Category: Mindset

Posted on

How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192

Sales Babble Secret Lingo

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Sales Babble Secret LingoHow To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192

Author Jeffrey Shaw visits Sales Babble to talk about his book Lingo – Discover Your ideal Customers’s Secret Language and Make Your Business Irresistible.   Jeffrey believes that far too often people sell the wrong thing to the wrong people. Unfortunately too few people understand for whom they are for. Your ideal client has a secret lingo that mirrors your traits and values.  Once you learn their lingo, you can quickly discern and serve this market.

Five Step Process

In his book Jeffery outlines a five step process for discovering your prospects secret lingo.

  1. Understand your ideal clients perspective
  2. Create familiarity and comfort
  3. Style – build one that matches your target
  4. Pricing – Use whole numbers for high-end customers
  5. Words – use language they speak

How To Connect with Jeffrey Shaw

To find Jeffrey Shaw, his book,  and the free secret lingo giveaways go here:

  • Lingo mediate kit Inforgraphic
  • Free Chapter of his book
  • Audio version of the first chapter of the book
  • The full book on Amazon
  • LinkedIn
  • Twitter @jeffreyshaw1

Go to Jeffreyshaw.com/sales 

How to Learn About Your Ideal Client

Here are past episodes that speak to the importance of knowing your ideal client.

Posted on

Phiology: Secret Code of Leadership David Eisley #189

David Eisley Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

David Eisley Sales Babble

Phiology: The Secret Code of Leadership David Eisley #189

In this episode we meet Dave Eisley, author of the book  Phiology: The Secret Code of Leadership. Phiology is the  intersection of physiology, psychology, and philosophy in the context of leadership, but written from a sales management perspective.

Phiology Focus for Sellers

Dave and I discuss how Phiology addresses leadership especially in the case of  sales:

  • Control your physiology to achieve optimal performance.
  • Navigate obstacles by shifting your perception of events.
  • Decode the origins and fallacies of decision making, in yourself and by others.
  • Uncover vital parts of any system, revealing key leverage points that drive success.
  • Expand your influence in an ethical and meaningful way.

Sales and Leadership

Sales is responsible for the rise of humanity.  Our ability to trade separates us from the other species on our planet. Without the idea of a trade, and a fair trade, humanity has been able to team and create civilization. It’s all based on trust.

  1. Talk and share a vision you want to obtain
  2. Get everyone in the room
  3. Empower people
  4. Commission each to take action

Take Action Advice

Control what you can control and leave the rest. 

Influence the few things you can, it will get noticed and you will be rewarded for it. Be bold, be courageous, take action. 

How To Find Dave Eisley

Here are links to Dave online and his book.

Book Raffle

Here’s a chance for you to win a free copy of Phiology. Email Pathelmers @SalesBabble.com

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

  • FREE Domain
  • Free Site Builders
  • 1-Click WordPress Install
  • 24×7 support

Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide

Selling Mindset

Here are other terrific episodes on mindset. Click a link and listen now!

Posted on

Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Sales Success Triangle with Glenn Mattson #187

In this episode we describe the sales success triangle. It’s based on Attitude, Behavior and Technique. Our guest Glenn Mattson is a business consultant and sales coach. Glenn speaks from experience on the issues sellers commonly face and things they can do to find selling success.

Selling Personalities

Gabby people aren’t necessarily the best sellers. Yes they are good at connecting and initiating conversation. But sometimes they are too bound to seek for approval. They struggle with the follow up and closing aspects of sales.

Introverts and techy people, can be extremely successful in sales because they are process oriented,  they follow a system nor do they wing it.  More introverted sellers  don’t care if people like them, they handle rejection better.

Issues top sellers face

We discussed at length the problems, concerns and barriers to success. Glenn mentioned:

  • Attitude
  • Lack of Patience
  • Guilt
  • Worry
  • Anxiety
  • Risk Adverse
  • Poor Discipline
  • Poor Planning
  • Non-Tactical
  • Poor Listening
  • Weak Questioning
  • Reduce cost of sale

The question is this, how to maximize your time and energy for more business?

