“And when you hear customers talking logic, it’s your job to go try to seek out the feelings that are really driving the behaviors and the decisions, because you can do something with those.” – Todd Caponi in today’s Tip 279

How do you make a decision in sales?

Join the conversation below and share your ideas!

Todd Caponi on LinkedIn
Todd Caponi on Twitter
The Transparency Sales Website
The Transparency Sale 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 Todd Caponi is back. Todd is a top-rated keynote speaker and trainer as Principal of Sales Melon, LLC and he’s also Managing Director of Chicago’s VentureSCALE. Here he is with his tip:

Todd Caponi: Hey everybody. Todd Caponi here, author of The Transparency Sale and I want to nerd out with you for a minute here and think about a concept that neuroscientists have figured out over even just the last 15 to 20 years. Is that we as human beings make all of our decisions the feeling and emotion center of our brain and only use logic to back it up. Thinking about a neighbor of mine, he’s in his mid-forties he was driving a Toyota Corolla and one day he will drives down the street in a new Corvette. When I asked him, “Hey, where did this come from?” His answer was very logical. He talked about the idea that his old Toyota wasn’t giving him the acceleration that he needed as he was pulling onto the expressway every day going to work and that the car dealership was offering great finance rates 0% APR for 60 months. It just all lined up. Dude, that’s not why you bought a Corvette, you could have bought many other cars that have great pickup and window cost less. It was a feeling. It was an emotion. When we talk about individuals who are lined up on the street before the launch of a new iPhone sleeping intents in the middle of the night and when they’re asked, “Hey, why are you here? Why are you so excited about this?” And they name all the features of the phone. That’s not why you’re camped out on a sidewalk at four in the morning with a bunch of people. There’s a feeling being first of being a part of something, so we need to think about that when our customers either tell us they are going to buy from us or they’re not or they stall or a current customer decides to leave.

I’d encourage you to look at a neuroscientist. Dr. David Rock came up with something called the Scarf Model. So when we think about feelings, we’re not talking about love and hate, we’re talking about SCARF, which is the “S” is Status. We buy things to get validated, recognized, get positive feedback. The “C” is Certainty. We buy things because we are wired to try to predict what our experience is going to be. So why we look at reviews before we buy things and why we specifically seek out the negative reviews before making a purchase. The “A” is Autonomy. We are looking for control and we will not buy something that in some way takes away our control. The “R” is Relatedness. Am I part of something? Am I part of the pack? We’re trying to be like all the cool kids, right? And so relatedness is a key feeling in the drivers that drive decisions. And the “F” is Fairness. Is the return of my investment of both my time and my dollars worth it? And when we look at that and hear customers say, “Well, this isn’t a priority and that’s why we’re not going to buy, or you don’t have this feature, or we just weren’t able to calculate good enough ROI on this project.” There’s likely a feeling or an emotion that’s coming behind that. So I encourage you to think through that right out SCARF. And when you hear customers talking logic, it’s your job to go try to seek out the feelings that are really driving the behaviors and the decisions, because you can do something with those. I hope that helps. Good luck.

Scott Ingram: Now do yourself a favor and follow Todd on LinkedIn and go get your own copy of The Transparency Sale. You’ll find links to do both of those things and you can see the video version of Todd’s tip at DailySales.Tips/279

Then make sure you’re subscribed to the podcast in your favorite podcast app, you’ve joined the listener list at DailySales.Tips and come back by tomorrow for another great sales tip. Thanks for listening!

“If you don’t know who those people are, you’re going to have a much more difficult time getting them to act on your behalf.” – Jeff Bajorek in today’s Tip 278

Do you have a decision maker problem?

Join the conversation below and feel free to share it with us!

