It's Time to Sell Podcast: Strategies for 21st Century Selling

Clients are aware of old sales tactics. They expect some form of manipulation and pressure from you so you can move the sale forward. You on the other hand have been conditioned to expect rejection and believe that it is just part of the game. Well, clear out the cobwebs, shift your language and measure your success by how deep you go on each conversation not how many conversations you have. Ari’s Unlock the Game approach allows you to remove the pressure on yourself and your client by helping you to get to the truth and solve problems instead of playing the numbers. 

Key Takeaways:

[2:40] It’s socially acceptable to lie to sales people

[10:17] Ari’s philosophy is the opposite of what most people teach

[11:40] Build trust with people 

[12:30] Myth #1 - Sales is a what game

[14:38] Myth #2 - A sale is lost at the end of the process

[15:55] Myth #3 - Rejection is part of the sales game

[18:10] Chasing the Ghost

[18:45] Core Principle - Diffuse Pressure

[21:20] Where do you think we should go from here?

[23:51] Make twice as much money by letting go of the end goal

[24:18] Delivery and slowing things down

[26:15] Core Principal - Getting to the truth

[29:43] Don’t get addicted to ‘hopium’

[31:30] Remove “Follow up” from your vocabulary

[33:53] Stop selling! 

[34:35] Do you have any feedback from our ….?

[36:49] Core Principle - Problem Solver

[39:40] Unlock the Sales Game book

Mentions:

Unlock the Game 

Educating your clients before you even talk with them can be accomplished by a good website. They get comfortable with you and the blog posts you create can be therapeutic for you as well. Shed the traditional salesperson skin to become a trusted advisor. One of the most difficult things for a new entrepreneur is pricing, what are your services worth?  Everyone wants to start at the top but you need to have a good track record in order to work with them. 

Key Takeaways:

[2:38] To do marketing you have to do sales

[4:44] Fear of calling a client

[6:12] Sales in a non-profit

[10:12] Moving past the traditional sales image

[13:22] Pricing can be the hardest thing

[14:08] High Quality Clients

[15:50] Make your value clear

[18:10] There are nicer things to say then ‘non-negotiable”

[18:56] 3 ways Lisa generates leads 

[21:30] The greatest sales tool ever - Guided visualization

[25:40] The best salespeople have no agenda

[27:12] The book that opened up Lisa’s business model

[29:14] Inspired by walking in nature

[32:00] How to reach Lisa

[33:41] Conditioning yourself to write 

Mentions:

To Sell is Human - Dan Pink 

It’s Time to Sell - Chris Spurvey

Multiple Streams of Income - Robert Allen 

Rich Dad, Poor Dad - Robert Kiyosaki

Stand Out - Dorie Clark

Lisatener.com

Chrisspurvey.com/podcast/lisatener

Buyers have modernized themselves at a record pace while sales organizations struggle to keep up. Leading every endeavor with quality content is the foundation and adding social networking as the framing will make a solid business strategy structure. Jill Rowley is an expert in social selling and her affinity for business is prevalent in all aspects of her life. Through bucking the system and continued learning she has the clout to tout “It’s not time to sell. It’s time to serve.”

Key Takeaways:

[4:41] Entrepreneurs may not realize they are in sales

[5:20] We don’t teach anyone how to sell

[7:21] A skills gap in data driven marketing

[8:50] How can I get experience without an opportunity?

[12:16] Relationships aren’t bound by geography

[14:40] This client meant the world to me

[17:50] When your competitors are partners in the firm

[18:45] Remember when the Blackberry was just an e-mail device?

[20:23] The modern buyer is layered in digital overlap

[23:56] The rationale behind the name “It’s Time to Sell”

[26:28] Social Selling is an additional channel to leverage

[27:45] Optimizing your personal brand on LinkedIn

[28:33] Using content as your currency

[30:28] Nurturing social selling

[31:45] The beginning stages of the buying process

[33:38] Always be learning

[36:26] Don’t invite Jill to dinner unless you plan on talking business 

[39:20] The startup of you

[40:10] LinkedIn is THE tool

[41:30] Contact Jill on Twitter and LinkedIn

Mentions:

Salesforce.com

Eloqua

Inbound Marketing - Hubspot

The Startup of You

Give and Take - Adam Grant

@jill_rowley

Chrisspurvey.com/jillrowley

Why would people buy from you when they can go to Amazon to get it? Unless you are selling something wicked amazing you’d better be selling the relationship. Chris takes us from his first gig as a used car salesman to skyping with billionaire Richard Branson. 

