“If something is not working anymore, probably the marketplace is telling you something. So figure out what is working.” – Dan McDevitt in today’s Tip 1209

Do you ask for help?

Join the conversation below and go check out the links!

Dan McDevitt on Sales Success Stories Interview
Daniel McDevitt on LinkedIn
Tompkins Insurance
1208: Rethink Your Competition – Jeff Bajorek

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip is a pretty nice companion to Jeff’s tip yesterday, which went a little long. This one is short and sweet to help us even things out. This is from my most recent interview on the Sales Success Stories podcast with Dan McDevitt. Here he is:

Dan McDevitt: I think COVID taught a lot of people that you automatically have to figure a different way to do business, unless you’re already kind of working from home. That opened up the floodgates for a lot of people. And if something is not working anymore, probably the marketplace is telling you something. So figure out what is working.

And also it’s not just a man thing because I know a lot of women struggle with this like, ask for help, network with people. I can’t tell you how many times that I’ve reached out to somebody on LinkedIn or in some sort of setting where it’s just met with open arms like, of course, I’ll help you out with information and all that. So I think being a student to your craft will go a long way there.

Scott Ingram: For a link to my full conversation with Dan on episode 143 of the Sales Success Stories Podcast, to connect with Dan and to yesterday’s tip from Jeff, just click over to DailySales.Tips/1209.

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

“If you’re willing to look at things a little different, something beautiful can come out of it, but only if you’re willing to change your mind about how you approach it.” – Jeff Bajorek in today’s Tip 1208

Do you rethink your competition?

Join the conversation below and check out the links!

Donate to Chosen Vision
SalesCoin.co/ChosenVision

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a super solid tip for you from Jeff Bajorek and it includes a pretty special offer at the end. Here’s Jeff!

Jeff Bajorek: Rethink Your Competition. A lot of sales reps really don’t think much of their competitors if they think anything at all. And it’s just easier to keep a really healthy boundary between you and that other rep who’s going after the same business with a similar solution and only one of you is going to win. But throughout my career, it has paid dividends to me to not necessarily befriend these people, but to treat them with a great deal of respect. And the way I would define that boundary personally was, look, if they came into a bar, I’d buy them a drink, but wouldn’t have it with them. I wouldn’t sit there with them to watch it finish or watch them finish it. I would just, hey, great wave, and then make my way out the other door. But I just wanted them to know that there was a mutual level of respect because that in just about every case ensured that that respect was returned.

I can think of one situation in particular where our competitive rep came up to me and said, “Jeff, I appreciate the way you are going about selling. I appreciate the way you’re not dragging my company through the mud with old news, and I’ll never do that to you.” This is a guy who I was taking a lot of business from at the time. But when I saw him at a trade show, he walked over and said that to me, and I knew that meant something. There was another time where a competitive rep was actually spreading rumors about my company and rumors that I knew to be false and I could prove that they were false. I called his boss. I said, “We need to meet for coffee.” We had a brief conversation. I said, “Here’s the deal. I can appreciate your reps are out there scrapping. I can appreciate the fact they want the business that I have, and I invite that competition, but do it the right way. You’re not going to win it by telling lies, and this is a lie.” And he looked me right in the eye and he said, “Jeff, I appreciate that. Thank you for calling me. We won’t let this happen again.” A little side note. That guy, when I left the field, hired me to work with this company. That’s the kind of respect I had with my competitors when I was in the field.

Later in my coaching and consulting career. Actually, much more recently, I had a colleague of mine, reach out to me and say, “Jeff, I made a mistake. I had this deal wrapped up, and I fumbled right at the goal line. It’s not going to work out for me, but I wanted to pass you this lead because I know you’ll do good work with them, and I’d rather see it go to anybody else. Then you know who’s going to get it.” Right. There’s another competitor in our market. And he said, “Jeff, I’d rather see you get it than somebody else.” That’s the kind of relationship, that’s the kind of environment you can curate. And let me tell you, that is going to make your selling environment much better. That is going to make your results much more fulfilling. That’s going to make it easier for you to do your very, very best work.

