“Focus on a deal getting done, but really focused on the impact, but not in a salesy way.” – Jheryn Kenney in today’s Tip 841
How about you? Are you a salesy salesperson?
Join the conversation below and check out the full interview with Jheryn!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of two clips from last week’s epic episode 118 on the Sales Success Stories podcast featuring Jheryn Kenney who’s #1 on the LinkedIn Sales Solutions team. Check this out:
Jheryn Kenney: That’s such a good question because I think we often just move so fast that we don’t really kind of just take time to hone in on what it is that’s making a difference. I will say, the first is that I’m a real human being and I believe that everybody else in the world is a real human being. So often we get these reputations and sales of being sleazy and super pushy or phony. And I am just not, I am a real person. And I just know that no matter what level the stakeholder may be in, they have life worries, stressors. They have, you know, children who break the rules and challenge them or embarrass them in the store. They’ve been heartbroken. Just everything about them is also a human and they also have a job to do. So that’s one thing, just being a human.
Two, is I have a strength. Some people call it a superpower of discovering and or developing mobilizers. So I think it’s easy to get caught off or kind of maybe feel like you’re chasing the rabbit when people say the right things or give you buying signals. But really, what I’ve seen, what’s helped me succeed is just knowing who is actually going to get this done or who’s going to be my partner and getting this done. I think a big part of that comes from understanding people, caring about people, but also understanding them and helping them to win.
The third thing I would add is I have this deep-seated expectation of excellence from myself and the people around me, and I see the people around me. It’s more of a belief in their excellence. And so I think that winning is an awesome output of being excellent. And that’s whether that’s me as an individual contributor to a particular deal or if that’s a team working together to do something amazing, but having that fierce belief that excellence is a requirement, it goes a long, long way. And some people call that grit, but it goes a long way. You could say both.
And I realized I didn’t even answer your other question about how I got to the top at LinkedIn. So right now, I was surprised actually to finish our last half at a hundred and fifty percent goal. I wasn’t surprised by that, but I was surprised that I finished #1 really, just because there’s so many good and talented people, so many like just genuinely good people who care a lot. And I see how far that goes. So it was exciting. For me, I think it’s all that I mentioned before, being human with my customers, finding mobilizers, helping them win. Let’s focus on a deal getting done, but really focused on the impact, but not in a salesy way. Like I really think that salespeople cheesy and probably sounds crazy coming from somebody who’s been in sales for twenty years. I really, really do like it. I’m so turned off by salesy Salespeople and I find myself having to stop myself from like correcting people are calling out what they did wrong when they’re trying to sell me on something because I’m pretty easy to sell and I want to buy, I want to support people. But like, I get annoyed when people do like that cliche salesy stuff.
So I think not doing that. Finding the mobilizers, finding where the business is because there’s a lot out there. So finding the big wins. Nothing really magical, though, nothing really magical, but really just focusing on customers and also knowing my worth. And I don’t mean me as an individual, knowing my company’s worth. And so it’s become a bit more competitive than it once was. But I thrive on that. I’m totally OK with it. But I also don’t take for granted. I think it’s easy when you work in a space or you’re familiar with the space. It’s easy to forget how powerful what it is that you’re bringing to the table is and like how meaningful the difference can be to that company, to that to that team, whatever it might be, but I think we got shy like I feel like we’re like extremest Salespeople are either crazy, aggressive and like cheesy or like super afraid and bashful. You know, there is a place in between there. And I think that’s the most authentic and genuine place. Like if it’s true, it’s not drinking the Kool-Aid. You know, if it’s true that this is going to be the impact to your company, then it’s true. Don’t back down from that. And when people challenge you, even like the one who I’m talking to, I was talking about earlier, the mobilizer, she tried to back down a little bit and I called him out on, you know, I challenged her on what I know to be true and the difference that we can make anyway. So that’s it. You can tell I get excited about it.
Scott Ingram: We dig into all of this and more in the full interview. For the rest of Jheryn’s episode on the Sales Success Stories podcast, hopefully, you’re already subscribed, but I’m guessing you’re already in your podcast app. Just do a quick search and make sure you’re subscribed. That was episode 118, but of course, we’ll have a link for you at DailySales.Tips/841 as well.
Once you’ve downloaded that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!