Sales Success Triangle

According to Glenn it’s Attitude ,Behavior, and  Technique.  Attitude is most important:  For example you earn exactly what you think your worth.  You call the people you think you’re equal to. He recommends that you increase your average deal by 10% every 60 days. Next deal with your limiting commitment. Some people say all the right stuff but don’t do it.   They have an ocean of excuses.

Take Action Advice

Two pieces of advice:

  1. Live in a world of execution
  2. Don’t fear failure.  The more you fail, the more you learn and the more you earn

How to Connect

You can find  him here www.mattson.sandler.com

or call 631 726-3537

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

  • FREE Domain
  • Free Site Builders
  • 1-Click WordPress Install
  • 24×7 support

Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide

Sales Skills Training

Below are other past episodes that discuss ways to hone your craft of sales. Listen today!

 

Posted on

How to Pitch Shark Tank with Michelle Weinstein #184

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Pitch on the Shark Tank with Michelle Weinstein #184

Michelle Weinstein is a sales strategist who specializes in helping entrepreneurs learn how to sell without selling and without being sleazy. She pitched on Shark Tank and raised over $1M for her last Company placing products into Costco & The Vitamin Shoppe. In this episode she shares the story and the fundamental elements of a strong pitch.

Elements of a Pitch

On the TV show Shark Tank. Michelle was pitching a protein bar business and after a multi-step vetting process she was able to pitch before the “Sharks” only to be shot down. Due to significant coaching for the show, she learned you must your authentic self. If you’re a fake, people won’t trust.

  • One minute to make an impression.
  • 10-20 seconds you will be judged
  • Practice your elevator pitch over and over and over
  • Make it memorable
  • Make it catchy
  • Make it niche enough then be  more niche
  • Know your audience

Take Action Advice

Go take action, too often people don’t take action. Fear is in their way e.g. afraid they don’t know what’s going to happen, afraid of rejection, afraid of failure. She believes you do the market a disservice if you don’t’ reach out and offer your products and services.

Pat’s Pitch Template

Here is an example format that may help….
I help __________________ people
in  _______________ kinds of industries 
who have ___________PAIN or DESIRE___________
by providing __________SOLUTIONS_________
that provided BENEFIT BENEFIT BENEFIT 
Then ask… is that you?
Write this up and read it outloud 20 times until it rolls off your tongue easy peasey.

How to Find Michelle Weinstein

As she shared on the podcast, she is the Pitch Queen.

Go to http://www.thepitchqueen.com/

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

  • FREE Domain
  • Free Site Builders
  • 1-Click WordPress Install
  • 24×7 support

Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide

Entrepreneurial Mindset

Here are past episodes for the startup and entrepreneurial minded. Listen today!

Posted on

How to be a Sales Sherpa with the Hyperconnected David Fisher

David Fisher Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

David Fisher Sales Babble How to be a Sales Sherpa with the Hyperconnected David Fisher

Returning guest Dave Fisher and I meet at Sketchbook Brewing to discuss the publishing of his new book:  Hyperconnected Selling, Winning More Business by Leveraging Digital Influence and Creating Human Connection   Dave is a podcast host and consultant  trying to bring back the art of conversation to business.  In this episode we discuss the evolution of selling and what you can do  to better leverage the network you already have.  Dave explains how to be a Sales Sherpa and how to guide your prospects through the glut of information that overwhelms their buying experience.

Selling Conversation and Points We Discuss

Yes we talk about the beer and the value of balancing malt and hops.

But we also discussed:

  • Seller asymmetry, buyers have more information than the seller
  • Appointment setting will get automated
  • Enterprise sale will always need real people (at least in the next 10 years)
  • It’s best to keep working in the same industry and grow industry knowledge
  • Build industry relationships that lead to referrals
  • Sharing insights to prospects will generate business
  • If you hate your job and the industry, get out now

 

Enter here to WIN a FREE copy

HYPERCONNECTED SELLING

 

Enter Here to Win

Enter by October 10th!   Five names will be drawn!

 

How to Find David Fisher

You find Dave all over the internet ….

Past Sales Babble episode with David

In this episode, David tells us all about hyperconnected selling
https://www.salesbabble.com/3-steps-start-hyper-connected-selling-david-fisher-129/

Me on the Beer, Beats and Business Podcast
http://beerbeatsandbusiness.com/tag/pat-helmers/

Sketchbook Brewery

Dave and I met at Sketchbook Brewing Co. a nanobrewery in Evanston, IL focused on sustainable, local, community supported brewing.