So now I want to talk about something I get to do with a couple of my quote competitors thinking about this train of thought here. There are a lot of people out there who consult with companies and help their salespeople perform better. I’m one of several. Well, lots. Let’s just say it that way. But because I’ve gone far out of my way to reach out to people who have similar passions, similar interests, and because I treat them with respect, and because quite frankly, in the industry I’m in right now, there is more than enough business for all of us. Sometimes those, ‘competitors’ become colleagues, they become collaborators. And I have never had more fun than when I get to collaborate with some of my friends. Yes, my friends, on deals with clients and on projects like this one that I do every year for Chosen Vision. Jason Bay, Samantha McKenna, David Priemer, Todd Caponi. They’ve all chipped in, donated their time, their talents to help me put on a month-long group coaching program that only costs $100. And that $100 goes to charity. You get four-hour-long sessions with five world-class experts in an arena where you will be able to not only invest in yourself, not only make a contribution to a great charitable organization, but also have a lot of fun and meet some other cool people along the way.

So I want you to rethink what competition means to you. I want to rethink who those competitive reps are because if you’re willing to look at things a little different, something beautiful can come out of it, but only if you’re willing to change your mind about how you approach it.

Scott Ingram: This is such a great cause that Jeff works to raise money for each year and I always try to find some way that I can help support his efforts. If you’ll go to DailySales.Tips/1208 you’ll find a link to the page on Jeff’s website with the details about the opportunity to contribute and take advantage of his insanely good coaching offer with Jason, Todd, Samantha, and David. This will be on the honor system, but if you just look at that page, I’ll send you 25 $SALES coins. Again, the link is at DailySales.Tips/1208.

Then anyone and everyone who contributes $100, I’m going to give each of them 100 more $SALES coins. As it says in our coin image itself: “Win and Help Win.” That’s what Jeff does every year and we’re all about it. Do yourself a favor and check it out: DailySales.Tips/1208. Thanks for listening and be sure to come back tomorrow for another great sales tip!

“Controlling your attitude will give you the best opportunity to drive your business while living a satisfying, fulfilling life outside of work and having healthier relationships.” – Jeff Radke in today’s Tip 1207

Are you in control of your attitude?

Join the conversation below and go check out the links!

Sweetwater
Jeff Radke on LinkedIn
Salescoin.co/sweetwater1

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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 Radke. Jeff was recruited to Sweetwater in 1996 after establishing a successful career in the music/professional audio industry. Jeff has been instrumental in implementing and expanding the company’s training programs and refining their sales processes. He’s also deeply engaged on a day-to-day basis with developing and maintaining strong relationships with Sweetwater’s vendors. Here he is:

Jeff Radke: From the interview process to orientation and throughout their careers. I do all I can to help our sales team understand that their attitude is arguably the most important and powerful attribute impacting their success at work, as well as the quality of their lives outside of work. More than education, intellect, and experience, the attitude they choose to have is the key to unlocking their potential and allowing them to build and maintain a successful business and stay engaged throughout their careers.

I use the word “choose” very intentionally because the biggest hurdle for many people is fully understanding that they actually have a choice. I believe it’s a foundational and critical life skill where we all have the ability to choose how we react to any situation and the impact that that situation might have on us. We can choose how we interpret events, recognize toxic thoughts and habits, and actively become solution-oriented instead of becoming problem-focused.

People will always find whether you’re consciously or subconsciously seeking. So if I’m trying to find the bad, miserable, unfair, unjust that will become my dominant theme and impact every aspect of my life because I will see it everywhere. There’s a saying, “Watch your thoughts. They become your words. Watch your words. They become your actions. Watch your actions. They become your habits. Watch your habits. They become your character. Watch your character becomes your destiny.”

