Category: sales skills training

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Acting For Sales with Julie Hansen #69

Sales Training Julie Hansen

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Sales Training Julie HansenActing For Sales

Julie Hanson is an author, actor, sales trainer and sales speaker at  Performance Sales and Training.  In this episode Julie talks about acting techniques sales professionals can integrate into their presentation. Julie believe your sales presentation or demonstration can provide an experience that customers can easily remember, and most importantly, act upon.

Access parts of yourself when selling

Julie shared the quote…

With any part you play, there is a part of you in there. – Johnny Depp 

She believes sellers need to bring out what’s unique about themselves and channel that into their  sales.

How To Use Acting Skills During Sales

Julie recommended that sales people need to focus on :

  • Intention – what do you want to advance the sale. Have that in mind.
  • Preparation – warm up before you connect with prospective clients .
  • First impression – have a sense of urgency and energy in the first few moments.
  • Reingage Your Audience – attention spans drop in 10 minutes, change up the presentation every 7 minutes e.g. asking a question, use a prop, tell a story, etc…

Train Your Audience

As a presenter you can train your audience how to active, engaged and enrolled in your product. It’s like breaking the 4th wall (looking into the camera to express thoughts).

How To Find Julie Hansen

You can find Julie throughout the internet:

Free copy of “Taking the Sales Presentation to the Next Level”

Julie’s new book  Sales Presentations for Dummies (Wiley) and will be released in October.  Her book ACT Like a Sales Pro is available in print or eBook.

This is the Julie Hansen Biography

Julie Hansen, is a sales presentation expert and sales trainer who helps sales professionals deliver winning presentations and demonstrations. She is the author of Sales Presentations for Dummies (Wiley) and ACT Like a Sales Pro (CareerPress). Julie is the founder of Performance Sales and Training and her techniques for leveraging proven performance skills from film, stage and improv in sales and business have been adopted by Fortune 500 companies across the globe.

 

Sales Training, Sales Coaching, Sales Consulting

Become confident in sales and grow your business. Check out the Selling With ConfidenceSales System for both new and experienced sellers. This is an opportunity for you to

  • Be Yourself
  • Add Value
  • Make Sales

Don’t be shy. You too can start Selling With Confidence today!

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How To Use Overboarding in Sales with James Welch #67

Sales Coach World James Welch

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Sales Coach World James WelchHow To Use Overboarding in Sales

In this episode we meet James Welch the author and creator of Sales Coach World. James talks about overboarding and how you can use it to supplant your competition.  But before we start that topic,  we talk about how he has created a website that has centralized sales coaches and sales experts across the world.

Sales Coach World

Sales Coach World is a free global sales training and coaching resource for sales people and those looking for coaching for their sales teams.

  • Part of the big data effort is to understand  the commonalities in sales coaching.
  • James mentioned that the  most helpful and nicest coaches are the most famous.
  • As a resource he is starting with common text book recommendations.
  • He supports coaches who are truly interested in sales, not just marketing their services.
  • The website provides a data driven independent view on coaching

How to find a good coach

It’s hard for a busy sales manager to pick. Here are some techniques you can use to help make the decision

  1. Know that not all coaches for all industries.
  2. The coaches that provide a helpful sales experience are better.
  3. Coaches NOT on his list should be avoided.
  4. Use the website SalesCoachWorld.com to vet candidate coaches.

Overboarding

Sometimes you think you’ve won a deal, but you don’t.  How can a sales rep stop that from occurring?  Overboarding is when the  best sales organizations give prospects useful things at the right time.  Commonly used by big sales organizations.

James has done concrete research on this process.

  1. This is content marketing, but for sales
  2. Some examples are useful PDFs
  3. The best is a “custom” pdf written in specifically for a client.
  4. No matter the wealth of the buyer, all people value free valuable stuff
  5. Even unique business card (foldable) make a difference

How to find James Welch

  • SalesCoachWorld.com   for sales coach help, coaching tips, sales training, marketing advice, CRM and Marketing automation software, sales tools…all free!

