Category: building rapport in sales

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The Selling Staircase Sales Conversation with Nikki Rausch #374

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The Selling Staircase Sales Conversation with Nikki Rausch #374

In this episode guest Nikki Rausch helps listeners tackle sales more confidently.  Nikki shares her framework, the Selling Staircase, a five step approach to a selling conversation. This systemized and super simple process has been refined so listeners know step by step how to build rapport, create curiosity, qualify a prospect, propose a solution and close the deal.  Nikki’s advice is practical advice sellers interested in entering every sales conversation with confidence.
Sales Babble is sponsored by OutReach, the sales engagement platform for sales automation

Five Step Staircase for Selling

Nikki  believes great conversations create rapport, generate trust and facilitate closed deals. She walked us through the Selling Staircase steps one by one:

    1. Make a powerful first impression at the introduction. Realize you’re on the first time you meet them, first email, first handshake, first walk in the parking lot, etc.    Have all your ducks lined up. Show up “put together”.
    2. Create curiosity. She shares the analogy of how you call dogs vs how you call cats. The advises on the cat method.  Answer and respond to questions in a way they will ask solicit MORE questions about what you.  Don’t vomit too much about you.  Great rapport building conversations happen through questions.
    3. Discovery and understand the problems, needs and wants. Ask questions that will lead them to buying from you. Don’t solve their problem in the meeting and decide they can do it themselves.
    4. Provide a Proposal. Share what they think they need while not being limited to what you THINK they can afford.  For the written proposal make it simple clear what your providing and the price.  Have a quick start guide to make is very easy to read. Schedule a “Circle Back Call”.
    5. Close the Deal – say would you be interested in moving forward? Then stay quiet and wait for their answer.

How To Find Nikki Rausch

Nikki Rausch of Sales Maven trains and coaches small business owners how to sell without being slimy.

Thank Our Sponsor Outreach.io

Today’s podcast is brought to you by Outreach.io   Outreach helps Sales Reps to not only close deals but to close more deals, faster.  Their platform offers a suite of automation, workflows, efficiency tools, and insights that help teams engage with leads more effectively.   Outreach is the #1 Sales Engagement Platform on the market today for a reason. It’s a must-have software solution for any Revenue Team looking to optimize and scale their business. Visit the link to  schedule an exclusive demo with Outreach today!

https://click.outreach.io/salesbabble-demo

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Selling Well by Caring Well with Andrew Millar #365

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Selling Well by Caring Well with Andrew Millar #365

Andrew Millar is a franchise sales specialist with uBreakiFix, an up and coming tech franchise whose services I’ve used many times. In this episode, Andrew talks about the selling profession, why clients don’t care until you care, why listening matters and lastly how selling well by caring well is all about building relationships.

Caring and Selling Go Hand in Hand

Andrew is from Scotland and sought his fortune in America by starting in sports.  But his interests kept growing and while still seeking adventure, he  persuaded to persuade himself, the craft of persuasion!

Andrew discovered that  turning buyers and shoppers into customers was something he could do. Secondly he was able to do this across a wide and broad set of markets. But there are recurring themes that make for great sales. Caring is one of them.

Clients Don’t Care Until You Care

In his experience, sellers fail to listen and sellers fail to care.  Buyers can sense that sellers are transactional. Buyers don’t trust sellers when they are considered nothing more than a commission. Andrew found that sales is a long game that’s replayed day after day.  When relationships are built on a true desire to help, caring becomes the foundation of good sales.

“Nobody cares how much you know, until they know how much you care” –Theodore Roosevelt

Take Action Advice

Be patient. Don’t close too quick. Don’t rush the sale. Urgency should be natural and not manufactured. Never forget that listening proves caring.

How To Find Andrew Millar

LinkedIn linkedin.com/in/andrew-millar

UbreakIfix can be found at https://www.ubreakifix.com/

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Zoom Fatigue with Todd Caponi #364

Todd Caponi Sales Babble

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Zoom Fatigue with Todd Caponi #364

Todd Caponi Sales BabbleThis week returning guest Todd Caponi visits to share his research on the phenomena we call Zoom Fatigue.  Todd wrote a LinkedIn post that  curated his research and simplified  and summarized  the nine most common, science-backed explanations for  Zoom Fatigue. In this episode we walk through his findings and he shares thoughts and advice on how to stem this problem.

