide.com 

👉 This is your guide to the simple marketing plan that will help you grow from six figures to seven in twelve months.

In this video, I explain the five steps you need to take if you want to learn how to become a better salesperson. The key to sales is in the consultative approach. That is, you need to understand your clients before you can sell to them.

So, the first step is to talk to people. Do as many interviews as you can to make sure you get the ideal client for your product or service. When you sit down to have a conversation, you shouldn’t have any agenda other than understanding them. 

The second step in learning how to become a better salesperson is to find out where your clients go to stay up-to-date on industry trends.     

Another key to sales success is to speak your client’s language. All professions have their own unique set of vocabulary. If you can learn to speak their language, you’ll have a better chance of being understood.

Fourth, is to speak, write, and create content. Get out in front of people and demonstrate that you’re an authority figure in a particular area.

The fifth step is to find your ideal prospect, identify their problems, and reach out to them. When you have an audience, describe to them the problems you solve and invite them to come to you for help.

These are the five steps that will allow you to learn how to become a better salesperson. The key to sales is a consultative approach. Once you understand your client, you will then be able to solve their problems.

A number of listeners to the Inside BS Show are attorneys. This show will help you get clients as a lawyer.  

Follow-up is the key to sales success. Listen Now.

👉 Get your free gift from Dave: http://www.RevenueRoadmapGuide.com​

If you are ready to fire up your sales team, this is the show for you. 

Here is a Transcript of this Episode:

There are five types of things that motivate salespeople, five. There are only five levers you need to push or pull if you're a sales manager and you wanna motivate your team. I'm gonna share those five things with you on this episode of The Inside BS Show. Hi, it's Dave Lorenzo, this is The Inside BS Show. Today, we're talking about the five things that motivate all salespeople. 

This is for sales managers that's right, it's you I'm talking to, are you listening? There are only five things you need to focus on to motivate your sales team. Before we get into that, I wanna remind you if you like what you see here subscribe, hit the notification bell so that you know when we upload a new video, we do great interviews everyday, you can see them on the YouTube channel, we do these sales training tips all the time. This is The Inside BS Show we take you inside business strategy, share the insider business secrets and we cut through all that inside BS that's holding you back. So let's get to the five things that motivate all salespeople. Number one, the number one thing. 

If you've hired the right salespeople, the number one thing that motivates them is winning. They wanna win. They wanna get the deal, they wanna close the deal, they wanna beat their competition. That's the number one thing that motivates salespeople. The best thing you can do to take advantage of this drive for winning is share competitive information with your team. Let them know how your company's doing compared to the competition. Let them know how they're doing individually compared to their teammates. 

Let them know how they're doing compared to everyone else who's ever done the job. Salespeople are motivated first and foremost by winning. Give them something to shoot for. Generally I'm not a huge fan of sales contests. What I am a fan of is track, rank and publish. Track the details of their performance, rank everyone in your organization and post their names on a leaderboard that everybody can see. Tracking ranking and publishing is what separates great sales teams from everybody else. Sales is no place for people who have thin skin, sales is no place who for people who get their feelings hurt you need to have salespeople who are motivated by trying to get to the top of the leaderboard. Focus on helping them win, and then show them what it takes to win and then track their performance and let them go. The second thing that motivates salespeople is recognition. They want to walk around the office with a trophy. 

They wanna put plaques on their wall in their office. They want their name on the board for salesperson of the year, they want to be recognized in front of their peers at the annual meeting. This is so important because salespeople by virtue of what they do have big egos. And you need to take advantage of that and you need to give them what they want. When they do something great, you need to recognize them in front of the people who are most important to them, that is their peer group recognize them in front of everybody else who does what they do. Tell the world that these people have done a great job, tell the world that this person is the best for this month. Put them up in front of everyone else, let them get the applause, the accolades they deserve, recognize them in front of the whole company. Recognition is the second thing that motivates salespeople. The third thing that motivates salespeople is money. I know, you think this is number one, Mr. Sales Manager well it's not, money is third on the list. Look, they don't do this because they're contributing to the charity that is your company. 

They do this to get paid. So make sure that they have the best commission plan in the industry because here's the thing your top producers, they know what the competition pays. If you're not the best paying company in the industry you're gonna lose your top producers eventually. People aren't gonna stay with you for goodwill. You can recognize them all the live long day but if they can make more money somewhere else, if life can be better for them by working for someone else, if their financial situation can be better by working somewhere else, you're gonna lose your top producers. So money is a motivator. Now incentive pay is great. So when you're doing these sales contests do not only recognize the top performers, offer them some type of financial reward as a result. Financial compensation is a big deal to people. It's not number one or number two but it definitely is in the top five so make sure your salespeople are paid well, make sure their commissions are paid on time and never, ever change somebody's commission structure after they've been hired. 

People who are onboarded under a certain commission structure are counting on that money, they're planning in their head that that's what they're gonna make. So unless you're gonna make it better, never reduce it. The fourth thing that motivates salespeople four out of five is legacy. They want to be known as being the best ever. So here's how this plays hand in hand with competition. Salespeople love to break records. Salespeople love to be known as the best ever. Salespeople love to be compared to athletes. So if somebody is the Tom Brady of widget sales or somebody is the Michael Jordan of crankshaft sales they will wear that moniker like a badge of honor. So if you have the opportunity to create a hall of fame for people who sell in your company, you have the opportunity to recognize someone as being potentially the best ever, or one of the top five of all time, legacy is extremely important to salespeople because they view themselves like athletes. 

