“Ask a colleague to hold you accountable, measure the outcomes, take control, and aim not to disappoint your team.” – John Di Marzio in today’s Tip 879

Are you doing the right things?

Join the conversation below and get your own copy of Teams Win Championships!

Teams Win Championships Book
Live Book Launch – Zoom Webinar
Teams Win Championships on LinkedIn
John Di Marzio on LinkedIn

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. We continue our series with the co-authors of Teams Win Championships today with John Di Marzio. John is the founder and CEO of DIMARTECH, a steel fabrication company based out of Montreal, Canada.  He is a member of three (3) Professional Engineering Associations and the Canadian Professional Sales Association. Here he is:

John Di Marzio: A trademark of a well-led organization as one that is reasonably, self-directed and self-sufficient without the need for constant involvement by its leaders. Leaders on the right path when a team member proactively and confidently organizes tasks among themselves, by combining their talents to analyze issues, find efficient solutions, and act upon them proactively. Sales organizations will only take on business projects if they can expect a financial return at the end.

Now, this is nothing new, but unless the leader recognizes their own personal value, attached to the projects underway will take much longer to get any plan deployed. Even the best of leaders are also human, and even if they are in charge, they can tend to get drawn in, bogged down in daily mundane tasks. Leaders must recognize this as a costly use of their time and must remove themselves from these lower-value activities. Handling growth-related essential activities and delegating non-essential tasks to others is a much better use of later time.

We can calculate the importance of leaders’ input, use those figures to determine what the leader should do, what can be delegated to others, and what can simply be eliminated from the task list. Priorities should be based on what is a prime importance to the organization, not what is urgent at the time. You need to settle in on a daily and weekly routines to establish discipline and good habits. Otherwise, how could you expect to plan for the quarter, the upcoming month?

We are so overwhelmed with emails, meetings, and requests for our help that we lose sight of who we are, what we were hired to do, and how to achieve our own goals. Time is a scarce resource, and any leader who cannot control their use of it will undermine the entire team’s collective efforts and disappoint them by not reaching the targets.

We tend to give ourselves free passes and procrastinate every chance we get. Otherwise, there wouldn’t be so many books on time management. Are we not more forgiving of ourselves when we are only accountable to ourselves? Of course, we are. I mean, consultants make a living just on this topic alone. The concept is not beyond our grasp. We’re simply willing to put it into the effort.

Ask a colleague to hold you accountable, measure the outcomes, take control, and aim not to disappoint your team. Try if you’ll see work wonders.

Scott Ingram: For more about John, and of course a link to get your own copy of Teams Win Championships, just click over to DailySales.Tips/879. Each of the co-authors has selected a charity to receive their portion of the proceeds and John has selected The Breakfast Club of Canada which serves breakfast daily to children in need.

Once you’ve purchased your copy and supported some well-deserving kids, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Every sales transaction needs at least two people. So a team of two, to make the transaction happen.” – Andreas “Andy” Jaffke in today’s Tip 878

Who is part of your team? Who do you need to succeed to make that deal happen?

Join the conversation below and get your own copy of Teams Win Championships!

Register & Join the TWC Book Launch on June 15th
Teams Win Championships On LinkedIn
Help Raising Stars Charity
Andy Jaffke on Daily Sales Tips Podcast episodes
Andy Jaffke on LinkedIn
Teams Win Championships Book

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we’re kicking off a special series from the co-authors of the brand new book that just launched today called Teams Win Championships. We’ll start with Andy Jaffke, who you’ve heard on this show before. He’s the initiator and co-author of the Teams Win Championships book project. He’s also the Area Vice President of Sales in Europe for Teradata. Here he is:

Andreas “Andy” Jaffke: Hey good morning Daily Sales Tips Community. This is Andy Jaffke, one of the co-authors of Teams Win Championships. Today’s tip is the title of the book. Yes, Teams Win Championships. That’s my tip for today because if you think about it, every sales transaction needs at least a team of two. The salesperson and the buyer. So by definition, every sales transaction needs at least two people. So a team of two, to make the transaction happen.

This means that you have to consider from day one when you set out to win a new deal, a new customer that you consider your customer prospect as part of the team, because only if you line your own expectations with expectations of the buyer, then you will have a transaction and land your deal. Well, the more complex your deal becomes, the more complex the sales side, and the bigger, the more people will participate in your team to make it happen.

