Sales Babble

Never Lose the Deal with Ganesh Tayi Ganesh Tayi is an author, speaker and CEO of Never Lose The Deal. He is a trusted advisor to companies who want to close more high dollar sales contracts. For more than a decade, he has been personally involved with deals of all levels of depth and difficulty and helped close deals worth over $12 billion. In this episode Ganesh offers a fresh perspective and powerful proven practices to close more deals. The Challenge

Unsuccessful salespeople jump too quickly into building a proposal. This is especially true in the B2B space. They do this solely from what they hear the prospect say. They fail to deeply understand the full challenge. Too often proposal they propose, is wrong!

Successful sales people:

• Dig deeper and find context of the challenge
• Understand who are the decision makers
• Discover how the prospect makes buying decisions
• Ask about urgency. "How important is it for you to work with a company that offers this value proposition. "

Beware Chasing Ghosts

If you fail to discover all the requirements, you are forever chasing a ghost requirement. Fully understand their wants, desires and needs.

Three Principles for B2B Selling

Ganesh's book has 10 principles for successful B2B selling. Here are the top three principles to never lose the deal:

1. Align your team with the customer team. Look for common goals.
2. Analyze the opportunity and the deal. Start by building an ROI model. Analyze your competition and how you differentiate. Lastly analyze your pricing and maximize your profits. Consider deal incentives, not discount e.g 3 year contracts have a better pricing schema. The right incentives help your customers do the right things.
3. Ask why they are looking, why now and what is their buying criteria, the must haves and nice to haves.

Take Action Advice

Focus on your prospects business decision making criteria. Once you unravel and understand you can adjust your sales process accordingly.

How To Find Ganesh Tayi Website: http://www.neverlosethedeal.com/ LinkedIn: https://www.linkedin.com/in/ganeshtayi/

Free Copy of the Book: http://freeneverlosethedealbook.com/bookdownload-2/

Must Have Sales Process Steps

Let's keep the babble going. Here are past episodes you've gotta listen to:

• Master the Art of Closing the Sale with Ben Brown#161
• Sales Cycling and Startups with Jon Woodroof #145
• Wizard of Oz Sales Process with Steve Kloyda #137
• 4 Step Sales Framing Process with Aaron Janx #131
• Win Sales with Mindset Sequence and Systems with Johnny Campbell #123
• How to Sell To Government with Kevin Jans
• Why You Need a Sales Process an Interview with Randy Meier
• How to Sell Coaching Services with Julie Foucht #98
• How To Pitch a Magazine with Cherlyn Chong #97
• 8 morning Rituals for Sales Success with Rayven Perkins #93

The post Never Lose The Deal with Ganesh Tayi #218 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Never Lose the Deal with Ganesh Tayi

Ganesh Tayi is an author, speaker and CEO of Never Lose The Deal. He is a trusted advisor to companies who want to close more high dollar sales contracts. For more than a decade, he has been personally involved with deals of all levels of depth and difficulty and helped close deals worth

How To Hire and Get a Sales Job with Gregg Salkovitch #217

When it comes to the process of staffing a sales position, it's two sides of the same coin. On one side we have the need for employers to hire skilled and competitive staff. On the other side of the coin is the need for talented employees to get hired by great companies. Both sides are looking for the perfect match according to our guest Gregg Salkovitch. Greg is a recruiter and founder of Right Choice Resources. In this episode we discuss how to get a sales job and how to hire an outstanding sales professional.

The State of Sales in Spring 2018

For sales professionals, 2018 is a sellers market (no pun intended).

• The market is hot! Great time to get a job.
• Companies have a lot of competition when finding candidates. There are few great candidates available.
• Many sales professionals are super happy where they're at. It takes a lot to motivate them to move.

