Jul 12, 2022
Professional Sales Tips you'll learn today on The Sales Podcast...
- PhD Organizational Leadership
- Former professor
- Was in sales before he got into scholarship
- Did well in sales for 12 years
- He wanted to leave a legacy, so he switched from selling to scholarship
- Are you a sales professional or someone who sells?
- "It's all my fault." That means I own the solution.
- If it's all "their" fault, then they own the solution, so I'm trapped and I've smuggled away the solution to my problem.
Related episodes and posts
- "If you think we are too expensive then I have done a terrible job of explaining the value we offer." (Or the customer doesn't need what I'm selling.)
- 100% of the time I have an action to take.
- We feed our negative feelings too well
- If you're not making quota, you're probably not going to get into a sales leadership position
- Bring in an outside person as a manager if you want to change the culture
- Your organization is thriving if the top salespeople are earning more than the manager
- Stress the emotional part of the sale, especially in real
estate
- Go see their current home
- Go room to room
- Ask them questions about their current home and the layout and their feelings about each room
- Get better at discovery calls
- Get to the emotions
- Understand their motives
- People get wound up on the answer when they're shopping
- Don't say, "What is it that you hate?"
- Ask, "How did you come to that conclusion?"
- 91% of all job separations are due to cultural issues
- 9% are due to skills
- Too many people interview their new hires on the 9%
- His past sales manager would ask salespeople who had expensive hobbies
Sales Growth Tools Mentioned In The Sales Podcast
- Visit Sales Conservatory