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

  • #554: Why You Only Get ONE CHANCE To Make A First Impression
    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.
    38 min
  • #553: How Subtly Changing Your Words Can Give You MASSIVE INFLUENCE With Phil M. Jones
    [zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert]
    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.
     
    37 min
  • Who Are The “Buyer Personas” To Look Out For? – #SalesLegends
    [zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert]
    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.
     
    14 min
  • How To Uncover The DECISION MAKER – #SalesLegends
    [zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert]
     
    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.
     
    12 min
  • #552: Become SERIOUSLY WEALTHY (By Investing Your Sales Commissions) With Prof John Kay
    [zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert]
    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.
     
    36 min
  • #551: Why A Personal Value Proposition Is A HUGE ADVANTAGE
    Even if you don’t realize it just yet, you are remarkable. You have the potential to build an incredible personal value proposition that doesn’t just make selling easier, it can lock out the competition entirely.
    Mark Holmes is an expert at generating new sales with large and strategically essential accounts and is the author of “The 5 Rules of Megavalue Selling”.
    On this episode of The Salesman Podcast, Mark shares why we need to create a strong personal value proposition and how to create one in a few simple steps.
    Keep going past the video to see the step by step guide.
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    What Is A Value Proposition?
    Mark suggests that a value proposition is “the main two or three reasons why someone would want to buy from me, my product, my service. Rather than from my competitors”.
    Additionally, Jill Konrath suggests that a business value proposition is “a clear statement of the tangible results a customer gets from using its products or services.”
    We need to use this tool in business because we all have incredibly short attention spans.
    When you first jump in front of a new prospect, leveraging this little bit of attention to earn more time to discuss your product in detail is typically the only play you have. A compelling value proposition increases the chances of the prospect sticking around.
    A strong value proposition is like wearing a gold Rolex when speed dating. It might not result in sealing the deal itself, but with many women, it’ll buy you enough time to work your charismatic magic.
    Building an initial value proposition is crazy simple. We need to answer three questions –

    * How does your product help solve my problems?
    * What can I expect from your company within the first 90 days?
    * Why should I be speaking to you and not your competition?

    Answering these first 3 questions allows you to make a strong first impression and earn the right to continue the conversation.
    Mark suggests that the importance of all of this is that if we don’t “we risk becoming one of these ‘me-too’ businesses”. 
    Personal Value Proposition Examples
    The problem is…
    Most businesses in the internet age have similar features, benefits and end results when compared to the competition.
    This is where your personal value proposition comes in. You de-commoditize your product by making YOU the differentiator.
    I did this all the time in medical device sales by being more available to help my customers than my competition. I was single at the time, no pets, no responsibilities and so if a surgeon needed a piece of equipment or some troubleshooting done on their camera systems at 10 pm on a Friday, I was there to help them.
    It made me lots of commissions, it didn’t make me happy, but that’s a story for another time.
    The point is that you personally have features and benefits that your customers can leverage that your competition cannot replicate and so you need to be able to share them with a very quick personal value proposition.
    Here are a few examples –

    * I’ve worked for both of the leading competitors in the industry. I know all of their products inside and out and so I can help guide you better than each of them individually.
    * I worked with your CEO on XYZ project a few years ago. We get on great and so the onboarding process w...
    49 min
  • UNUSUAL Ways To Get A Prospects ATTENTION – #SalesLegends
    [zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert]
     
    In this #SalesLegends mashup episode 5 of the worlds top sales experts explain the best and most unusual ways to grab a prospect’s attention. In the internet age, where there are more beeps, distractions and multitasking than ever before, the ability to get that initial traction with a prospect often separates the top sales professionals from the average ones.
     
    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.
     
    11 min
  • #550: Your ONLY Sales Action Plan (Close Deals FASTER!) With John Asher
    [zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert]
    John Asher is the CEO of Asher Strategies and a crazy interesting dude. He co-founded an engineering firm in 1986 and during his tenure as CEO, the company acquired seven other engineering and software development companies. His team sold the company in 1997 after growing annual revenue to $165m. In 1998, he co-founded a sales advisory services practice that has grown into a global leader in sales strategies.
    In his first career, John was the captain of two nuclear submarines like the Dallas in the movie “Hunt for Red October”. He completed his Navy career in the Pentagon as the Program Manager (buyer) of the $2B nuclear submarine combat systems program.
    On this episode of The Salesman Podcast John shares how we can hack the sales process and close more deals, faster.
     
    Video Podcast:

    Audio Podcast:
     
    Resources mentioned:

    * AsherStrategies.com
    * John on Linkedin
    * Book: Close Deals Faster: The 15 Shortcuts of the Asher Sales Method
    * @ASHERSTRATEGIES

     
    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.
     
    37 min
  • #549: Why EPIC Customer Service Is a COMPETITIVE ADVANTAGE! With Adrian Swinscoe
    [zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert]
    Adrian Swinscoe is a customer experience consultant and advisor and has been growing and developing customer-focused large and small businesses for 20 years.
    On this episode of The Salesman Podcast Adrian shares why “customer service” can be a unique and powerful competitive advantage for B2B sales professionals.
     
    Video Podcast:

     
    Audio Podcast:
     
    Resources mentioned:

    * AdrianSwinscoe.com
    * @AdrianSwinscoe
    * Adrian on Linkedin
    * Book: How to Wow: 68 Effortless Ways to Make Every Customer Experience Amazing

     
    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.
     
    40 min
  • 5 Ways To STAY TOP OF MIND With CUSTOMERS – #SalesLegends
    [zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert]
     
    On this #SalesLegends episode of The Salesman Podcast 5 world leading sales experts share how we can stay top of mind with potential customers if we’re in the middle of a lonngggggg B2B sales cycle.
     
    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.
     
    12 min

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