Nine Curated Explanations for Zoom Fatigue

These nine explanations were enumerated in Todd’s post “Zoom Fatigue: Nine Curated Explanations”

    • 1) Delays in verbal responses
    • 2) Resolving Conversational Interruptions
    • 3) Lack of eye contact
    • 4) Lack of nonverbal queues
    • 5) Taking Turns
    • 6) Reduced Physical Activity
    • 7) Looking In The Mirror
    • 8) Preferred Interpersonal Spaces, Proxemics & Peripersonal space
    • 9) Satiation – Leading to Loneliness

How To Connect With Todd Caponi

You can find Todd on the internet.

Books Mentioned:  Transparency Sale can be found on Amazon

Todd previous appearances:

    • https://www.salesbabble.com/the-transparency-sale/
    • https://www.salesbabble.com/transparency-sale-2/

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Selling Value and Not Solutions with Sara Larsen #358

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Selling Value and Not Solutions with Sara Larsen #358

In this episode we meet Sara Larsen, a tech sales professional from Stockholm who speaks with authority on how it’s the value, not the solution that catches the buyers eye. It is the responsibility of the seller to show how their product or solution fits in the context of the buyers business.  Showing the value is the surest path to generating applause at a demonstration.  When it comes to B2B sales and selling tech, Sara and Pat babble about the presentation process and the importance of selling value over tech solutions.

Technology of Selling Value

Take collaborative approach when presenting to a group. This provides  buyers with a strong sense they are controlling the conversation. In reality, it’s  the seller who has set the stage AND in control. They did this by enlarging their credibility to a level where the buyers trust what they hear  without needing to see a complete demo with their own eyes. This turns sales demos into a conversation about  value. The seller is selling value, not a canned solution.

Take Action

If you’re bored with what you’re selling, you  will never be successful. You must love the process, product and clients to truly excel. Find a product that touches your heart. Don’t be that seller who is working at the wrong company. Find a job that fits, today.

How To Find Sara Larsen

Sara is a strong proponent of video outreach, using technology that shares the whole person. If you connect with her, she will respond using Canned.me.     To connect with  Sara…..
Follow these links:
– Website – www.canned.me
– LinkedIn – https://www.linkedin.com/in/larsensara/

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on Selling Value

 

Headliner Audiograms

Check out this new tool I’ve been using called Headliner Cool stuff!

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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The Orange Squad with Dean Petrulakis #351

dean-petrulakis orange squad

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The Orange Squad with Dean Petrulakis #351

BREAKING NEWS: Announcing the Orange Squad!

In response to the pandemic,  guest Dean Petrulakis  has created a collective of “Creatives” called the Orange Squad. His goal is to nurture a network of like minded individuals that will collaborate on work, projects and personal growth.  To my (Pat Helmers) good fortune I’ve been honored to become a member thanks to  Michelle Kelly. Today, December 15, 2020,  the Orange Squad is officially launched to the public.

dean-petrulakis orange squadIn this episode, founder Dean and I talk about the formation, structure and aims of the Orange Squad. We talk about the nature of creativity and the power of networking. Given the diverse membership of the Orange Squad, it’s unclear the exact course it will take. But Dean is certain, given the nature of creativity, the squad will serve the world with generosity and a smile.

But….. what’s this got to do with sales?

Lots.

Dean is the Senior Vice President of Sales at LCP . We discuss how prospects buy on their own terms and how sellers must respect that process. We talk about relationship building and nurturing clients for more business. Most importantly, we emphasize the necessity for sellers to be creative in their relationships since it’s the foundation of selling success.

What’s a Creative?

What is a creative?  That term is under dispute but to make it simple, it’s any professional who uses creativity to push the bounds of their art. In the case of the Orange Squad  e.g marketing, writing, graphics, podcasting, event planning, health trainer, etc…   Creatives are collaborative and work for results beyond monetary wealth. They believe if you do what you love, the money will follow.

The Orange Squad of Creatives

Dean shared some of the plans to bring positive change to the world:

    • Website with insightful blog posts on the process of creativity.
    • Jam Session webinars that delve deep into the rabbit hole of creativity.
    • Podcast that facilitates, asks and answers insightful questions about the nature of creativity.

