My actionable suggestion would be in your company right now you need to locate the people that are top performers and are essentially where you want to be. And you need to ask for their time and try to set aside some intentional hours or minutes to speak with those people and to understand what it is they’re doing differently that’s getting the results that you ultimately want to have. That and not just people in your work environment, but also outside of your work environment that are ultimately going to bring you upward. So making more intentional efforts and I would say in the next week, I guess that would be my challenge, is find that person and actually reach out to them and try to set something up with them. Scott: That’s awesome, that’s actually my favorite suggestion so far, and I’ll add two pieces to that. One is I think anytime you are trying to open that type of relationship. Kyle already made some good suggestions earlier about making it finite and defining exactly what you need. I think the other thing you can think about is what can you bring of value to that relationship. That’s a place you can actually leverage me. If you are reaching out to the number one seller in your organization, one of the things you might want to suggest is ‘hey I listen to this show called the Sales Success Stories podcast and they talk to top sellers like you’ I would love to introduce you to Scott and I’ll give you my email address right now so you’re in a position that you can make that type of intro because we’ve been friends forever. You’ve been listening to me for hours. So you can send a note to scott at top1 dot fm.
Clip: Kyle Gutzler – Surround yourself with other top performers
You need to target the people that are successful, that are where you want to be. And do your best to make that something that you do on a regular basis. So one of the things that I’ve done with a couple other people that I consider top performers at our company is we go out once per month. We go out and we have a brunch on a Friday. I think it’s the first Friday of every month, and we just talk about things and when you’re rubbing shoulders with people that are top performers it just starts to rub off on you. It keeps your game sharp. So I would say the first thing you need to do when taking massive action is reach out to people that are really where you want to be
Clip: Kyle Gutzler on using customer examples not your quota to establish timelines and close
Something that I’m a big believer of is talking in terms of how other customers have won with my process or how other customers have essentially gone through the steps to get something approved. I think it’s one thing if you’re a sales person and you say this is why you do it this way because I have a quota to hit. Versus, I’m going to speak kind of from a neutral standpoint and tell you, here’s how this other customer did it. Not me. You kind of put yourself as a neutral third party, and so I’m a big believer of saying ‘what our customers would tell you’ or ‘here’s how this customer did it,’ and having kind of a bank of different customer stories that are ultimately going to help your timeline. And you can use that really for any topic, not just timelines but literally every aspect of your sales process. Rely as much as you can on talking about how other customers have done it, and how they’ve ultimately won.
Clip: Kyle Gutzler on Controlling the Sales Process “Most people want to be told what to do”
Actually most people want to be told what to do, believe it or not. This is probably, and this isn’t scientifically backed Scott, so maybe I’m wrong on this but. It’s belief that actually most people want to be told this is the way that it works and here’s the steps to do it and here’s when we’re going to get on a phone call next. So when I’m talking to people I have absolute control of the process because I actually fundamentally believe people want to be told what to do.
Clip: Kyle Gutzler “Surround yourself with people of influence and people that bring you up”
I think honestly the biggest thing is continuing to surround yourself with people of influence and people that bring you up. I’ve made both an intentional effort to try to surround myself with people that bring the best out of me. While also kind of removing the people that are toxic in my life. The ones that if I was going through a tough season would almost feed into that in a negative way. So I would say the relationships piece is probably the biggest aspect of that.
Clip: Kyle Gutzler – Sales quotas should not be thought of as a destination
I think for sales people honestly quotas do a little bit of a disservice. Because I think the way that people view a quota is it’s almost like a destination, and personally for me in my sales career I’ve seen a lot of people once they hit their quota then they kind of start to coast. I’ve noticed for me, if I can continue to accelerate and continue to work off of momentum. If I’ve sold some deals and I’ve hit my quota there’s really an opportunity for you to take off in maybe the second half of your month or the second half of your quarter. So for me it’s always been about ignoring what other people have done at my company and what other people have identified as what’s possible as far as targets that you can hit. How many deals you can close within a given month. The size of the deals that you close. The total volume of sales over the course of a month, and I outlined it in my article, but I think because of that mindset I was able to set a couple of records for our company. Both by selling the most amount of units for our segment within a given month, and then the most dollar amount. So basically sales dollars over the course of a month as well.
Clip: Kyle Gutzler – You build self confidence as a sales person with repetition
A lot of that has to do with self confidence. The way I was able to become more self confident as a sales person I would say one of the main things is just repetition. I almost compare it to like if you were going to the gym. It’s something that you constantly have to work on. You’re going to see results if you’re in the gym more often and consistently. So with my sales process I just really tried to jam repetition. Do as many calls as possible and really live in that moment as much as possible. So I ultimately became more confident as a sales person.
Clip: Robbie Siegel – Top Medical Device Sales Rep on The Lost Art of Closing
Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:
We’ve really lost the art of just closing. I had some good friends that I worked with at my last company that ironically was a medical sales company, but they had come out of selling advertising. They worked for a company called Athlon. It was sports. They had to sell to big big Fortune 500 companies trying to get them to work with their subscription. They were great closers, and I learned a lot from those guys. Really we tend to talk to much. When I train on this and when I teach when I was in management roles. There’s some of the cliche sayings: ‘he who speaks first loses’ those sorts of things. We tend to as sales people want to give the customer; here’s the quote you requested, and we don’t want to shut up and make it uncomfortable. What I tell people is look. If you don’t get to that uncomfortable position where you’re putting a little bit of pressure on somebody to make a decision. Then you’re probably failing. You need to do that. I think a lot of people don’t do that any longer. The people that are good at closing recognize I have to do that. I have to push just enough to make it uncomfortable to get them to make a decision. We tend to want to present something as; here’s the quote you asked for, and instead of just saying: ‘When can I place the order,’ and shutting your mouth. We want to say: here’s the quote you asked for. Not sure when you guys are going to be ready for it, but if you’re ready for it soon I’ll be happy to help you out with it. Let me know if there’s some more information that you need and we start just babbling. Instead of just shutting up, putting a little bit of pressure on them and making them respond to the question that you need answered.
Clip: Robbie Siegel – Medical Device Sales – Genuinely doing what’s in the best interest of your customers
Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:
If you do what’s best for the customer. You’re genuinely looking out for what’s best for your customer he goes look: ‘You will lose some battles, but you will win the war.’ and his point was. There’s always going to be people out there that are going to over sell and talk to much and sometimes they’re going to be convincing because they’re willing to say things that are not necessarily true and a customer will bite off on that and you might lose that battle, but in the end you’ll win the war. No matter what process you’re using. If your process includes genuinely doing what’s in the best interest of your customer. You’re not going to fail. The piece of that that’s in every sales process and program that’s out there is asking, what we call probing, which is asking open ended questions. If you’re genuinely trying to do what’s in the best interest of the customer. That is the only thing you would ask. You wouldn’t ask leading questions. If you’re asking leading questions you’re leading them to what’s in your own best interest.
Clip: Robbie Siegel – Top Medical Device Sales Consultant “if I’m better in that part of my life, I’ll be better for all of my customers”
Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:
Most of what I’m reading and spending my time doing is not related directly to just my career. It’s more related to me as a person and me as a father and things for my family. I know that if I’m better in that part of my live. I’ll be better for all of my customers, and so I spend more time trying to be a better father and family person and husband and those sorts of things. Because if I’m successful there I’ve got a happy life. I’ve got a happy wife. Everything’s going to bleed into being able to do my job much better and take care of my customers the best I can.
- Prev Page...
- 1
- …
- 66
- 67
- 68
- 69
- 70
- …
- 77
- ...Next Page