Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

By Salesman.orgBusinessCareersManagement
Download on the App Store

Selling Made Simple, Salesman Podcast, This Week In Sales, And More... episodes

  • #660: What Salespeople Can STEAL From MARKETERS With Jeff Davis







    Jeff Davis is a marketer with the soul of a sales guy. He helps B2B leaders align their marketing and sales teams to build a Revenue Engine that turns buyers into customers.



    On this episode of The Salesman Podcast we discuss what marketers do well and what processes we should be stealing from them to improve our own sales games.



    Resources:



    * Jeff on Linkedin* Jeffdavis2.com* Book: Create Togetherness: Transform Sales and Marketing to Exceed Modern Buyers’ Expectations and Increase Revenue
    32 min
  • Selling Through COVID (When Prospects Are In A Crisis)







    Sure sales might be tough at the moment but it’s important to remember that your buyers might be in a crisis right now as well.



    By the end of this post you’re going to know exactly how to deal with prospects during this COVID pandemic that is seemingly never ending…



    #1 YOUR MINDSET



    The first thing you need to do to sell prospects during this covid pandemic is to stop for a second and look inward. Are you stressed out right now? Is your job on the line because it’s been tough to get deals done?



    Well if you’re stressed, this will come across in your sales communication with the prospect and derail the conversation.



    Everyone has what are called “mirror neurons” in their brains and they literally mirror the emotions they see.



    If you call a prospect who is currently calm and relaxed, but you’re stressed out… then when they speak with you, their mirror neurons will pick up on this stress, mirror it and they will become stressed too.



    And nobody buys anything when they’re stressed out.



    The stressed buyer will be defensive, they’ll throw objections at you and no sale will move forward.



    So make sure, before you send that email or pick up the phone that you’ve turned down your own emotional state.



    #2 THE ELEPHANT IN THE ROOM



    Everyone gets it. We’re in the midst of a global pandemic that doesn’t seem to want to end.



    So call out the elephant in the room when you speak to your prospects. Say “I appreciate that the world is a different place at the moment…” then carry on with your sales script. 



    Show some empathy and you’ll likely get some in return from your prospect.



    #3 FOCUS ON THE LONGER TERM



    I get it, you have a sales target to hit right now.



    Your sales manager might be standing over your shoulder every day, monitoring what you’re doing, calling you out for not closing enough sales right now…



    But be real. No matter how good at influencing other people you are (and if you want to learn how to become more influential on the phone, click subscribe as we’ve a video coming that cover how to do that)  you can’t out influence the market.



    What I mean by this is that the market, the global economy as decided to cut budgets and hold onto their cash right now.



    This isn’t your middle management prospect playing hardball. These are decisions coming from the C-suite and board of directors downward.



    So if you can’t get deals done right this minute, make sure you’re positioning yourself to be the first to secure budget when the money does start flowing again.



    #4 KEEP YOUR ASKS REASONABLE



    If a prospect had just been attacked by killer bees and they’d just spent 6 weeks in hospital recovering from their injuries…



    You wouldn’t invite them to go and collect honey would you?



    So don’t ask a prospect who is fighting for their own job right now during this pandemic to take risks.



    Don’t make demands from prospects who genuinely has no budget, to magically find it like they can usually do in good economic times.



    Keep your asks from prospects reasonable.



    #5 DON’T STOP SELLING



    I see salespeople going on of two ways during this extended covid pandemic. They either –



    * Push to hard and burn relationships that will deliver revenu...
    8 min
  • How to Be Wildly Successful at Remote Sales







    I’ve been selling our Salesman.org membership to our corporate customers from home for years now and so working remotely isn’t something new to me.



    When I first started remote selling from home though I was a little nervous…



    I thought I was going to feel isolated, unproductive and it was going to effect my selling performance but quite the opposite actually happened!



    So if you’re selling services from home for the first time, don’t fear. I’ve 5 tips that is going to help you perform your best whilst you’re out of the office.



    #1 HAVE A ROUTINE



    I’ve found the most important tip to having success selling from home is to build a robust routine.



    At first when I moved out of our office and started selling from home I’d sit down at my desk at different times of the day, lunch would happen whenever I had a spare minute and there was no boundary between work and the real world.



    This was not sustainable.



    So I implemented a very script routine and I’m still using it until today.