How Candidates Earn a Sales Job

Gregg has the following advice for candidates:

• Hiring is a sale. Treat it like a sales call. For example, he had a candidate do a video conference in a T shirt. Don't!
• Too many candidates don't qualify, don't follow up, don't ask for the sale.
• You're the product and no one knows it better than you.
• Do your research.
• Dress well.
• Remove and trim your facial hair.
• Don't show up late.
• Be early, stop at Starbucks for a coffee nearby your appointment.

Customize Your Questions

Show your prospective employer you've done your homework. Ask…..

• I looked at your LinkedIn and see you're successful.. what do you attribute it to?
• I saw you on YouTube and noticed
• I was looking at your competitor and noticed this… and have some thoughts

Good candidates can't be quieted down. They keep the conversation rolling. Go straight to the decision makers. LinkedIn is the key. Don't waste time filling out entry forms on a website. Get creative.

How to Ask for a Sales Job

As the interview winds down ask the following:

I really appreciate the opportunity to meet and I'm extremely interested in this role. Do you have any reservations that would prevent me from moving forward?

This gives the interviewer a prompt to voice objections. This gives the candidate an opportunity to turn the issue around. It may not have been covered earlier.

How Managers Hire for a Sales Job

Hiring managers need to recognize the market is tough

• Not a lot of "A" people
• Recognize it's not a one way street. Not all candidates want to work for you
• It's a date, it has to work in both directions
• It's a matchmaking process
• Don't see this one sided
• Managers over focus on the sellers rolodex
• Look outside your industry
• Search a larger pool of candidates than you think
• Don't overly focus on the Resume. Be skeptical.
• Don't trust a website will screen

Compensation

• $40K base salary
• $125K base salary on high end
• Typically 50/50 split e.g 460K base and $60K if you hit your targets

Junior $50K, with very little commissions, and transition to

Always ask, "Based off your current team how many have made that the first year?"

How To Find Greg Salkovitch

Right Choice Resources [email protected]

http://www.linkedin.com/in/greggsalkovitch

Sales Hiring Process

Here are past episodes on hiring and interviewing for a sales job!

• How to Hire a Sales Rep that Hits the Ground Running #174
• How to Find a Sales Job That's Perfect For You #173
• The Grass is Browner on the Other Side with Jon Markwardt #165
• Four Mistakes Business Owners Make in Sales with Donald Kelly #118
• How to Sell Yourself When Getting a Job with Scott Barlow #81
• Why Can't I Get a Degree in Sales with Professor Shawn Green #80
• SB019 | Skyrocket your Retail Sales, an Interview with Nicole Reyhle
• Special Segment Your Hired! An Interview with Job Seeker Tami Miller #16
• All Job Hunters Are Sellers

The post How To Hire and Get a Sales Job with Gregg Salkovitch #217 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Hire and Get a Sales Job with Gregg Salkovitch #217

When it comes to the process of staffing a sales position, it’s two sides of the same coin. On one side we have the need for employers to hire skilled and competitive staff. On the other side of the coin is the need for talented employees to get hired by great companies. Both sides are looking for the perfect match according to our

How Hire and Get a Sales Job with Gregg Salkovitch #217

When it comes to the process of staffing a sales position, it’s two sides of the same coin. On one side we have the need for employers to hire skilled and competitive staff. On the other side of the coin is the need for talented employees to get hired by great companies. Both sides are looking for the perfect match according to our guest is Gregg Salkovitch. Greg is a recruiter and founder of  Right Choice Resources. In this episode we discuss how to get a sales job and how to hire an outstanding sales professional.

The State of Sales in Spring 2018

For sales professionals 2018 is a sellers market (no pun intended).

* The market is hot!  Great time to get a job.

* Companies have a lot of competition when finding candidates. There are few great candidates available.

* Many sales professionals super happy where they’re at. It takes a lot to motivate them to move.

How Candidates Earn a Sales Job

Gregg has the following advice for candidates:

* Hiring is a sale. Treat it like a sales call

* Example, he had a candidate do a video conference in a T shirt. Don’t!

