Carol Bartlett is a senior level executive with broad experience in the oil & gas and transportation industries who manages more than $200M in annual sales. Using a combination of proven techniques, Ms. Bartlett focuses on growth results. She bridges theoretical business principles and philosophies to strategic actions that give profitable results. By deploying integrated proven strategies, she adds value to companies that want to grow sales and increase profits.

Jol Hunter has spent a large portion of his career as a partner with the national firm of chartered accountants and business advisors. In the past few years, with three other gentlemen, he has owned a substantial Atlantic Canadian business and so he is experiencing the joys and challenges of the ownership and operation of a medium-sized business.

Chris Spurvey spearheaded the growth of Plato Consulting to the point that it was acquired by KPMG, one of the largest management consulting firms in the world. In his time there, he sold more than $300 million in consulting services. After the acquisition, Chris changed his focus to helping other "non-sales sellers" find a way to grow revenue in a consistent, stress-free manner. He published It's Time to Sell: Cultivating the Sales Mindset, founded Make Sales a Habit University, and became a growth advisor to business owners and their management teams throughout the world.

 

We have a wonderful treat for you this week on the podcast, listeners!

Chris, Jol, and Carol talk about the ladder principles and how you can send the right message to your referral sources and to your clients. They talk about using the right words in conversations, how the language you use can change a person's mind-set and your business, giving quality client service, asking for referrals, building referral resources, creating win-win relationships, and so much more.

Don't miss out on this episode!

 

Changing Language to Change Mind-Set

Changing mind-set starts with changing language. If you're in a terrible situation and that is all you think about, you won't get out of that situation. Your ability to get yourself out of a bad situation is dictated by how you approach language and use it to formulate your thoughts.

 

The Importance of Using the Right Words

Through my research about how people make purchase decisions, I've learned that the decision is based on feelings at a subconscious level. If you the salesperson leave the impression that you're busy, your potential clients internalize that. When they go home and think about the problems that they need help solving, they feel that you're too busy to provide that help. They hesitate to call you. You miss out on the opportunity to get their business.

 

Referral Sources

From my experience, relationships must be win-win. The terminology I use is you have clients, you have alliances, and you have partnerships.

You're familiar with what a client is. Partnerships are formal arrangements between two people or two businesses. But alliances are win-win relationships in which each person or business looks for market opportunities for the other and keeps the other updated on a regular basis. Alliances are active, win-win relationships that generate business opportunities.

To learn more about these topics, listen to the episode.

 

Mentions

The Ladder