Books Mentioned

Overboarding Article   that’s been published on SalesCoachWorld.com

 

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How To Use Improv When Selling with Sean Kelley #66

Sean Kelley Sales Consultant

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How To Use Improv When Selling with Sean Kelley Sales ConsultantSean Kelley #66

Today we meet Sean Kelley. Sean is  an advertising and marketing content creator during his day job. But at night he’s the  co-producer/director /actor of the Improvised Star Trek podcast.

Today we talk about improv acting and how it relates to sales. This whole episode  is all based on a chapter in my FAVORITE book on sales “To Sell Is Human by Dan Pink.   In this episode we talk about the power of having a real conversations when selling and the value of listening NOT telling.

What is Improv?

Improv – a style of acting that depends on scene partners  working together.

  • Except all offers …. the idea is to not disagree with the reality of the first person speaking
  • Yes And…… is the starter version of improv. Whatever your partner says you respond “Yes and…..” and you continue the discussion farther with a statement.

The next step is to take the statement and morph it into a richer an deeper direction.

How to Use in Sales

  • Agree to the context… if you’re selling gas powered lawn mowers and they want battery powered ones (this was an example in this episode) understand the clients thinking
  • Behave with each other like human beings, NOT an automaton.
  • Don’t disagree with a prospect flat out. Dig into why the said, what they said.

Example “Yes And”

As Sean said the basic foundation of improv was to say “Yes and”.   Let’s say you’re making sales call and the prospects says “Yeah we want to solve this problem with  XYZ machine but we’re struggling with getting it rolled out.”  Now you KNOW the XYZ is the WRONG solution. You’re an expert in this field. That’s why people pay you because of the value you bring to their business. This prospect doesn’t know that yet, or more likely doesn’t trust you yet.

Instead of saying  “that’s a dumb idea” … “ore you don’t want to do that , try this….” in both situations you’re going to ostracize the client. You’re not going to win the deal.   Instead try  “yes I can see that, many other try that approach.. and how did that go…..”    this opens up the conversation for you.  Once you can hear their answer and it opens up the opportunity to share when it doesn’t work,  you can say “yes we’ve heard that from other, did you ever try this….” .. NOW you can share your product and service  in a way that the client is now ready to hear.

Sean Kelley and the Improvised Star Trek

Improvised Star Trek Podcast Website

Improvised Star Trek on iTunes

Twitter @improvstartrek

Sean Kelley on LInkedIn

Sales Training, Sales Coaching, Sales Consulting

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for you to

  • Be Yourself
  • Add Value
  • Make Sales

Don’t be shy. You too can start Selling With Confidence today!

 

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How To Sell a Fine Dining Experience with Tony DeSalvo #62

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Tony DeSalvoHow To Sell a Fine Dining Experience

In this episode we visit Moe’s Cantina in Chicago IL.  Moe’s Cantina is  fatastic restaurant famous for it’s fusion of Latin American and Brazilian cuisines.  My host and our guest is Tony DeSalvo, Vice President of day to day operation at  Moe’s Cantina, John Barleycorn and the Old Crow Smokehouse.

Today we talk about how to sell a fine dining experience and how it’s more that just great food, great service, cleanliness, or great hospitality. It’s actually all of these aspects working in harmony.

 

The Big Four

Tony believes a terrific dining experience is built upon:

  1. Incredible hospitality
  2. Amazing food and beverage
  3. Unwavering cleanliness and sanitation
  4. Superior speed of service

The Wait Staff and Sales

Tony believes the Wait Staff are the front line of the dining experience.  Great waitstaff demand:

  • Training
  • Role playing
  • Selling a specials
  • Giving people what they want

La Flaca Margarita

La Flaca at Moe's CantinaHe noted that many people want to be told what is great and told what to eat. They are visiting a restaurant for the first time they want to experience what makes it unique.

As an example, Tony did a great job selling me a La Flaca Margarita

A great server is able to sell without being pushy. Their primary focus is for you to have a great dining experience.

Key Takeaway

You have to engage with your customers

The Golden Rule

Do onto others as they would do onto you

The Platinum Rule (attributed to Tony Alessandra)

 

Do onto others as they would want you to do onto them.

