“Because asking questions always means that you either care or more importantly, it means you’re listening.” – Natasha D’Souza in today’s Tip 1149

Are you investing in the future of your sales team?

Join the conversation below and check out the links!

Natasha D’Souza on LinkedIn
Heels to Deals: How Women are Dominating in Business-to-Business Sales

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

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we close out our weeklong celebration of women in sales with another tip from Natasha D’Souza. Natasha’s career spans almost 8 years in Sales and Sales Training. She believes that appreciating small wins and building teams with passion and compassion go a long way. Over the years, she has grown and groomed multiple sales teams to hone a winning mindset. Here she is:

Natasha D’Souza: My next sales tip is about investing in the future of your sales team early on. This one is important because they actually represent your brand on the field in front of your client. They can only look as intelligent and technically sound as you make them to be. This is apart from personality, of course. So it is absolutely essential for you to invest in upskilling your team, your sales team from time to time. Create an environment that actually harnesses learning, that asks questions that promotes curiosity. Because asking questions always means that you either care or more importantly, it means you’re listening.

The next, focus on the small wins. We tend to highlight big wins and we’re constantly waiting for milestones. But the truth is that these smaller wins are way more important than the larger milestone. A milestone is always an accumulation of these smaller wins and the smaller journeys and hence it is essential for you to celebrate that with the salesperson early on. Smaller wins also give you confidence to chase bigger, steeper, and more challenging clients or revenues and targets.

The next one is that we keep a very open feedback mechanism and that means both ways. Remember, feedback is also about highlighting the positives. It’s very easy for us to highlight where someone has gone wrong, but celebrating where they went right is what will change your approach completely.

Next would be to create an environment to excel. Of course, materialistically will be taken care of, but don’t compromise on the recognition aspect and this would be with peers and management alike. Highlight their story and how they did things differently to achieve a similar outcome amongst their peers or management. Because I actually refuse to believe that salespeople are born. The truth is they’re made.

Scott Ingram: To get your hands on a copy of Heels to Deals, the book that Natasha and over 2 dozen other saleswomen contributed to, just click over to DailySales.Tips/1149 and we’ll have links for you there. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Use movie trailers to capture attention, create interest, and end with a call to action.” – Jennifer Colosimo in today’s Tip 1148

How about you? Are you using movie trailers?

Join the conversation below and pick up a copy of Jennifer’s book, “Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More!”

FranklinCovey
FranklinCovey on LinkedIn
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Jennifer Colosimo on LinkedIn
Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More

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 Jennifer Colosimo. Jennifer co-authored Strikingly Different Selling  and Great Work, Great Career  with leadership expert Stephen R. Covey. As president of FranklinCovey’s enterprise division, she is accountable for profitable growth in over 160 countries. She’s led teams in consulting, global operations, learning and development, CSR, and IT at FranklinCovey, Accenture, and DaVita, and served as a COO, CLO, and VP of Wisdom. Here she is:

Jennifer Colosimo: Movie trailers, the previews of coming attractions in the theater or viewed online are critical to the success of a movie, and people love them. Movie trailers rank third in the highest viewing numbers out of the billions of videos watched on the internet. A successful movie trailer does three important things. It captures your attention quickly. It creates interest by revealing just enough about where this is going. And there’s a call to action. They want you to see the movie.

For sales purposes, a movie trailer is a brief verbal or written communication that excites the client to want to meet with you or intrigues the client at the start of a meeting or proposal, so they engage in further dialogue with you. It’s communicated from the client’s perspective, not jargon-heavy, and focused on your organizations or your solutions or you. Can you imagine a movie trailer that was focused on here’s, the technology we use to create this CGI dinosaur, or how long we’ve been making movies as a producer, or how many locations we shot in. No. Boring. Yet, so many sales interactions do exactly that. They focus on the seller, not the buyer.

