The Selling Show

026: High Output Selling with Howard Olsen

Howard Olsen is a leading sales speaker, trainer and consultant with over 30 years of sales, management and entrepreneurial experience. Howard's track record is a testament to his real-world knowledge and extensive expertise in knowing how to apply it. His career is defined by the relentless pursuit of excellence and strategies that build unshakeable, business winning trust. He is impassioned about lifting the proficiency and agility in others by using his experience to inspire and encourage them with practical road-maps to increased success.

Howard breaks down the important aspects of sales into two words, trust and relevance, with everything else revolving around it. David also talks with him about the line of questioning used when conducting initial interviews with clients and how you can structure your fees based on that initial line of questioning.

In This Episode, You'll Learn…

• Some 'low-output' habits
• Creating trust and relevance
• Talk about the problem before the price
• People buy outcomes, not products or services
• Ways to de-commoditize yourself
• 2 dirty words in selling

Links and Resources Mentioned in This Episode

• High-Output Website
• Howard's Scheduling Website

025: Monetizing Your Expertise with Dorie Clark

Dorie Clark is a marketing strategy consultant, professional speaker, and frequent contributor to the Harvard Business Review. Recognized as a "branding expert" by the Associated Press, Fortune, and Inc. magazine, she is the author of Entrepreneurial You (Harvard Business Review Press), Reinventing You, and Stand Out, which was named the #1 Leadership Book of 2015 by Inc. magazine and one of the Top 10 Business Books of the Year by Forbes.

Dorie talks about how she went from journalism to speaking and what to be prepared for when you're a C-level executive making the move to becoming a speaker and entrepreneur. She also discusses how she created her Mastermind sessions, earning credibility as a speaker, and her thoughts on the future of the conference and meetings industry.

In This Episode, You'll Learn…

• 3 critical components to becoming a recognized expert
• Shortcuts to getting a publications attention
• Growing your brand to earn credibility as a speaker
• Pitfalls of experienced and inexperienced speakers
• Be relevant and useful to those who are more experienced

Links and Resources Mentioned in This Episode

• Dorie Clark's Website

Additional resources from Dorie

024: How to Sell Smarter to Associations with Andy Masters

Andy Masters, MA, CSP is an award-winning author and international speaker who has written 5 books, earned 4 degrees, and presented over 750+ leadership, sales/service, and personal development programs. Andy helps leaders across many industries ignite a cultural transformation to cultivate & empower employees, boost sales & customer loyalty, and solve the succession planning crisis--all within a fun & high-morale work environment.

Andy and David talk about how sales and service relationships can be the same as dating and maintaining a personal relationship. As well as specific client prospecting by narrowing down the number of targets and choosing an executive with a specific title with an association.

In This Episode, You'll Learn…

• Things not to do in a sales process
• Give prospects a reason to remain in contact
• How to make a 'cold' email 'warm'
• The magic of small numbers when prospecting
• Humanizing and personalizing your marketing
• Andy's favorite executive to target within a company/association

Links and Resources Mentioned in This Episode

• andy-masters.com
• Andy Masters on Twitter

023: Write Your Book in a Flash with Dan Janal

Dan Janal and David Newman bring forth an obvious reality many struggle to face: writing a book is much easier than it seems! And they would know, both are successful authors! Tune in to see how a simple change of mindset can smooth out your book writing process.

In This Episode, You'll Learn…

• Start with the easy stuff
• You may already have the content you need for your book
• No research required. Just insight!
• Getting rich from book sales?
• Your book=The Silent Salesman
• Your book title is your brand
• How a creative director can be helpful to the book writing process
• There's no need to ghost the ghost writer

Links and Resources Mentioned in This Episode

• Write Your Book in a Flash Website

022: Online Course Palooza with David Siteman Garland

David Siteman Garland, the enthusiastic and extroverted creator of The Rise to the Top and Create Awesome Online Courses, has more than an earful to say about his own Rise To The Top! So have your pen and notepad ready to go, because there's a lot to learn if you're an expert interested in making some real money through online courses…..and then some!