This is the essence of the philosophy of the Law of Attraction, where we attract what we put out. If I choose to be a positive force and expect positive outcomes, the likelihood of receiving those positive outcomes ostensibly increases. If I expect the worst, I’ll probably receive more negative results. One of my first sales mentors advised me to stay away from negative toxic coworkers because I wouldn’t be able to build them up and they would only drag me down to some of the best advice I ever got.

I joke with my team all the time about me choosing to become more like SpongeBob and less like Squidward. Seriously, in that cartoon who is happier and more fulfilled in their work and life? Now, please know that I’m not suggesting blind, naive positivity. I’m suggesting expecting the best outcomes while putting in the necessary effort to set yourself up for success. However, you define success. A big part of controlling your attitude is acceptance of the unpleasant. And there’s no control issues. No job is perfect. Maybe you dread getting up early every morning for a weekly meeting, or you hate a time-consuming process you have to go through. You can continue dreading or hating or you can take a step back and sort things out with a positive perspective.

Think about it. Do you really enjoy your work overall? Is the work environment healthy? Do you like your coworkers? Are there opportunities for you there to grow in terms of compensation, challenges, and skills? If you have more check marks on the positive side of the ledger than on the negative, why would you choose to invest your precious and finite emotional energy on the negative?

As I mentioned earlier, controlling your attitude is the key to unlocking your potential. You will view problems and challenges as opportunities to learn and grow. You’ll be solution obsessed. You’ll be happier seriously. Instead of getting sucked into the social media vortex influenced by your toxic coworkers or being negatively impacted by curated news on your newsfeed, you’ll gain a healthy objectivity and openness to all perspectives and be able to make decisions based on facts versus emotions. And maybe most importantly, you’ll be better equipped to achieve balance in your life.

By the way, I don’t believe there is any such thing as true balance where you draw that line in the sand and you only think about work or home at certain times, there’s only balancing. There are times when you’ll have to pour yourself into your work to achieve competency or wrap your head around a new job, meet a deadline or deal with an extraordinary circumstance like covet or supply chain issues.

On the flip side, there are times when you’ll need to invest more in your personal life with relationships, your mental, physical and emotional health, and maintaining outside interests. So ultimately, controlling your attitude will give you the best opportunity to drive your business while living a satisfying, fulfilling life outside of work and having healthier relationships.

Scott Ingram: To connect with Jeff and Sweetwater. You’ll find links at DailySales.Tips/1207. There’s a pretty good chance there’s a $SALES coin link there as well. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Embrace and hear and trust yourself and your belief will grow and guess what, others around you will begin to believe in you more because you believed in yourself more.” – Meshell Baker in today’s Tip 1206

What drives your BELIEF?

Join the conversation below and share your thoughts!

Meshell Baker on LinkedIn
Meshell Baker on Youtube
Meshell Baker on Facebook
Subscribe to Meshell’s Mailing List

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Let’s kick things off on this Monday with another great tip from Meshell Baker. Here she is:

Meshell Baker: Hello and welcome to today’s Daily Sales Tips: What Drives Your BELIEF? Belief is one of those emotions and energies that will compel you and empower you, inspire you, ignite you to continue in the direction of that which you are attempting to succeed. Know that no one actually acquires success on the first try. It takes many, many, many, many, many tries and attempts, rejections, defeat, delays, denials before you actually achieve that which you’re seeking to do. This is why many people fail when it comes to success and few actually create lifelong and long-lasting careers in the field of sales and sales leadership.

So belief is defined as an acceptance that something exists or is true, especially without proof. Belief in its simplest form is the confidence or conviction that compels you to move forward despite your circumstances of birth, education, upbringing, and anyone that currently is in your field that is a naysayer, a critic, and rejecting what you know to be true.

So I am very passionate about fueling and feeding and finding the things that help empower the people that I serve to believe in spite of anything that they’re currently faced with, anything they’ve heard, or anything that they’ve done in the past. Belief begins today. You can fuel and find everything you desire if and when you decide right now, today that nothing and no one is going to stop you.

So I’ll give you my favorite form and acronym.