I’ll give you an example of a sales movie trailer. Assume I’m pausing for responses and being conversational and being a human. But for the purposes of illustration, I’ll do my side of the conversation. “Hi, I’m Jen with ABC Company. Thanks for taking my call. I’ll be brief. I’m calling about your pioneering work in robotics and your latest innovation embedding a control system. Would you be interested in discussing some ideas to help you produce your product in one day instead of a week?” I’ve captured attention. So to continue and create further interest. “Based on the work we’ve done with other robotics companies, we could likely cut production time by using fewer parts, driving reductions in material, and driving reduction in labor costs. Typically, return on investment is seen in a single output.”

Now, at this point in the conversation, perhaps I’ve got a call to action scheduling the next meeting, going further. You can’t be certain that every detail in your movie trailer will match your client’s situation, and that’s okay. As long as you’re directionally correct, the client will usually have enough to react to. You can use a movie trailer in an email, a proposal, a text, a LinkedIn inbox message. We can use movie trailers to connect with a new contact gain buy-in on a meeting agenda or conclude a meeting with enough punch to earn the next meeting. Use movie trailers to capture attention, create interest, and end with a call to action.

Scott Ingram: Now here’s your call to action at the end of this tip: For links to connect with Jennifer and to pick up a copy of her book, “Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More,” just click over to DailySales.Tips/1148. Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“It is essential to align expectations for growth, efficiency and effectiveness with your partner, with your client partner, or with your business relationship in advance, so that that doesn’t put you in the risk of losing this client.” – Natasha D’Souza in today’s Tip 1147

How do you build strong relationships?

Join the conversation below and learn more about Natasha!

Natasha D’Souza on LinkedIn
Heels to Deals: How Women are Dominating in Business-to-Business Sales

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 our weeklong celebration of women in sales continues with Natasha D’Souza. Natasha’s career spans almost 8 years in Sales and Sales Training. She believes that appreciating small wins and building teams with passion and compassion go a long way. Over the years, she has grown and groomed multiple sales teams to hone a winning mindset. Here she is:

Natasha D’Souza: Hi, I’m Natasha, and here is my sales tip. This one is on relationships. Sales is actually a business of relationships and not transactions. In fact, the currency of sales is actually trust and in order to become a trusted advisor, you are going to have to really think differently. The differentiator in all of these conversations is actually you, which is why it breaks the myth that anybody can actually sell. That’s true, anybody can actually sell. But if you realize that every profession today or every job today is actually a sales job, the one to understand more is that every job is actually a people job and hence the efficiency of your conversations are based on how strong your relationships are, not portfolios. However, here are a few things to keep in mind when you’re building relationships.

Never assume that they don’t need validation from time to time. We tend to forget to service some of our top partners across the board, assuming that we have really strong relationships and a lot of these are actually based on trust-based reporting and recommendations. And a big part of this actually comes from the trusted advisor themselves. However, it is absolutely essential to always keep things either on pen on paper or on an email or a format that’s consumable or report. So never take that for granted.

The second is that use or leverage these conversations or these relationships to actually seriously go deeper into their business. What is the point of actually building a relationship if you aren’t able to deeply understand their business and understand why your product is so meaningful in that business journey? So use these conversations to really understand why or where your product stands in the criticality of the transaction.

The next would be to leverage your experience to push the benchmark of excellence every single time. What tends to happen is that if you have long, strong relationships with partners, you tend to assume that the benchmark is the same as it were today. But the truth is that the expectation keeps going further away from you. So it would be ideal for you to set these benchmarks higher earlier on. That could be a revenue benchmark, an efficiency benchmark, an operative benchmark, but something for you to chase that you have already aligned with your partner in the beginning.

Since sales is such a beautiful profession of Art and Science, the qualitative and the quantitative, it is essential to align expectations for growth, efficiency and effectiveness with your partner, with your client partner, or with your business relationship in advance, so that that doesn’t put you in the risk of losing this client. If they are actual Brand Ambassadors and if they do invest this kind of time and energy into building their brand with you, they’ve actually increased their belief of you believing their product. So here’s my few tips on maintaining strong relationships.

