In today's episode of Let's Talk Business, we are thrilled to welcome Mitch Axelrod, an entrepreneurial powerhouse, speaker, trainer, advisor, best-selling author, and a man who has significantly contributed to generating over $3 billion in revenue. Join our host, Meny Hoffman, as he sits down with Mitch to unravel the profound insights and strategies that have defined Mitch's illustrious career.

• We'll delve into Mitch Axelrod's inspiring path from a seasoned salesperson to a thought leader in the world of sales strategies. Mitch will share his revolutionary approach known as "The New Game of Selling," which emphasizes long-term client relationships over transactional sales. You will also learn about the impactful question that Mitch claims has been instrumental in generating substantial revenue.
• Discover how Mitch has successfully integrated marketing, sales, and service to create a holistic strategy for attracting, converting, and retaining customers. He explains how qualifying prospects early and adding real value, like sharing top 20 no-load mutual funds with clients, has helped him build trust and maintain confidentiality.
• In this episode, Mitch and Meny discuss the importance of understanding the roles of different corporate buyers, building authentic business relationships, and fostering a win-win philosophy in deals. You'll hear about Mitch's unique methods for engaging clients, maintaining long-term relationships, and the significance of being a trusted advisor.

 

Episode Timestamps

• 04:58 Focus on genuine potential clients, not indifferent ones.
• 09:40 Help clients attract, convert, retain, and reactivate customers.
• 13:04 Focus on their buying cycle for success.
• 14:42 Understanding clients' needs to facilitate their journeys.
• 17:04 Supporting brand journeys; focus on existing clients.
• 23:42 Build relationships and understand client needs deeply.
• 25:12 Prioritize long-term relationships post-sale for success.
• 28:45 Questioning authenticity: genuine or mere marketing tool?
• 33:39 Switch seats, advocate together, achieve mutual understanding.
• 35:43 Identify stakeholders and their roles for sales decisions.
• 40:19 Everyone matters: allies or adversaries based on approach.
• 42:41 Work backwards, language distinctions, leverage existing clients.

Practical Pointers that can learned from this episode :

1. Use impactful questions to understand your clients' needs and motivations, which can drive significant revenue and deeper relationships.
2. Don’t waste time on unlikely customers. Ask your prospects upfront critical questions to gauge their potential as clients.
3. Use real feedback from your satisfied clients to attract similar customers. Directly ask your successful clients, "What was the main benefit you received from our service?" 
4. Start with serving rather than selling. Begin your meetings or calls with, "What’s the biggest challenge you’re facing right now that I might help with?"
5. When re-engaging lapsed clients, authenticity is key. Refrain from using scripted, generic follow-ups. Instead, say, "I realized it’s been a while since we last connected, and I wanted to make sure your needs are still being met."

Links :

https://ptex.co/pandadoc

https://thenewgameofselling.com/

https://www.youtube.com/user/mitchaxelrod

https://www.facebook.com/mitchaxelrod