208: You Don’t Have a Closing Problem
215: You Have an Opening Problem
222: You Have an Engagement Problem
229: You Have a Discovery Problem
236: You Have a Questioning Problem
243: You Have a Rapport Problem
250: You Have a Process Problem
257: You Have a Strategy Problem
264: You Have a Planning Problem

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. It’s Thursday, and that means that today’s tip comes from Jeff Bajorek. This is part 9 of Jeff’s 16 part series that he kicked off back in tip #208 called “You Don’t Have a Closing Problem.” Here’s Jeff with today’s installment:

Jeff Bajorek: You don’t have a closing problem. You have a decision-maker problem. Now, there are a lot of people who can tell you “No” in any sales process, there are fewer people who you want to believe can tell you “Yes” and there are even fewer people still who actually can. My question to you is, Are you constantly in front of and connected to people who can help advanced your sales process even if they can’t give you a formal commitment or make a signature on a contract or give you money, authorize a purchase order? Are you in contact with people who can help push your process forward? Or are you spending time with people who you know can tell you no and you’re just trying to appease them? Now, I believe that it’s very important to treat everybody in the company like, the CEO because you’ve never known who’s really connected with the CEO. I’ve run into issues and situations in the past where the receptionist, the first person that I ever interacted with was a direct relative of the CEO. And when I tell you that there are people you don’t expect, who can tell you “No”, that is one of those people. Okay? But there are a lot of people who you want to be able to tell you “Yes” who really can’t. And a lot of salespeople hypnotize themselves into believing that those are the people that they need to be speaking to and interacting with on a regular basis. And when you get lulled into this feeling of, “yeah, I think I’m going to do all right and I think this person can help me get that final decision made” that’s where you need that reality check. That’s where you need to go back to Sales 101 and don’t let anybody do your selling for you if you can at all help it.

So ask yourself at any given point in your sales process, am I interacting right now with someone who can help me advance it forward? And ultimately, who do I need to be in front of when I ask for that final decision to be made? Because if you don’t know the answers to those questions, even if you can’t get access to the head honcho at the very end of the process, if you don’t know who those people are, you’re going to have a much more difficult time getting them to act on your behalf. You need to know the landscape before you proceed forward.

Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/278 that’s also where you’ll find the video version of Jeff’s tip and links to help you connect with Jeff directly because I know he would love to hear from you.

Thanks for listening and be sure to come back tomorrow for another great sales tip!

“The more they talk, the more comfortable they will feel with you and the more they will learn, you will learn about their concerns that they have. ” – Liz Wendling in today’s Tip 277

Will you show me the value? 

Join the conversation below and share your thoughts!

Liz Wendling Blog
The Heart of Authentic Selling
Sell Without Selling Your Soul
Liz Wendling Website
Liz Wendling 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 Liz Wendling. Liz is a nationally recognized business and sales consultant and the author of 6 books. Liz shows professionals how to make a profound difference in the way they sell and communicate both online and offline. Here she is:

Liz Wending: Some of the most common objections that you will hear in your business are: Your fees are too high. It’s not in the budget. I’m going to have to think this over. Now’s not the right time to invest. There’s too much on my plate right now and I don’t have the finances. Our committee would like to wait until we can budget for this. Well, this may come as a big surprise. When a potential client objects to price, it’s almost never about the price. It’s almost never about the money. It’s actually a blaring symptom of a much bigger issue in your sales process. Potential clients are afraid to part with their money. Money equals security. And it doesn’t matter if you’re asking them to part with $19, $1,900 or $19,000 people are happy to spend their money when they see there’s more value in having your product or service than in keeping their money. So when you hear a money objection, realize that there’s something below the surface of that objection and it’s your job to find out what that is. It’s your job to educate them past their objection and help them remove this barrier. When a potential client voices an objection of any kind, most of the time they’re telling you that they’re interested, but there’s something standing in the way of them saying yes. Objections may arise from a client who wants their doubts reduced or needs further information or reassurance about some certain points in the sales conversation. People don’t ask questions and have objections unless they’re considering you for your services. View the objection as a request for more information or that it’s a prospect’s concern or fear. So when a client States a concern, remember to never interrupt them and never attempt to go in and overcome the objection. The more they talk, the more comfortable they will feel with you and the more they will learn, you will learn about their concerns that they have. So make it a point to never disagree or try to overcome that objection with a snappy answer because that will only alienate the client from proving you think that he or she is wrong. You may win the war of words, but you will lose the business. Show your client that you have no intention of becoming defensive or argumentative and that you’re just trying to walk through the objection that they voiced. They need to know that they have been heard. You want to respect their point of view, and it’s safe to be open and honest to share concerns. So the next time you hear an objection, ask yourself why did it surface in the first place and did I do a good job discussing value because of potential clients can see the value they can’t see themselves buying from you.

