Stephen Schiffman Cold Calling
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How to Sell to the Obvious with Stephen Schiffman

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Stephen SchiffmanHow to Sell to the Obvious with Stephen Schiffman

In this episode we are honored to meet return guest,  Steve Schiffman a leader in motivational  sales training. Steve has trained over a ½ million professionals in over 9000 companies. He’s a best selling author and author of series of best selling books on sales. Today Steve and I laugh about how to sell to the obvious. And by that we mean truly listening to the needs of the customers and selling products and services that meet those needs. 

Listen here for Steve’s previous episode 8  Cold Calling Techniques in Sales.   

 

Reinvent Yourself in Sales 

If you’ve been selling for awhile, you may need to reassess yourself and reinvent. It’s time to stop selling like it’s 1950; when there was no shopping process on the internet.  Weak selling stems from:

  1. Fear –  afraid of success or afraid of failure
  2. Uncertainty – unclear what will happen each time you try
  3. Doubt – uncertain you still have the skills for success
  4. Habits – overtime picked up bad behavior.

How to Build New Habits

  1. Accept that you’re going to improve yourself
  2. Put it into practice within 72 hours
  3. Keep at it for 30 days

Sales Is Getting Harder

Throughout the interview we repeated the following themes:

  • Due to the internet, you are mostly selling commodities. People shop online before speaking to sellers.
  • On a sales call, most likely your prospect already has an existing vendor. You always have competition.
  • Sellers do interruptive marketing. They are not expecting your call. This is always a barrier.
  • Don’t be intimidated by the competition. Instead ask the question, “I’m curious as to why you buy from XYZ company, why not buy from me?”

The 4 Elements To Make A Sale

According to Steve the following  four elements that must be aligned to make a sale.

You must be talking to …

  1. The right person
  2. The right product
  3. The right timetable
  4. The right pricing

If anyone of these elements are missing, the sale is in jeopardy.

How to Find Steve Schiffman

Get a copy of  Cold Calling Techniques: That Really Work 

 

Cold Calling Tips

Here are some past episodes to continue the conversation!