Sales Babble

Selling from the H.A.R.T. with Mega Cindy Vranken #143

In this episode we meet sales coach and consultant mega Cindy Vranken. Cindy believes that the foundation of selling success is built on the intention of serving and helping people.  It’s what she calls, selling with H.A.R.T.

Mindset of Selling from the H.A.R.T.

Sales should focus on helping people vs closing a deal.  That’s how Cindy found success with  selling from the H.A.R.T. It’s an acronym that stands for….

H – Helping people find a problem and a solution.  She puts in her mind, I’m helping my customer.

H – Helping the customer make a buying decision

A – Authenticity – people buy people you may not be able to help everyone

R – Regular Follow Up with your Customers – 5-8 times either in person, phone call, voice mail, email etc…..

T – Take the time to build a relationship – with loyal clients they will continue to do business with you and not leave merely on price. If you can build trust, get them to see you as a partner.

Take Action Today

Tip: Don’t be pushy, follow up with the intention of helping people. Connect heart to heart.   If you do this they will feel it. Don’t call with the intention of closing the deal.

Tip: When asking questions, make a connection so the buying decision is emotional, not mental.

How To Find Cindy Vranken

You can find Cindy in Social Media and learn selling from the H.A.R.T.:

* https://www.facebook.com/cindy.vranken

* https://www.facebook.com/MegaCindySales

* @CindyVranken on Twitter

* https://www.linkedin.com/in/cindyvranken

Here is Mega-Cindys-4-step-objection-handling-technique

Entrepreneurial Mindset

Here are some other episodes that discuss the power of having the right mindset. Listen to them today!

* Lose Your Ego Gain The World with Todd Lemense #139

* Location Independent Business Essentials with Dan O’Donnell #138

* What Startups Need to Know about Business Development with Tim Allen #119

* 5 Habits of Successful Sales People with Kingsley Grant #117

* How to Deal With Racism in Sales with Duane Draughon #115

* All Entrepreneurs are in Sales with Derin Alemli #110

* How to Make a NO Feel as Good as a Yes with Michele Moreno

Myths on Social Selling with  Mark Hunter

In this episode we meet Mark Hunter the author of the new book High Profit Selling.  Mark discusses the myths on social selling and practical things you can do to get social and connect deeply with a half dozen prospects and close them. Mark is a master at prospecting with a wealth of advice.

Skeptical on Social Selling?

The myths on Social Selling is built on first creating content, publishing it and then waiting for leads to flow into your sales funnel. Mark famously says, “You can’t eat click and likes.”  So true!

High profit sales is about connecting one-on-one with a few prospects. It’s more productive to work a few qualified prospects versus a hundred leads. Mark made some important points debunking the myths on social selling:

* Your passion must be to help others see and achieve what they didn’t think was possible. That was the theme of last weeks episode when we talked about how master sellers have HEAT.  H is Helpful.

* Your job is to bring prospects information they can’t find on the internet. If they can find it online, they don’t need you.  Your buyers need an advocate.

* If you can get prospects to say “That’s a good question” you’re on the right track to connecting. Every conversation with a prospect must add value.

* Few sellers have the fortitude to keep following up. Trying once or twice is not enough. People are busy, keep calling and sharing that you have some insights you think can help their business.

* Use voice mail to share your message. Consider each voice mail a billboard. You only have a few seconds of their time to get your message across. When they are ready, they’ll connect.

Mark said it doesn’t matter what you sell, what matters is your desire to help. This is a reoccurring mantra here at Sales Babble.

Cold Call Script

Mark shared a great non-pushy cold call script:

Hi Pat, this is Mark Hunter. I have some great insights on what’s happening next year in Chicago in the business community. Give me a buzz 4024452110 Mark Hunter 4024452110. Thanks. 

Where To Find Mark Hunter

You can find Mark and his books here:

* The Sales Hunter website  Go here to get a copy of his free eBook

* https://twitter.com/TheSalesHunter

* https://www.linkedin.com/in/markhunter

* https://www.facebook.com/TheSalesHunter

* High Profit Prospecting  This is his recently published book, number one on Amazon.

How to Prospect and Generate Leads Using Social Selling

As mentioned in the podcast, Social Selling has been a hot topic for quite some time. Here are some episodes that can help you better leverage social media and connect with prospects.