So what I want you to think about today, who is part of your team? Who do you need to succeed to make that deal happen or land that new dream customer? Because remember, players win games, but only teams win championships. Thank you so much for listening and have a great day!

Scott Ingram: For more about Andy, and most importantly for links to get your hands on your own copy of Teams Win Championships. Just click over to DailySales.Tips/878 and know that proceeds from this project will be going to 6 separate charities chosen by the authors.

Once you’ve bought your book. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Pay close attention to the words your prospect uses when giving you an objection.” – Quina Feldstein in today’s Tip 877

Do you pay attention to your prospect’s word?

Join the conversation below and learn more about Quina!

House of Revenue
Sales BQ
Quina Feldstein on LinkedIn

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Quina Feldstein. Quina has recruited and trained over 1,400 sales reps in her career across various industries. Her teams were top 5 in the country out of hundreds. She was #1 in productivity per rep in the nation, generated millions in revenue, & President’s Club every year. She now oversees a team of Sales Empowerment Managers for House of Revenue who execute sales strategies and build sales infrastructure for all of their clients.

Quina Feldstein: My sales tip today is, “So you’re saying there’s a chance.” I want to encourage you all to really pay attention to the prospect’s word choice, because oftentimes the words they choose to use illuminate potential opportunity there or an opportunity to push further. Maybe it’s an opportunity to close. So the words that I want to point out that you want to pay attention to in the sales process are the words that end in “ly.” Usually, typically, normally, and probably, so those four words and many of you probably remember growing up and hearing your mom say, “We’ll probably…” and you knew that there was an opportunity to get dessert after dinner because she said probably.

So when a prospect says the words usually, for example, let’s say the prospects, you know we all usually accept new bids from vendors that are not on our approved vendor list. The word “usually” implies that there is an opportunity there that isn’t necessarily a straight no. So when a prospect said, “We don’t usually…,” my question back is, “Okay, cool. So what other options are there or what are the other options?” When a prospect says “typically we use the software that corporate recommends that we use.” “Oh, Okay. What about the software that corporate doesn’t recommend?” Or the prospects of the word normally, “Normally we make these decisions based on the lowest price” or “Normally we go to corporate to make those kinds of decisions.” My response would be, “Oh, got it. Okay and what about the times you choose a vendor based on value, or what about the times you choose the vendor just on a local level versus Mr. Corporate?” The other word is probably, “Hey, you know, we’ll probably wait for a better time to review your proposal since this isn’t a priority.” “Oh, understood. So when is the best time for us to sit down and review that proposal?”

People are a lot closer to saying yes than you realize. The majority of people are destined to say no, one to two, maybe three times before they say yes. So it’s all about being pleasantly persistent and asking in a different way. So you may not want to ask the same exact question three different times, but you definitely want to ask different questions that will still give you the same end result.

So instead of just saying, “Oh okay, now’s not a good time, since you probably wait, you’ll probably wait to review the proposal.” I would push and ask in a pleasantly persistent way, “Hey, when is a better time for us to review the proposal?” Most people are destined to say “no.” One to three times and they’re a lot closer to saying “yes.” In actuality, they’re probably saying no as a way to stall before they say “yes.”

So pay close attention to the words your prospect uses when giving you an objection. If they use one of the words that I suggested above or before, there’s a potential opportunity to be pleasantly persistent, to uncover more.

Scott Ingram: For more about Quina and Sales BQ, including your opportunity to take the Sales BQ Quiz, just click over to DailySales.Tips/877 and we’ll have everything for you there.

Once you’ve done that. Be sure to come back tomorrow for another great sales tip.

“Feedback is so critically important. It helps us to understand what’s working as well as what’s not working that we might need to work on.” – Scott Ingram in today’s Tip 876

What feedback do you have for me? What do you love about this show?

Join the conversation below and feel free to share your feedback!

Scott Ingram on LinkedIn
Submit a Sales Tip

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I want to talk about feedback. Feedback is so critically important. It helps us to understand what’s working as well as what’s not working that we might need to work on. It might be something we need to work on within ourselves and our approach, or it might be something around our solution that we can work collaboratively with our teams to improve.

The most important thing is just to ask for that feedback, and be just as willing to give it when somebody asks you.

