Sales Babble

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 lif

How To Sell With the CRINGE Method #213 Douglas Vigliotti is a sales consultant, workshop-speaker, and bestselling author of The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can't Say No To. In this book Doug shares how to sell with the CRINGE method, a strategy and mindset of focusing on helping clients, not pushing product. Doug has twelve years of successful frontline sales experience, across three different industries, and two Fortune 500 companies—Automatic Data Processing and Johnson & Johnson. In January 2016, he opened the doors of groundupSALES, a strategic selling partner for non-sales professionals, entrepreneurs, and small business owners. He's an avid reader and writes a monthly reading list at douglasvigliotti.com. Purpose of Business To Create and Keep Customers

Doug believes that customers will view you completely different when you go from selling to helping. Why is this? Doug sights a number of aspects:

• Mindset shift – people will feel you are looking out after them.
• Common way to reset your view ask " Why did you start this business? "
• If you focus on money it will hurt your sales performance. Yes it's a paradox, but it's true
• Businesses pay commissions with the idea that the harder you work, the more you make. But great sellers work hard for reason above and beyond short term commissions.

Peter Drucker said " The purpose of business is to create and keep your customers"

Furthermore Doug believes:

• True performer able to set aside the "me first" inclination.
• Consider that helping people is a moral obligation for you to SOLVE their problems.

CRINGE Solution

Doug then shared his CRINGE method. Consider a product service and solution that you have to cringe to say yes … a whole body solution.

• Customer First – did my customer feel like they won? If they do, they will come back for more business.
• Real Problem – are you solving a "real" problem? Don't assume problems. Put yourself in their shoes.
• Immense Value- in is the solution. Price is what you pay, value is what you get. Ways to differentiate: time, status, ease, money.
• Non-Negotiable – your mindset is complete belief in your solution. You know your customers are better off.
• Good Timing – create good timing, improve your luck, by understanding your customer and they are ready to buy.
• Easy – make it easy to say yes by reducing risk.

Take Action Become more conceptual and strategic in your selling. It's a quicker route to business success. Too many sellers are tactic driven when they should be more conceptual in their selling approach. One tactic to consider is Sales Prevention: don't oversell products in your portfolio that may not help your customers. If they don't love the product it will hurt your next sale. Focus on your long game. How Find Doug Vigliotti You can find Doug on the internet. Look here!

• DouglasVigliotti.com
• groundupSALES.com

• 203.429.4209
• Do you like non-fiction books? Join Doug's Reading List

The Lost Chapter 13

This is the lost chapter to Doug's book mentioned in the podcast. Just for Sales Babble listeners!

SalesBabble.thesalespersonparadox.com

Selling Mindset

Here are other past episodes that focus on the selling mindset beyond the CRINGE method.

• 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
• How to be a Sales Sherpa with the Hyperconnected David Fisher

The post How To Sell With the CRINGE Method from Doug Vigliotti #213 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Sell With the CRINGE Method #213

Douglas Vigliotti is a sales consultant, workshop-speaker, and bestselling author of The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can’t Say No To.  In this book Doug shares how to sell with the CRINGE method, a strategy and mindset of focusing on helping clients, not pus

How To Read A Buyers Personality with Alex Swire-Clark #212 Alex Swire–Clark is a Certified Human Behavior and Sales expert. He uses behavior concepts to unlock the communication potential in sales professionals. In this episode we discuss how to read a buyers personality. Alex is also the host of the Rapport Advantage Podcast, transforming the way leaders build relationships. DISC Profile In our conversation we talked about buyer temperament. One way to discover this is to use the DISC profile personality model: Dominant – big gesture direct goal setters Inspiring – people oriented Supportive – flexible, low drama, easy going Cautious – number and process driven People have a preponderance towards one personality type. However people are a blend of these temperaments. Buying questions during a sale?

Ask these questions dependent on the personality type:

D – WHAT? I – WHO? S – HOW? C – WHY? How to Assess Personality

One way in understanding how to read a buyers personality is to:

• Look at dress
• Look at their office decor
• Evaluate their email style

Selling Process and Focus

Things of note mentioned in the podcast:

• Facts drive rapport with D and C personality types.
• Conversation and sharing drive rapport I and S types. Slower pace for S.
• The blend guides your process
• Majority of people are reserved and people oriented

How To Find Alex Swire-Clark Send an email to [email protected] with the subject line "Sales Babble Coupon" and get 15 % off a $13 assessment !!! FB: https://www.facebook.com/TheRapportAdvantage/ Twitter: @raportpodcast Web: www.rapportadvantage.com LinkedIn: https://www.linkedin.com/in/alex–swire–clark-63a91b14/ 14: Dynamic Sales Refresher – Pat Helmers

In this episode Alex Swire-Clark and Pat discuss some fantastic tips on selling and discusses the SORT method for helping your prospects see the value in what you are offering.

The Rapport Advantage #14 April 10, 2018

Sales Personality Test

Here are past episodes that talk about how to read a buyers personality.

• 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 Read A Buyers Personality with Alex Swire-Clark #212 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Read A Buyers Personality with Alex Swire-Clark #212

Alex Swire–Clark is a Certified Human Behavior and Sales expert. He uses behavior concepts to unlock the communication potential in sales professionals. In this episode we discuss how to read a buyers personality.

Alex is also the host of the Rapport Advantage Podcast, transforming the way leaders build relationsh

Why You're Not Closing Sales #211

In this solo episode Pat talks about the Sideways deal and why you're not closing sales. The reasons for this is not at all what you think.