* 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...

Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141

Today we meet Heather Ann Havenwood,  a gifted sales professional and coach who has mastered persuasion and the skills of assertive selling. In this episode we dig into the power of emotion when selling, and things you can do to avoid being aggressive, yet still influence and close a sale.  Persuasion and influence are hot topics.  I like to think of Sales Babble as a conversation in a Starbucks, and this episode nails the title today.

Focus When Selling

We talked at length on the selling process, what to avoid and what to embrace. This includes:

* The beginning and ending of the sale are key to influence

* People are naturally defensive, expect it and accept the situation.

* People buy from people, you need to sell prospects on you first. This is the first step of persuasion.

* Listen to what the prospect is saying, often that’s all you need to close.

* Confusion never sells so it’s best to focus on one offer.

* On a one call close, lead people by the hand when buying.

On a complex sale never leave the meeting without a next step.

How To Find Heather Ann Havenwood

You can learn more about influence and persuasion from Heather Ann here:

* To get a copy of Sexy Boss audio book and get Three Free chapters

* In the USA text the word “heather” to 72000

* Outside of the USA go to the website, sexybossinc.com and enter your email

* Website:   http://www.HeatherHavenwood.com

* Twitter @hhavenwood

* Facebook Facebook.com/HeatherHavenwood

* LinkedIn: https://www.linkedin.com/in/heatherannd

Join the Sales Babble Facebook Group

Go here to join the Sales Babble Facebook group to work on your persuasion and influence skills.

https://www.facebook.com/groups/salesbabble/

Post Black Friday Sale

Start selling with confidence today with the Sales Babble online class. Only $49 this week!

Learn more here!

 

Four Skills You Need For Sales Success – HEAT

In this solo episode  Pat Helmers shares the four sales skills for sales success.  Selling is not about being outgoing and pushy. It’s about having HEAT:  

 

* Helpful

* Emotionally Intelligent (Empathetic)

* Astute

* Tenacious

Sales Success Skills and Links

Here are the attributes and skills for sales success mentioned in the podcast. Note the links that reference previous episodes and posts made here on Sales Babble. With these four attributes, you’ll have a fresh mindset on how to approach customers and provide value.  And you’ll do so in a natural an efficient way to work your skills for sales success.

Helpful

By taking the mindset of being helpful, it’s easier to promote what you have. But only if you’re certain you can help. You’re not trying to sell them, you’re trying to lend a hand.

 

In this situation you ask a number of questions: What’s going on? What’s the problem? Is there something I can do? How can I help? Not a mindset of being pushy, but being helpful.

Emotionally Intelligent (Empathetic)

Skilled entrepreneurs are able to pick up social cues. They can read body language in ways words don’t convey. Being able to read people, depends on your ability to listen, look, and understand.  It’s easier to understand what your prospective client is saying by paying close attention. Master sellers are empathetic to the troubles their customers have, and it shows. 

The best way to know what your customer thinks, is to ask and truly LISTEN. None of us are mind readers. Never assume you know what a prospect is thinking. Ask  for honest feedback, and listen how they answer.

Astute

Smart sellers are able to connect the dots. They take random facts, find patterns, and then understand how to take this situation and turn it to their advantage.Buyers are often confused by the event in their lives. They know they are experiencing pain, but unsure where it stems. It’s important you that understand your ideal client better than they know themselves. Once you understand the troubles they have in their lives, you can provide relief.

An astute entrepreneur never leads with a solution. But they do walk their clients through a conversation. If done masterfully, it’s a conversation that concludes with a solution the startup offers. Always be  patient when selling letting buyers come to a realization on their own schedule.

Tenacious

Entrepreneurs do not give up. They work deals until done. Tenacity is the ability to not quit and stick with the deal, win or lose. This requires you to become organized and detail oriented. building new daily habits centered around CRM software. With a little discipline, you too can become the organized Seller.

Most likely your competition is terrible at following up. Most sellers don’t follow up more than twice. This is where you can beat them.

Follow ­up, follow ­up, follow ­up!

Four Skills For Sales Success – HEAT

Productivity Guide

This is the productivity guide Lian Austin is sharing in preparation of his December Summit. Stop wasting time!