Scott Ingram: As always we’ve got more links for at DailySales.Tips/277. One of those links will take you to a free audio program where Liz will show you how to transform your sales language and change your sales results.

Thanks for listening and be sure to stop by tomorrow for another great sales tip.

“So make sure when you’re doing your cold calls, open up with that personalization, open up with something that actually shows you did your research, and then ask an engaging question that will get them talking about it.” – Jason Bay in today’s Tip 276

How you open your cold calls?

Join the conversation below and share your ideas!

Blissful Prospecting
Jason Bay 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 Jason Bay from Blissful Prospecting is back with his regular weekly prospecting tip. Here it is:

Jason Bay: All right, so I was making cold calls with one of our clients earlier this week and they work for one of the largest commercial real estate brokerages in the entire world and so they have some, a bit of social proof for some people you know, sort of already know who the company is. But I wanted to actually share it because we’re training them on this right now. In the end, they’re doing a pretty good job of it already, but there was some things that came up in the call that we’ve been working on that I thought would be really good to share. If you’re making cold calls and for whatever reason people are getting angry or they might not be interested or you might just be looking for, you might be doing this really well right now and just looking for a different way of approaching this.

So I want to just share a tactic that’s working really, really well for them and its opening up with personalization. So hopefully you’re already doing research on prospects and you have a reason for reaching out. But what I oftentimes hear is that people don’t really mention what that reason is and they don’t do it soon enough and then call and get the prospect talking about that in a way that’s going to engage them and get them more receptive to meeting with you later. So the way that I like to open up cold calls in a lot of this is supported from Gong.io is, you know, “Hey, this is Jason Bay was blissful prospecting. How have you been?” And you let the prospect talk that line. How have you been? Lot of evidence and data around that. Like I said, I’ll link to the Gong.io article so you can see more about opening lines. But I love that one. You get them talking and the person will typically say; “Hey, good, you know what’s up? How can I help you?” Or they might ask you how you’re doing. In either case, you’re going to have a really short dialogue there and then you want to go straight to the point. The reason for my call is, and this is where you want to actually insert the personalization.

So I’ll give you a couple of examples here. So in the commercial real estate example, a lot of times what we’re seeing there when they’re calling into what’s referred to as a multi-market account with multiple locations, we’re looking for triggers that might indicate that they’re expanding or mergers and acquisitions might be another trigger that they might need some help from a broker. So he’d say “Hey, the reason for my call is I noticed that you guys are closing down a few of your locations. And you mentioned in one of your guys shareholders calls that you’re focused on consolidating those locations right now.” So I opened up with something personal to that prospect and that’s going to grab their attention right away. The second thing you want to do is have an engaging question that you can ask. And this could be as simple as, “So how’s the consolidation coming along so far?” Or “Hey, are you guys having any challenges? Because sometimes what I hear when consolidating is people deal with this type of challenge. Is that something that you guys are running up against right now or something that’s of mind for you?” So personalizations, having a reason for the call, have that personalization. And I had another episode about this on Daily Sales Tips that you should check out, but make sure that personalization is connected to how you might be able to help them. And then you need to ask an engaging question. So I’m going to give you one more example. So let’s say I’m cold calling for prospecting services, which is what we sell, prospecting, you know, services training, that sort of thing. “Hey Tom, you know, the reason for my call is I noticed that you guys are hiring SDRs right now and it looks like you guys have added three SDRs in the last three or four months. And I was wondering how do you guys typically handle, you know, the prospecting between SDRs and AEs? I know that you know, for some companies they want their AEs prospecting as curious. How does, how does the handoff work for you guys?” And I’m asking them something and showing them at the same time that I sort of understand how SDRs and AEs are broken down. And sometimes at certain companies, they have AEs do a lot of their own prospecting, sometimes they don’t, et cetera. And I’m asking them a question related to that to get them talking. So make sure when you’re doing your cold calls, open up with that personalization, open up with something that actually shows you did your research, and then ask an engaging question that will get them talking about it.