Visit at 821 Chicago Ave, Evanston, IL 60202

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

  • FREE Domain
  • Free Site Builders
  • 1-Click WordPress Install
  • 24×7 support

Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide

Selling Mindset

Here are past episodes that will upset your false beliefs and myths on selling.  Listen today!

 Networking Tips

Posted on

The Art of the Help with Larry Levine #182

Larry Levine Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Larry Levine Sales Babble The Art of the Help with Larry Levine #182

In this episode we start by discussing the confusion of social selling. The root issue is not so much how to twiddle the knobs and bells of LinkedIn Facebook and Twitter. The true issue is the failure of sales professionals understanding WHY they have chosen the profession of sales  Then secondly we talk about the Art of the Help for success.  Larry Levine is a social selling expert, podcast host and long time B2B sales expert.

Self Awareness in Sales

Most sellers don’t reflect on their lives, what motivates them and why they do what they do. They aren’t self aware. During the discussion Larry and I chat ….

  • Why are you in sales?
  • Larry believes there is a ton of confusion with social selling
  • It’s the Art of the Help he shares….. giving back to the community and your clients
  • Sellers must brand themselves Larry recommends. This will differentiate you.
  • Larry reminds us that “Selling is 24×7 job”

Why Sales is a Great Profession

  • Get to run your own business
  • Freedom
  • Good money
  • Can have a positive impact on your company
  • Can influence your customers

Social Selling is NOT New

Not a new thing, back in the day it was all analog but still the same thing. Connecting with people and relationship building. Just like we used to do with handshakes and phone calls. You do the same thing  on social media. It’s the art of the help, not the deal.

Take Action Today

If you want to have any success opening up new conversations you need to learn how to build a brand. Your personal brand differentiates you. You are broadcasted across the internet, manage that story.

 

Complete the Selling Survey

Click HERE!

How To Find Larry Levine

Twitter – @larry1levine
instagram – @larry1levine

Other Links Mentioned

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

  • FREE Domain
  • Free Site Builders
  • 1-Click WordPress Install
  • 24×7 support

Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide

 

Selling Mindset

Here are other past episodes that cover the topic of mindset. Listen today!

Posted on

How To Sell The World with Karl Weaver #177

Karl Weaver Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Karl Weaver Sales Babble

How To Sell The World  – Advice on Selling Asia #177

In this episode we meet Karl Weaver, an international sales professional who is a wealth of knowledge when it comes to how to sell the world. Selling Asia is different than the USA . Europe too. In both cases, sales only happen once trust is built.  In this episode Karl shares 7 ways to sell in a protectionist environment by a process of creating trust.

Advice on Selling Asia

We walked through a series of steps that in many ways, mirror enterprise sales in the United States:

  1. Realize their goal is to compete with the West
  2. Protect all you laptops and stored information
  3. Learn the language or bring someone who can
  4. Give a gift and something local like Almond Roca
  5. Don’t expect an immediate sale
  6. Honor the exchange of business cards
  7. Use social media like LinkedIn and WeChat

Get a free Slidebean account today!

SlideBean Free Trial

Advice on Selling Europe

Like Asia, European companies do not make pop decisions. They are more formal when approaching business transactions. The gesture of exchanging business cards is a good example. Like Asia, it’s treated as an honor to both give and receive a business card.

Europe is interested in gaining trust before doing business. They want substance and don’t make quick decisions.

Take Action Advice

Even if you lose a deal, keep working on the next one. It takes time to break in. Be patient. Share on social media you’re value proposition. Over time relations will build for those who grind away.

Don’t expect the immediate sale. Be in it for the long run. Don’t close the door, keep going back and try again. Continue the good battle, sell, market and use social media why you’re products are great.

Get a free Slidebean account today!