 

Name on Social Media

Website  for the Restaurants

John Barleycorn

Moe’s Cantina

Old Crow Smokehouse

Facebook – Moe’s Cantina Facebook Page
LinkedIn – Tony DeSalvo

 

Twitter @tony_desalvo3

 

Sales Training, Sales Coaching, Sales Consulting

Grow your confidence in sales and grow your business too. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for you to

Be Yourself
Add Value
Make Sales
You too can start Selling With Confidence today!

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Stop Waiting To Talk and Listen with Aaron Walker #54

Aaron Walker Life Coach

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Aaron Walker Life CoachIn this episode we meet Aaron Walker a serial  entrepreneur who has been in sales for over 40 years. He has owned businesses across a wide range of  industries, from  pawn shops to building construction.

But in this episode we focus on the key elements that makes for great sales.  And most importantly,  why you need to stop waiting to talk, and instead listen.

 What Make For Great Sales

Aaron believes the key to becoming great at sales is to BE the following:

  • Honest
  • Genuine
  • Interested in others
  • Listen instead of waiting for the opportunity to talk

Aaron advice on being honest, genuine and authentic in building relationships cuts through the sales babble of fast talking. I agree with hi 100% .

Stop Waiting To Talk and Listen

When I started in sales I had a bad case of waiting for my chance to talk. In all this waiting, I wasn’t  doing any real listening. Just listening for the pause. Overtime I learned that if I allowed the client a chance to talk, they would tell me everything I needed to hear. Knowing this I could better influence their buying decision. That was such a foolish  thing to do, but I finally woke up and stopped it!

Learn More About Aaron Walker

Skype: Viewfromthetop4
Link to web: http://www.viewfromthetop.com/
Twitter: @VFTCoach
Facebook: https://www.facebook.com/AaronWalkerVFTT
LinkedIn: https://www.linkedin.com/in/aaronwalkerviewfromthetop

Aaron is giving away three “free” documents on a landing page designed
just for you: http://www.viewfromthetop.com/salesbabble
1. Personal Assessment
2. What Do I Want?
3. Steps To A Productive Day

Aaron is writing a book  to be released in the Fall of 2015: “An Eagle’s View”

 

Sales Training

Last week we soft launched the new Selling With Confidence Academy, a self-paced course that teaches you how to be yourself, add value and make sales.

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for  you to

  • Be Yourself
  • Add Value
  • Make Sales 

This is not a time to be shy. You too can start the new  Selling With Confidence Academy today!

Click here to learn more about Selling With Confidence. 

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How to Sell Fundraising with Matt Miller #52

Matt Miller Sales Training for Fundraising

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Matt Miller Sales TrainingFundraising Sales Tips

In this episode we meet Matt Miller,  the owner of  School Spirit Vending, a company that provides fundraising services for schools.

Matt spent the first 9 years of his career as an Air Force pilot, before entering the corporate world to work at both Abbott Laboratories and Valassis. While a top performer for both companies, his long term desire was to start a business and be his own boss.  A good friend one day mentioned the gum ball machines he and his young daughters owned, and that conversation began a 10 year business quest that became School Spirit Vending.

Click here to download episode

Sales Training For Distributors

In this episode Matt shares how he trains his distributors on sales.

  • Most of his teams do face to face selling.
  • They do trade shows as well as  door to door cold calling.
  • They have a limited list of prospects, they are all schools.
  • His typical pitch to prospects speak only benefits “it’s not stickers or school spirit, we sell hassle free fund raising!” 
  • The pitch includes “The schools jobs is be an educator, not a fund raiser.  Our benefit is we do it all. It’s a very simple system that requires very little effort on your part.”
  • Very rarely do they have a scheduled appointment/presentation. It’s a one call close.
  • The value is clear, they either agree or not.
  • Referrals are very important in Matt’s business. Schools share their success with others.
  • His distributors are hesitant to close. The biggest thing to do is to ask for it.
  • This is a typical close “Hey listen I already have some equipment in stock, I’m going to be out in your area next week, why don’t we get you started? 
  • A typical objection revolves around them needing to talk to someone else. He always finishes the meeting with “That’s great, I’m sure you will have no issue once you talk it over , when would be a good time for me to get back to you?”
  • Often times his distributors are not working enough leads to fill their pipeline.
  •  Sales is a numbers game. You need  10-20 times the number you hope to close in your pipeline.