Scott Ingram: If you appreciate Jason’s tips as much as I do. Then be sure to follow him on LinkedIn where you’ll find even more of his thoughts. You’ll find that link at DailySales.Tips/276

After you’ve connected with Jason, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“The biggest piece of this tip that I want you to take away is that when you sit back and you work on yourself again, knowing thyself, you will start to infect joy and passion into others even inside of the things that you suck at.” – Dale Dupree in today’s Tip 275

How to reach your true potential?

Join the conversation below and Go check out all the links!

Dale Dupree on LinkedIn
Dale Dupree Website
The Sales Rebellion
Sales Success Stories Book – Volume 2
David Weiss full recap of the Summit

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 Dale Dupree, the leader of the Sales Rebellion and it was Dale who kicked off the Sales Success Summit last week with an incredible presentation that very much mirrored this tip as he walked us through his journey. Let’s get into this and then I’ll add some more thoughts at the end:

Dale Dupree: So this tip is about knowing myself better and figuring out your strengths and your weaknesses alike. Let me dive into this thing for everybody listening. There’s a psychologist named Sheldon Kopp that said, “All of the significant battles are waged within the self.” Listen, for me and most of you listening, it’s very true. Even if you deny that it’s true. Let me just tell you right now that this is a true statement. The greatest of the battles, people wage are against their own flaws and failures. So think about this is that we’re always trying to reach our full potential, right? We’re trying to find the opportunities in order to get there. And the thing is that what you have to do is you have to face your flaws instead of fighting your flaws. So let me give you a couple of things that I do for myself from a leadership perspective, in order to fully understand who I am and to always be accepting who I am as well too.

Number one is that I like to look at myself clearly. Number two is that I like to admit my flaws with honesty. Number three is that I like to discover my strengths with joy. And number four’s that I build on all of those strengths passionately.

So let’s jump back to number one, seeing yourself from a clear perspective. To be able to sit back and understand that, your strengths and your weaknesses all alike are important and to be able to tell yourself your truths are important. So sitting around with yourself and denying certain things to be true or certain things to be flaws or certain things to be strengths is an important piece of the puzzle.

Admitting your flaws honestly. The second piece. This is the piece of the puzzle that is truly one of the most important. There’s a lot of talk about, Oh, you have these flaws and you need to be working toward them to make them better. Well, the thing is that you just need to know thyself. You just need to sit back and understand that you have these flaws. Maybe you’ll always suck at them. And so what I like to say is embrace the suck because when you embrace it allows you to be cognizant of the things that you’re not good at and it allows you to be able to overcome them, not quite in the way that you’re thinking, but in a way that gives you strength.

The concept number three of discovering your strengths with joy is this whole understanding of being present inside of happiness when you look at your strengths. Don’t just look at the things that you’re good at or that you know that you’re good at either one as facts. Look at them as things that you should be extremely passionate about and that you should take joy in. When you take joy in them, others will mirror that same attitude and take join them with you.

And so number four, building on all of those strengths with passion, fever. It’s important to run with your strengths, right? And to understand too, that maybe at some point inside of your strengths you might find more weaknesses, right? But being able to admit those weaknesses like we talked about and accept them is what creates strengths in the first place. So being passionate about your strengths is bigger than just an attitude. It’s a lifestyle. It’s not just from eight to five either. It’s 24/7 it’s when you’re with people that you don’t work with. It’s when you’re with your family; it’s when you’re with your prospects. Should we showing everybody the same passion altogether? The biggest piece of this tip that I want you to take away is that when you sit back and you work on yourself again, knowing thyself, you will start to infect joy and passion into others even inside of the things that you suck at.