SlideBean Free Trial

How to Find Karl Weaver

Karl Weaver 魏卡尔 is a globally trained, Mandarin-Chinese speaking, senior wireless market and Smart Phone/mobile device specialist, working for wireless technology companies on both sides of the Pacific Rim in a sales & business development capacity.

https://www.linkedin.com/in/karljweaver/

Add Karl J. Weaver 魏卡爾 on WeChat   Add Karl J. Weaver 魏卡爾 on WeChat

Building Rapport in Sales

Dig into our back catalog and learn more about the challenge and skills you need to build rapport with YOUR customers. Listen now!

Get a free Slidebean account today!

SlideBean Free Trial

Slidebean Examples Created for Sales Babble

As I mentioned here are  couple slide decks that I created for two Sales Babble presentations. Enjoy!

https://app.slidebean.com/p/hggYElvrRX/Tips-For-Selling-Success

https://app.slidebean.com/p/tvielUvSqi/Selling-With-Confidence-for-Startups

Here are details in how why Slidebean sponsors Sales Babble!

Posted on

Give to Get Marketing with Ray Wood #159

Ray Wood Sales and Marketing

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Ray Wood Sales and MarketingGive to Get Marketing with Ray Wood #159

In this episode we meet Ray Wood, the founder of   LockedOn  a new tech startup that has created an app for real estate agents. Ray has expertly used marketing to drive sales by using what he calls a Give To Get Marketing process. Ray tells the story how he built his Tribe and shares with us his 6 step process for writing marketing copy that persuasively gets prospects to take action.

Why Build a Tribe

Build a tribe of people who you can serve and add value. These are your future clients. Ray started to use technology to keep prospects warm. In the world of real estate, many deals demand a long sales cycle. Growing know, like, trust is much easier by sending out periodic emails and warm calling every so often.  He believes you should warm call with news, versus just checking in. This is a case  of giving first, before asking, or give to get marketing.

Using Technology to Enhance Sales

Too often sales people are winging it with no more than a list of prospects in Outlook. When working a large number of deals, use technology to keep track of each opportunity. CRMs, especially those that are custom designed for your industry, are critical to keep on top of prospects and sales that have a long sales cycle. That’s why Ray started LockedOn.

Copywriting Formula

Ray shared his 6 step handy dandy copywriting formula for the listeners.

  1. Interest grabbing headline (can be used as a subject line in an email or heading in a piece of copy).
  2. Stir up and aggravate statement – create an emotional experience around their pain or desires.
  3. Solve the problem statement- show how you can take away their pain or fulfill their desire.
  4. Prove it with a testimonial – reference happy customers with direct quotes. Use people prospects can identify themselves.
  5. Call to Action – ask the prospect to do something, call, email, click on a button to advance the sale.
  6. PS – Always have a final statement that repeats the call to action.

How to Find Ray Wood

You can find Ray Wood all over the internet:

This is the LockedOn App 

Here is the Working From Roam eBook.  (Tools and Resources Guide) More info at WorkingfromRoam.com
And here is the eBook version of How To Sell Your Home For More. More info a TopAgentsplaybook.com
Twitter: @raywoodlive

Download Find The Itch Before You Pitch Study Guide

Stop wasting time talking to prospects that will never buy. Instead find the itch before you pitch with this study guide.

Sales and Marketing Alignment

You can listen to past episodes that talk about marketing and sales and how the two can work together.

Posted on

5 SuperPowers of Successful Sales Account Executives with David Kahn #156

David Kahn Leadership Superpowers

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

David Kahn 5 Superpowers of successful sales account executives5 Superpowers of Successful Sales Account Executives

David Kahn is the author of the recently published book
Cape Spandex Briefcase, Leadership lessons from Superheros. He is Senior VP of HR for Redina and a leadership strategist and academic researcher for organizational development. In this episode, David channels his inner superhero and shares the 5 superpowers sales account executives wield for selling success.

Batman vs Captain America

David’s favorite superhero is Batman. But when it comes to leadership, his model is Captain America. Captain America exhibits confidence, command and when the task is done, the team says we did this together.  It’s very Taoist.

David believes:

– sales is another form of leadership
– executives are selling ideas vs sellers selling products
– focus on the end result and you will find success

The 5 SuperPowers

All 5 superpowers are based around courage. It takes courage to make a fool of yourself and to put yourself out there. It’s also what’s necessary to take your career to the next level.