Scott Ingram: To get your hands on a copy of Heels to Deals, the book that Natasha and over 2 dozen other sales women contributed to, just click over to DailySales.Tips/1147 and we’ll have links for you there. Once you’ve done that, be sure to come back tomorrow for another great sales. Thanks for listening!

“Make it as easy for your buyer as possible to digest the content that you are creating.” – Leslie Venetz in today’s Tip 1146

Do you keep things simple?

Join the conversation below and learn more about Leslie!

Unleash Your Potential: A B2B Sales Playbook
B2B Sales Team Builder
Leslie Venetz on LinkedIn
SalesTipsTok on TikTok

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

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we continue our weeklong celebration of women in sales with Leslie Venetz. Leslie is the Founder of sales consulting company, Sales Team Builder. She is passionate about transforming sales into an inclusive, respected profession. Leslie also shares her own daily sales tips on TikTok at one of my personal favorite handles: @SalesTipsTok. Here she is:

Leslie Venetz: One of my absolute favorite sales tips or calls to action that is applicable to everybody from that ground level SDR through to the sales leaders is to keep it painfully simple. Let me tell you what I mean by that. Whenever you are communicating with buyers, make it as easy as possible for them to get the point. So take that email subject line and trim it down to one or two words. Take that big long email. Trim it down to four or five sentences. You have bullet points in your email. Each of those bullet points needs to be its own unique thought and email in the cadence. Another great example is when you’re creating slide decks or when you’re creating presentations for your customers. Most of the slides can probably be removed and the ones you keep make sure that it is. Big font, it’s not crowded, it’s super simple and really clear. Folks should be able to forward your slide deck on to somebody that has no idea who you are, what your company does. They should be able to get the theme of it. So I challenge you to think of ways that you can keep things painfully simple. Make it as easy for your buyer as possible to digest the content that you are creating. Good luck.

Scott Ingram: For links to connect with Leslie on LinkedIn & TikTok, just click over to DailySales.Tips/1146. Once you’ve done that, be sure to come back tomorrow for another great sales tip from another amazing woman in sales. Thanks for listening!

“It doesn’t matter how long you’ve been in sales, there is always room for growth.” – Shawanda Roberts in today’s Tip 1145

How about you? Do you face everything and rise?

Join the conversation below and learn more about Shawanda!

Shawanda Roberts on Linkedin
Heels to Deals: How Women are Dominating in Business-to-Business Sales

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

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we continue our weeklong celebration of Women in Sales with Shawanda Roberts. Shawanda is a Vice President of Sales at Frost & Sullivan and one of the co-authors of the Heels to Deals book. She is an individual contributor and leads a team of talented sales professionals who work with clients identifying & implementing growth opportunities. Here she is:

Shawanda Roberts: Fear is a feeling that every one of us has had at one point in our life, no matter who you are. But after today, I hope all of you start thinking of this word in a very different way. They say sales is a confidence game and I totally agree with it. Whether you’re getting into the profession for the first time, taking on more challenges in your current role, or being promoted to another role with more responsibilities. Sometimes we feel a lack of confidence. A feeling of being uncomfortable for getting outside of our comfort zone. We question ourselves time and time again on “Will we succeed and will we make an impact to the organization or to a group of people that you may be leading?” I’m here to tell you, “Yes, you will.”

It’s time for us to get in front of FEAR and start looking at the word to mean Face Everything And Rise. Here are a few steps to do that in sales.

Start with the self-affirmation each morning to get your mind in the growth mindset. Hype yourself up. Have strong confidence. After all, the quote by an unknown author states that “Self-confidence is the best outfit. Rock it and own it.”

Have a strict schedule and manage your time. Prioritize what needs to be done and try to minimize the distractions that may come. Sometimes you can’t dismiss them, but try to dismiss those that you truly can.