This is episode number 876. I’m curious to know how many of these tips you’ve listened to. I suppose it’s possible that this is your first one, but I have a feeling you’ve listened to dozens, maybe even hundreds of them. Heck, maybe you’ve listened to ALL of them?

Whatever your answer. I’d love to hear from you. What feedback do you have for me? What do you love about this show? What do you find irritating? What could I be doing better? Perhaps most importantly, what kind of tips are you most interested in going forward? That’s the most common question I get from those of you who occasionally contribute tips and I’d love to provide those contributors some concrete examples of what listeners like you want to hear more of.

I hope my team and I have provided enough value for you and have earned the right to ask you for two minutes of your time. Do me a favor and pause this episode, and send me an email to [email protected], that’s scott at T-O-P, the number one dot F.M. as in frequency modulation. [email protected] and share your feedback with me.

I can’t wait to hear from you.

Of course, once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Go into it with just a good outlook where you’re actually looking forward to the negotiation because they’re going to say yes, rather than getting defensive before you even start by assuming they’re going to say no.” – Jeff Bajorek in today’s Tip 875

Are you getting so defensive when they’re likely to say yes?

Join the conversation below and start your own negotiation with Jeff!

[email protected]
Jeff Bajorek Website
Books by Jeff Bajorek
Jeff’Bajorek on LinkedIn
The Why And The Buy Podcast

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeff Bajorek. Hopefully, at this point, Jeff needs no introduction, but if you feel like he does. Just jump over to jeffbajorek.com and get yourself up to speed. Here he is:

Jeff Bajorek: There are a lot of books out there about negotiation. Some are better than others, but most of them prepare you mentally to go to war. And, of course, the ones that are about like actual crisis negotiations, that kind of feels like war. And there are lessons to be taken from those books. And there are books about sales negotiation that check the boxes about making sure that you’ve addressed a lot of the needs and the perceived objections ahead of time and making sure you’re the vendor of choice before you negotiate so you don’t negotiate against yourself. And just making you aware of all the things that tend to come up and surprise you if it’s your first time going through this. There’s a lot of value to that. But I stumbled upon something not literally, earlier this week in the shower, and I was working through and kind of preparing myself for my own negotiation with a new client. And it hit me. We spent a lot of time as salespeople assuming or preparing for our prospects to say no.

What are they going to come back with? What are they going to disagree with? What are they going to counter with? And I thought to myself, what if I just thought about them or pictured them saying yes? It is amazing and I don’t know why it’s taken me 17 years to come up with this, but it literally just hit me as I was stepping into the shower. You know, I could make an offer or kind of a rebuttal to their counteroffer. And they could very well say yes, because remember, before we got to this point, they had agreed in principle to what I was going to provide. And they saw a bunch of value in what I was going to provide. And I know that the fee structure that I’ve proposed is fair because I’ve had a lot of clients like them pay that amount. So why am I getting so defensive when they’re likely to say yes?

And I also want you to think about this. Are you getting ready to go to war with someone that you want a long-term relationship with? Does that make sense to say it out loud? How often do you get into a bitter, brutal tooth and nail negotiation, only to shake hands after it’s done and put it behind you, water under the bridge, buddy. Let’s go get to work. That doesn’t really happen that way.

So recognize that you’ve got work to do before it comes time to negotiate and also keep in mind that after the negotiation, there’s a ton more work to do, the work you actually want to do.

So approach that negotiation with a mindset of, “Hey, you know what, I’ve provided a lot of value here. I believe that they will say yes to this.” Better yet, put together a proposal that you believe they will say yes to that also makes you very happy to do business. And you’re going to notice a change in the demeanor. You will also notice a change over the long term of your reputation in the marketplace, and that will serve you better than you can possibly imagine.

So go into it with a positive feeling. Go into it with just a good outlook where you’re actually looking forward to the negotiation because they’re going to say yes, rather than getting defensive before you even start by assuming they’re going to say no.

Scott Ingram: For those links again to connect with Jeff and maybe to start your own negotiation with Jeff because you think he might be able to help you. Just click over to DailySales.Tips/875

After you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“The most important thing about your workflow is your energy and how you feel. Your energy is what makes you successful.” – Melinda Van Fleet in today’s Tip 874

Is your hustle hurting or helping your business? 