Key Takeaways:

[2:31] Bulletproofing your infant’s room

[4:05] My Grandfather sold through relationships

[6:33] We are trained early to push product versus delivering value

[9:02] The intersections of sales and marketing

[10:19] The model of want, vision, need

[12:39] Buying has changed dramatically 

[15:50] How do I supply what people need?

[16:57] Business Stripped Bare is Chris’s favorite

[17:33] How Kim Kardashian changed my life

[19:51] Slack is what will replace e-mail 

[21:18] Sign up for the newsletter to converse with Chris  

Mentions:

Business Stripped Bare - Richard Branson

Why the Bad Boy of Business wants you to Be Good - Chris Brogan

Slack

Chrisbrogan.com

If you are selling you are giving. Be it empathy, time, attention or education these things all have value to your client If you are meeting a desire they have. Adequate salespeople do a lot of the same things as top professionals minus the laser focus on the client. Serve your clients and they will serve you by thinking of you first when it comes their next need within your market. Bob enlightens us to the 5 laws of stratospheric success and the law of left field. 

Key Takeaways:

[4:01] Bob was the worst news anchor 

[6:00] I didn’t know there were books on selling

[6:55] Bob’s definition of a system 

[8:22] Negative feelings associated with sales

[9:45] Value is in the eye of the beholder

[11:30] Handling inbound requests

[13:18] Shifting one’s focus from getting to giving

[15:02] Being nice is not enough

[16:17] 5 laws of stratospheric success

[20:30] Sales is about giving

[22:09] What separates adequate salespeople from top salespeople? 

[24:22] Your clients interest is money in the bank

[25:26] No one is forced to buy from you

[26:44] The law of left field

[28:42] Visit Bob’s website, burg.com

[29:29] The secret of selling anything

[31:06] Infusionsoft works for my partner

Mentions:

Go-Giver, Endless Referrals, Adversaries into Allies  - Bob Burg

How to Master the Art of Selling - Tom Hopkins

The Entrepreneurial Equation - Carol Roth

Give and Take - Adam Grant

The Secret of Selling Anything - Harry Browne

Infusionsoft 

Having known each other a long time Chris and Scott open up about early successes, fall on your face moments and how to rebound to an even better business model. One must let the ego fall away to reap the rewards that serving other people can bring. Focusing on 3 years in the future can help you to obtain your vision while dreams can linger for too long without proper guidance. And advice on how sales professionals can keep themselves from becoming a thing of the past. 

Key Takeaways:

[2:50] Chris was a potential client?

[4:40] Scott had a little luck and created a cluck for a buck

[7:50] I understood why people will do something or not do something

[8:14] Self worth and value proposition

[10:32] I was a computer geek

[12:23] I couldn’t managed the growth I was creating

[13:07] I motivated 15 year olds 

[14:07] I got discovered and grew an ego

[16:02] An entrepreneur or a rock star?

[18:02] Confusing a vision and a dream

[21:58] What does promoting yourself look like daily? 

[23:28] The moment of clarity 

[27:43] How the Connection book came to be

[32:45] Inbound marketing = Success

[33:50] You can change your personal brand so quickly

[35:19] The Freaks Shall Inherit the Earth 

[36:46] Tools Scott uses

[38:14] How to contact Scott

Mentions:

INFINITUS 

Connections that Count - Scott Oldford

Never Eat Alone

The Freaks Shall Inherit the Earth - Chris Brogan

Contactually

Fancy Hands

Ruby Receptionist

TinyScan

Chrisspurvey.com/scottoldford

When the buyer you are meeting with has 57% of their decision already made you should have 57% of insights about their business ready for your meeting. Making knowledgeable observations about the client’s business lets them know instantly that you are interested and invested in them. Using a playbook can help entrepreneurs to maintain focus and give them the edge during the sales process. Reach your goals using the four moving parts of social selling. 

