On this “update” episode of the show, I’m sharing the behind the scenes of what’s going on with the Salesman Podcast and more. We cover –

* The launch of the SalesSchool

* Industry Hero our new personal branding service

* The hunt for new office space

* Where you can grab your copy of Salesman Magazine

* And much more :)

You might not learn any sales skills on this episode but if you’d like to know more about what we’re working on then this one will be an eye-opener.

Audio Podcast:

 

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Dr. Robert Glover, author of “No More Mr. Nice Guy: A Proven Plan For Getting What You Want in Love, Sex and Life” and is an internationally recognized authority on the Nice Guy Syndrome.

On this episode of The Salesman Podcast Robert explains what nice guy syndrome is and Will shares his nice guy past.

 

Video Podcast:

Audio Podcast:

 

Resources mentioned:

* No More Mr. Nice Guy: A Proven Plan For Getting What You Want in Love, Sex and Life

* DrGlover.com

* Robert on Linkedin

 

Transcript:

[zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]

ENJOY THIS EPISODE? Why not leave us an iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

Click here for a step by step guide to leaving a review.

 

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Mark Donnolo is founder and managing partner of SalesGlobe. He is the author of the books The Innovative Sale, What Your CEO Needs to Know About Sales Compensation,and Essential Account Planning.

On this episode Mark explains the steps we need to put in place to win the largest deals of our lives.

 

Video Podcast:

Audio Podcast:

 

Transcript:

[zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]

ENJOY THIS EPISODE? Why not leave us an iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

Click here for a step by step guide to leaving a review.

 

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Daniel Guaragna is the founder of REDA sales university and here are his top 5 tips on breaking through the fear of selling.

 

Video Podcast:

Audio Podcast:

 

Transcript:

[zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]

ENJOY THIS EPISODE? Why not leave us an iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

Click here for a step by step guide to leaving a review.

 

Want to know the exact social selling training you need to implement right now to win in B2B sales?

Keep scrolling as we’ve one of the worlds leading experts on the matter laying out his sales playbook…

Daniel Disney is a sales expert on a mission to help everyone working in sales learn how to successfully sell on social media.

I’ve laid out Dan’s most important and actionable suggestions below the video.

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Social Selling Training Isn’t Just Useful, It’s Essential

Dan believes now is the time that everyone should be jumping into the world of social selling –“In my honest opinion I don’t think that there is anyone that shouldn’t be using social media”.

There is plenty of data on this too. Social Sellers are 51% more likely to hit their sales quota, they attract 45% more opportunities and outsell their non social selling counterparts by 78% according to LinkedIn.

Start More Conversations

The biggest misconception about social selling is that it’s all about liking, sharing and promoting other peoples content. This alone will have zero effect on you smashing your sales target right.

We’re living in the golden age of B2B selling because for the first time in history we can literally strike up a conversation with almost anyone.

This is why social selling is so powerful and Dan agrees – “The biggest thing that people just are not doing right now is just starting conversations”.

The goal here is to proactively start up conversations that are not cold.

When you cold call an individual, you’re interrupting them and you’re taking up their time before they’ve agreed to spend it with you. You’re pissing them off 9 times out of 10!

That is why I don’t share my mobile number with anyone that I’m not already doing business with. If I’m doing that, I’d bet that anyone with significant budget that you’re trying to sell to will be doing the same in the near future.

The beauty of social media is that our prospects are already out there, having public conversations and all we have to do is join in.

It’s an incredible time to work in sales IF you’ve had a little social selling training. This podcast episode will give you the 20% that will make the 80% of the difference in your game so watch that before you buy a digital selling course or invest in some nonsense social selling certification.

How To Start Sales Conversations On Social

Dan uses the acronym “SALES” to outline the process of having engaging, relationship building conversations over social media.

1) Solve Problems

Your potential customers are not looking for a new Facebook friend or someone to swap cat photos with. They’re looking for people who can solve their business problems.

If you’ve been selling for any amount of time you have a unique and fascinating skill set. This coupled with your domain knowledge in a very specific industry vertical means that you’re perfectly set up to solve prob...

Want to know the science behind making an impactful first impression?