So if you can tell someone they're the Mariano Rivera of widget sales, you're going to be really well-respected by that person and by the people who are in your company. Create a program that is like a hall of fame program or the greatest of all time program or an all time ranking program and have your salespeople strive to earn their place on it because legacy is really important to them. The fifth and final thing that motivates salespeople are perks. That's right perks, extras, bonuses, that incentive trip, it does motivate them. Getting a company car does motivate them. Even having a better parking spot, having a parking spot next to the CEO, having their name on a plaque in front of the parking spot that motivates them. 

Having perks, getting extras, getting bonus stuff, being able to bring their spouse on the incentive trip because they were the top producer those types of things are extremely important. Salespeople are motivated by perks, they're motivated by breaking records in their legacy, they're motivated by financial compensation, they're motivated by recognition, they're motivated by winning. Those are the five things that get salespeople all fired up, those are the five things that get them focused, those are the five things that make them go to bat for you time and time again. If you, as a sales manager wanna motivate your team, use these five incentives to get people to do what you want them to do. I'm Dave Lorenzo. I'm here every day with a great video just like this for you. 

These are the Inside BS Sales tools to help you make a great living and live a great life. Look for our interviews, we al...

Does your day get away from you before it even starts? Do you get derailed whenever you try and focus on your goals? Have you wondered if you are not planning properly? If you answered "Yes" to any of these questions, this is the show for you.

About Laura Posey
Website: https://simplesuccessplans.com

Laura Posey is an internationally-recognized speaker, author and consultant. 

She is known as The Simple Planning Specialist for her unique ability to simply and easily laser focus her clients to get dramatic results.

Her Simple Strategic Plan is used by over 3000 companies from startups to Fortune 100. 

She is the author of "How to Plan Your Entire Year On One Sheet Of Paper", and co-author with Jack Canfield of "Mastering The Art Of Success". 

Laura is a graduate of SUNY at Buffalo and holds an MBA from Virginia Commonwealth University. She is fluent in German and is currently working on her Spanish.

When not on stage or with a client, you can find her traveling the world, playing golf, practicing the fiddle or snuggling with her rescue mutt, George, at home in Richmond, VA.

Today's show is all about how to grow your business using LinkedIn. Dave Lorenzo speaks with LinkedIn expert Jonathan Baldock about all the ways to leverage this platform for success in growing your network, opening doors and closing deals.

About Jonathan Baldock

https://www.linkedin.com/in/jonathanbaldock/

Jonathan works in an advisory role for SocialHP.  With 10 years of experience at Linkedin serving customers like Accenture, JPMorgan Chase, Johnson&Johnson, PepsiCo, IBM amongst others.  He is highly skilled in social sharing best practices, utilizing data to build evergreen marketing channels.  An expert social media recruitment, sales and marketing strategies.

Are you ready for a fun hour of discussion about marketing, entrepreneurship and being a chef? Yes. You read that correctly. Both Dave Lorenzo and his guest Aleya Harris were trained as culinary artists and now help people build businesses. This is a fun and educational episode you don't want to miss.

About Aleya Harris

http://www.flourishmarketing.co/Freebies
Email: [email protected]

Aleya Harris  IS THE FOUNDER AND OWNER OF FLOURISH MARKETING, an agency dedicated to helping service-based creative entrepreneurs reach their full potential through “done with you” and “done for you” marketing education, strategies, and copywriting solutions that attract more clients. She is a firm believer that business owners should make good money doing what they love, and she uses her position as an industry thought leader to share tangible revenue growth tools.

Aleya has made it her mission to transform small business owners from invisible and overwhelmed to sought-after and confident.  Her decade-plus long career, including being a chef, catering company owner, and Marketing executive for a major foodservice corporation, has provided her with a multi-faceted knowledge base she leverages to create actionable strategies for passionate empire-builders looking to turn their talent into treasure.  Her engaging personality makes learning how to develop lucrative streams of income fun, inspirational, and valuable.

It is time for you to stop f-in around with you money. Dr. Amanda is here to help set you straight. You don't want to miss this show.

WARNING: This show contains lots of bad language. If this offends you, you'll want to skip this episode.

Click here to listen: https://share.transistor.fm/s/0d547c3a

About Dr. Amanda Barrientez
Email: [email protected]
http://www.nfamoney.com/

Dr. Amanda Barrientez is an NFA - No Fucking Around - Business Consultant who helps coaches and online entrepreneurs unblock and more than double their money flow using her proprietary Manifesting Profits™ Formula. After going from food stamps to building a 6-figure business fast, she's been on a quest to teach work-from-home business builders how to make more money doing exactly what they love to do.

Do you want to be perceived as an expert? There is no better way than to appear in the media. On today's show Dave Lorenzo interviews Mickie Kennedy, an expert at helping professionals, entrepreneurs and business leaders get more press. 

Click here to listen:
https://share.transistor.fm/s/401525ac

About Mickie Kennedy

Phone: (410) 718-0014
Email: [email protected]
https://www.ereleases.com/plan/

Mickie Kennedy founded eReleases 22+ years ago to help small businesses, authors, and startups increase their visibility and credibility through press releases. Mickie's service provides small businesses with a press release service they can actually afford, giving them access to the media and to a national newswire — all with a personal touch. 

Mickie lives in Baltimore County with his family and two feuding cats. He enjoys British science fiction and acknowledges an unhealthy addiction to diet soda. Mickie holds an MFA in Creative Writing with an emphasis in Poetry from George Mason University. He still writes poetry most Monday nights (virtually) with a group of fellow misfits in Brunswick, Maryland.