Scott Ingram: David Weiss wrote up a beautiful recap of the Summit on LinkedIn and suggested: Don’t come to this conference to learn to be better at sales – there are a lot of places for that. Come to this to learn to be a better human while mastering sales. Hopefully, some of that comes through in these tips as well. Of course, we all want to be better, more successful sales professionals, but a big part of that path is becoming better more successful humans. If you click over to DailySales.Tips/275 we’ll include links to all things Dale Dupree and The Sales Rebellion. I’ll include a link to David’s full recap of the Summit, and if you hurry you can take advantage of the crowdfunding campaign where you can get early access to many of the things we’re working on for 2020, including the videos from this last Summit where you can see Dale Dupree’s presentation as well as David Weiss’ presentation. We’re still collecting feedback, but I’m confident in saying they were both in the top 5 most highly rated by the audience. Those videos will actually be available by the end of the month. So again DailySales.Tips/275 will take you to all of those places.

Once you’re done doing that. Make sure you’re subscribed to the podcast and come on back tomorrow for another great sales tip. Thanks for listening!

“If you are seeing value, recognizing value from these tips, from these episodes. I hope that you will give back and contribute. And again, take more for yourself in the process and grab some more of this really, really incredible content.” – Scott Ingram in today’s Tip 274

Do you want to be a part of this book?

Join the conversation below and Go support this show and support the broader Sales Success Community!

Top1.fm/2020

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: Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host Scott Ingram. Today I want to ask you to support this show and support the broader sales success community and capture a ton of value for yourself in the process. Now that the Sales Success Summit is behind us, the next big project that we’re all working on is the next volume of the Sales Success Stories book and the plan here is to release that new book in Q2 of 2020 so we’re starting to collect the stories for that book. And just to be clear, these are not repurposed stories from the podcast. We didn’t take transcripts and try to build stories from that. All of the stories in these books are purpose-written for the book and if you go to Top1.fm/2020 you’ll find the crowdfunding campaign that we’re running just for the next two weeks. Actually not even two weeks at this point. We’re only going to run that through October 31st so very short window and it’s your opportunity to get involved in that book early. You can get your version of the eBook, the paperback version, the audio version, whatever it makes the most sense for you and there are some great ways to step up and have your name even printed in the book. So any contribution over $50 we’ll get your name printed in every copy of the printed book, every copy of the eBook. You won’t have your name in the audiobook though because it would just take too long to read.

The other option that you have in there is all of the videos from the Sale Success Summit, so there’s over 11 hours of content in those videos. We’re doing that editing right now and we’ll be releasing all of those videos by the end of the month. So a great opportunity to get your hands on all of those recordings. If you’ve seen what people have been saying on LinkedIn, the content was Epic and the value in these videos is going to be absolutely tremendous and I’m probably selling them for way less than I should, but you can get all of the videos and all of the different versions of the book. Once we publish that for just $99 and then lastly, the Uber tier includes a ticket to the 2020 Sales Success Summit. Again, it’s sort of an all-inclusive package. It’s the books and the videos and everything for the best price that you’ll ever be able to get a ticket to next year’s event. So I hope that you will support us in the work that we’re doing here. If you are seeing value, recognizing value from these tips from these episodes, I hope that you will give back and contribute and again, take more for yourself in the process and grab some more of this really, really incredible content. Again, Top1.fm/2020 just through October 31st.

Thank you so much. And tomorrow, of course, we’ll have another great sales tip for you. Thanks for listening

“The biggest thing that you can do is ask for advice” – Jason Bay in today’s Tip 272

Do you ask for advice?

Join the conversation below and check Jason’s LinkedIn post!

