Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today, I actually have two bonus tips for you. If you listened to the beginning of our countdown of the top tips from Q2, you heard me explain why the methodology of identifying these top tips is slightly flawed and I wanted to correct one of those mistakes by going back to a tip that was released towards the end of Q1 that over time has outperformed some of the top tips that I featured in Q1.

Then after that, I have the true #1 tip from Q2, but I didn’t want to include it in the real countdown because it was a joke. It was my April Fools episode.

Hear that again: the second tip that we’re about to play was a joke, but it sure did get a bunch of people and it got shared quite a bit as well. Check these out:

 

52: Authentic Prospecting – Jason Cahill

72: The New Sales Tech Stack – Scott Ingram

 

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

I’m going to share another tip from Q1 that over time has outperformed some of the original Q1 winners when we did that countdown. Alright, enough from me. Here’s the third most popular tip from Q2:

80: Salespeople Need to Start Behaving More Like Marketers – Scott Barker

 

“Everything in the world needs to stop to reset and recharge and start over.” – Jeff Bajorek in today’s Tip 165

How are you going to stop?

Join the conversation below and share us what you’re going to do. You can share your sales tips too while you’re having a break!

Jeff’Bajorek on LinkedIn
Jeff’Bajorek on YouTube
JeffBajorek.com

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 Jeff Bajorek is back, and this one really got me. Jeff sent this over for me a little over a week ago and I haven’t been able to get it out of my head. Here give a listen and then I’ll tell you what I’m going to do about it, and I’d love to hear what you’re going to do about it as well:

Jeff Bajorek: Stop. Maybe just for 10 minutes, maybe at 6 o’clock tonight, maybe for a whole weekend. Wait, maybe for a week, maybe you can take some time off. Maybe you can go somewhere. Maybe you can vacate. Maybe you can leave your phone alone. Maybe you can shut your laptop off. Maybe you can leave some of that stuff at work. You’ve earned the right to do that. Yes. All of the narrative around you with the hustle and you got to keep going and your competition is working around the clock, so you need to work around the clock twice as fast. I’ll tell you what I want to say, but it’s a family show, so I’m going to say garbage instead. Here’s the thing. We’ve all heard it. You don’t want to believe it the same way I didn’t want to believe it, but you need to stop. You need to recharge. Everything in the world needs to stop to reset and recharge and start over. Even the human body, even your brain, I know you don’t like to admit it. I know you want to deny it, but you know that you’re better when you’re fresher. All the research is out there. You can find it yourself. I’m not going to put you there, but I want to take another spin on this. I want to take this from another approach. If you haven’t earned the right to take a vacation, the right to take a break, then why are you doing what you’re doing altogether? If I haven’t earned the right to go play golf on a Monday morning with a friend of mine, then when will I earn that right? If I haven’t earned the right to take a vacation with my family or with my wife for our anniversary like I did last fall, then when will I earn that right? And if I will never earn that right, why am I doing what I’m doing? I want you to ask yourself those questions. Look, it’s really invoked to talk about balance and talk about integration and talk about all those things that make people feel good. That’s how a lot of those trends get started, like social selling and some of those things that we’ve learned, you know, really when you think about them, they just make sense, right? You know, if you tell people what they want to hear, it’s amazing how much attention they will give you. But I want you to think pragmatically about your ability to produce as well as your production and the balance between the two. And that if you burn the candle at both ends, you won’t be able to burn for a very long. But I also want you to think about your why. I want you to think about why you’re working in the first place. I want you to think about what you are trying to earn and when you have earned it, you need to take it. And if you can’t say if you’ve earned it or not, if you don’t know when you will have earned it, how do you know you already haven’t? That’s what I want you to think about and I want you to do something about it. Let me know how it goes. Send me an email at JeffBajorek.com. I want to hear from you and I hope I do soon.