B – Belief begin is the beginning of all greatness. You will not get far on someone else’s belief and that’s what most people do is ask other people, what do you think? How should I do that? What did you do? Understand, you must ignite your own and that requires you getting clear on what is driving you. What is your North Star?

E – Embrace yourself first. You must celebrate yourself every day. No one is going to applaud you if you are not applauding yourself without a regular routine of self-care, self-esteem building, all the things that help you look in that mirror and see the greatness that exists inside of you. Despite what is going on outside of you, you will not get very far at all. So embrace yourself.

L – Lead from the passionate interest. Find the thing that you love and hold on to it. Let it keep igniting and inspiring you and invest in learning more about it. Invest in mastering it because when you light up everybody outside, you can see better and more brilliant through your light.

I – Increase your influence with gratitude. Gratitude is one of the most overlooked and underutilized values that’s completely free. Gratitude does not mean you need to buy anything, get to know people and understand what matters most to them and be someone who can graciously and unexpectedly dole out gratitude and heaping amounts you will acquire raving fans and your clients, your colleagues and everywhere you go when you embrace this principle.

E -Your Energy. Learning to efficiently manage, diffuse and increase your energy will help you with resistance. So consistent persistence wears out resistance every time and that’s your energy. If you’re allowing yourself to be distracted by the naysayers and all the noise of doubt and fear and second-guessing outside of you, you will not have enough energy to go through all that is acquired to create the greatness that you’re capable of. So simply mastery takes time. Learn to be patient, gracious of yourself and the hard will get easier.

F – Fuel your confidence with excellence. When you do your best bet will always find you most of the world is looking to get better, to get more, to get different. Focus on being more, being better and your difference will shine. Because there is no one else like you, you are unique. There will always for the rest of the history of mankind ever be one version of you. And when you master being confident, master loving and liking yourself, everyone else around you will also.

Seize every opportunity to step outside of your comfort zone. Your comfort zone and you will find that you will begin to really, truly embrace and hear and trust yourself and your belief will grow and guess what, others around you will begin to believe in you more because you believed in yourself more. Have a great day selling!

Scott Ingram: For links to connect with Meshell and for a transcript of this tip, just click over to DailySales.Tips/1206. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“If you don’t have that luxury and you’re going to have to mostly push to perform well. Think of the pull opportunities as gravy and do the work up-front to know where in your territory you should really focus your time.” – Scott Ingram in today’s Tip 1205

What is your thought about this?

Join the conversation below and check out the links!

SalesCoin.co/pushpull
[email protected]
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. I got an interesting question from a regular Sales Success Stories podcast listener this week. He was trying to work out what percentage of deals were push vs. pull. He defined push as creating the sale by unearthing a problem the CFO didn’t know she had whereas pull would be the CFO had already worked her way through the buying journey before speaking with them about an initiative and was looking for external support.

To me, this sounds a bit like inbound vs. outbound. In both cases, the key to maximizing your efficiency is in qualification. If you’re lucky enough to have pull deals happening where buyers are reaching out to you, that’s obviously great, but you need to do some hard work on the front end and ask some tough questions to make sure it’s a real opportunity. In my book, one of the worst types of opportunities is a deal that’s really about a prospective customer trying to put the screws to an incumbent vendor. They have no intention of making a chance, but are going to waste tons of your time making you jump through hoops just to help them get a lower price from their existing supplier. You want to avoid these at all costs. I see way too many people blindly oblige these ridiculous requests that take them away from putting energy into deals that they actually have a chance of winning.

On the push side of the equation investing time in qualification, especially early in your year is really important as well. It just doesn’t make sense to apply equal effort to every account in your territory. Figure out which ones are likely to be the best fit, and you can’t be lazy about this. Sorting your account list by revenue or employee count and going after the top 10 isn’t the right approach. You’ve got to dig in and identify those companies that are in industries where you’ve had success before, or who are going through the types of transformations that you know you can be an important part of. This is probably a multi-stage research project. First, you do some high-level sorting based on things, like industry, that are easy to see with the data you already have. From there you’re going to have to get creative. If these are public companies you can start digging into annual reports and other investor resources, you should be talking to partners and at some level reaching out to lower-level contacts in the probable accounts to get a feel for what’s going on.