At first glance, the Orange Squad may look like a marketing agency. But that’s not the purpose of the collective. We believe in the power of networking and admit business may come from these relationships.  However business is not the ends, only the means. According to the website:

Your imagination inspires the rest of us. No joke. You are creative beyond belief. Ideas light the way for your workmates and family and friends. As your creative self grows, so does your career. ExpoNENtially. Our best self is oftentimes found in the embers of our creative fire. We feel the future and it is BRIGHT.

The Orange Squad is your community to explore, excite and accelerate creativity.

Take Action Orange Squad Advice

Dean shared three points sellers can  take action in their professional careers:

    1. Genuinely invest in your existing clients. Generously give your time, advice and all  you can do to help their success.
    2. Be careful if money is your guiding light. When you take a transactional view of business, business will vanish.
    3. Invest in process and develop trust. Play the long game knowing you will get what you give.

How To Find Dean Petrulakis

This Dean on LinkedIn

This is the Orange Squad

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How To Turn A Loss Into Success with Jennifer Seeno Tucker #350

Jennifer Seeno Tucker sales babble

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How To Turn A Loss Into Success with Jennifer Seeno Tucker #350

Jennifer Seeno Tucker sales babbleJennifer Seeno Tucker,  is an associate broker and Vice President of Business Development of Exit Realty United. In this episode Jennifer  talks about how to prioritize relationships with clients over the transaction of the sale. It wasn’t until she got honest feedback on a lost deal did she learn to listen better. In a competitive real estate market, she’s been able to turn a loss into a success.

PE Teacher to Real Estate Agent

Jennifer never saw herself in a selling role. In fact she wanted to be a PE teacher and studied that in college.  Her Mom was a successful real estate agent and when it came time to take care of her family, realized real estate might be a better fit. 

Sales came slowly to her.

Jennifer competes against 20K agents in Long Island New York. She saw some success but it wasn’t till she lost a  $1.2 Million deal did she wake up.  It was clear  that she was fumbling in her presentations.   She interviewed the prospects of the lost deal asking for honest feedback:

“We didn’t feel like you met our needs and you didn’t really listen”

It was when she heard this she decided that listening would become her Brand. She decided to  hone in on “who I am” and understand “who is the person in front of me”.

This has made all the difference.

How To Find Jennifer Seeno Tucker

This is her on LinkedIn Jennifer Seeno Tucker

Her website http://www.rockstaragent1.com/

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Slow Down To Speed Up Sales with Amy Dordek #344

Slow Down To Speed Up with Amy Dordek

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Slow Down To Speed Up Sales with Amy Dordek #344

Slow Down To Speed Up with Amy DordekHave you ever been in a situation where you’ve been trying to go so fast, that it actually slows you down? In your rush to completion, you’re skipping important steps to the level that some might call it “being sloppy.” Far too often sellers try to rush the sale, when it actually make more sense the slowdown in order to speed up. Today guest Amy Dordek and I chat about the velocity of deals, how to find that perfect balance of not too fast or too slow and why it’s important to slow down to speed up sales when your trying to close deals.

Authenticity and Transparency  Speed Up Sales

Amy shared the importance of being your authentic self. This generates trust. Next she believes it’s important to be transparent in all interactions. This doubly raises trust.

The concern with being transparent is you might scare away a prospect. This is the thing, if they’re not qualified you’re going to find out eventually.  Better sooner than later. 

Speed Up Sales

The goal is to find the perfect balance of not too fast or not  too slow.  By looking at the velocity of deals, you can get a better handle on successful opportunities and what they look like. 

How To Find Amy Dordek

Go here to speed up sales:

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How Buyers Test Sales People with Alex Bompane #341

Alex Bompane Sales Babble

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How Buyers Test Sales People with Alex Bompane #341

Alex Bompane Sales BabbleAlex is the Founder and Owner of Alexium providing high per performance training that inspires growth. Since 2003, Alex has climbed the ranks and led multiple teams, departments, and businesses within the automotive industry and across several brands. After starting in sales, Alex completed his tenure overseeing multiple departments and managing everything in between. In this interview Alex and Pat discuss how buyers test sales people and what sales people can do to build trust by simply asking “Can I ask you….”. 