Bring your whole self to what you have committed to. Give 150% to the task and be willing to learn from observation. You may make some mistakes and that is perfectly okay, but you will learn from them and you do better.

Seek answers to those questions along the way as wisdom is gained through experience.

Lastly, always be perfecting your craft. It doesn’t matter how long you’ve been in sales, there is always room for growth. If your current company is not providing professional development for you, go out and find it.

Continue attending virtual and live trainings on sales topics of your choice. Join networking groups with like-minded individuals and soak up all of the learnings and experiences that come with it.

So the next time you hear the word FEAR, let people know that for you, this word stands for Face Everything And Rise. Come on, you got this. Now go be great and have an amazing day.

Scott Ingram: For a link to get your very own copy of Heels to Deals and to connect with Shawanda, just click over to DailySales.Tips/1145. Once you’ve done that, be sure to come back tomorrow for another great sales tip from another amazing woman in sales. Thanks for listening!

“When you finally do feed and fuel your mind, you will be more focused on the positive, you will attract the opportunities, your sales will skyrocket and you will enjoy the amazing bliss of turning your impossible into I’m possible.” – Meshell Baker in today’s Tip 1143

What’s your thought about this?

Join the conversation below and get your copy of the Heels to Deals book!

Meshell Baker on LinkedIn
Meshell Baker On Youtube
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Subscribe to Meshell’s Mailing List
Heels to Deals: How Women are Dominating in Business-to-Business Sales

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 Meshell Baker is back to help us kick off a weeklong celebration of Women in Sales. Here she is!

Meshell Baker: Hello and welcome them to today’s Daily Sales Tip, Turn Impossible into I’m Possible. In a recently released book, Heels to Deals: How Women are Dominating in Business-to-Business Sales. I had a chapter on this topic and it’s all-around your mindset and the ability to look at your current and daily circumstances and make them be what will help you to successfully succeed in sales. There has been so much research documented over the years about top performers in sales and the common thread across pretty much every industry is that top performers believe in their capability to succeed regardless of any circumstance, situation, or person. They have established and managed their mindset so that they can conceive and believe as possible that they will achieve as reality and success. They are not humbled and stumbled by the circumstances that generally trip up the masses and they do not waste time in lengthy conversations about things that do not work out in their favor. Instead, they look at mistakes and missteps as opportunities to learn and grow. Simply by reviewing, assessing, and making the decision to move swiftly into the next iteration of belief success. You see, the more successful you see the person, the less time they spend looking at and dealing with things that do not work in their favor or as they plan.

In order for you to turn any difficult or impossible circumstance that you are currently experiencing into your ‘I’m possible,’ you must first believe. When you say “I’m possible,” you’re basically saying “I am possible” because you are possible. You are igniting your imagination and your unconscious mind. The chatter in your head actually makes you infinite. There’s no limit to what you can imagine. Your thoughts make you expansive and your imagination is unlimited and unending with the ideas on how you can solve whatever challenges you are currently facing. It does first require that you win in your mind, that instead of you speaking in terms of what you can’t do, that you begin to think and speak of what you can. That instead of being limited by what you see with your physical eyes, that you will begin to imagine the possibility of what it’s going to be like and feel like when you succeed.

Whatever your target for success If it’s excelling at your current role or acquiring a promotion, or getting a new job, or making and surpassing your current quota, whatever your target that is causing you fear, doubt, hesitation, and second-guessing, it is always possible for you to succeed when you first believe and conceive in your mind then hold that image of success no matter what you’re facing. When you feel the fear, I want you to get up, get in motion, play a song, phone a friend, text someone, basically establish contingency plans that help you find ways to interrupt the pattern of fear and disbelief. Become maniacal about your beliefs. Instead of sitting there and quietly whispering what you hope and believe, start screaming and saying out loud in a manner so that the feelings in your body around what you believe your success would be like that you start to feel and look and see the ‘I’m possible’ until your physicality switches fear into belief.

