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

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

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

  • #653: How To Close BIG SALES (Whilst “Selling In Place”)







    Tom Searcy is a nationally recognized author, speaker, and the foremost expert in large account sales. His methods of unlocking explosive growth were developed through years of real-world success.



    On this episode of The Salesman Podcast Tom shares what “selling in place” means and how we can close big sales during this period of economic uncertainty.



    Resources:



    * HuntBigSales.com* “How to sell in place” ebook/training* Tom on Linkedin




    40 min
  • #652: Up-Sell Your Current Customers And Hit Quota During The Pandemic! With Tim Riesterer







    Tim Riesterer is Chief Strategy Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product development.



    On this episode of The Salesman Podcast Tim shares why up-selling your current customers is the best way to hit quota during the pandemic.



    Resources:



    * Book: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers* CorporateVisions.com* Tim on Linkedin
    37 min
  • #651: Why The Lock Down Is Your Best Opportunity For Sales Training With Matthew Pollard







    Matthew Pollard is an internationally-recognized consultant, speaker, blogger, author, mentor, coach, and serial entrepreneur with five multi-million dollar business success stories under his belt, all before the age of 30.



    On this episode of The Salesman Podcast Matthew is sharing why right now is the best time in your entire selling career to get in some sales training.



    Resources:



    * Book: The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone* MatthewPollard.com* Matthew on Linkedin




    41 min
  • #650: A Mind For Sales: Habits And Strategies To Sell In The Current Economic Uncertainty With Mark Hunter







    Mark Hunter is the best selling author of “A Mind for Sales: Daily Habits and Practical Strategies for Sales Success” and a sales training expert.



    On today’s episode of The Salesman Podcast Mark shares what we should be doing to train our mindsets to become more resilient during this corona virus pandemic so that we can continue to get deals done.



    Resources:



    * Book: A Mind for Sales: Daily Habits and Practical Strategies for Sales Success* TheSalesHunter.com * @TheSalesHunter* Mark on Linkedin
    27 min
  • How To Handle COVID-19 Sales Objections







    We’re going to get into dealing with COVID 19- sales and price objections in this episode but first…



    Don’t stop selling! Deals are still happening. Your job is on the line if you’re not seen to be generating revenue right now. So keep on selling #SalesNation!



    We’re still getting deals done at Salesman.org. Last week we closed and started delivering on the second biggest corporate training program we’ve ever done.  Deals are still happening.



    Now with that said, I’ve no doubt that when you’re speaking
    with potential customers you’re getting all kinds of objections about the
    COVID-19 pandemic.



    So in this video I’m going to share how you can overcome any COVID-19 buying objection and continue to thrive in sales.



    When you get a “I can’t buy because of COVID-19” objection. You need to reframe it.



    The process of reframing is when you change the window that
    people see the world out of. Let me show you this visually…



    From the example on the whiteboard. Person 1 at the top has
    a narrow frame. They don’t see much through their window other than what is
    right in front of them. Even though this person logically knows that there are
    other unexplored possibilities around them.



    Now person two on the other hand is open to expanding their
    frame of the world. They now see both the chump change that was right in front
    of them and also the opportunity to make some serious cash in this market too.
    This opportunity was there all along but they didn’t see it before their frame
    widened.



    So your goal when prospects give you COVID-19 objections is
    to widen their frame so they can see both opportunity alongside the threats
    they’re focused on.



    I went through a moment of frame expansion a few months ago.
    I was selling our Salesman.org membership to individuals. I love helping
    individual salespeople become wildly motivated and destroy their sales quotas.
    That’s why we build the Salesman.org platform int he first place.



    It wasn’t until a listener of the Salesman Podcast who
    happened to be a sales leader in a large organisation asked if they could buy
    Salesman.org it for their entire sales team that my frame changed. II realised
    that there was a lot more revenue available in the training budgets of
    enterprise sales teams than what the average salesperson is willing to spend on
    their own training.



    I went from seeing a pile of pounds to a mountain of new revenue OVER NIGHT.



    This enlarged view of the opportunities in the market
    doubled our revenues within a few sales calls!



    So that’s the concept of frames and reframing. But wow do we
    use this to deal with objections about COVID-19 that are stopping our buyers
    taking action?