In fact, it's not so much you can't close a deal. It's more a case of you've not fully qualified the prospect. If you had properly discovered the prospects situation (their pains and desires), you would have noticed the following:

1. They have more pressing issues. Now they may like what you have, but they don't HAVE to have it. They may have more pressing issues at this moment. It's not time to close
2. The seller (YOU) hasn't fully explained the benefits. If you don't frame your product or service in the context of the buyer, you don't have a chance of closing. Focus on the buyers motivations.

Buyer Motivations

Although it changes from business to business, on the whole buyers are motivated by:

• Higher Profit
• Higher Revenue
• Lower Cost
• Higher Quality
• Lower Frustration
• Faster

If you've NOT explained your product or service in this context, you've NOT done your job.

When you take the time to learn the hopes, dreams, pain, suffering and desires of a prospect, you will find out if they NEED what you're selling. This is the thing, if people ache for what you're selling, they will buy.

Focus on prospects that appreciate your solution. Stop wasting time on prospects that will never buy. Use your time efficiently and have lots of prospects in the sales funnel. Work lots of deals and expect each will take time to close. yet with a steady flow of deals, you'll constantly be earning new business.

Past Episodes Mentioned

In this episode we mentioned the following past episodes. Listen today!

How To Qualify Prospects using the Questions Listen here

In this episode you will learn how to use the SORT method for qualifying prospective clients

• Story questions
• Obstacles questions
• Ramification questions
• Transformation questions

Download The SORT Method Exercise to help you create your own custom set of SORT questions.

Five Ways to be a Qualifying Sales Olympian Listen here

Not all athletes can compete in the Olympics, only the very best. To become a participant, athletes must qualify. This qualification generally demands entrants to complete a competition within some time, distance, height, or score. The same thing is true of prospective clients.

Master Your Cold Calling Fear With This 4 Step Script Listen here

Let's walk through the dialogue step by step and explain what's going on. Each statement I made has a reason. Notice that most of them are questions. The entire script is choreographed with the following goals:

1. Connect with the prospect so they agree to have a conversation
2. Discover their pain or desires
3. Assess if they are qualified to buy my products or services
4. Show how my products/services address the problems and desire they just mentioned
5. Get them to agree to a follow up meeting ie. get an appointment.
6. The goal is to set up an appointment and to do this whole call in just a few minutes.

The post Why You're Not Closing Sales #211 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Why You’re Not Closing Sales #211

In this solo episode Pat talks about the Sideways deal and why you’re not closing sales.  The reasons for this is not at all what you think.

In fact, it’s not so much you can’t close a deal. It’s more a case of you’ve not fully qualified the prospect. If you had properly discovered the prospects situation (their pa

Never Hire a Bad Salesperson Again with Chris Croner #210

In this episode we meet Dr. Chris Croner author of the book, Never Hire a Bad Salesperson Again. In his book Chris shares his psychological research and practice in identifying the non-teachable personality traits common to top producing salespeople. Chris has identified this problem by focusing on personality traits. He found that the most important factor for success in sales is a person's Drive – the inner fire that ultimately determines if he or she will thrive or fail. Chris and I discuss his system for identifying salespeople with the Drive to success, helping businesses improve their sales teams while avoid underperformers.

Have a Structure When You Hire

It's important to be process driven in your hiring procedure.Too often hiring managers go with their gut vs a methodical process. The interviewer should be the one to take over the conversation. To make sure you never hire a bad salesperson again, do the following:

• Effective assessment – Focused on persuasion, relationship-skills, organization skills
  • 3 non-teachable skills Chris looks for he calls Drive
    • Need for Achievement – Win for winning sakes
    • Competitiveness
    • Optimism
  • During the resume review – ask the critical questions:
    1. job description,
    2. your rank on a sales team,
    3. what got you to move on to the next position,
    4. if you could have changed 3 things in your past (magic wand) to have motivated you to stay, what would that be?
• Past sales metrics – how much did you sell, how did you compare with your peers

Assessment Questions

One way of finding the true values of a candidate is to force them to pick one attribute over another. Consider the following assessment:

Rank these most like you , somewhat like you and least like you

1. I consider myself a leader
2. I have great relationship skills
3. I am very organized

Other questions that further identifies their character include:

• What kind of sacrifices have you made?
• When were you the most competitive?
• When you you the most upbeat when everyone around you lost hope?

Remember candidates are on the best behavior. If you see ANYTHING wrong, this is bad. DON"T HIRE THEM!

Note people from big companies have infrastructure to help them succeed. Look for sellers of a similar sized company past.

Flatliners: People merely motivated by Money. It doesn't last like those with a Need for Achievement

Looking for a Sales Job?

Be prepared. Make a list of behaviours sales managers would appreciate. Next to each item write down an example of where you've done that in the past. During the interview, use this list to drive the conversation. Make it clear, to your future boss, you have what it takes to knock it out of the park.

How to Find Chris Croner

You can easily find Chris on LinkedIn

Chris' LinkedIn

Chris' Google+

Links to Sales Drive

SalesDrive's Facebook

SalesDrive's LinkedIn

SalesDrive's Twitter

SalesDrive's Google+

SalesDrive's Pinterest

This is the free assessment link mentioned during the interview: https://salesdrive.info/free-trial-request/

How to Manage Sales Teams

This isn't the first time we've talked about sales management. Here are past episodes you need to listen to now!

• Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
• How to Hire a Sales Rep that Hits the Ground Running #174
• The Invisible Sales Organization with Mitch Russo #147
• How To Be Your Customers Hero with Adam Toporek #104
• Strategic Sales Skills from Sales Management Author Ken Thoreson #57
• 6 Simple Steps of a Sales Process: Sales 101

The post Never Hire a Bad Salesperson Again with Chris Croner #210 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Never Hire a Bad Salesperson Again with Chris Croner #210

In this episode we meet Dr. Chris Croner  author of the book,