* To many candidates don’t qualify, don’t follow up, don’t ask for the sale

* You’re the product and no one knows it better than you

* Do your research

* Dress well

* Remove and trim your facial hair

* Don’t show up late

* Be early, stop at Starbucks for a coffee nearby your appointment.

Customize Your Questions

Show your prospective employer you’ve done your homework:

* I looked at your LinkedIn and see you’re successful.. what do you attribute it to

* I saw you on YouTube and noticed

* I was looking at your competitor and noticed this… and have some thoughts

* Good candidates can’t be quieted down. They keep the conversation rolling.

Go straight to the decision makers. LinkedIn is the key. Don’t waste time filling out entry forms on a website. Get creative.

How to Ask for a Sales Job

As the interview winds down ask the following:

I really appreciate the opportunity to meet and I’m extremely interested in this role. Do you have any reservations that would prevent me from moving forward?

This gives the interviewer a prompt to voice objections. This gives the candidate an opportunity to turn the issue around. It may not have been covered earlier.

How Managers Hire for a Sales Job

Hiring managers need to recognize the market is tough

* Not a lot of “A” people

* Recognize it’s not a one way street. Not all candidates want to work for you

* It’s a date, it has to work in both directions

* It’s a matchmaking process

* Don’t see this one sided

* Managers over focus on the sellers rolodex

* Look outside your industry

* Search a larger pool of candidates than you think

* Don’t overly focus on the Resume. Be skeptical.

* Don’t trust a website will screen

Compensation

* $40K base salary

* $125K base salary on high end

* Typically 50/50 split e.g 460K base and $60K if you hit your targets

Junior $50K, with very little commissions, and transition to

Always ask, “Based off your current team how many have made that the first year?”

How To Find Greg Salkovitch

Right Choice Resources

http://www.linkedin.com/in/greggsalkovitch

 

Sales Hiring Process

Debunking Sales Myths with Mike Schultz #216

Selling has changed tremendously in the last 10 years. But prospecting has changed even more. Previous research suggests that 57 percent of the purchase decision is complete before a customer calls a supplier. This gives sellers the false impression that buyers don't want or need to talk to them early in the buying process. They do! Mike Schultz visits Sales Babble for clarifying and debunking these sales myths with advice based on hard research.

Some Common Sales Myths

Rain Group is a sales research institute just completed a study on prospecting. They talked to 488 buyers, asking them what is the process they have used for past purchases.

They study found it's a sales myth that buyers don't want to talk to sellers, eg. 67% sale done digitally. But this should slow sellers down. 71% of buyers said they want to talk to sellers at the early part of their research. They want context. With too many choices it becomes to difficult for buyers to choose "Its the 'paradox of choice" according to Barry Schwartz.

• Myth cold calling is dead. Greater than 50% of buyers prefer to be contacted by the telephone. It is second only to email. Of the buyers researched, 57% have had the seller reach out to them on the phone.
• 82% of buyers take meetings with people they don't know but have talked to on the phone.
• Buyers need inspiration, start with your existing clients.

What Winners Do

It's a myth that buyers don't want to hear about capabilities and only benefits. The #1 content buyers want is features and capabilities. It's buyers primary research on their industry. They want descriptions of the capabilities in context. They desire content customized 100% to their business Not mass mail merges.

Great Sellers WAVE

1. Winners Mindset – The Mindset of a winner is strategic, not tactics only.
2. Attraction Campaign – multistep and modal approach to reach out and connect to buyers. The number of attempts to reach a prospect should be 8 (not 3).
3. Value – Get prospects to say wow that could be worthwhile (to have a call, meet, agree to demonstration or buy).
4. Execution -Winners do all the tactical parts. They take action to turn around objections. They exercise executive functions to stay focused in a noisy world. They have the ability to concentrate and focus for prospecting (which is the hardest thing to do).

Cold meetings that have a value approach will turn deals into wins. When sellers focus on value, 96% said it was influential. They want to be educated and collaborative >90%. Yet the meetings must be interesting and add value. Most sales meetings are not valuable to most buyers. If they are impressive they will buy things.