Your enthusiasm is everything. Your energy is what influences and compels the people around you to believe in you believe what you’re talking about. This is how you foster support. This is how you foster assistance. This is how people win or won over through your enthusiasm. When no one else is enthusiastic in a room in a situation and everyone is downing and complaining, your enthusiasm can sway the outcome and turn an entire group of people into a forward-focused, future-minded group of people.

Invest in yourself if there’s a skill that is necessary and mandatory for your success that you’re struggling to learn or like go ask, hire and get some help. What I’m basically telling you is that there is no one out there stopping you. There’s no one holding up their hands, holding up a sign, putting up a barricade that’s blocking you from having everything you want. There’s no one saying no stop don’t you can’t. It’s only in your mind and until you establish the non-negotiable standard of feeding and fueling your mind that anything is possible, you will always struggle and when you finally do feed and fuel your mind, you will be more focused on the positive, you will attract the opportunities, your sales will skyrocket and you will enjoy the amazing bliss of turning your impossible into ‘I’m possible’ because you are an amazing gift full of possibilities. Have a great day selling.

Scott Ingram: For a link to get your copy of Heels to Deals: How Women are Dominating in Business-to-Business Sales, just click over to DailySales.Tips/1143

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

“Love is a powerful energy and when you nurture it and apply it in the world of sales, you become unstoppable.” – Jason Marc Campbell in today’s Tip 1142

How about you? Do you sell with love?

Join the conversation below and check out the links!

Selling with Love Cheatsheet
Jason Marc Campbell 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 Jason Marc Campbell. Jason is the author of Selling with Love: Earn with Integrity and Expand your Impact. He is on a mission to inspire small business owners with sales reluctance to embrace it as a beautiful activity that transforms lives. Here he is:

Jason Marc Campbell: This is the ethos of what I want to preach to all people that are sales professionals and those who are business owners and maybe you have to do sales. Of course, you do. You’re in a business ownership role. Maybe you’re in a startup. Maybe you’re growing your department. Maybe you’re a leader within your organization. You have to recognize we are all salespeople. We’re selling all the time. Every interaction is a sale. And what I want to share with you today is something that you may not have considered that exists within the sales transaction. It’s an ingredient that’s always there, but we don’t always measure. Yet when we change the focus and actually consider it as one of the more important aspects of sales, you’re going to realize that it changes the way you show up. It empowers you to do it with enthusiasm and to be unstoppable for the impact you want to make.

I’ve written a book, Selling with Love: Earn with Integrity and Expand your Impact, and what I talk about is emotion. Yes, I’m that guy who brings the feelings into the sales transaction. But hear me out, because when you understand this, it can shift the way that you show up in every time you sell. I define sales as an energy exchange between conscious beings and when you know what you offer is so much more than what you ask in return. Love is the emotion that is felt by both the buyer and the seller. And you know what I’m talking about. This is those moments that you sell and you feel so enthusiastic because what you’re offering truly solves the problem for the person you’re selling it to, and you’re giving them a great deal. They’re ecstatic about buying because you understand them. You’re excited about selling it because you know the product is awesome. And so if you’re not selling with love, what are the times that you don’t feel that enthusiastic? I remind you that you actually can step into an emotion of selling with love when you get clear around the 5 Loves of Selling. So here we go.

The first love in every sales transaction is loving the impact. And I encourage you to get clear on the impact that your sale is going to make directly to the person you sell to. But I also want to urge you to take a moment and think, What is the ripple effect of me continuously selling this to more and more people? What does it look like when you really expand it to their organization, their family circles, depending if you’re in B2B or B2C. And even on a world scale, like what’s the ultimate ‘Why’, the ultimate purpose of every time you sell. And that will give you some clarity as to why you’re even selling. And whenever they ask you, you will have an answer.

And of course, take a moment to be clear on why you sell, which it’s perfectly fine to want abundance for yourself. And matter of fact, when you follow these steps and you become someone who sells from love, the world needs more people like this that are actually out there bringing value to the world and making deals. This is incredible. This is what makes the world better. And so get clear on the impact for yourself, the abundance you offer yourself.