Join the conversation below and learn more about Melinda!

Confidence Master for Couples Book
The Good Karma Success Coach
Melinda Van Fleet Website
Melinda Van Fleet on LinkedIn
Free Believe & Take Action Daily Guide

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Melinda Van Fleet. Melinda is a Confidence & Peak Performance Coach, Bestselling Author, Speaker, and Podcast Host who helps businesswomen who struggle with confidence to believe in themselves and take action so they can get results. Here she is:

Melinda Van Fleet: How do you feel about the word hustle? Would you say that you are someone who hustles and works longer than an 80-hour workweek? Or do you kick back a bit and operate as what’s often referred to as flow or allow? One of the first social media business influencers that I used to follow was Grant Cardone. I stumbled upon his book, 10X at the airport way back when. I bought the CD’s, before I discovered Audible and dove in. He had me at “Anyone who suggests to me to do less is either not a good friend or very confused.” I remember laughing out loud as if Grant and I were having a conversation and I was like, “Yep, Grant, I totally get it.”

It resonated with me as that is how I have always felt. Why? Because I’ve always been someone who hustled and loved it, but I dealt with judgment from others and I didn’t understand why. I have to admit, as I’ve transitioned from being a full-time independent sales rep to a Confidence & Peak Performance Coach, I have changed it up a bit.

I still work seven days a week, but I balance my time a bit more, it’s more of an on and off process. Granted, no pun intended, a lot of my vibe has shifted and I don’t have certain things on my plate that have to get done by a particular time. However, when I reflect on those past timelines, I chose to work like that. In most other sales reps I knew didn’t have the same commitment.

Life feels better for me now, but it’s something I had to come to terms with on my own and not listen to another coach or expert tell me what I should or shouldn’t be doing. To take this a step further, many personality assessments, such as human design or share results that are eye-opening and help you gain clarity around how you best work versus following someone else’s pattern that may or may not be best for you. Remember, we are all different.

My hustle reckoning reared its head again this past week when I listen to someone’s podcast, when you listen intentionally to an episode and then the following episode starts to play and you let it play. That’s what happened. The next episode was an interview with a gentleman who was an extreme hustler. His message was pretty hardcore and likely even Grant would have winced. It gave me a bad vibe and I started to feel empathy for anyone on his team or a client who isn’t on that same hustle wave. And then my mind started to wander as to how his heart rate and blood pressure was, along with any personal relationships. But that’s when I stopped. Because here’s the thing, he was probably fined, he likely loves his hustle nature and was cool with it just like I am and was with my workflow.

And that’s the thing, be good with where you are in your work-life balance, if you like to hustle hard, do that. If you don’t, don’t. The most important thing about your workflow is your energy and how you feel. Your energy is what makes you successful. If you’re working super hard and it’s coming off as stress, it’s likely your clients aren’t going to be want to be part of that. Don’t kid yourself. People can feel that and it comes off, it’s desperation and it will likely not help your business. Versus, if you feel good in your energy, comes across as such. Your client relationships will flourish as people will enjoy working with you.

So if you are in that place and not really knowing how you feel or rethinking your work and life balance, take some time to consider how you feel and see if you need to make a change one way or another. Evaluate. And if you need to make a change, do it. If you don’t, keep on doing what you’re doing, and don’t worry about the other person’s judgment because it’s not their business. Here’s to being in alignment and your best work-life and future growth.

Scott Ingram: For links to connect with Melinda, her Free Believe & Take Action Daily Guide, and her latest book on Amazon, just click over to DailySales.Tips/874

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“That brought a lot of awareness to me around some kind of really core pillar to my approach now, which is having the foundation of being well-rested and sleeping well.” – Brandon Fluharty in today’s Tip 873

What’s your thrive score? 

Join the conversation below and go check out the links!

Brandon Fluharty on LinkedIn
Brandon Fluharty on Sales Success Stories Interview
$13.4M ARR in 5 Months! Becoming a World Class Sales Athlete with LivePerson’s Brandon Fluharty

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip is a clip from my round 2 bonus episode conversation with Brandon Fluharty on the Sales Success Stories Podcast. When I first interviewed Brandon, who’s in an enterprise sales role at LivePerson for episode 85 of the podcast, he had sold $11M in Annual Recurring Revenue in the previous 2 years. In this updated interview, he talks about how he’s sold $13.4M in ARR in just the last 5 months. Here’s a sample for you:

Brandon Fluharty: We really geek out on the concept of treating ourselves like professional athletes. I’ve always believed in that. In sales, we geek out on some productivities stuff. And so I doubled down on those things. Really started tracking some noncommon sales metrics. So my sleep, hours of sleep and I was getting from a wearable cold loop sense added, ordering to track similar metrics.