Selling Cars and How Customers Test Sales

Although cars sales can be a very transactional experience, it’s important that sellers slow down and build trust. Many buyers have done their research on the web. They know what they want. Instead of considering their questions as objections, Alex believes you should dig deeper vs deflecting with objection handling. Ask this. “Can I ask you…. “ and better understand their question. The buyer just wants to learn more.  Buyers test sales people in search of honesty and integrity.

Take Action Advice

    • Never live life with regrets
    • Be better than you were the day before
    • Get out of your comfort zone

How To Find Alex Bompane

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach on LinkedIn. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker. One click personalization.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes to Build Rapport

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Stop Selling Start Connecting with Larry Kaufman #338

Larry Kaufman

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Stop Selling Start Connecting with Larry Kaufman #338

Larry KaufmanOur guest today is Larry Kaufman, author of the best-selling book the “NCG Factor, A Formula for Building Life-changing Relationships from College to Retirement”. Larry is a connector, giver, and rainmaker. He believes that we all should stop selling and start connecting. In this episode Larry shares how to connect warmly with strangers, how to get comfortable being uncomfortable, and how to ask everyone you meet “How are you doing and how can I help you?” 

Stop Selling Build Relationships

Nobody appreciates sales people trying to sell them:

      • The Covid-19 pandemic has changed the business climate
      • Don’t ask prospects how you’re doing, ask how have you been impacted
      • Connect with people warmly on LinkedIn
      • Look at their profile for shared connectivity
      • Mention that shared connectivity when reaching out

Larry believes that you need to get comfortable being uncomfortable.

Don’t hesitate to ask someone to do you a favor by introducing you to someone they know.  People are happy to help people they trust. 

Stop Selling Connect

When you connect on LinkedIn, customize the message and don’t use the default message. Utilize the following mindset from his book:

    • N- network
    • C– connect
    • G – giving

Take Action Advice Stop Selling

Everyone you meet this week, ask two questions:

    1. How are you doing?
    2. How can I help you?

How To Find Larry Kaufman

1.)    Website:  https://www.jeffersonwells.com/

2.)    LinkedIn:  https://www.linkedin.com/in/larrykaufmanlinkedinspeaker/

3.)    Twitter:  @veryconnected

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach on LinkedIn. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker. One click personalization.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Super Simple Follow Up with Contact Mapping and Tom Chenault #332

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Super Simple Follow Up with Contact Mapping and Tom Chenault #332

 

Today’s guest is Tom Chenault, the inspiration behind Contact Mapping. Contact Mapping is a simple process for documenting  everyone you meet. Each note contains details about the meeting and an automatic follow process to keep people top of mind. Despite the evolution of CRMs, many sellers struggle to take notes. People love to be remembered and that’s the trick to building relationships. What is it the researchers say? The average seller follows up twice when the data shows you need to follow up at least 9 times?  Tom says let’s get organized and contact map your network.

Start of Contact Mapping

According to Tom, he’s contact mapped every conversation, of every person he’s met since 1969. His process makes it easy to remember people because he believes “The person who remembers the person across the table always wins”.

Instead of a CRM, think Rolodex – names, phone numbers, photos, audio notes of pertinent people you meet. Started on paper, Tom’s process enabled the power of relationships. It’s not about what you know but who you know. It’s Googling your brain.

Tom’s process has been coded into a tool Contactmapping.com    The tool provides way to enter data, voice memos, and prompts details that forces a follow up.

Consider the personal relationships you’ve had in your life. What if you had documented everyone you’d ever met? Consider what an asset that would be with easy access to their information.

Relationships Built from Contact Mapping

Too often sales people take a transactional view on people vs relationship building.  Tom authored a book The Coffee Shop Interview.   It’s a  manifesto on how to “be interested, not interesting. “Sales is not a numbers game, it’s a people game. Follow-up and being memorable, is the hardest part.

How To Find Tom Chenault

Tom and Contact Mapping can be found all over the internet. Reach out to Tom for a free pdf copy of his book Coffee Shop Interview to any Sales Babble listeners  who ask.

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Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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