Scott Ingram: Sometimes you have to prepare to stop, to fully earn that well-deserved break and that’s exactly what I’m doing thanks to Jeff’s prompting. Tomorrow is the 4th of July (Independence Day in the US) and one of my favorite holidays. Better yet it falls on a Thursday this year which makes for a pretty natural 4-day weekend. I haven’t had that much time off since last December, and it’s time for me to stop. So what I’m going to do is feature the best of the podcast from Q2 for the next 4 days. All pre-recorded so I can completely stop. Oh, and there’s one other way you can help me with an even bigger stop. The family and I are finally getting out on a real vacation at the end of July and taking two weeks! What I don’t want to do is stop the show though. So I need your help. Send me your own sales tips. Let me feature you while I’m out and completely unplugged with my family. The sooner you send it the better so I can start building up that backlog. I’d really appreciate your help with that. Now, what about you? How are you going to stop? You’ve got a perfect opportunity to practice over the holiday or over the weekend. Let us know in the comments at DailySales.Tips/165

Then come back tomorrow for another great sales tip, and it really will be great, because it will be one of the best tips from the last 3 months. Thanks for listening!

“Each episode is packed with valuable insights to sell on quality and whether you’ve been selling for 10 days or 10 years, this show is for you and I take advice from my listeners and apply them to my real costs so we grow together.” – Daniel Hill in today’s Tip 164

Daniel show is definitely worth checking out!

Join the conversation below and find more links about Daniel!

Cold Call Hero podcast
Cold Call Hero on Twitter
SkylineWilderness on SoundCloud
Daniel Hill Website
Active Sales 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, I’ve got another sales podcast for you to check out. I just finished another update of my massive list of every active sales podcast I can find and if you can believe it, there are now over 200 shows on that list. With the list that big, I can’t say that I’ve spent very much time with very many of them, but this one caught my attention. I’ve since listened to every episode and Daniel did a great job putting together this trailer for you. Check it out.

Daniel Hill: I’m Daniel Hill, a full-time business to business sales executive and host of the Cold Call Hero podcast where I play and dissect my real sales calls.

Client 1: We’ve had, it’s the same pest control for 30 years and I think they’re pretty satisfied with them.

Daniel: Gotcha. Who is that?

Daniel Hill: Hear me address every objection in the book

Client 2: We already have a contract with ___.

Daniel: Yeah, I understand and that’s why I want to meet with y’all.

Daniel Hill: You’ll hear me when.

Client 3: I’ll see you on Tuesday.

Daniel: Yes, sir. Bye.

Client 4: I think we’re probably gonna do business together.

Client 5: Sure. As a matter of fact, if you like to come by tomorrow, I’m open.

Daniel Hill: …and you’ll hear me lose.

Client 6: Oh, we already have someone. Thank you. And we’re happy with their work, but thank you for asking.

Daniel: Do you mind me asking who that is?

Client 6: No.

Daniel: Ouch.

Daniel: Just calling to see if I can get some time on your calendar this week.

Client 7: No.

Daniel Hill: But you’re not actually losing if you’re learning from it. So hear me learn from my mistakes.

Client 8: Yeah, looks like it’s good.

Client 9: Right now we’re still with the company yard.

Daniel Hill: That’s the response you get when you ask the wrong question and I just asked the wrong question. Oops.

Daniel: We could actually impact your bottom line.

Client 10: Okay. I like that sound.

Daniel Hill: It’s a brutally honest insight into the world of a salesperson.

Daniel: Really want to know what it would take to earn your business.

Client 10: We just haven’t made a decision yet.

Daniel Hill: Each episode is packed with valuable insights to sell on quality and whether you’ve been selling for 10 days or 10 years, this show is for you and I take advice from my listeners and apply them to my real costs so we grow together. So join me and experience the journey of a Cold Call Hero. Search Cold Call Hero, wherever you get your podcasts.

Daniel: So when we do something, we want to make sure it’s done right so while we’re not the cheapest, see it will be the best quality that you can get.

Client 11: Okay? All right. I’m going to have to use that too. I’m wondering, have you given me some. Ha! Ha! “You know, we may not be that cheapest on camera, but she’s got on quality”.

Scott Ingram: Daniel show is definitely worth checking out. Now I’m a bit biased because I especially enjoy the practitioner-led podcasts and this one takes it to the next level. As you get to hear a practitioner, practicing his craft. For links to the Cold Call Hero podcast and my full crazy list of every active sales podcast, I can find just click over to DailySales/164.

Thanks for listening and come back tomorrow for another great sales tip.

“Get more of the happy brain chemicals: Dopamine, Serotonin, and Oxytocin. In the sales world, you have to motivate yourself, and these are exactly the chemicals that cause motivation.” – Loretta Breuning in today’s Tip 163

How do you manage your brain chemicals, motivation & social trust?