Blissful Prospecting
Jason Bay on LinkedIn
Jason Bay LinkedIn post

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 Jason Bay from Blissful Prospecting is back after spending some time with us at the Sales Success Summit earlier this week. Here he is addressing a challenge that I get asked about quite a bit:

Jason Bay: At some point in your career, I’m sure you’ve had to deal with. Having upper management, you know, a director of sales, VP or someone else maybe that you don’t even really meet with on a regular basis or that hasn’t done a sales call in a very long time, maybe years. Telling the reps what you have to say in a cold call or providing the templates for you to use in a cold email. And that works really great if what you’re using is working. But oftentimes what I’ve heard and experienced firsthand is that those things aren’t working that well. So I don’t want to talk about is you know how to handle that because I think this is a pretty sensitive situation where you don’t want to be a Lone Wolf and be doing your own thing and you want to be a part of team, culture and atmosphere and that sort of thing. But at the same time, you also have a quoted ahead and you’re paid based on performance and if you know something will work better, you know you want to do that. Right? So I want to talk about how to navigate that and I put up a post on LinkedIn that’s going to be linked up here in the show notes and I definitely check it out the Crowdsourcing feedback on this as well. So there are essentially two things to look at here. I think from a rep’s perspective you need to think about, well I need to hit my activity targets, right? Because if I’m typically I’m being measured on activity or quota, I need to hit whatever my quota. And how that’s measured is while testing this. So it might require you to put in some extra time in order to do that. So if you’re a rep, but what I recommend doing is creating an internal case study. So if this is a conversation you’ve tried approaching maybe with your manager and it has been unsuccessful, what you might do is create a case study and frame this in the way that a business would frame a case study or the key cities you might be using for your company when you’re prospecting or selling.

So in the case study, it’s going to be used for internal purposes. So you want to have a challenge or a hypothesis that, Hey, if I use this thing or say this thing in my calls or my emails, my hypothesis is that it will increase my response rates by this and it will yield X amount more of opportunities, which will yield X amount of revenue. Everything’s going to come down to revenue. The second part to that is to talk about how you approached it. So try testing one or two things and you’re essentially AB testing within your company here on how you’re, how you approach solving it. And then the third part is the results. So make sure that everything does tie back to revenue or opportunities or however else that you’re measured based on your quota. So that’s one way of approaching it from a reps standpoint.

The other thing too is if you have not approached that conversation and let’s say that you are given templates and talk tracks and things and aren’t really working that well and you haven’t approached the conversation with your sales manager or your boss or whoever, you might just try talking to them. So there’s a couple of different ways that you can approach that conversation. But I would really look at it in terms of what your sales manager or your boss really cares about. And really everything comes down to dollars and cents in sales.

So the way that conversation might be approached is, you know, “Hey I know we have these talk tracks and cold email templates and you know, I really appreciate you guys taking the time to put those together and in that, you know, it really saves a ton of time. What I’m curious about is, you know, my understanding is that I’m measured based on my quota here and specifically I know I have an activity target, a measurement that I need to hit on a daily basis here in my quota is X amount of dollars.” Like what’s the most important thing to you guys? You know, if I had a suggestion on something that I’d like to try, cause I think it might have a higher response rate so that I could surpass my quota. Like what is your suggestion on how I might go about doing that? And just ask them for advice. That’s the biggest thing that you can do is ask for advice and let them know that you’re coming from a place of, I’m not trying to be a lone wolf here and do this my own way. Like, I really want to do this in a way that might help me surpass my quota. It might be something that I could share with other people on the team that could help them do the same. And what’s a way that we could approach this together. So definitely check out the LinkedIn posts. There’s going to be a bunch of feedback in there where you can sort of see how other people have handled a situation like this. So check that out and good luck and let us know in the comments how this goes.

Scott Ingram: You can find the link to Jason’s LinkedIn post at DailySales.Tips/272 leave your own thoughts and comments there and you can read what I had to say there as well. Again that’s DailySales.Tips/272

Once you’re done doing that, make sure you’re subscribed to the podcast and come back tomorrow for another great sales tip!

“The best source for finding new customers that are just like your best ones are your best customers.” – Jeff Bajorek in today’s Tip 271

Do You Have A Targeting Problem?

Join the conversation below and check all the links in this series!

