What sets the good apart from the great in the fast-paced world of sales?

Could it be the mindset with which we tackle both triumphs and setbacks?

This final episode of the mini series we navigate the ever-evolving sales landscape where buyer expectations, innovative tools, and fierce competition redefine the game.

At the heart of our discussion is the final component of my book "Ethical Selling"—the importance of learning and growth.

Top salespeople understand that success is a journey, not a destination, and to remain effective, they must embrace continuous learning.

We unpack the concept of a growth mindset, introduced by Dr. Carol Dweck, and discuss how embracing challenges, seeking feedback, and learning from experiences are crucial for staying ahead in today's fast-paced world.

Listen in as we highlight the power of reflection as a tool for personal and professional growth.

By revisiting past experiences—both successes and failures—we can identify what worked, what didn’t, and what we can do differently next time.

This reflective practice is straightforward yet powerful, enabling us to continually improve and thrive.

We contrast this with a fixed mindset, where abilities are seen as unchangeable, and setbacks are perceived as personal failings.

Embrace the growth mindset to rise above the rest and harness every challenge as an opportunity for improvement.

This episode is packed with insights to help you stay resilient, relevant, and on the path to success.

Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

Ever wondered how to secure a deal without compromising your integrity or relationships?

In today’s episode on the Sales Today podcast we unravel the secrets of adaptive negotiation that goes beyond the old-school notion of win-lose tactics.

This episode is your guide to mastering negotiation skills that are both ethical and effective, ensuring win-win outcomes that build trust and long-term partnerships.

I share how tapping into the power of flexibility and understanding customer goals can lead to better offers and repeated business.

Through enhanced listening and questioning techniques, learn how to identify tradable variables and establish clear walkaway points, all while maintaining a collaborative mindset.

Continuous growth is key in staying ahead of the competition and the need for ongoing learning to maintain that competitive edge.

Explore strategies that encourage ethical selling practices and keep sales professionals relevant in today's fast-paced market.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Adaptive Negotiation for Win-Win Outcomes

Adaptive negotiation in ethical selling involves win-win outcomes, flexibility, preparation, and understanding customer needs.

(0:14:29) - Continuous Sales Growth Strategies

Continuous learning and ethical selling practices are crucial for top salespeople to stay competitive and relevant in the market.

Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

Can you imagine transforming your sales strategy from transactional to truly collaborative?

On this fifth episode of the Sales Today mini series, I share how adopting a partnership mindset can revolutionise your sales approach.

Building upon the core themes of my book, "Ethical Selling," we unpack the significance of shifting from 'me' to 'we,' and why buyers in complex B2B environments seek partners rather than mere vendors.

Discover how fostering relationships based on trust, understanding, and mutual success not only secures long-term achievements but also makes you an indispensable part of your client's journey.

We uncover the art of co-creating solutions that align with clients' long-term goals, enhancing your value as a sense-maker.

With insights drawn from over two decades of experience, this conversation is filled with practical advice on how to act like a partner and enhance your sales effectiveness.

Whether you're aiming for upsell opportunities or looking to solidify renewals, learn how collaboration can be your key to unlocking potential and creating lasting business success.

Step into the future of sales and see how thinking and acting like a partner can elevate your impact in the sales world.

Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

Is decision-making as a buyer really as easy as it seems?

Today, I address the challenges buyers face in our VUCA world—Volatility, Uncertainty, Complexity, and Ambiguity.

This episode is a leg of our journey through the ethical selling terrain, inspired by my book "Ethical Selling." We're diving into how sales professionals can step away from the shadows of fear-based tactics and embrace a more enlightened approach that builds trust and empowers customers.

Think of us as guides on a hike, illuminating the way with clarity and confidence, leaving the ultimate choice to our customers.

In this discussion, I highlight the pivotal role of the ethical seller in crafting a secure and informed buying experience.

We'll explore the importance of giving customers the right information to make confident decisions, free from the pressures of manipulation.

The goal is to differentiate as a modern, professional salesperson by simplifying complexities and fostering long-term relationships built on trust.

Tune in to learn how to become a sense-maker in the sales process, guiding clients through options without making the choice for them, and ensuring that decisions are not just momentary but lasting and fulfilling.

.Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

Ever wondered why the price conversation dominates your sales meetings?

In this third episode of the mini series I discuss the mystery of how a value-centric approach can transform your sales strategy.

Shifting the focus from cost to value isn't just smart - it's essential in today's saturated market. 

I share actionable strategies to help you become a partner in your customer's journey, rather than just another vendor.

Discover the power of understanding customer outcomes, communicating in their language, and using tools like ROI calculators to paint a vivid picture of your solution's impact.

Plus, hear the inspiring story of a sales team that ditched the product pitch and embraced customer outcomes, proving just how powerful this approach can be.

I also dive into the heart of ethical selling, revealing how to empower customers to make confident, pressure-free decisions.

It's not solely about closing the deal; it's about building trust and creating a supportive environment where customers feel assured in their choices.

.Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

In this second solo episode of the Sales Today Ethical Model mini series, I explore the crucial role of transparency and integrity in ethical selling.

Drawing insights from my book, Ethical Selling, I break down the foundational elements of building trust in sales relationships.

Discover how honesty about product strengths and limitations, coupled with staying true to one's moral compass, can transform business interactions.

Imagine a world where sales professionals prioritise trust over quick wins - where transparency and integrity guide every transaction, ultimately leading to stronger, lasting customer relationships.

I share the insightful trust equation from the esteemed book, The Trusted Advisor, authored by three Harvard Business professors. This equation sheds light on the mechanics of trust, emphasising credibility, reliability, and intimacy, while cautioning against self-orientation.

This episode is a call to action for sales professionals to focus on doing the right thing for customers, ensuring that ethical practices are at the heart of every successful sale

.Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

This week on the Sales Today podcast I kick off a solo series dedicated to exploring the ethical model at the heart of my book, Ethical Selling.

This episode focuses on the power of empathetic communication in sales. We discuss why empathy isn't just a nice-to-have but an essential tool for understanding customers on a deeper level, enabling us to listen first and sell second.

By being detectives of emotions, we can build trust and uncover the real drivers behind customer decisions, leading to more meaningful and effective sales conversations.

Tune in as we explore practical strategies for incorporating empathy into your communication, such as active listening and asking meaningful questions.

I share insights on the importance of truly focusing on what customers say - and what they don’t say—using the two-to-one communication ratio.

By leveraging not only your ears but also your eyes and feet to observe and understand customers' environments and perspectives, you can enhance your ability to engage with them empathetically.

Links and Resources:

• Get a copy of my Book: Ethical Selling on Amazon
• Collaborative Selling Scorecard: Take the Free Assessment
• Connect with Fred: LinkedIn Profile
• Watch this episode: Watch on YouTube

What happens when the discipline of an endurance athlete meets the dynamic world of sales?

Join me as I sit down with Jakob Thusgaard, founder of YourSales, who shares his journey from sporty ambitions to actionable habits, fuelled by revelations from "Atomic Habits."

Discover how he transformed his fitness routine by setting realistic goals and celebrating small victories, and how these principles can revolutionise your approach to sales.

Our conversation unpacks the power of consistent, incremental progress and the parallels between personal growth and professional achievements in sales.

As sales roles continue to evolve, Jakob and I address the implications of specialised roles like sales development representatives and account executives.

We delve into the potential pitfalls of compartmentalisation and emphasise the strength found in mastering the full sales funnel independently.

Through personal anecdotes, we reflect on the narratives we create about our roles and remind early-stage salespeople about the risks of rushing promotions before they’re ready.

Our insights aim to cultivate self-awareness and prepare sales professionals for sustainable success.

Finally, we explore why loving the core activity of your profession can make all the difference.

We discuss how passion for the craft, not just the product, fuels long-term success and ethical practice.

By finding purpose in both the exciting and mundane aspects of sales, professionals can achieve greater happiness and integrity in their careers.

Listen in as we underscore the importance of alignment and integrity, offering a roadmap for lasting fulfilment in the sales field.