Long story short, the answer to this push vs. pull question of course is, it depends. It really depends how much demand you have and how any pull-type opportunities you have coming your way. Even if you’re 100% inbound you need to be doing good qualifying and should still have your eye on a few homerun-type opportunities you can push into. If you don’t have that luxury and you’re going to have to mostly push to perform well. Think of the pull opportunities as gravy and do the work up-front to know where in your territory you should really focus your time, because then you can put in the quality effort to figure out those relevant business insights and break through the noise to get the attention of key executives.

Do you have a question? Better yet, do you have your own tip you’d like to share? I’ll include my email address, a link to the details about submitting a tip, AND today’s $SALES coin claim link at DailySales.Tips/1205. Once you’ve clicked over there and claimed your coins. Be sure to click right back here for another great sales tip. Thanks for listening!

“The impending event is a key qualification tool that is often overlooked and yet can be one of the most important ones to getting a deal done.” – Tom Burton in today’s Tip 1204

What’s your thought about this?

Join the conversation below and go check out the links!

The Revenue Zone
The Revenue Zone on Facebook
Tom Burton on LinkedIn

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Tom Burton. Tom has over 30 years of experience helping forward-thinking businesses develop and implement innovative, technology-based strategies and solutions that drive sales and predictable revenue growth. Tom is currently a co-founder in LeadSmart Technologies which has developed a unique CRM platform. Here he is:

Tom Burton: Very overlooked qualification tool and sales, yet maybe one of the most important ones on a B2B sales cycle is what I call the “Impending event.” In other words, what event or what situation would cause a prospect to actually make a decision one way or the other and move forward. So that may or may not be a decision for your product or service, but it’s making a decision for a product or service and moving forward.

And an impending event could be really anything, could be a project deadline, it could be a budget deadline. There’s budget that needs to be spent by a certain date. There could be something that needed to be done by a board meeting or some other, again, date-driven deadline. All of those things are what are considered impending events and the objective is to understand as early as possible in the sales cycle.

Number one, is there an impending event? And if so, what is it? And if there is not an impending event to determine whether an impending event could actually be manufactured or created by yourself as the sales representative and common impending events are created by end of quarter or end of month for discounts or other things, you have to do something by a certain point. And while those can be effective, nothing is more effective than an impending event that is actually a real impending event within the prospect’s organization themselves.

So the goal is to look quickly or early and find out if there is an impending event, what it is. And if there isn’t, is there a viable way to come up with a manufactured impending event that will really be effective. If none of those things are true. In other words, there is no impending event and it doesn’t look like it’s probable to create a manufactured impending event, then you really need to take a step back and determine whether or not this is a qualified prospect. And by qualified meaning that there is a real opportunity for them making a decision and moving forward versus just sort of an ongoing research and evaluation process that never comes to a conclusion which we’ve all, of course, run into as sales professionals. So to summarize, the impending event is a key qualification tool that is often overlooked and yet can be one of the most important ones to getting a deal done.

Scott Ingram: For links to connect with Tom and to get on the list for his upcoming book: The Revenue Zone, just click over to DailySales.Tips/1204. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!

“What I want to encourage you to do is have a little fun.” – Jack Wilson in today’s Tip 1203

Do you have some fun when you start a virtual meeting?

Join the conversation below and go check out the links!

SalesCoin.co/fun
Jack Wilson 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. It’s Friday, always a good day to have some fun, so check out this tip from Jack Wilson:

Jack Wilson: What’s up Daily Sales Tips Community. Jack Wilson back with another tip. Today I want to encourage you to think about the experience you’re creating for your buyer. Not just an experience from the perspective of what the buyer’s journey or your sales process is, but about literally the moments that people spend with you. So what I want to encourage you to do is have a little fun.