Join the conversation below and learn more about Loretta!

Inner Mammal Institute
Happy Brain Podcast
You Have Power Over Your Brain Videos
Habits of a Happy Brain Book
Loretta Breuning on Facebook

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 Loretta Breuning. Dr. Breuning is the Founder & Principal of the Inner Mammal Institute and the host of the Happy Brain Podcast. Here she is with today’s tip:

Loretta Breuning: Hi, I’m Loretta Breuning. I like to explain how you can get more of the happy brain chemicals, Dopamine, Serotonin, and Oxytocin. In the sales world, you have to motivate yourself, and these are exactly the chemicals that cause motivation.

In the human world, we think of them as pleasure, but in the animal world, they motivate animals, these exact same chemicals to take that next step, to get the resource that they need to survive. Each of these happy chemicals has a very specific job to do. They’re not designed to be on all the time, so it’s very useful to know there’s nothing wrong with you. They’re meant to go up and down. You’re meant to get spurts when you take a step toward a goal and not just flow for no reason.

So, dopamine is the chemical that tells you I can get it and I’m just about to get a reward that meets my needs. If you have big dreams, it’s not really the best way to stimulate your dopamine because your brain only releases that when you see that you’re actually getting closer. Like if you imagine a monkey climbing closer to the fruit, each step closer is more dopamine. So, divide your big challenges into small chunks and you will give yourself steady dopamine and you’ll also build that dopamine pathway that expects to get more rewards in that particular way and know that once you get the reward, you see your dopamine stops and you have to do more to get more.

So instead of driving ourselves crazy, it’s really useful to know that that’s how it works and to be at peace with not having had a dopamine spurt every minute.

Now Serotonin, that’s the difficult one. Serotonin is that natural competitive urge. It’s not usually what you hear about serotonin. We always hear that it’s calm. But in the animal world, the individual who’s dominant is calm because they have first priority over the resources. And that calmness reduces conflict within a group of mammals. So the mammal and the dominant position gets a little spurt of Serotonin and then that spurt is soon gone and you have to do more to get more. That’s how our brain evolved to work. Now you can’t just push yourself to be dominant every minute because that will annoy other people because they are also trying to be dominant every minute. So basically finding small ways to give this to yourself is much more useful. And again, small steps work because big dreams just lead to more ups and downs. Whereas small steps, you can continually remind yourself that you have the survival skills necessary. And that’s what it takes for your inner mammal to feel safe and release the Serotonin. But you have to keep doing it because it evolved to just give you a little bit at a time. Now, of course, it’s nicer to have real hardcore results, but the complicated thing is that our brain always habituates to the rewards that have, like if you’re thirsty, water is valuable, but if you’re not thirsty, water doesn’t excite you. So whatever you achieve, your brain is going to start taking it for granted and wanting more. And the better you know that the more you can just relax and know that there’s nothing wrong with you and our brain is not evolved to zoom all the time. Finally, oxytocin is the chemical that creates social trust. Now, social trust, we liked to idealize it. Animals seek hurt because it protects them from predators. So they have a lot of conflict in their heads and it’s a protection from predators that motivates them, which is why any group of people you’re with, what do they talk about? All they talk about is their common enemy and that creates that nice bonded feeling that causes in-group trust at the expense of the awkward. So people often bond by talking about a common enemy. But if you don’t go along with that, then they may see you as the enemy. Now once again, the way to get oxytocin is in small steps. So reciprocity is the way things work in the state of nature. And animal makes a gesture of trust and waits for another animal to respond with a gesture of trust. You cannot control other people’s trust. So every day make a small gesture of trust and the next day make another small gesture of trust. And over time other people will reciprocate when their trust has built. But we have to keep investing in those small steps. Don’t make huge gestures because again, you’ll just get that disappointment, but keep taking small steps towards social trust and you will build that pathway and stimulate more oxytocin. A lot more on that in my book. Habits of a Happy Brain: Retrain Your Brain to Boost Your Serotonin, Dopamine, Oxytocin, and Endorphin Levels

Scott Ingram: Such interesting stuff. As always we’ve got links to more resources from Dr. Breuning at DailySales.Tips/163 She has also been generous enough to offer 1 copy of two different books that she’s written to listeners of this show. Those books are titled, Habits of a Happy Brain: Retrain Your Brain to Boost Your Serotonin, Dopamine, Oxytocin and Endorphin Levels and the other is Tame Your Anxiety: Rewiring Your Brain for Happiness. To win a copy just send me an email at [email protected] with the title of the book you’re most interested in.

