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In This Episode
In this episode we interview Bob Terson, a veteran seller and author of the book “Selling Fearlessly, – A Master Salesman’s Secrets For the One-Call-Close Salesperson” Bob will discuss the how sellers should have a mindset of equality that first and foremost focuses on the clients best interest. He talks about how amateurs dive into the presentation while professionals use questioning to guide the presentation. He speak about discovering the needs of the customers and adding value with solutions that make sense.
Many people have at least some resistance to cold calling, and some people are uncomfortable approaching strangers and being considered pushy or rude. This sense of fear stops non-sellers from growing their business.
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Items of Interest
In this podcast we mentioned the following resources:
- Selling Fearlessly – A Master Salesman’s Secrets For the One-Call-Close Salesperson
- This is Bob on LinkedIn
- Bob’s website is SellingFearlessly.com
Quote
If you don’t have a dream, that’s so outrageous, that you couldn’t possibly succeed unless God himself puts in a personal appearance, you’re not alive.
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Breakthrough
Take a moment and reflect on the following points made by Bob
- You should approach all customer interaction on a level of equality. Yes you are asking them for money, but it’s a trade because you’re solving their problem or creating opportunities in their business.
- Approach clients with the mindset of serving them
- Ask questions when first meeting clients and use the answers to guide your presentation
- If you view yourself as pushy,or have any of the negative stereotypes, you are doomed before you start
- Use LinkedIn to understand prospective clients and warm them up prior to meeting
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Is there no end to the questions I have for you? Why yes there is and that was the last one. Or was it?