The quality of my sleep, the sleep debt, which I measured through an app called Rise. So it was really front and center for me of understanding; hey, when I am less than three hours of sleep that I started, like when I first started using the app, I was like 13 hours of sleep that crazy. And I think that’s would be common for a lot of people. We get accustomed to running, almost getting numb to the fact that we’re in constant sleep debt and we don’t really know how much it’s affecting us until we start putting a spotlight on it and becoming a bit more aware of it.

So that brought a lot of awareness to me around some kind of really core pillar to my approach now, which is having the foundation of being well-rested and sleeping well. And then I started corely, I started tracking things like how many meetings I was in in a day. Not in the sense that I wanted to have more meetings so I could sell more deals. Because actually, I wanted to start getting out of meetings because I was reading the book at the time by Cal Newport called Deep Work.

And that was profoundly insightful for me because what Cal lays out is that you want to be hyper-successful in today’s modern knowledge worker era. You need to dedicate time for deep work. And so in this simple Google Spreadsheet, I would just sort of track here’s how well rested I am. Here’s how I’m sleeping, what my sleep that is, how many meetings I would need. I got to a sweet spot an understanding of like, no more than four hours a day meetings, because then the other four or five hours a day, I wanted to dedicate towards going deep with my prospects. And it was sort of necessary in 2020, right? Because we weren’t getting the amount of leads we did that the previous year. So we had to go do it without a necessity. I had to go deep. I had to think really creatively for my prospects, think about some really creative ideas that could fundamentally help with their business, especially since I’m selling the transformation. How could they be super smart with their budget? How could I unearth problems they might not be considering? How can I get that business? Think about moonshot ideas when it’s seemingly impossible.

So I was trying to like, paint the dots and then the like the final piece would be just overall how I felt for the day and my mood, my overall satisfaction. So we kind of look at these tranches of things of my health data, my productivity data, my overall satisfaction, I called the thrive score. I wanted to understand what are the trends that make me feel satisfied at the end of each workday and then building the routines to, well, let’s repeat whatever it is that makes me feel happy and satisfied in my work and also produces good results. And I do it in a way that’s not constantly hustling and working.

Well, that sounds like utopia to me, and what I learned not about the perfection of it having the perfect day. It was more about the progress of getting to a perfect day, because since I was tracking in the past, whatever, almost a year now, very rarely have I had a perfect day, but I committed to myself. Now, it’s not about being perfect every day. It’s about the pursuit of that and measuring the progress and it can be incremental improvements and then bring that as a steady habit and routine to my day, and it’s obviously produced amazing results, 13.4 million in annual recurring revenue in less than five months. I’ll take it.

Scott Ingram: For a link to the full interview and to connect with Brandon on LinkedIn, just click over to DailySales.Tips/873

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Selling with noble purpose is about making a difference to customers. And if you’re in sales, that’s what you’re here for.” – Lisa McLeod in today’s Tip 872

How about you? Why do you want to work in sales?

Join the conversation below and share your experience!

Lisa McLeod on LinkedIn
Lisa McLeod on Twitter
Lisa McLeod on Facebook
Selling with Noble Purpose Book

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Lisa McLeod. Lisa is the global expert on purpose-driven business. She is the author of five books, including her bestseller: Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. Here she is:

Lisa McLeod: How did people react when you tell them that you’re in sales? Do they go, “Oh, wow, that sounds exciting” and lean into a conversation? Or do they go, “Oh, my…” Hi, I’m Lisa McLeod. I’m the author of Selling With Noble Purpose. And I want to talk to you a little bit about the public perceptions about sales and why they’re not really accurate. You know the first time I encountered this was about a million years ago. It was when I was graduating from college. If you have a college senior in your home or you were finishing up school yourself, you know the number one question, everybody asks you when you’re getting out of school. “So do you have a job?” And so I had spent a couple months as a senior with everyone asking me this question, and I had finally landed my dream job. I had gotten an offer to be a salesperson for Procter and Gamble, and I was so excited, I couldn’t stand it.