Key Takeaways:

[2:17] Brynne’s backstory

[4:41] LinkedIn’s power

[5:44] A fall on your face moment

[8:30] Social Selling 

[9:10] Four moving parts to social selling

[9:17] Social Listening

[10:40] Educating and offering insight

[11:30] Prospecting through nurturing 

[14:20] Positioning yourself in your first appointment

[16:20] A shift in sales process

[16:50] 57%

[17:55] Observations of their industry

[19:15] Maintaining a consistent focus

[20:30] A daily activity playbook

[24:09] The entrepreneur example

[27:03] What is Brynne doing now

[29:31] How to make clients notice you on LinkedIn

[32:55] Brynne’s workbook

[35;20] The best tools are Hootsuite and Nimble

[38:08] A giveaway, the password is SSL

Mentions:

Social Sales Link 

LinkedIn Social Selling for Business Development

Jab, Jab, Jab Right Hook- Gary Vaynerchuk

Never Eat Alone - Keith Ferrazzi

The Go-Giver - Bob Burg

Hootsuite

Nimble

LinkedInwebinar.info/SSL

@socialsaleslink on twitter

This deep dive into swimming through the social world provides advice and information to sales professionals who long to know the rules of the social game. Chris speaks with Jay about recommended daily social activities, social strategies for corporations and startups and why warm selling or consultative selling can add value for your prospects. And tips on using your personal brand even when it is not related to your core business. 

Key Takeaways:

[3:36] Jay’s early tough sell 

[5:48] Sales is the family business

[8:03] Avoiding cold selling

[10:50] The single most powerful message in marketing

[12:44] When does a startup need to add professional sales

[16:38] Social is people connecting with people

[19:00] Recommended daily social activities

[20:25] Don’t be a commercial to be fast forwarded through

[22:30] Business strategy should include more than one “social” person

[24:24] Thoughts on Facebook?

[26:14] Even Chris struggles with what to share on “social” 

[29:12] Trust Agents book

[30:56] Buffer is a killer social tool

[33:05] Google “Jay Palter”

Mentions:

Jay Palter

Influence - Robert Cialdini

Trust Agents - Chris Brogan and Julien Smith

Freaks Shall Inherit the Earth - Chris Brogan

Buffer

Making sales an independent part of your business, even if your past is littered with limiting beliefs on what sales is, is the key to winning. Setting an authentic tone at the beginning of the process works for both you and your client as it is the stage on which you will both be performing throughout the engagement. Take time to consider, your family’s quality of life is directly linked to your sales efforts. Let go of the shame for it’s time to sell.

Key Takeaways:

[4:01] Sales was not an option for young Stuart 

[5:50] The rainmakers

[7:02] The necessary evil of sales

[8:21] Stuart made a pattern of lateness

[10:05] The key to future wins

[11:26] Sales = Quality of Life

[12:56] It’s time to sell

[16:58] Structure, process and revision of writing

[17:10] Sales in the top 5 activities

[19:45] Being authentic, even if you have crazy Eastern beliefs

[22:05] Stuart shares education strategies

[24:25] 365 Tao book

[26:50] Meditation as a tool

[29:25] Contact information for Stuart

[31:00] A prophet for revision

Mentions:

Book Architecture - Stuart Horowitz

365 Tao - Deng Ming-Dao

To Sell is Human - Daniel Pink 

Conscious Millionaire

Chrisspurvey.com/stuarthorowitz

Description: Chris talks with author and entrepreneur Dorie Clark. Dorie has two successful motivational books and an e-book in the works. She overcame the hurdles of believing it was ok to market herself and that it is ok to ask for money. She calls asking for an hourly raise a fool’s errand and shares how she handled early career “no’s”. Find out what Dorie thinks are latest and greatest tools to become more efficient in your work life and books that influenced her. 

Key Takeaways:

[3:05] Dorie’s story

[6:20] Learning to ask for money

[8:20] Committing to your own raise

[11:35] Diagnosing the “no”

[13:22] Embrace account relationship management

[15:02] Inbound Inquiries

[16:38] Consumers are far more educated

[17:41] About the Stand Out book

[19:08] A life hack from Dorie

[21:50] Amazon affiliate links

[22:12] Influence by Robert Cialdini

[22:51] Never eat alone - Keith Ferrazzi

[23:49] Tools Dorie uses

[26:35] Free workbook version

[28:15] A new networking e-book

Mentions:

Reinventing You - Define your brand, Imagine your future

Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It

Tedx- Dorie Clark

Robert Scoble

Quora

Influence

Never Eat Alone

TripIt

Eventbrite

Dorieclark.com