“Understand what your executive contacts want most, what success looks like for them and then figure out a way that you can help them get it through use of your product or service.” – Ian Koniak in today’s Tip 1711
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a clip from Ian Koniak’s presentation at last year’s Sales Success Summit on the Mindset of Sales Champions. Give a listen to this:
Ian Koniak: And the last principle, the last principle is you have to shift from inward to outward focus, inward to outward selling. Again, I encourage you guys to Google from Inward to Outward selling with my name. I have a whole video training on how to do this, but I’ll give you the short answer. People don’t care how much you know until they know how much you care. It’s about being somebody that cares about your clients and is willing to go to bat, run through hoops for them. When I learn this, and this is the philosophy. Again, for my business, it’s a philosophy that I teach and coach on, is if you want to get the results that you want, if you want to succeed beyond your wildest dreams, focus on helping others get the results they want. And your success is simply an outcome of that. Your success is directly proportional to how many people you help and the degree of help that you can get for other people. So if you want to get what you want, help others get what they want.
Understand what your executive contacts want most, what success looks like for them and then figure out a way that you can help them get it through use of your product or service. Or maybe not. Maybe it’s just connecting them with other people or other companies. That’s okay, too. It doesn’t always mean a sale. You have to shift from inward to outward. What does this look like? I just wanted to find this because this was the last change that I made. Again, they’re all important, but this is how you show up. It’s your energy.
My quota is my priority. Everything I do is so I can hit quota and close deals. Outward is your success or What are your KPIs is my priority. What are the priorities you have? What are your top metrics and goals for the year? What are you trying to do? What problems are you trying to solve? That’s my priority. They’ll pay to solve their biggest problem. They’ll pay millions. That’s the first thing.
The second is show up and throw up. The inward focus rep is trying to talk and pitch. The outward focus is trying to listen and understand. They’re focusing on listening and understanding.
The third, sell software. Try to sell software. I got to sell my products. There, the program, the outward focus sales rep is focused on solving problems, not trying to sell the software, but use the software to solve problems or use your product and service to help solve the customer’s problems.
Way more important. Two more. I make a commission. This is a naked impact. The last is I’m viewed as a vendor who they want to take off the account so they can bring in a trusted advisor. Trusted advisor. This changes everything, but they all feed together.
Scott Ingram: If you enjoyed the clip. You can listen to the entire presentation over on the Sales Success Stories podcast. We just released that today. You’ll also find links to connect with Ian, to the full Inward to Outward Selling video that he references, and to join us in-person at this year’s Sales Success Summit, all at DailySales.Tips/1711. Once you’ve clicked over there to do all that, be sure to click back here for another great sales tip. Thanks for listening!