208: You Don’t Have a Closing Problem
215: You Have an Opening Problem
222: You Have an Engagement Problem
229: You Have a Discovery Problem
236: You Have a Questioning Problem
243: You Have a Rapport Problem
250: You Have a Process Problem
257: You Have a Strategy Problem
264: You Have a Planning Problem

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, who’s actually sitting right in front of me and it’s become clear that Jeff also has a podcasting problem. Jeff was generous enough to host a half dozen hallway conversations during the Sales Success Summit and you can find all of those conversations over on the Sales Success Stories Podcast. You’ll also be able to find the quick recap conversation that we’re about to have there as well, but right now you can listen to part 9 of Jeff’s 16 part series that he kicked off back in. Tip #208 called, “You Don’t Have a Closing Problem”. Here’s a recording of Jeff not live Jeff, with today’s installment,

Jeff Bajorek: You don’t have a closing problem. You have a targeting problem. What kind of problems do you solve? Who can you best serve by solving those problems? Have you ever put yourself in the headspace of a prospect and thought why they would buy from you? Have you ever tried to empathize with the situation that they’re in and see if there’s an application for your solution that maybe your marketing department didn’t think of or maybe the founders of your company didn’t appreciate when they were coming up with what they can do because there’s a big difference between what you can do and the problems you can solve and why someone would buy your solution. Have you ever put yourself through the thought exercise of why someone wouldn’t buy from you? Have you ever given yourself potential objections to be able to work around and brainstorm through these kinds of conversations before they even happen?

Well, those exercises will help you out tremendously if you can do that. It really help you empathize with your prospects, but the best way to identify more people who you can help the best are by asking the customers who love doing business with you already. This is the most underutilized form of marketing that there is. Go to your best customers. Ask them why they buy from you. They will probably give you a surface answer kind of, you know, trying to give you something that makes you feel good to hear but doesn’t really go deep. Then ask them again and say, “Okay, can you be more specific?” Your action of asking them, of being a little bit vulnerable with them will allow them the space to be a little bit more vulnerable with you. And here’s the beauty of it. They will give you exactly the words, the phrasing, the messaging to go find more customers like them. Because prospecting is hard enough. It’s much better if you know a prospect is going to be worthwhile. And if you know exactly how you can help them. The best source for finding new customers that are just like your best ones are your best customers. Think about these questions. Think about these situations. When you go to find new prospects, you’re going to have a lot more success.

Scott Ingram: As always, you can find the video version of Jeff’s tip and find links to the other eight parts in the series at DailySales.Tips/271

Thanks for listening and come back tomorrow for another great sales tip, and maybe I’ll have my whole voice back then as well

You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today is October 16th, 2019 and the Sales Success Summit is DONE! Of course, I recorded these before the event even started, but I have to imagine I’m catching my breathe a little bit and enjoy some of the afterglows from another incredible experience. Assuming I didn’t find some way to screw it up along the way. One of the things that I announced in the closing yesterday is the crowdfunding campaign for Volume 2 of the Sales Success Stories book series that we’re planning to publish in Q2 of 2020. That campaign is really short. It’s only going to run for the next two weeks until October 31st. The truth is that campaign is quite a bit bigger than just the book. This will be your best opportunity, probably all year, to get involved in all of our plans for 2020. Of course, there are options to get the next book in whatever formats you prefer. There are also a lot of preview options as well AND everybody who contributes $50 or more to that campaign will have their name printed IN that book. We’ve made it pretty easy to spend over $50. You can get a copy of the book in every format and all of the edited videos from the 2019 Sales Success Summit for just $99. Want to really invest in yourself and become an active member of this community? Then check out the 2020 Sales Success Summit package that includes everything I just talked about AND your ticket to the 2020 Summit for just $699. I hope you’ll check it out. You can just click over to top1.fm/2020 for all the details.

And with that, it’s time to share with you the #1 most popular tip from Q3. This is tip #235 from Tom Williams on Creating Value Messages that Differentiate:

235. Creating Value Messages that Differentiate, The Secret Sauce – Tom Williams