Fund Raising Sales Resources

According to Matt, School Spirit Vending, is  the cutting edge of both the vending and school fundraising industries. He says “School Spirit Vending’s Hassle-Free fundraising program is helping schools in 23 states raise money in it’s own unique way.”

Websites:

Social Media:

Sales Training

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for  you to

  • Be Yourself
  • Add Value
  • Make Sales 

This is not a time to be shy. You too can start Selling With Confidence today!

Click here to learn more about Selling With Confidence. 

 

 

 

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Travel Advice for Sales Professionals with The Traveling Saleswoman Jacyln Goldman #46

Jaclyn Goldman on Travel Advice

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Jaclyn Goldman SB cropped

Travel Advice for Traveling Sales Professionals

Jaclyn Goldman is the author of The Travelling Saleswoman blog. She is a savvy pharmaceutical sales and business development professional who visits Sales Babble  to share her expertise on finding the best parking, best rewards programs and how to close sales.

Click here to download the sales podcast

Travel Advice for Road Warriors

Jaclyn manages veterinary accounts across Canada and over the past 10 years, she has acquired a significant amount of experience not only selling, but also making travel plans. In her blog she shares her tricks and tools of the trade. In this episode we discuss travel advice:

Rewards cards

  • When flying, pick a carrier  and stick with it.
  • For hotels, get a reward card for all of them. A few nights here and there really add up over time. But if you stick with one card you will quickly accrue points.

Parking

  • Park Stay and Ride – for the price of a single night hotel stay you can park for a week free. Much cheaper than the airport parking.
  • If you’re gone for weeks, it’s cheaper to take a limo.
  • Calculate it out!
  • Expedia is a quick way to compare car rental pricing. But don’t book  here, go right to the rental company.

NOTE TRAVEL ADVICE FROM PAT: Never book anything through third carrier travel sites. Use them to compare prices, but always book via the company website. If you ever need to modify a reservation it’s FAR simpler working with one company.

Sales Stories

Jaclyn share a story about one of her first sales calls. And the moral of the story is ….

  • When Your Prospect Has Agreed to Buy, STOP SELLING!
  • When a prospect is reading something, SHUT UP!
  • Silence can be a good thing from your customer, give them space.
  • Body language matters, look for buying signs.

She confirms the importance of being yourself, don’t pretend, and never lie.

If you’re genuine, people will see that and trust you.

Free Give Away

Air Canada Maple Leaf Lounge Pass

It was exceedingly kind for Jaclyn to get offer the Air Canada Maple Leap Lounge Pass, but this is only good
up to February 28th, 2015.

Travel Advice Website:  www.thetravellingsaleswoman.com

You can find her social media at

Sales Training

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for  you to

  • Hone your sales skills,
  • Beef up your persuasion,
  • Grow your influence
  • Build lasting relationships and loyal clients

This is not a time to be shy. You too start Selling With Confidence!

Download the 20 Secrets for Sales Success and make sales!

 

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SB033 – All Sales People are Entrepreneurs – an Interview with JV Crum

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JV CrumToday we meet JV CRUM III .  JV is a best-selling author, entrepreneur, investor, attorney, speaker, visionary strategist, and Founder/CEO of Conscious Millionaire Institute.

In this interview we discuss how sales professionals have the same mindset as entrepreneurs. As well as ways to laser focus your energies to get things done.

I was a guest on JV’s podcast. It’s not been published yet but it was a great experience. Look for it at the beginning of the year! I’ll keep you posted.

 

Right Click Here To Download Podcast

In This Episode….

JV feels strongly that …..

  • entrepreneurs and sales people have direct control on their destinies.
  • sales people create their own book of sales… they have a business within a business.
  • sales people have the ability to create opportunity, if their current employer cannot meet their income requirements, they can move elsewhere and raise their compensation.
  • don’t focus on the money at first .  Sellers should  have a higher purpose, great sellers make money despite their focus on great service.
  • don’t live in a world of scarcity. Live in a world of abundance. There is an abundance of opportunity if you can help others.
  • sales professionals must have enthusiasm.
  • confidence comes from preparation.
  • selling is the process of listening and asking the right questions so you understand the person and how you might be able to help.