Take Action Plan

To get good at prospecting you have to make it 100% of your focus. Attack it like you're going to make it work. Build an attraction campaign.

How To Find Mike Schultz

Website: https://www.raingroup.com

Mike Twitter: https://twitter.com/mike_schultz

RAIN Group Twitter: https://twitter.com/rainselling

RAIN Group Facebook: https://www.facebook.com/RAINGroup/

Mike LinkedIn: https://www.linkedin.com/in/mikeschultz50/

RAIN Group LinkedIn: https://www.linkedin.com/company/rain-group_2/

Mike mentioned that we was happy to share a copy of the report with the audience: 5-sales-prospecting-myths-debunked

How to Prospect and Generate Leads

Here are past episodes that talk about the mindset for lead generation.

• What's Not Working In Sales Today with Brandon Bruce #204
• How To Generate Leads without Sales and Marketing with John Tripolsky #191
• Repeatable Success for Sales Development Reps with Brendan Barrett #188
• 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
• Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171
• 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
• Myths on Social Selling with Mark Hunter #142
• How to Power Prospect with LinkedIn Groups with Liam Austin #135
• How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
• How To Be An Awesome Sales Professional with Thomas Ellis #102

The post Debunking Sales Myths with Mike Schultz #216 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Debunking Sales Myths with Mike Schultz #216

Selling has changed tremendously in the last 10 years. But prospecting has changed even more. Previous  research suggests that 57 percent of the purchase decision is complete before a customer calls a supplier.  This gives sellers the false impression that buyers don’t want or need to talk to them early in the buying process. They do! Mik

How To Sell With Personality Barry Saltzman #215 In this episode Barry Saltzman shares a quick way to read prospective buyers. He believes you should adjust your selling technique based on their personality. Too often sellers take the same approach with all clients. This doesn't make sense. All buyers are different. All buyers have their own peculiarities. It's not just about selling your products and services. Instead learn how to sell with personality. Four Primary Traits

Barry shares how to sell with personality by categorizing buyers into one of four traits. Each trait is described below:

• Controlling: Goal oriented. They know what they need to do every morning. Plus they are focused, motivated, driven, and commonly found in leadership roles.
• Outgoing: Type A types. They are social and energized by meeting people. To build rapport they will spend the first 15 minutes chatting building friendships. By nature they are authentically empathetic.
• Exacting: Specialist, experts, they look at pieces of whole, and very detail oriented
• Relaxed: Laid back. They have an easy going attitude. They are not one to rush. This makes them hard to sell.

The traits are configured in the following quadrants:

Controlling Exacting Outing Relaxed

People have primary and secondary personality types. We're not all one type or another. We are a blend. Thus there is a also and

The Adaptive trait can be found somewhere in the middle of the quadrants.

Quick Way to Assess

• Read LinkedIn profiles.. By the style and information you can learn much about a person's personality trait.
• Ask open end questions. For example if you're at a tradeshow ask "Tell me what you do …."

Good sales is about adding value to the prospect

• Controlling person, sell to them that helps them reach their goals. Somewhat to dominate the world, not all.
• Exacting person, let me walk you through our methodology and framework to show you how you get to the results
• Outgoing person, this is how you will feel, ,how it will impact your propel .. watches body language.
• Relaxed person, calm, don't push, this is the most difficult to sell to. only 10% of the people

Two Open Ended Questions Barry asks the following questions to quickly discover a person's personality type.

1. Tell me about your business and how you meet your goals?
2. Describe to me what role you like to play on your team?

Barry has a cheat sheet of various personality types associated with real people he has met in his life. This way he can quickly know how best to add value in a conversation.

Take Action

Barry recommended two courses of action you can immediately do to better understand and assess your prospective customers.