    Well you need to reframe their fear as opportunity to take
    market share. So for example, when you call upon a prospect they say:



     I’m not spending any
    money right now because I’m unsure if my customers will keep buying because
    they’re working at home because of the COVID-19 issues.



    So firstly, acknowledge the objection and then reframe it by
    saying: “Can your customers still use your product from home? It seems like
    16 min
  • #649: Use “Positive Intelligence” To Beat Self Sabotage And Sell Through COVID-19 With Adam McGraw







    Adam McGraw is the CRO at Positive Intelligence Inc. He defines “positive inteligence” as:



    A measure mental fitness which shows how quickly one can shift from a negative to positive response to challenges (your Positive Intelligence or PQ level).



    On this episode of The Salesman Podcast Adam shares how PQ can help sales professionals beat their own self sabotage and continue to sell through this COVID-19 crisis that the world is currently facing.



    Resources:



    * Adam on Linkedin* PositiveIntelligence.com * Book: Positive Intelligence: Why Only 20% of Teams and Individuals Achieve Their True Potential AND HOW YOU CAN ACHIEVE YOURS




    32 min
  • The Four Personality Types & How to Sell To Them







    There are four different types of buyer
    personality types and these personality types make up the acronym STAR.



    In this episode we’re going to outline each personality type and then I’m going to share the best way to sell to them.



    “Psychopath” is not a personality type that we’re going to cover in this episode and so it won’t help you deal with your sales manager, but for everyone else, if you’re ready then hit that thumbs up button and lets get into it…



    #1 Structured



    First up we have the “structured” buyer personality type.



    Buyers with the structured personality type
    think in systems. They don’t want you to give them one piece of the puzzle,
    they want to know how everything works altogether.



    You will notice a prospect that has a
    structured buyer personality type because they will ask you questions like “and
    what happens next?” or “what is the previous step”.



    When selling to buyers with a structured
    personality type you need to give them all the step by step processes they need
    to implement to go from where they are right now to where they want to be. Cut
    back on the emotional side of the sales process and focus on the analytical.



    #2 Technical



    Next we have the personality type of the technical buyer.



    A technical buyer is someone very
    analytical. They want to know every detail about the product you’re selling.



    These individuals tend to be the end users
    of your product rather than the real decision makers who are in more senior
    positions within an organisation.



    As long as you’re an expert on your product
    and you give the technical buyer personality enough time to ask you questions,
    these buyers are the easiest to get on board.



    #3 Action-based



    Then we have “action-based” buyers.



    Buyers with the action-based personality
    type tend to be social butterflies. They’re constantly in meetings, taking
    calls and networking with everyone they possibly can.



    Typically buyers with action-based
    personality types are charismatic, competitive and want to get shit done…



    Does that found familiar? Well most
    salespeople typically have a streak of the action-based personality type too.



    When you’re selling to these action-based
    personality type individuals you should focus on the fact that you’re similar
    and use this to build rapid rapport with them.



    Additionally, if you can make these buyers
    look good in front of their peers they’re far more likely to want to buy from
    you. On top of that, stay out of the weeds, don’t get to analytical and you’ll
    have great success closing them.



    #4 Relationship



    Finally, we have the relationship focused buyer personality types.



    Buyers with the relationship focused
    personality type used to run middle management in both small, medium businesses
    and the enterprise.



    20 years ago, salespeople would take these
    relationship focused individuals out for lunch, off for a quick round of golf
    and that would get deals done.



    These days relationship focused buyers are
    getting pushed out of management because it’s become more cutthroat and fast
    paced.



    You can recognise these buyers because they
    14 min
  • The Four Personality Types & How to Sell To Them







    There are four different types of buyer
    personality types and these personality types make up the acronym STAR.



    In this episode we’re going to outline each personality type and then I’m going to share the best way to sell to them.



    “Psychopath” is not a personality type that we’re going to cover in this episode and so it won’t help you deal with your sales manager, but for everyone else, if you’re ready then hit that thumbs up button and lets get into it…



    #1 Structured



    First up we have the “structured” buyer personality type.



    Buyers with the structured personality type
    think in systems. They don’t want you to give them one piece of the puzzle,
    they want to know how everything works altogether.



    You will notice a prospect that has a
    structured buyer personality type because they will ask you questions like “and
    what happens next?” or “what is the previous step”.