Thanks so much for listening. Be sure to come back tomorrow for another great sales tip!

“If you put the right message with it, you’re fun but you’re also serious and what it is that you want to inside of the experience you’re building, they’ll call you every single time.” – Dale Dupree in today’s Tip 162

What efforts do you do to follow up?

Join the conversation below and send me your own follow-up question for Dale!

Dale Dupree on LinkedIn
Dale Dupree on Twitter
Dale Dupree Website
The Copier Warrior – Selling Local Podcast
Dale Dupree on Sales Success Stories Interview (Part 1)

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’ve another clip from my latest interview with Dale Dupree, actually, this is two short clips in one where you can get a sense of the mindset, approach, and strategies that Dale deploys in his prospecting efforts:

Dale Dupree: And so I would head back to the office and do all my follow up for the rest of the day. And essentially what I was following up on, where my drops, you know, imagine being an account executive searching after net new business and instead of just trying to coldly and blindly get an appointment that you’re very purposeful and you’re very authentic on top of that, inside of this purpose that you’re trying to fulfill for yourself, but more so that you’re intentional about the interaction that you’re having. The intentionality, I think is the most important parts of this because I can call the front desk and say, “Hey, it’s The Copier Warrior from earlier. Were you able to get that picture of me and Chuck to Dennis and can I speak with him?” And I’m telling you right now that when you make that call, the front desk, 90% of the time, it’s just like “I gave it to him, he laughed.” They give you all kinds of info, they become your alliance instead of the organization in those moments. And they’ll say one of two things like he’s not interested, but he said to keep in touch like it’s the softest know you’ve ever gotten. Or they’ll say something along the lines he said to call them tomorrow at three right? Or yeah, he’s in, you know, so like either you get to them or you get the softest. No ever. But, but one way or another, I always kept people in my pipeline. I should mention that even if they told me they weren’t interested, I kept them in a bucket where I was respectful but pleasantly persistent with them over time and I won their business. So about five o’clock people go home, right? It’s got like they straight up just clock out and go home. But like I was telling you, like I’d go back into the field, I called it decompressing and at one point I was doing it wrong, but I’ll tell you the right way to do it is that you go back into the field, but you go with this attitude and mentality of serving. And so you had to a community event or you do or you had to a hotel, but, but go change your clothes first, like head in with some jeans and tennis shoes, like be less intrusive and, and be more meaningful and what it is that you’re trying to accomplish with these business owners and these people that you’re trying to serve.

I’m telling you, if you do this a right way, you never even have to cold call again in the first place. But I loved my outreach methodology so much because again, like when you walk in and you hand somebody a cardboard cutout of yourself that’s six feet tall and you say, “Hey, Eric has been ignoring my phone calls and I just want to meet him. And so I figured this would probably be the best way if you’ll put this in his office and just tell him that, you know, I said “Gotcha”. You know like the front desk loses their mind right, and they love it more than anything and then you know, if you’re intentional enough and if you put the right message with it, you’re fun but you’re also serious and what it is that you want to inside of the experience you’re building, they’ll call you every single time and again they’ll become something bigger than how it started.

Scott Ingram: There’s so much more in this interview and we’re not done yet. The full nearly 85-minute conversation is waiting for you over on the Sales Success Stories podcast and that’s just part 1. Dale and I are scheduled to talk again on July 3rd for round 2 and that episode will release on July 23rd. If you listen to these right as they come out you’ve still got a couple of days if you want to send me your own follow-up question for Dale that I can include in that interview, or better yet just come join us at the Sales Success Summit and ask him yourself. As always links to everything are available at DailySales.Tips/162.

Thanks for listening and come back tomorrow for another great sales tip.

“I’m so passionate about what we’re trying to do with this event, and I hope you’ll invest in yourself and let us try to help you find your next gear.” – Scott Ingram in today’s Tip 161

I’d also encourage you to find ways to surround yourself with others who have done and are trying to do what you’re trying to do.

Join the conversation below and register now on the Sales Success Summit!