Next time you start up a Zoom meeting or whatever virtual meeting platform you use, how about you put a little music on in the background and you share your computer audio. When someone comes into the meeting, they’re met with upbeat music and it sort of lightens the mood. It’s almost akin to a pattern interrupt when you’re making a cold call.

Folks are showing up to that meeting with certain intentions in mind. And when you set the tone by having some fun and playing some music, you can set yourself up for even more success. If you want to take it to another level, try doing your homework first and finding out what kind of music they prefer. Or heck, even ask in one of your first calls so you can really start to tailor the environment and the experience to your buyer’s needs. Give it a shot.

Scott Ingram: Now let’s have some fun with the $SALES coin. To claim your coins for listening to this tip, just click over to SalesCoin.co/fun. We’ll also have that link, a transcript, and links to connect with Jack at DailySales.Tips/1203. Once you’ve claimed your coins, be sure to come right back for another great sales tip. Thanks for listening!

“It’s time for us all in sales to use our words with care and to treat our customers and colleagues with the respect they deserve.” – Janice B Gordon in today’s Tip 1202

What’s your thought about this?

Join the conversation below and go check out the links!

SalesCoin.co/jbg
Scale Your Sales Podcast
Scale Your Sales Website
Janice B Gordon Website
Janice B Gordon on Twitter

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 Janice B Gordon. Janice is a Consultant, International Speaker, Educator, and Facilitator; and Author of Business Evolution: Creating Growth in a Rapidly Changing World. Here she is:

Janice B Gordon: Stop Killing Sales. The sales industry has created a habit of disrespect of its customers and colleagues. This is my bugbear. Words like killing it, hunter, target. They all demonstrate a lack of connection or a misalignment between our intentions and thoughts, our words, behaviors, and actions. Can you imagine being hunted or having a target on your back? Would you want to be? Would you want to be referred to in this way? I would guess not.

No wonder many see sales as a dishonorable career, an industry they would not want their children to aspire to have a career in. Gandhi said, “Watch your thoughts. They become your words. Watch your words. They become your actions. Watch your actions. They become your habits. Your habits become your values. Your values become your destiny.”

Well, let’s think about the sales destiny. It’s time for us all in sales to use our words with care and to treat our customers and colleagues with the respect they deserve. Stop killing sales.

Scott Ingram: For links to connect with Janice, to get to her ebooks, and to subscribe to her Scale Your Sales Weekly Podcast, just click over to DailySales.Tips/1202. Oh, and let’s get you a few $SALES cions for listening to another tip. You can claim those at SalesCoin.co/jbg for Janice B Gordon. Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Be a facilitator in the sales process. Spend more time listening. Don’t prescribe based on your own agenda and to simply just provide guidance to your buyers when they need it or when they ask for it.” – Sabrina Simmers in today’s Tip 1201

How do you facilitate your sales process?

Join the conversation below and share your thoughts!

Seismic
Sabrina Simmers 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 Sabrina Simmers and since she’s self introducing I’ll just let her take it from here:

Sabrina Simmers: Hey Daily Sales fan. Shout out to Jack Wilson for reminding me about the curse of knowledge and encouraging me to submit this tip. My name is Sabrina Simmers and I’m an Enterprise AE at Seismic, but in my free time I volunteer with the Children’s Grief Group as a group facilitator for kids 5 to 10 years old who have experienced the death of a parent, sibling or immediate family member.

So on Monday nights, we all gather together on Zoom and chat through whatever is on their mind, but also provide some structure with activities, art, music because, well, again, they’re 5 to 10-year-olds that are on a Zoom call for an hour after school. It sounds really heavy, but what I do is actually pretty simple. I facilitate and guide conversations in a safe environment so that the kids can share openly with each other in a group setting. I don’t provide therapy. I am not licensed to do that. I don’t tell them to do anything. But at times we’ll encourage them to think about things, whether it’s their feelings or thoughts, with a fresh perspective.