And when you’ve done that, you can move to the second love, which is love the client. Now, I’m not saying anyway romantically here. I’m talking about the key way to show love is to understand. How much do you understand who you sell to? And what can you do as an additional step to understand them better? Having conversations, having questions, filling surveys, really getting face to face if you can, to truly understand the ideal customer that you do business with and what are the true problems that they have so you can speak their language and sell more effectively.

And of course, that brings us to the third love, which is make sure you love the product. Nothing sabotages a sale more than selling a mediocre product at a bad price. You might feel some shame and guilt blockages as I label them as a negative emotion in the sales process. Well, maybe that’s there to remind you that you need to improve the product. How amazing is the product? How excited are you about putting it in the hands of people who put it in the hands of a dear family member that this product is a solution that they’re looking for? Would you be excited that they’re buying the product that you offer? Fix it. Make it awesome. Make it incredible.

And of course, once you’ve done this, you know that you can fall in love with the process of selling. You can listen to these podcasts, you can take these tips. You can go out there and use closing techniques, prospecting techniques, knowing that you’re coming from a powerful energy of love. They say love is a powerful energy and when you nurture it and apply it in the world of sales, you become unstoppable.

And the last one I’ll give you is for the fuzzies, which is don’t forget to love yourself. You are a powerful salesperson. You’re making change, making waves. And the world needs you. Love the impact. Love the client. Love the product. Love the process. Love the impact. Go out there, make some loving sales world needs it. And this is a powerful way to get energized. Get on the phone, get on the emails. Go out there, make some sales. Make it beautiful. Make it from love. Thank you!

Scott Ingram:  For a special link to get Jason’s Selling with Love Cheatsheet, just click over to DailySales.Tips/1142. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!

“As a former surgeon, I can tell you that just like doctors need to have empathy for their patients, your sales team needs to develop empathy for your customers.” – Alex Young in today’s Tip 1141

How do you build EQ in your sales team?

Join the conversation below and learn more about Alex!

Alex Young on Youtube
The Human Performance Podcast

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

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Alex Young. Alex is a surgeon turned human performance expert, who specializes in revolutionizing the way people learn, train, and perform through immersive tech. His startup, Virti, enables organizations to build VR/AR tools to improve how employees learn skills. Virti was named one of Fast Company’s Most Innovative Companies of 2021. Here he is:

Alex Young: Hey salespeople! Whether you’re a brand new SDR, a seasoned Account Executive, or a CRO, building trust and rapport with your customers is absolutely essential. But how can you increase the EQ of your salesforce and generate trust for your customers so that they open up and share their problems? Well, as a former surgeon, I can tell you that just like doctors need to have empathy for their patients, your sales team needs to develop empathy for your customers.

Empathy is simply the ability to understand the feelings of someone else and pick up on emotional cues. And building empathy in your sales team really begins with onboarding. You should try and put your new sales hires into the shoes of your customers from day one. If you’re selling an HR product into the L and D space, for example, get your sales team to actually create a learning program just like your customers do every single day so that they can appreciate their frustrations. Next, have new sales hires deeply understand customer needs by analyzing past customer calls and immersing themselves into the language and the energy of your customers. Once your sales team have a good understanding of your customer’s struggles, you then want to empower your salespeople with communication and soft skills training to build empathetic habits.

Now, research from CEB suggests that customers want sales professionals who do five key things. Firstly, they want people who can offer unique and valuable spectrum on the market. Secondly, they want people who can help them navigate alternative solutions. Thirdly, they want people who offer advice or consultation. Fourthly, they want people who can help them to avoid potential landmines. And fifth, and finally, they want people who can help update them and educate them on new issues and outcomes. And these are very similar to what a doctor might do in a hospital clinic.