Connect with Us:

Guest:

Jakob Thusgaard - https://www.linkedin.com/in/thusgaard/

Website: https://yoursales.com/

Host: Fred Copestake  - https://linktr.ee/fredcopestake

Take the  Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/1mkLqLCErCM

In today’s episode I am joined by Charli Hunt, the innovative founder of Lime One, to delve into the nuanced world of LinkedIn.

The conversation offers valuable insights into overcoming common pitfalls like "pitch slapping" and highlights strategies for authentic engagement and effective outreach on the platform.

Key Topics Discussed:

• Understanding "Pitch Slapping" on LinkedIn (0:00:00 - 0:08:31): Charli explains the detrimental practice of "pitch slapping," where users send unsolicited sales pitches immediately after connecting. The discussion highlights how this approach can harm genuine professional relationships and the importance of engaging authentically to stand out in the B2B landscape.

• Strategic Engagement and Value Creation (0:08:31 - 0:20:32): Explore the art of engagement on LinkedIn, with tips on building a community through thoughtful interaction with posts from industry leaders. Learn how to balance value-driven content with promotional messages to boost visibility and enhance professional reputation.

• Evolving Outreach Strategies (0:20:32 - 0:25:59): We reflect on the declining effectiveness of cold emails and discuss personalised outreach techniques on LinkedIn. Discover the potential of personalised video messages and the importance of creative persistence in capturing and maintaining attention.

• Effective Engagement Without Solicitation (0:25:59 - 0:34:00): Learn about the pitfalls of seeking engagement through direct messages and the significance of creating compelling content that naturally attracts interaction. Charli emphasises personalising content to resonate with specific audiences and the value of genuine interactions over artificial engagement.

Key Takeaways:

• Avoid "Pitch Slapping": Build relationships before attempting to sell, and focus on authentic engagement to create meaningful connections.

• Engage Thoughtfully: Interact with others' content to boost visibility and foster a sense of community, rather than just gaining followers.

• Personalise Outreach: Utilize personalized approaches like video messages to stand out in a crowded digital landscape.

• Value-Driven Content: Balance informative content with promotional posts to effectively communicate your services while providing value.

About Our Guest:

Charli Hunt is the founder of Lime One, a LinkedIn tool designed to help professionals transition connections from LinkedIn into actionable sales opportunities.

With a focus on authentic engagement, Charli provides training and insights to enhance LinkedIn strategies.

Connect with Us:

Guest:

Charli Hunt - https://www.linkedin.com/in/charli-hunt/

Website:  https://thelime.one/

Host: Fred Copestake  - https://linktr.ee/fredcopestake

Take the  Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/JfSHhHcjt48

Veteran sales coach and founder of Human Aligned Selling, Steve Myers, joins us for a transformative conversation on the evolution of sales strategies over his impressive 42-year career. 

With Steve's invaluable insights, we explore how the internet and technology have shifted the salesperson's role from a product-focused expert to a master of human connection.

Our discussion underscores the enduring significance of emotional intelligence in sales success, stressing that while product knowledge is essential, the ability to connect personally with clients is the key differentiator in today's marketplace.

We also tackle the intriguing topic of AI in sales, highlighting its limitations in building trust and fostering genuine relationships.

We dive into the transition from feature-based to solution-based selling, illustrating how truly understanding clients' emotional and behavioural needs can be a game-changer.

Sharing personal experiences, we discuss practical tools like NLP and improv that can enhance communication skills, pushing sales professionals to continually learn and adapt to maintain their edge in this competitive field.

Our conversation takes a thoughtful turn as we examine the concept of equal business stature in client interactions.

We emphasise the importance of creating partnerships where both parties appreciate each other's time and expertise, encouraging salespeople to shift their mindset from subservient to collaborative.

Loved this episode? Take a moment to rate and review the podcast. Don't forget to check out the Collaborative Selling Scorecard (link below) to see how your sales approach measures up in today's ever-changing environment!

-------- EPISODE CHAPTERS ---------

(00:00) - The Evolution of Sales Strategies

(15:09) - Building Emotional Connections in Sales

(30:53) - Establishing Equal Business Stature in Sales

Connect with Steve - https://www.linkedin.com/in/stevemyers0/

Follow me

https://linktr.ee/fredcopestake

Take the  Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/iwclMvo_i3Q