In This Episode, You'll Learn…

• How David got into creating web courses
• Diversifying your business within its focus
• Achieving growth through delegation
• Dealing with copycats in your business
• Conquering the fear of marketing yourself
• Why a quality online course is much better in the long run
• An online course is more than just that
• The biggest objection to creating an online course and how to reverse it

Links and Resources Mentioned in This Episode

• 7 Steps to Creating, Promoting & Profiting from Online Courses
• The Rise To The Top Podcast

021: Social Selling Secrets with Brynne Tillman

Brynne Tillman talks with David on how she helps build sales pipelines for her clients through Social Selling and leveraging LinkedIn. In this episode, you'll hear tips on prospecting, developing, initiating, and maintain sales relationships with LinkedIn!

In This Episode, You'll Learn…

• What areas to focus on in LinkedIn
• LinkedIn does NOT replace making phone calls to prospects
• A typical sales relationship building process through LinkedIn
• Prospecting through mutual connections
• Common mistakes made on LinkedIn
• Using LinkedIn Groups
• Utilizing skills and endorsements on your profile
• The importance of recommendations on LinkedIn

Links and Resources Mentioned in This Episode

• Brynne Tillman on LinkedIn
• Social Sales Link Website

020: What's the Real Deal with Speaker's Bureaus with Shawn Ellis

Shawn Ellis is responsible for finding the perfect speakers for meeting planners and is the founder of The Speakers' Group. Shawn provides a perspective in the speaking business that can be extremely valuable to fellow speakers in multiple industries.

In This Episode, You'll Learn…

• When to approach a bureau
• What speaking bureaus really do
• Getting into a speaker's bureau
• The realistic amount of work you could get from a bureau
• Avoiding an obsolete status
• A bureau's real target market
• Myths of speaking bureaus
• Shawn's must have marketing tools
• Common mistakes speakers make in their marketing

Links and Resources Mentioned in This Episode

• Succeed Speaking Website
• The Speaker's Group Website

019: Podcast Niche Mastery with Tom Davidson

Tom Davidson, CSP, PCC, SPHR is a forester and leadership expert who has coached hundreds of new managers, emerging leaders, and senior executives in the private and public sector.

Tom and David discuss leveraging media outlets, mainly in the form of podcasts to establish and maintain connections within their niche industries and establishing target audiences. Pay attention as you may learn a thing or two on how to truly utilize and run a podcast at its best!

In This Episode, You'll Learn…

• Podcasting as a source of media and prospecting
• How Tom started doing theme-based seasons for his podcast
• Tom's pre-interview prep
• Maintaining relationships post-interview
• Tom's preferred CRM
• What is 'premium editing'
• Benefits of re-distributing your podcast

Links and Resources Mentioned in This Episode

• Leadership Nature on Twitter
• Leadership Nature Website

018: Get Clients with Speaking with Alysa Rushton

Holistic nutrition health coach Alysa Rushton talks with David on how a positive mindset and passion can impact your business and inspire your audience to do the great things you speak about! Find out why David calls Alysa the "Purple Unicorn"

In This Episode, You'll Learn…

• Changing your mindset on marketing can improve your sales
• What your business is truly about
• A perfect sales script? Or a perfect sales mindset?
• Selling your enthusiasm for the product, not just the product
• Clearing the 'headtrash'

Links and Resources Mentioned in This Episode

• GetClientswithSpeaking.com
• alysarushton.com

017: 6 Kick-A$$ Strategies of the Million-Dollar Entrepreneur with Dawnna St. Louis

From sleeping in her car to founding three multi-million-dollar businesses, AND THEN becoming a successful keynote speaker. Needless to say, Dawnna has the expertise and experience in building business that you do not want to miss! Learn about her story, her kick-a$$ strategies, and a couple of other tid-bits you may not find anywhere else!

In This Episode, You'll Learn…

• There's more to it than listening to everyone and having a great website
• The four pieces of 'the seed' of your business
• Taking steps back if something is not working within your business
• Dawnna's exclusive roundtable groups
• 6 ways to sustain your business foundation

Links and Resources Mentioned in This Episode

• Dawnna on LinkedIn
• Dawnna on Facebook
• Dawnna's Website