Educating the patient on treatment options, being nonjudgmental, ensuring that the patient is informed, and coming to an action plan together. When I was in medical school, we used to use role-plays just like sales role-plays to practice communicating with patients. These role-plays talk conversation structure as well as power skills like active listening and mirroring the body language of patients to subconsciously build rapport. In terms of conversation structure to build empathy like doctors, salespeople should begin their conversations with open questions to allow the customer to talk freely rather than responding to closed questions only. And don’t just feel like you need to stick to a single open question. Medics are advised to use three open questions to ensure patients share as much as possible in their own words at the front of the conversation.

Beyond probing their pain points and qualifying them against bant, sales training should encourage sales professionals to explore the ideas, concerns, and expectations of the customer in relation to the product that they’re buying. As this helps the sales professional to more deeply understand the emotional drivers behind the customer’s decision process. Just like doctors, sales training should encourage sales professionals to be honest with customers and this also means being brave enough to challenge their assumptions and educate them using accurate data. Exactly like a surgeon might update a patient on the latest treatment options. Sales professionals should come prepped with the latest market data to help educate customers and solve their problems. Most importantly for increasing EQ and sales reps, sales training should instill the theme of helping the customer above all else to help frame the conversation in such a way that the sales rep as a trusted advisor there to help the customer.

So next time you take a trip to your doctor’s office, see if you can spot how they run the conversation to build empathy and trust and compare it to your own sales training and your own selling technique.

Scott Ingram: For links to subscribe to Alex’s YouTube channel and podcast, just click over to DailySales.Tips/1141 and we’ll have both of those links for you. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“You need to pay 2 conversations or 2 activities forward before you do anything for yourself.” – Jack Wilson in today’s Tip 1140

What’s your thought about this?

Join the conversation below and connect with Jack on LinkedIn!

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Sales Rebellion
Jack Wilson on LinkedIn
Jack Wilson on Sales Success Stories interview
Submit a Sales Tip

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

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s Friday and Jack Wilson is back. Here he is:

Jack Wilson: What’s going on Daily Sales Tips Community, Jack Wilson back with another tip for you. So if you’re on LinkedIn and you’re pretty active and you have been for quite some time, then you’ll probably see a lot of people complaining about the classic pitch slap. It’s when somebody sends you a connection request and then immediately they hit you with your pitch and they start trying to sell you something. Or maybe they don’t even wait. Sometimes they just put it right into the body of the connection request itself.

So obviously anyone who seasoned in sales and seasoned in social selling has been trying to get away from this forever. But the question begs “Jack, how? What else do I do? How do I drive a conversation that I know has the intent of a sale or booking a meeting?” To that eventual means without getting a little too eager, without being disingenuous. So what I want to introduce to you is a rule that I’ve been following that I call The ‘1, 2, Me’ Rule.

So what that simply means is that you need to pay 2 conversations or 2 activities forward before you do anything for yourself. So, for example, when I first connect with someone, the first touch should be about them. It should be about something they shared or commented about, or something that you researched about them online or in their profile, and asking a question or offering up some resource around that. So that’s your first touch, make it valuable.

Your second touch. Again, don’t go back in and have a conversation about the same thing you already talked about. And don’t you dare pitch slap them yet. Reconnect and just say, “Hey, haven’t chatted in a while.” Ask them about how their day is going. Ask them about what sort of goals or objectives they’re working toward. Maybe even ask them how you can help. “What kind of folks are you looking to get connected with in your network that maybe I can help you network with?”

1, 2, and now finally, it’s time for me. Now I feel like I’ve put enough out there, I’ve built enough goodwill. Hopefully, had enough good conversations where I can finally ask for something for me. So that’s the methodology of the rule that I follow when social selling. Again, it’s the ‘1, 2, Me.’ After this tip, feel free to reach out to me, and don’t you dare pitch slap me.

Scott Ingram: To connect with Jack on LinkedIn where you can tell him you enjoy listening to him on this show, that would be one, just click over DailySales.Tips/1140 for a link. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!