• Start asking open ended questions and listening to the answers.
• Take a free assessment on prep-profiles.com

How To Find Barry Saltzman

Barry Saltzman is a seasoned "hands-on executive. He has 30 years of experience in both public and private organizations. Barry has been responsible for Global Sales, Leading and Managing Complex Service Organizations. As a leader hs has successfully turned around a $60m distribution business. Barry's enjoys spending his time with his clients. He especially likes developing plans to help them reach their full potential. Barry also serves on a variety of Advisory Boards with local SBDC's in the Chicagoland Area. Barry is easy to find across the world wide web!

Website: www.SaltzmanEG.com Twitter: @SaltzmanEG Facebook https://www.facebook.com/barry.saltzman.3 LinkedIn https://www.linkedin.com/in/barrysaltzman/ Sales Personality Tests and Assessments Listen to past Sales Babble episodes on now to decrypt and assess prospects.

• How To Read A Buyers Personality with Alex Swire-Clark #212
• How Salespeople Overcome Procrastination with Eric Twiggs #178
• Four Ways To Fix a Bad Reputation with Pamela Gockley #158
• Selling For Introverts with Alen Mayer #61
• Selling With Personality with Irene Anderson #47
• SB028 – Great Sales is a 3-Pointed Hat an Interview Leanne Hoagland-Smith
• BANK, A Sales Personality Test for Sales Professionals, An Interview with Dr. Nancy Zare #5

The post How To Sell With Personality Barry Saltzman #215 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Sell With Personality Barry Saltzman #215

In this episode Barry Saltzman shares a quick way to read prospective buyers. He believes you should adjust your selling technique based on their personality. Too often sellers take the same approach with all clients. This doesn’t make sense. All buyers are different. All buyers have their own peculiarities. It’s not just abou

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

Roger Breisch is a life-long learner who loves ideas and experiences that shake the intellectual and emotional ground on which he stands. Roger is the host of the Socrates Cafe and guest speaker on the topic of questioning. Rogers's powerful life experiences working a suicide hotline frame clearly what matters in life. In this episode we discuss how to sell with the Socratic Method and the power questions.

Mindset of Questioning

Questions open up possibilities. Statements close them down. We started the episode with talking about questions and how they fit in the world of business:

• Socratic Method – form of cooperative dialogue based on asking and answering questions to stimulate critical thinking and to draw out ideas
• Listen listen listen. This is how we learn to sell with the Socratic method.

"It ain't what you don't know that gets you into trouble. It's what you know for sure that just ain't so."

– Mark Twain

• Sadly too often sellers listen until they hear the first gap and then start talking
• Fluency is key to communication
• You must be fluent in your product and services BUT … you must also be fluent in THEIR business and life

Mission Question

• Don't have a mission statement have a mission question
• Brainstorming provides value to create new ideas. Yet statements can be intimidating. Instead consider Question Storming. Questions open up entirely new opportunities
• It takes 25-50 questions before you reach the real interesting issues.

Be curious. Be genuine. Be loved and people will buy, over and over.

We all want to know is if our lives made a difference. Find out what makes you unique and different from the rest. Once you discover that, be it. You have much in you to be unlocked. People are amazing and so are you.

How To Find Roger Breisch

You can find Rogers blog at rebreisch.com .

This is his book "Questions That Matter" – a book of essays

Also mentioned "A More Beautiful Question" by Warren Burger

Want to get a great cup of coffee? Consider the Limestone Coffee and Tea in Batavia IL

Selling Mindset

• How To Sell With the CRINGE Method from Doug Vigliotti #213
• The Key to Authentic Selling with Jeff Davis #207
• The Purpose of Sales with May McCarthy #203
• Time To Sell Mindset with Chris Spurvey #202
• Three Step Process to Narrow Your Sales Focus #201
• Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
• How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
• Phiology: Secret Code of Leadership David Eisley #189
• Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
• How to Pitch Shark Tank with Michelle Weinstein #184

The post How To Sell With The Socratic Method with Roger Breisch #214 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.