Power of Accountability – you own the outcome. As an Account Executive you have the courage to overcome the fear of losing. Fear can make you too cautious.

Power of Conviction – your value is determined by the goals you strive for and the manner you achieve them. How you do things matters. Ethical conduct is the single most important leadership competency.

Power of Persuasion – you effectiveness is based on your ability to influence others. Leaders communicate and understand the clients on a human value. Asking questions is the pathwork to persuasion.

Power of Competence – there is no substitute for being knowledgeable and skilled. You can’t persuade and lead on charisma alone. Intelligence is important, but you only need to be a bit more knowledge to be competent about a topic. You must be relatable, not jargon heavy.

Power of Collaboration – when achieving a goal you involve others. All sales are based on relationships. It’s not about authority. Approach every deal like it’s the first of many.

Take Action Advice

Always strive to be the best person in the room: the most informed, most ethical, the most prepared, the most persistent, and the most willing to display compassion.

How To Find David Kahn

David is an avid superhero fan thus the 5 superpowers sales account executives is the concept of his book:

Cape Spandex Briefcase, Leadership lessons from Superheros.

You can also find him here:

  • www.leadersayswhat.com
  • On Twitter @leadersaywhat.com
  • On LinkedIn https://www.linkedin.com/in/davidskahn/

Cape Spandex Briefcase, Leadership lessons from Superheros

Leadership Episodes

There are daily postings on the private Sales Babble Facebook Group.   Next discover your inner leader with these episodes. Listen today!

Posted on

How To Generate Leads with Relationship Selling with Michael Ross

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

how to generate leads with relationship sellingHow To Generate Leads with Relationship Selling with Michael Ross

Today we meet a seller in the trenches. Michael Ross is a business owner, sales manager and sales guy who believes that relationships are the bridges where value is transferred. In this episode Michael shares practical advice on who, what, where and how to connect with others in the marketplace. Michael has just published his second book “A Clear View” and today he’s going to share concrete advice on how to generate leads with relationship selling .

Bringing value to the marketplace

You want to make money. That’s the goal of business. But you want to help people along the way.  How can we do this?Answer the following:

1. What is your target market?
2. Who should you reach out in that market who has influence?
3. Who can you partner in the market to mutually help one another?

Michael share the Zig Ziglar quote:

“If you help enough other people get what they want about of life, they will help you get what you want out of life.”

This is so true. Move from a getting standpoint to a giving standpoint.

How To Generate Leads

Start with local meetups. Pick a vertical market and find out where they hangout. e.g. credit union summits for IT services  as a sponsor or vendor.  Ask good quality questions. You will find two types of people: the qualified and the not qualified. Ask questions about the business, staffing, what’s working, what’s not.  If you meet someone in person try  to get them on the calendar ASAP.

J Abrams  the king marketer says that most businesses undersell their clients by 65%. Ask for recommendations and introductions. Don’t hesitate to ask your circle of influence to help you. They too can show you how to generate leads with relationship selling.

Social Selling for Lead Generation

Marketing campaigns should be tied around social media. Cold calling gives you self-efficacy, confidence, and gives you progress  forward.  If I can do this now, you can do it later. Address your fears and prove you can do more in the future. Note that Social selling conversion rate is very very low. Meeting people creates conversions, visibility and trust.

He quotes Tom Hopkins…

“you’re job is to alleviate pressure.”

Michael’s not meeting with people just to sell a product, but to build relationships that can create greater opportunities.  Be intentional how you connect with people. Virtual relationships have their limits

Take Action Advice

Focus on activity over “sales”. Take an analytic perspective e.g. 10 appointments for 2 closed sales. Focus on the 10, not the 2. Do the best job you can and you’ll like the results. Process not Results.

How To Find Michael Ross

You can find Michael on the web:

If you send an email, with “Pat Helmers” in the subject line

Two books “Overcoming the Character Deficit” (synopsis on lack of character in society) or “A Clear View” (on self image) for guidance on how to generate leads with relationship selling.

Other Sales Babble Episode

Michael mentioned the sales giant Tom Hopkins in a quote. Tom was on Sales Babble!   Tom Hopkins “When Buyers Say No” episode is well worth a listen. Check it out today!