JV believes in 5 minutes of meditation.

  • Visualize the number one outcome for your day.
  • Focus your Mind, Heart and Whole body.
  • Visualize making a deal and how the client is helped.
  • Conscious Focus Action
  • Take 3 actions daily that move you forward towards bringing into your external reality.

 

Resources

This is JV’s website  ConsciousMillionaire.com

Click on his website you can download:

First Millionaire Manifesto –   7 steps to move you where you are and earning your first $1M in wealth.

This is the Conscious Millionaire podcast

This is his book  Conscious Millionaire.  Grow Your Business by Making a Difference

 

Connect With Me

This is me on LinkedIn. Connect with me!

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SB031 – How Sales Are Lost in the Beginning an Interview with Mark Whitehead

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Today’s guest is Mark Whitehead, owner of A Head 4 Saa head 4 salesles, a sales and leadership training company covering the Midlands and the South East  UK. They specialize in delivering open and bespoke training in the areas of sales, leadership, influence and discipline. Mark has worked in a number of industries from B2B telesales, field sales, area management, account management and finally man management.

Right Click Here To Download Podcast

In This Episode the Sales Process

Mark walked through the sales process and

  • Rapport Building – build know like and trust, it’s all People to People
  • Understanding Needs – look for weaknesses, but they must trust you before they share
  • Solution – pose solutions that they may accept, but again only if you have rapport
  • Present  – share your solution and show how it addresses their needs, item by item
  • Close – ask for the sale

The sale is never lost in the end, it’s lost in the beginning.

It’s not your job to get somebody to choose you, it’s your job to allow and empower them to choose. You can’t bully them, but if you allow them to make the best decision for their business, they are more likely to pick you.

Lastly, make sure you have a plan to keep in touch with your goals and dreams. When things get tough, get back in touch with their original goals.

Resources

Mark  Whitehead can be found   at www.increasesalesnow.co.uk/ahead4sales/

His free eBook The Small Business Growth Guide is available here.www.increasesalesnow.co.uk/salesbabble

Mark can be found on LinkedIn at  http://www.linkedin.com/in/ahead4sales

Selling With Confidence Webinar

Sign up for the free webinar Selling With Confidence to be held at 12PM CST November 5th, 2014

Consider the following:
Do you lack confidence in your selling skills?
Are you fumbling cold calls, unsure what to say?
Do you lack a formal sales process and forget to follow up?
Do clients keep stalling and never agreeing to buy?
Lastly are you running out of time?

If so, this webinar is for you.
Click here to learn all about it. Selling With Confidence

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SB024 – The Irreverent Sales Girl

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IRSalesGirlonWPIn today’s episode we interview the Irreverent Sales Girl.   “Whose that?” She  calls herself the lady GaGa of sales.  She’ll talk about the four basic pillars of sales and what performing art can  provide for your next sales training event.

Also  we’ll learn why many revered rules in sales should be shuttled to the trash heap. Ouch!

Right Click to Download Episode Here

In This Episode

In order to be a Sales Rock Star, the Irreverent Sales Girl believes there are four pillars of sales.  

They are:

  1. Don’t do objection handling, treat objections as another opportunity understand your prospects desires and needs.
  2. Don’t chase the NO – you do yourself no favors looking desperate and not realizing your prospect is not qualified to purchase.
  3. “I’ve got to be me” – find a selling style that fits your personality, don’t pretend to be someone else.
  4. Take bold action – don’t let a lack of confidence and fear stop you from taking the next step.

Items of Interest

As mentioned the Irreverent Sales Girl has a new video out. Below are the links mentioned in the in the podcast. Don’t miss it!

Got a Question?

If so ask me!  Go here to  leave an audio message.   Or click here to type a message. 

I’ll review your cold calling script! Leave a question and I’ll respond!  Also I really appreciate your support and sharing what we do with friends and colleagues.   If you would like to share the love  on Twitter, click here.

We can teach you to find your voice in sales! Start here.