    * Get up 6am, shower and exercise.* At 7am I clean my physical desk and virtual desk (which means emails and documents left open from the previous day).* At 7:30am I start my most important job of the day. The one job that if I make it happen, will have ment today would have been a success.* I then have my lunch, usually a Huel shake, which is a meal replacement powder at 11:30am.* And then I crack on until around 6pm or so when I wrap everything up.



    At this point I do no emails, I don’t go on Linkedin, work literally stops unless I’ve a really damn good reason to check in.



    So the point is, you must have a really solid routine and clear start and stop boundaries for your workday if you’re going to be successful working from home.



    #2 DEDICATED WORKSPACE



    Now I’m lucky because I’ve got a home office and studio to work from. But if you don’t have a dedicated room to work out of, you need to create a designated space to work from and have everyone that you live with agree that it’s yours.



    It could be the breakfast bar in your kitchen. It might even be worth buying a cheap IKEA desk and sticking it at the back of your living room to work from for the time being if you don’t have a workspace in your house or flat at the moment.



    But don’t be trying to work in your bedroom or somewhere else that you can’t control.



    #3 TAKE BREAKS



    When you’re selling in the office your colleagues naturally ask you questions, your boss pulls you into meetings and prospects call you out of the blue.



    All of these distractions stop when you’re working from home in the middle of a global pandemic.



    Therefore, you might find yourself being incredibly productive.



    Which is a good thing right?



    Of course it is but with that added productivity to must take scheduled breaks.



    There’s a big park with a lake 2 minutes from my house and so I make sure to go for a walk around there for 40 minutes each day. I know that when I do this and my mind gets cleared, it almost acts like a reset button for me.



    I can then tackle the second part of my day with more vigour and I get way more done.



    Do make sure you’re taking at least one 30-40 minute break in your workdays at home to reset.



    #4 GET DRESSED
    10 min
  • Cold Emailing Prospects – 5 Phrases To Avoid







    If you’re using cold emails to sell a service and you’re using any of the phrases that I’m going to share with you in this post… Then you’re sabotaging your efforts to get deals done.



    Using these phrases in your cold, prospecting emails is like driving to your prospects office, slapping them in the face…



    Then driving back to the office and sending them an email.



    You’re stopping yourself from getting deals done.



    So lets get into the 5 phrases.



    #1 BUT…



    The first thing you must avoid saying in your cold emails is “I know you’re busy, but…”.



    You may think that you’re being considerate but that word “but” undermines and good intentions that you may have.



    You’re saying, I know you’re in pain BUT I don’t really care.



    Instead, if you know for a fact that your prospect is super busy, pitch them a way to connect that will give them the value of your conversation but with less of a burden of their time.



    So you could say “I know you’re busy right now because it’s the end of the quarter and so I’ve listed 5 ways I can help with your revenue below…”



    #2 JUST…



    Another word to avoid is saying “just”.



    This makes you sound weak. Think about it like this, if you really did have a game changing service to offer your prospect, would you say “I was just hoping to get on the phone with you on Wednesday” or would you say “Does it make sense to jump on the phone on Wednesday?”



    Using the word “just” is passive, it suggests that you’re hoping the prospect will respond to you.



    Instead, be direct, clear and assertive with your messaging.



    #3 SORRY FOR MY PERSISTENCE



    Next don’t say “I’m sorry for my persistence”.



    If you’ve sent more than a couple of follow up emails, then your level of persistence is clear. You lose your authority as soon as you apologise for something that you believe your correct in doing.



    Think of it like this, your doctor wouldn’t apologize for leaving you 2 voicemails and 4 emails to tell you some important new about some recent medical test results would they?



    They know that the service they’re offering is important to you.



    So if you’re apologising all the time for being persistent with your follow up, you need to figure out if you really believe the value that you’re pitching your prospects is real.



    #4 BRAIN PICKING



    Founder, executives, senior management… the people who have the budget that you’re chasing…



    They have an incredible demand for their time at work.



    Why on earth would they give you, an outsider that is trying to take their budget time to “pick their brains?” when they don’t have enough time to get their own work done?



    Never ask if you can “just pick someone’s brains”. It’s overused, vague and no productive person is going to respond to it.



    #5 A MOMENT?



    Similarly never ask for someone to respond “when they have a moment…”. You need to be clear and assertive with your requests otherwise your prospects will not take action on them.



    You need to make it easy for a prospect to reply to you without thinking.



    I like to write –



    “Does it make sense to do X? If so lets do it on Wednesday this week”.