2019 Sales Success Summit
Sales Success Stories Book – Volume 2
Sales Success Stories Book
B2B Sales Mentors Book
Sales Success Stories

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. Last week I had a conversation with someone who had just registered for the Sales Success Summit. I try to have a conversation with each person who registers for the event just to better understand what they’re hoping to get out of it and to help me know what we can do to try to deliver an even better experience. The first thing that I learned from Mike is that his company wasn’t paying the full amount. He was taking on the majority of the cost himself because he believes in what we’re trying to do and decided to make the investment in himself. Then we talked about how he’d been inspired by the stories he’s heard on the podcast and knew he could be more and do even better. For him, it’s all about finding the next gear.

That statement really resonated with me. Finding the next gear. A place where sure you’re probably going to have to apply a bit more energy, but that extra effort plus an even better gear ratio is going to result in exponentially better performance. The question is, how do you get there? Unfortunately, I don’t think that there’s some secret recipe you can follow. There are just too many variables and everyone’s individual circumstances are different. Instead, you have to work for it. You have to be a student of sales. You’ve got to figure out how to get your head right and develop the right mindset. You’ve got to figure out the right process that fits you and your style that you can execute consistently, and you’ve got to just keep tweaking and refining to get just a little bit better everyday. Over time those incremental gains start to compound and you find that you’re pushing a whole new gear that you didn’t even know existed, and in so many ways that’s exactly what we’re hoping to help people find at the Summit. We’ll talk about mindset and process and different strategies, but probably more important than all of that content is the connections. Just being in a room with other driven sales professionals who are also investing in themselves, where you can build a powerful support network who you can reach out to, like I do, to talk you up when you’re down and help you through the challenges and to celebrate the wins with. That is why I’m so passionate about what we’re trying to do with this event, and if you’re ready to take your sales game to the next level, I hope you’ll invest in yourself and let us try to help you find your next gear.

Is that the only way? Of course not. You can still be successful without coming out. You’re already listening to this podcast so I know you’re trying to put some good stuff into your head and want to learn some new ideas. From there I think it comes down to action. Great ideas are great, but they’re useless if you don’t try them, and I’d also encourage you to find ways to surround yourself with others who have done and are trying to do what you’re trying to do. Find mentors, find friends, find a way to build a support system around yourself, because in my experience it’s almost impossible to do this by yourself. You’re going to need help. Go find it.

And if we can help you find it at the Sales Success Summit. Come join us, and the sooner you do it the better as the price increases at the end of each month as long as we have space until the event here in Austin in October. All of the details and the registration action is waiting for you at Top1Summit.com

I hope you’ll come. Either way, come back tomorrow for another great sales tip and thanks so much for listening and telling your friends about what we’re doing here.

“I think the most powerful stuff in this book is around his recommendations for the types of questions you should be asking and how to ask them.” – Scott Ingram in today’s Tip 160

Have you read it? How are you applying what you’ve learned?

Join the conversation below and share your thoughts!

Never Split the Difference by Chris Voss
Sales Success Stories Book – Volume 2
Sales Success Stories Book
B2B Sales Mentors Book
Sales Success Stories

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’ve got a book recommendation for you, and a quick shoutout and thank you to David Wacker who recommended Never Split the Difference by Chris Voss to me earlier this month. I picked this one up on Audible and it’s an entertaining listen that goes pretty fast. Chris Voss was a top FBI hostage negotiator, so clearly that’s quite a bit more high stakes than sales and he’s got a great line in the book that really drives the “never split the difference” point home when he suggests that if there are 8 hostages, your goal isn’t to split the difference and bring 4 of them home.

I think the most powerful stuff in this book is around his recommendations for the types of questions you should be asking and how to ask them, and that’s a lot of the book. I’m actually planning on listening to this one a second time because I realized about halfway through that this is insanely applicable to discovery. So if you decide to check it out yourself, or if you’ve already read it you might want to go back and give some thought to how you can leverage some of these questions and questioning techniques in the earliest stages of your sales process and not just when you’re trying to sort through the final stages of the deal and negotiating terms.

This one’s been out for a while, published in 2016. Have you read it? How are you applying what you’ve learned? As always I’d love to hear from you. You can join the conversation at DailySales.Tips/160 where you’ll also find a quick link to the book as well.

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