So I got the offer on Monday. I accepted immediately. And that weekend I was going to a party with my boyfriend, who later became my husband, and we were going to a party at his boss’s house. And he’s a couple of years older than me. So he was already out of school and he had grown up job. So we’re going to this party and I know everybody’s going to ask me the question, but I’ve got an answer this time.

So we go to the party and his boss’s wife, very nice, says “So I understand you graduate from college. What are you going to be doing?” And I got my answer, I say “I’ve got a job in sales.” And she kind of looks at me and she says, “Oh my, I don’t know if I could do that.” And I was so excited about my job that I did not understand what she meant when she said, “I don’t know if I could do that.” I thought she was saying it like you’d say it to like a firefighter or a brain surgeon, like, “Wow, that sounds really challenging and cool. I don’t know if I could do that.” If you’ve been in sales, you know, that’s not what she meant. Because you see, there’s something interesting about the sales profession. It’s one of the few professions where we let the people who do it badly define the entire profession.

And here’s what the research tells us, though.

Is it entirely different story, because the research tells us that the salespeople, who are the best salespeople in terms of top of the numbers beloved by their customers? Yes they are, are actually people that aren’t this perception that we have of this grabby, self-absorbed, don’t listen, lying person that’s not who actually does define our profession in reality.

In reality, the top-performing sellers are the people who care very deeply about their customers, who want to make a difference, who lean into the customer’s goals and challenges and put it at the very front of their agenda. And yes, they are beloved by their customers.

So if I could go back in time, what I would tell this woman is, “Yes, I am going into sales. You know why? Because I want to make a difference to people and I want to be at the center of the economic engine. That’s why I’m going into sales.” Not because I’m one of those grabby, pushy people who doesn’t listen, doesn’t care, is actually the opposite. So selling with noble purpose is about making a difference to customers. And if you’re in sales, that’s what you’re here for. Have a great day!

Scott Ingram: For more about Lisa including a link to get your hands on Selling with Noble Purpose, just click over to DailySales.Tips/872

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“What makes a great salesperson unique and invaluable is their ability to tell a story and relate and look at it from the customer’s point of view. ” – Laura Welch in today’s Tip 871

What’s your thought about this?

Join the conversation below and check out the interview with Laura!

Sales Tech Expo
Sales Tech Podcast
Laura Welch on LinkedIn
Laura Welch on Sales Tech Podcast Interview

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip is a short clip from our most recent episode on the new Sales Tech Podcast. Here’s an excerpt from Laura Welch, Director of Sales Enablement at HP with our host of the Sales Tech Podcast, Thom Singer:

Laura Welch: Salespeople need to pay attention to the technology that could replace them. What makes a great salesperson unique and invaluable is their ability to tell a story and relate and look at it from the customer’s point of view. Long gone are the days when the salesperson needs to memorize all the speeds and feeds and all the specs of the printer or the computer or the paper products they’re selling. It doesn’t matter. It used to be you were a good salesperson, if you could spout all of the different ways that your staff was one millimeter better or one gigahertz better, doesn’t matter anymore.

What customers want is to know that they want to know that when they trust you with this buying decision, they’re not making a mistake or entering into a relationship that’s going to make their business better, make their employees better, make their customers happier and salesperson’s they’re convinced is a bad word to create that relationship and let them know you can trust me. And this is what I’m going to provide for you.  So the technology that’s going to replace them is what they need to be aware of because they’re going to become obsolete if they don’t.

Thom Singer: So what is the technology that’s going to replace them? There’s a lot of talk in the world of sales tech that you no longer need to have the great personality. You no longer to need to be that it really becomes just check the boxes and go through the motions. So what is the technology that threatens the salespeople? And then let’s talk about why we still need great salespeople.

Laura Welch: Well, the technology that threatens great salespeople is all of the big data that’s now getting compressed into insights and information that people can very easily access. I don’t need a salesperson to buy a car anymore. I have all the information I need at my fingertips. However, if I were to go to a car dealership, I would want the salesperson to provide something different than what I could get on my computer and pick out from my car anyway. I’m looking for something other than that.