So really, my role is to support them with some guidance on how to navigate through grief. It’s really the same way I approach my sales process as I’m guiding a prospect through the buying process. I’m not prescribing a sales process based on my own agenda, but I’m supporting them in their journey.

So if my prospect get stuck most of the time I’ll do a combination of three things.

One, I’ll recommend some steps that I’ve seen other buyers take that were effective.

Two, I’ll offer to facilitate conversations with current customers who have had similar experiences to them.

Or three, welcome the opportunity to connect them with my internal resources who have the travel, knowledge, expertise or experience to add a fresh perspective with some actionable guidance.

So when we’re talking about a complex process, whether it’s buying a sophisticated technology or navigating through grief, we as advocates and salespeople should act as facilitators.

So my tip today is to be a facilitator in the sales process. Spend more time listening. Don’t prescribe based on your own agenda and to simply just provide guidance to your buyers when they need it or when they ask for it.

Scott Ingram: For links to connect with Sabrina and Seismic, just click over to DailySales.Tips/1201. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“It’s always a good time to be smart with dollar, smart with investments, and maybe look really strategically about how you spend money in the near future.” – David Weiss in today’s Tip 1200

What’s your thought about this?

Join the conversation below and the full bonus episode with David!

SalesCoin.co/1200
Investing & Side Hustling for Sales Professionals
MEDDPICC Master Class
David Weiss 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 is self-explaining and introducing, so here it is:

David Weiss: Hello everyone. This is David Weiss and I have a sales success tip of the day. So Scott and I were just catching up recently and there’s a really exciting episode that we are going to be launching around side hustles and investing. And Scott and I were kind of going back a few years to a conversation we had after recent Sales Success Summit. And we were at breakfast and we were chatting and one of the things that came up was like investing and how to actually spend the commissions and money we make in sales and how to be smart about it and things along those lines.

I share with Scott at the time that one of the things I’ve always done is really tried to survive financially on whatever base salary I had, over-index on investments with any sort of commissions, prepare for taxes and things like that, and then take a percentage of it, whether it’s 10 or 15% annually, and then spend it on toys and fun and things like that, but really maxing out 401K and saving 30-40% of all of my commissions or more every single year.

Those are things that have really allowed my financial future to be very secure if you will. And when Scott and I were kind of chatting today and it was really interesting time, seeing how the market dipped about 1000 points last week and we were talking about how both of us see further correction coming. And we’re not financial advisors, we’re not licensed to give financial advice, but we’re kind of just looking at trends and recent market runs and things like that and just see maybe a tough period coming up. And so we were talking about how that conversation applies really well right now.

So as you all are going about your lives and hopefully having really successful years and getting those commission checks and things like that. Now is a really nice time to save, to invest smartly if there’s really good buys or things like that as the market makes a correction, scooping those up or saving money in cash for a solid rebound. But nonetheless, with any time there’s a correction in the market or things happen, there’s lots of uncertainty, whether that’s with jobs or finances or things like that. And anytime there’s uncertainty, it’s always a good time to be smart with dollar, smart with investments and maybe look really strategically about how you spend money in the near future. So even more so than we have because we’ve been on a little bit of a run and you kind of throw the dartboard and make some money recently.

So now it’s coming a time of maybe either derisking some things or being smarter with some of the things you choose to invest in. So really excited about this conversation that Scott and I just had and that’s a little sneak peek and we’re going to get into more investing advice from both of us over the years as well as how we’ve looked at side hustling and things like that. So excited for you to get a listing here in the near future and if I can do anything for you or help you with anything. Let me know. Thanks for listening. Bye.

Scott Ingram: For a link to that full bonus episode conversation that just released on the Sales Success Stories podcast this morning, just click over to top1.fm/investing, and if you’re on a $SALES coin quest. I actually snuck two drops into that one, so go check it out: top1.fm/investing

Once you’ve done that, be sure come back tomorrow for another great sales tip. Thanks for listening to tip number 1200, wow! You know what, that’s big and I didn’t even realize. Let’s celebrate. SalesCoin.co/1200. I’ll talk to you tomorrow.