Prof. Alexander Todorov is a world leading professor of psychology at Princeton University and he shares why you only get one chance to make a first impression in business on this episode of the podcast.

I’ve laid out the most important and actionable suggestions below the video.

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They are Automatic

First impressions are automatic. They’re unconsciously made which means that they are either a tool to instantly increase the level of rapport you have with a potential customer or they are putting you at an incredible disadvantage.

Prof. Todorov shares that we make all kind of consequential judgements about others such as “whether the person is trustworthy, competent, aggressive and so on” way before our conscious mind actually thinks about the person they are stood in front of.

We are programmed this way so that we can easily “figure out the intentions of others”. Essentially, so we can get a good grasp of whether someone is going to hit us over the head with a stick and take all our stuff, without having to sit down and have a conversation with them.

You Only Get One Chance To Make A First Impression

Studies have shown that once an individual has made a first impression, they filter every activity from that person through their assumptions.

They’re looking for things you do or traits you have to confirm their predictions, rather than justify if it was correct or not in the first place. They have a heavy bias towards being right rather than objectively testing assumptions.

This is why it’s so important to make a good first impression in business as it can be very hard to recover from a negative one.

Late for your first sales meeting? You’ll be known as the “late dude”.

Brought doughnuts in to butter the customer up? They’ll be expecting doughnuts the next time too.

You were actually surprisingly professional and helpful? Their secretary will book appointments in the diary whenever it suits you.

How To Make A Better First Impression

There are three main indicators the prospect is looking out for when they first set eyes on us. They are –

* Status – Are we high or low status? Should they be grateful we’re spending time with them as some of it might rub off? Or should they get us out of their office as soon as possible as we’re making them look bad?

* Danger – Are we twice their size and could rip their heads off in an instant? Or are we small, weak and no physical threat?

* Ability to help – Can they help me to get to where I want to go? And will they help me solve my problems?

With each of these variables, the person is making an initial impression to see if they should be relaxed, run away or get ready to fight us.

In a business context there is clearly only one goal here, we want our prospect to relax, trust us and open up.

Get It Right The First Time

Instantaneously,  potential customers are judging you when you walk into a room. This is why you only get one chance to make a first impression, as they only have one opportunity to make a snap judgement about you.

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Phil M Jones is a world leading business speaker and influence expert. On this episode of The Salesman Podcast Phil explains why what you say and how you say it are equally as powerful at influencing others.

 

Video Podcast:

 

Audio Podcast:

 

Resources mentioned:

* FREE SalesSchool Workshop – Master Your Non-Verbal Superpowers

* PhilMJones.com

* @philmjonesuk

* Book: Exactly What to Say: The Magic Words for Influence and Impact

* Phil on Linkedin

 

Transcript:

[zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]

ENJOY THIS EPISODE? Why not leave us an iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

Click here for a step by step guide to leaving a review.

 

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Knowing the specific people, or “personas” that you need to engage with to win a large B2B deal is clearly important. In this #SalesLegends episode 5 of the wolds top business experts share their thoughts on who are the most important personas to look out for.

 

Video Podcast:

 

Audio Podcast:

 

Transcript:

[zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]

ENJOY THIS EPISODE? Why not leave us an iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

 

Click here for a step by step guide to leaving a review.

 

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Identifying the key decision maker is EVERYTHING in B2B sales. In this #SalesLegends episode of The Salesman Podcast, 5 of the worlds top experts share how they do just that.

 

Video Podcast:

 

Audio Podcast:

 

Transcript:

[zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]

ENJOY THIS EPISODE? Why not leave us an iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

Click here for a step by step guide to leaving a review.

 

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Professor John Kay is a British economist and author. He is a visiting Professor of Economics at the London School of Economics and has been a fellow of St John’s College, Oxford, since 1970.

On this episode of The Salesman Podcast John shares the first steps to becoming genuinely wealthy via investing your sales commissions into your future.

 

Video Podcast:

 

Audio Podcast:

 

Resources mentioned:

* JohnKay.com

* John on Wikipedia

* Book: The Long and the Short of It: A guide to finance and investment for normally intelligent people who aren’t in the industry

 

Transcript:

[zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]

ENJOY THIS EPISODE? Why not leave us an iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

 

Click here for a step by step guide to leaving a review.