So the technology that is threatening salespeople is just big data, they don’t need that data anymore. They need that relationship and they need to look at their customer’s outcome. What are the customers looking for and then walk them back through that buying this now is going to give you the outcome that you’re going for.

Scott Ingram: For a link that will get you to the rest of this Sales Tech Podcast episode as well as links to connect with Laura, just click over to DailySales.Tips/871. Oh and you can learn a bit more about the Sales Tech Expo that we’re building towards there as well. DailySales.Tips/871.

Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“You’ve got to get in front of the executive because the executives and the decision-makers are the keys to your success.” – Oscar Chavez in today’s Tip 870

Do you focus on connecting with executives?

Join the conversation below and learn more about Oscar!

Oscar Chavez Website
Oscar Chavez on LinkedIn
Growthly

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Oscar Chavez. Oscar is a sales, branding, and marketing expert and founder of The Boardroom, a company that has done over $17B in Mergers & Acquisitions and $1.2B in sales. Oscar is passionate about helping companies restructure their sales teams to maximize productivity and generate higher levels of success. Here he is:

Oscar Chavez: So I’m going to share with you today my secret step-by-step tutorial on how to accelerate your pipeline by 386% with our secret “Over the Guardwall Method” and the typical life of a salesperson is this. It’s just rejected. Can I send you this proposal? Rejected. Can I meet with you? Rejected. Can you have a look at this idea? Rejected. And they’re constantly getting rejected. And so the key to this method… Let me tell you what this method does. It’s powerful.

Within four weeks of using this method, within one of my new clients, I was able to meet with the chief risk officer who was one of the top employers in Australia. This guy was more than three point two million dollars per year. This guy had power. This guy had influence. This guy had prestige. But most importantly, this guy had authority within the company. And it wasn’t this question of, “Hey, what’s keeping you up at night?” It wasn’t that at all. But once we had the conversation, we were able to create 20 million dollars of opportunity. We got instant access to four new divisions within the bank. We got instant meetings with the four division heads. We got instant large focus group workshops. We got instant access to solving the chief risk officer’s problem for him. And Albert hated meeting me. He was one of the division heads. And when he saw me, this was Albert’s exact face. And I reached out my hand to him to shake his hand. And I said, “Thank you so much for meeting me, Albert.” And he looked at me like this and he said, “When the chief risk officer asked me to meet someone, I don’t really have a choice, do I?” And I couldn’t believe what he said.

So what happens is you’ve got to get over the wall. That’s the Guardwall. The executive is the Guardwall. You’ve got to get in front of the executive because the executives and the decision-makers are the key to your success. But what happens to most people, most salespeople is they end up with nerd syndrome. They end up hanging out with all the people that don’t have the Decision-Making Authority. And they’re happy to review your technology and they’re happy to ask you questions and they’re happy to put you through RFP, but then not the decision-makers. So you end up spinning your wheels with these people that are non-decision makers and then you always get the excuses and you get rejected. I’ve got no time, I’ve got no money. I’ve got urgency. It wasn’t approved. Too expensive. We have no budget, et cetera, et cetera, et cetera. So I want you to avoid this in your career.

So Over the Guardwall Method means that you jump over the wall, you get to the executive and he opens the door to the rest of the people within his group. And what happens is you end up becoming the authority, you end up becoming the champion of solving that problem for your executive. Imagine if you could then carry that authority to solve the problem for your executive, because that’s what salespeople should be doing anyway, isn’t it, that we should be solving problems? And so when most salespeople say to me, “I can’t get in front of executives.” You know why? I’ll give you the number one reason. It’s because they don’t put the time, energy, and effort into meeting the executives. You should have a daily routine of reaching out to executives and decision-makers within your account so that you can really scale your sales performance, so you can scale your sales performance. You have to spend time with executives and here’s a mindset that you need to adopt. You have the ability to give value to your executives. You know something that they don’t. You have a unique insight that you can give them that they would have never known if you didn’t add the value to their lives.

So be brave, focus on connecting with executives because they’re going to be the door openers and you’re going to stop wasting time. You’re going to accelerate pipeline and you’re going to get right to the decision-maker. That’s what I want you to do because I want you to be successful.

Scott Ingram: For more about Oscar including the video version so you can see the visuals, links to his website and to connect with him on LinkedIn, just click over to DailySales.Tips/870.

Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!