    8 min
  • How To Build Rapport In Online Meetings With Prospects

    Have you ever sat in an online meeting with a potential customer and thought things felt awkward?



    I’ve been selling our Salesman.org sales training product to sales leaders, via mainly Skype video calls for years now and all of my meetings seemed awkward at first… until I figured a few things out.



    Your online meetings feel awkward because you don’t have the same level of rapport with your prospect on video chat that you do in person.



    There is no human contact with a handshake, it’s difficult for the person you’re meeting with to have eye contact with you and a lot of the body language cues we usually see aren’t always visible in an online video chat.



    So in this video I’m going to explain 5 ways you can build instant report in sales to make them feel less awkward which will in turn help you get more deals done.



    What is rapport?



    First let’s very briefly look at what we’re trying to achieve with our online meetings. For a deal to get done, the buyer needs to have a trust with you. This is no different when you’re attempting to build rapport in sales as it is when you’re trying to meet someone new at a singles bar.



    A lack of trust is like having a roadblock in the way of the sale progressing. With no trust your buyers might listen to your sales pitches but they’ll never get past a certain part of the sales process.



    Now, your buyers doesn’t have to be your best friend but they do need to trust that you can deliver on the promises you make them.



    Another way of defining trust is to us the word “rapport”.



    Rapport can be described as two people having “mutual attentiveness”. Mutual attentiveness means that both people are both focused on and interested in the opportunities that each other can give them. In a selling scenario, these opportunities are the money in your buyers pocket, and your service to the buyers organization.



    So now that we know why we want to build rapport (to get deals done) and what rapport is, let’s look at 5 ways we can engineer an increase of rapport over an online meeting.



    #1 Look at the camera



    This may seem simple but to build rapport fast in an online meeting you should look directly into your WebCam, rather than at the screen and the person you’re speaking with.



    The subtle shift in your eyes looking down at the screen rather than the WebCam can leave a tangible level of disconnect between you and the person you’re engaging with.



    Once the conversation is on the way you can then start to look at the individuals WebCam feed but for the first minute of your online meetings look directly into the camera.



    That little black dot above your screen on your laptop is a hole into your buyers sole.



    #2 Body language



    Next, double down on your body language.



    Salespeople often learn how they can use their body language to influence potential customers when they engage with them in person but for some reason this goes out of the window on an online video call.



    Here are a few basic principles for you –




    * When the buyer is saying something that is moving them towards the sale, lean in towards the camera and smile to encourage...
    10 min
  • #658 – DANGER! How To Sell To The Buying Brain With Felix Cao







    Felix Cao is the founder of Happy Buying Brain and has been featured in top media outlets, such as The Huffington Post and Adweek.



    With a background in biological science and psychology, Felix is able to combine business success with 15+ years of marketing experience to deliver business transforming strategies that speaks to the primal part of buyers brains.



    On this episode of The Salesman Podcast Felix shares how we can sell directly into the primal brain and the benefits of doing so.



    Resources:



    * Felix on Linkedin* HappyBuyingBrain.com




    28 min
  • #656: How To Grow Your Accounts In The “New Economy” With Mark Donnolo


    https://www.youtube.com/watch?v=i6sWjLnWxQ8&feature=youtu.be




    Mark Donnolo is founder and managing partner of SalesGlobe. He is the author of the books Quotas! , The Innovative Sale and Essential Account Planning.



    On this episode of The Salesman Podcast Mark shares the step by steps to growing your accounts in the current “new economy” that we’re all trying to sell into.



    Resources:




    * Salesglobe.com
    * Mark on Linkedin
    * Book: Quotas!: Design Thinking to Solve Your Biggest Sales Challenge
    * A day in the life of an account executive




     
    34 min
  • #655: The Worlds Cheapest, Most Persuasive Sales Tool… With Mark Edwards







    Mark Edwards is the managing director and resident whiteboard maestro at Whiteboard Strategies. Mark has over 30 years experience in the corporate world – the last 20 of which have seen him involved in the training of tens of thousands of business professionals.



    His unique approach to sales presentations and training has earned Whiteboard Strategies fans and customers in some of the world’s leading businesses.



    On this episode of The Salesman Podcast Mark shares why the whiteboard is the worlds cheapest but most persuasive sales tool.



    Resources:



    * WhiteboardStrategies.co.uk* Mark on Linkedin
    45 min

About Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

From the publisher's feed

The Salesman.org podcast feed gives you the worlds best sales content.

Salesman Podcast – The Salesman Podcast is the worlds most…