Sales Babble

Napoleon Hill’s Truthful Living with Jeffrey Gitomer #240

This episode’s guest is Napoleon Hill. Hill is the author of the book Think and Grow Rich which according to Wikipedia is one of the top 10 best selling self help books of all time. It’s important to know that Hill died in 1970 which begs the question, how is it that Napoleon Hill is on Sales Babble?  Our other guest is the sales king Jeffrey Gitomer who is taken Napoleon Hill’s Truthful Living book and re-published it with annotations, definitions, and editing for the modern reader.  Jeffrey is a renowned author on sales books including the Sales Bible and cohosts with Jennifer Gluckow the Sell or Die podcast. Today we dig into the eternal  truths of Napoleon Hill and how it applies to sales and any who have the entrepreneurial spirit.

Personal Development, Positive Attitude and Wealth

Jeffrey has been a long fan of Hill’s work. Hill had an advertising school on sales. He would type out his lessons, then assembled those lessons into this book. Written in 1917 and now over a 100 years ago the book is still 100% relevant. This book has been a three year project available on October 30th, 2018

Take Action

Success is up to you. Finish what you start.  Hill encourages you to succeed while giving you the ideas to succeed with.

“Success may be had by those who are willing to pay the price… And the price is eternal vigilance in the development of Self-confidence, Enthusiasm, Working with the Chief Aim, Performing more Service than you are paid for, and Concentration. With these qualities well developed you will be sure to succeed.” – Napoleon Hill

To be an entrepreneur, it takes focus and letting go of distractions and car payments. To be an entrepreneur it demands rising from the fray.

Companies come and go… Sears and Roebuck. Montgomery Wards, Marshall Fields,  and the Yellow Pages were all mainstays in the past century, but now history. They were not targeted, too diverse, expanded too quickly,  too soon and lost focus on their core competency. All of these companies waited too long. They failed Hill’s teaching of “eternal vigilance” and working on the “Chief Aim”.  

Quote of the day  

“Bing helps you decide to  use Google.”  Jeffrey Gitomer.   

How To Find Jeffrey Gitomer

You can find Jeffrey all over the web:

LinkedIn

Sell or Die podcast

New book Napoleon Hill Truthful Living   Go here to download the first chapter for free!

Selling Mindset

Here are other great episodes on having the right selling mindset. Listen today!

Why You Need a Killer Business Plan with Peter Mehit #232

You Can’t Challenge Your Way to a Sale with Meridith Elliot Powell

White Collar Warrior with Bill Hart #226

Debunking Sales Myths with Mike Schultz #216

How To Sell With The Socratic Method with Roger Breisch #214

How To Sell With the CRINGE Method from Doug Vigliotti #213

Marketing Skills Sales People Need with Whitney Cole #239

Whitney Cole works with mission driven health tech companies. She finds that companies struggle to relate to the consumer, despite having terrific technology. At many levels they understand the problems, yet struggle to explain it. Whitney calls herself a mission mavin, an expert that makes the complex, simple. In this episode Whitney shares the marketing skills sales people need to generate highly qualified leads.

Separating Marketing and Sales

Marketing gets the leads, but people buy from people. Buying is sales. Marketing is the content you create to nurture a lead. Sales is getting two people to actually speak to one another. The sales team may use some of the content to help close the deal. But closing is mostly a sales responsibility.

Marketing Founded on Your Avatar

An Avatar is an ideal client (for service based businesses). Build an Avatar by thinking of somebody you’ve helped or somebody you know needs your help. Ask what does it look like the day AFTER they buy your product/ services.

Consider and list the results and outcomes from your ideal client. Once you have an avatar sellers can do the following to raise their marketing skills:

* Learn how to write and hone communication skills.

* Learn how to use emotional language to persuade e.g. skyrocket, unlock the secret, discover, etc…

* Google how to write a good blog post and use those skills in all you write.

* Listen to your buyers and speak in the language THEY use.

* Learn how to write a good headline. This includes email subject lines. Write clickable subject lines with content that will back it up (the opposite of clickbait). Some tools recommended: CoSchedule.com – free email subject and blog post analyzer

* Use the Flesch-Kincaid test to simplify your writing or use the hemingwayapp.com

* Create different kinds of blog posts and discovered and consumed in different ways: podcasts, videos, infographics, ebooks, articles in Inc. or Forbes Not everybody reads. Not everybody likes videos.

* Don’t be everywhere posting, only be where your customer hangs out.

* Put content on Quora. Companies should find related questions and do a stunning job of answering the questions with well thought out and researched answers. Make sure and include facts and statistics. Don’t get too salesy.

* Reuse blogs on your website on blogging platforms like LinkedIn and Quora.

* To get published on Forbes, start by guest posting Business2Community. Google “how to write for Forbes”. to learn the process. Find people in your network who already are published on your target publication. You must write in what fits their publication.

Take Action

Design a content plan. Have a strategy when writing your blogs. Create a set of pillars with topics with content in different formats.

How To Find the Mission Maven Whitney Cole

The Mission Maven website

LinkedIn

Free gift for Sales Babblers can be found here! 

You can DM Whitney at https://twitter.com/Mission_Maven

Sales and Marketing Alignment

* Stop Guessing How to Sell and Use Market Research with Corey Hammer

* Why Do I Need a Brand with Kim Speed

Nimble Social Sales and Marketing with Jon Ferrara #238

Jon Ferrara believes the more people you can help grow, the more you grow. It’s one of the reasons he pioneered contact management and CRM with GoldMine in the 90’s, a company he sold for $125 million, and then he came back to invent the Nimble social CRM for nimble social sales and marketing.

Jon’s core values include building products that help others achieve their

* passion,

* plan,

* purpose

to drive success. Don’t rely on your company to build your network. You own that. In this episode we learn how.

Sustainable Garden

Establish an identity in places where your prospects congregate. Share content often and talk about how they can personally grow. People buy a better version of themselves. Be that version and they will see you as an expert.  Don’t talk about you, talk about them. People are going to hire you based on your network. So, make sure and take good care of your personal CRM.

How To Stand Out

The more digital we get, the more human we need to be. You can get past traditional social sales and marketing by picking up the phone and sending handwritten notes.

5 Fs of Life

This list shows how you get connected and stay connect. Talk about these topics to find the softer side and deeper connection with others.

* Family

* Friends

* Food

* Fun

* Fellowship

5 Es of Social Selling

Use this list to build your brand and stand out from the crowd:

* Educate

* Enchant

* Engage

* Embrace

* Empower

The more people you grow, the more you grow  – Zig Ziglar

Take Action Today

Sales is the new Service. Service is the new sales.

How To Find Jon Ferrara

To connect with Jon here are the links for nimble social sales and marketing mentioned in the podcast.

This is Jon on LinkedIn and on Twitter 

The CRM we spoke about is Nimble.com  and you can email Jon at jon @ nimble.com

After the Two Week free trial use the discount code  jon40 (40% off)

We are both fans of Hardcore History with Dan Carlin

Social Selling

* Honesty Sells with Colleen Francis #223

* The Transparency Sale Part 2 with Todd Caponi #222

* The Transparency Sale with Todd Caponi #221

* All Sales Start With a Why with Michael Manzur #205

* The Art of the Help with Larry Levine #182

* 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176

* How To Generate Leads with Relationship Selling with M...