    When selling to buyers with a structured
    personality type you need to give them all the step by step processes they need
    to implement to go from where they are right now to where they want to be. Cut
    back on the emotional side of the sales process and focus on the analytical.



    #2 Technical



    Next we have the personality type of the technical buyer.



    A technical buyer is someone very
    analytical. They want to know every detail about the product you’re selling.



    These individuals tend to be the end users
    of your product rather than the real decision makers who are in more senior
    positions within an organisation.



    As long as you’re an expert on your product
    and you give the technical buyer personality enough time to ask you questions,
    these buyers are the easiest to get on board.



    #3 Action-based



    Then we have “action-based” buyers.



    Buyers with the action-based personality
    type tend to be social butterflies. They’re constantly in meetings, taking
    calls and networking with everyone they possibly can.



    Typically buyers with action-based
    personality types are charismatic, competitive and want to get shit done…



    Does that found familiar? Well most
    salespeople typically have a streak of the action-based personality type too.



    When you’re selling to these action-based
    personality type individuals you should focus on the fact that you’re similar
    and use this to build rapid rapport with them.



    Additionally, if you can make these buyers
    look good in front of their peers they’re far more likely to want to buy from
    you. On top of that, stay out of the weeds, don’t get to analytical and you’ll
    have great success closing them.



    #4 Relationship



    Finally, we have the relationship focused buyer personality types.



    Buyers with the relationship focused
    personality type used to run middle management in both small, medium businesses
    and the enterprise.



    20 years ago, salespeople would take these
    relationship focused individuals out for lunch, off for a quick round of golf
    and that would get deals done.



    These days relationship focused buyers are
    getting pushed out of management because it’s become more cutthroat and fast
    paced.



    You can recognise these buyers because they
    14 min
  • How To Use Influence To Sell / Part 2







    In this episode we are looking at the three remaining principles of influence following on from what we covered in yesterday’s video. If you haven’t checked that out yet, click the link in the description to watch that video first.



    So if you’re ready to learn how to use influence principles to sell your local supermarket on letting you buy more than two tins of beans during this pandemic crisis, then hit that thumbs up button and lets get into it…



    #3 Likeability



    The first principle of influence that we’re covering in this video is
    the principle of likeability. You know the cliche, people buy from those they
    know, LIKE and trust? The trust principle of likeability is why this is
    effective.



    There is a tonne of scientific evidence that proves that we buy from
    those we feel similar to. And we we’re more likely to find people similar to us
    more likeable.



    Going back to the tribal days, we’re programmed to trust the people in
    our tribe and fear those who are not so this makes total sense.



    If your brain had to work out who it could trust with every interaction, you’d never get anything done. Instead, it uses these shortcuts.



    Likeability = more trust = less uncertainty = More likely to buy.



    So how do we become more likeable? This comes down to building rapport before
    trying to shove your sales pitch down someone’s throat.



    Avoid becoming the stereotype of the arrogant, brash and aggressive sales
    professional. That style of selling might have worked in the past but it
    doesn’t work anymore.



    Instead, to increase your levels of likeability, find out what your
    prospects like to do, what forms of entertainment they enjoy and what their
    interests are so that you can try and find some overlap between their world and
    your own.



    #4 Authority



    The influence principle of authority is
    perhaps the easiest principle to understand yet most salespeople don’t feel
    comfortable implementing it.



    You have the ability right this second to call yourself an authority in your industry. You know more about your product or service than anyone else out there right?



    An expert is defined as:



    “A person who is very knowledgeable about or skilful in a particular area”



    So you’re an “expert” by definition.



    However, most salespeople don’t feel worthy of this title. I’m here to tell you that you should feel confident in calling yourself an expert from this moment onward.



    Authority is another shortcut our brain
    uses to do less processing but still survive. If someone has perceived
    authority over us, our brain takes action when they suggest it without thinking
    whether this is the correct thing to do. This is hardwired into our brains to
    reduce the amount of processing they need to do day-to-day.



    As a salesperson you can use the principle
    of influence to your advantage in two ways –



    * The first and most powerful way to leverage the law of authority is to become an influencer in your industry. This starts today when you start referring to yourself as an expert on your product. * Alternatively, you can leverage the principle of authority from another angle by to selling the boss above your usual decision-maker. If the decision makers boss has bought in, then they’ll have to agree too due to the principle of authority.  
    19 min

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