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Sales Influence - Why People Buy!

I came from the world of selling as an account manager and moved up the ranks to Director of Sales, then VP of International Sales and eventually President of Sales and Marketing. I know what it takes to sell and how to manage and motivate your sales team. I didn't read a book on selling; I LIVED IT! Selling has become tougher! It isn't what it use to be! Show up, do the dog-and-pony and close the deal! Not any more! Today's buyer has changed given access to more information. This means buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How People Buy"! Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively!
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Sales Influence - Why People Buy!
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Now displaying: 2024
Jul 16, 2024

Building trust, demonstrating expertise, and keeping the customer's best interest in mind are essential for overcoming indecision and closing deals.

  • Clients who can't make decisions are often afraid, and it's the salesperson's job to reduce their anxiety and address their concerns.
  • Create a sense of urgency to push potential customers to make a decision and act now.
  • Building trust with clients involves empathizing with their point of view and being a subject matter expert in your product.
  • Understand and communicate the differences between your offerings, demonstrate expertise in the market and business, and show the customer that you have their best interest in mind to build trust.
  • Understand and guide customers towards a product that will help them without overselling or underselling, positioning yourself as a subject matter expert to build trust.
  • Build trust, demonstrate expertise, and keep the customer's best interest in mind to overcome indecision and close the deal.
  • Close more deals by demonstrating subject matter expertise, keeping the client's best interest in mind, and connecting with them to make a buying decision.
  • A great speaker delivers real content, engages the audience, and motivates them, but the most important thing is to make the client look good.

 

Summary for: https://youtu.be/ZQlw3XCFRMA by Eightify

Jul 11, 2024

Salespeople need to shift from selling to guiding and clarifying, becoming domain experts in order to help customers navigate the overwhelming amount of content and make informed buying decisions.

  • Understand how the client mindset has changed over time to use it to your advantage in sales.
  • Customers want more information and guidance from salespeople, as they are now 57% into the buying journey according to The Challenger Sale.
  • Customers are already forming preferences before contacting a vendor, so it's important to understand their buying cycle and the number of decision makers involved.
  • Customers are overwhelmed by the abundance of information and the increasing number of decision makers involved in the buying process.
  • Buyers are more informed and involve more decision makers, so salespeople need to adapt their approach to ensure success.
  • Your expertise as a guide is crucial in helping customers make buying decisions in the age of overwhelming content.
  • Become a domain expert in your field to guide clients to make buying decisions, shifting from selling to helping and clarifying.
  • Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone, always making the client look good.

 

Summary for: https://youtu.be/R947o04zIVo by Eightify

Jul 10, 2024

Key insights

  • Using a three-part formula can help you train or coach more effectively by allocating time strategically during your sessions.
  • Take one-third of the time to explain the concept, and the second third to showcase it in action.
  • Implementing concepts in real life is where the real understanding comes from in training for results.
  • The key to effective training is not just explaining concepts and providing examples, but also showing how to apply them to real business situations.

 

Jul 3, 2024

The key to success in sales is reaching level three selling activities, which involves proactively identifying and solving customer problems, anticipating future issues, and providing long-term value to the customer.

  • Understand the three types of salespeople and where you fit in the market to differentiate yourself in a competitive market.
  • Differentiation and cost reduction can only go so far, so the key to success in sales is reaching level three sales activities.
  • Level 3 selling is about proactively identifying and solving customer problems, rather than waiting for them to tell you.
  • Level 3 selling involves anticipating and highlighting future problems for the customer, moving beyond just identifying and solving current problems.
  • Understand the market and customer base to provide long-term perspective and value to the customer.
  • Level 3 selling involves predicting and anticipating future problems for customers and guiding them, leading to less focus on price and differentiation.
  • Companies are looking for business partners, not just suppliers, in today's hyper competitive market, so strive for level three selling.
  • A great speaker delivers real content, engages the audience, and motivates them, but the most important thing is to make the client look good, not oneself.
Jun 14, 2024

Fear, apathy, and skepticism are common barriers to motivation, and managers need to address these issues by providing clear training, showing the value in employees' work, and connecting tasks with outcomes to motivate their team and reduce doubts.

  • 00:00 Fear, apathy, and skepticism are the three categories that hold people back from being motivated.
  • 01:01 Look for symptoms of skepticism in employees such as tardiness, laziness, negativity, and uncooperativeness.
  • 01:35 Employees lacking quality work may be anxious and nervous due to fear of not knowing how to do something, which can be solved by providing clear training and guidance.
  • 02:36 Managers need to show employees the value in their work to prevent apathy and lack of motivation.
  • 03:08 Connect the task with the outcome and value to overcome apathy and skepticism in sales.
  • 04:04 Show the purpose and value to motivate skeptics and reduce their doubts to be successful.
  • 04:57 Release the mental breaks of fear, apathy, and skepticism to motivate your team and show them value.
  • 05:39 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone, always making the client look good.
Jun 14, 2024

Using weasel words undermines confidence in sales communication and it's important to eliminate them to build confidence and persuade customers effectively.

  • 00:00 Stop undermining your sales success and ability to persuade by using weasel words without realizing it.
  • 00:32 Customers want confidence to make buying decisions, so it's important to differentiate yourself when presenting your product or service.
  • 01:07 Using weasel words undermines confidence in communication with clients, so it's important to avoid them.
  • 01:45 Stop using weasel words like "could, might, may, probably" and be more assertive in your language to build confidence.
  • 02:22 Stop using weasel words in sales to avoid feeling better about not being pushy and start being more confident.
  • 02:44 Using weasel words like "might, could, may" kills customer confidence in making buying decisions, which is crucial in a market where products and services are almost identical.
  • 03:14 Stop using weasel words like "may, could, might" when selling, as it undermines your confidence and ability to convince others.
  • 03:35 Eliminate weasel words from your speech to boost confidence and sales.
    • Record yourself speaking, listen for weasel words, and eliminate them to improve your sales rates.
    • Be aware of and eliminate weasel words from your presentations and conversations to improve confidence and sales influence.
May 20, 2024

Here's a simple formula to follow when training salespeople or talking to customers to achieve higher retention.

May 13, 2024

TLDR: High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 1. 00:00 Strong salespeople have verbal acuity, which determines their level of access within a company. 2. 01:27 High performers in sales have better verbal communication skills, are achievement oriented, and often have a background in individual or team sports. 3. 02:37 High performers use tools like CRM at a higher rate than low performers, which increases their chances of managing sales. 4. 03:17 Strong salespeople are dominant and proactive, while weak salespeople are submissive and reactive in their sales approach. 4.1 High performers have a relaxed dominant style in sales, while low performers have an anxious submissive style. 4.2 Weak salespeople are submissive and reactive, while strong salespeople are dominant and proactive in guiding the conversation. 5. 04:53 High performing salespeople have a higher degree of inward pessimism, which leads them to question deals more and qualify higher, despite projecting an outwardly optimistic attitude. 6. 06:10 High performers collaborate with sales managers on strategy and tactics, while low performers rely on managers for help, and high performers thrive in a company with defined moral compass and accountability. 7. 07:28 High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 8. 08:32 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone to make the client look good.

May 7, 2024

You will kill a buyers confidence when you use weasel words or ventilating modifiers.

Apr 26, 2024

Here are 4 ways to overcome price objections: 1) Compared to what 2) Cost of Inaction 3) Price versus Cost 4) Down selling

Jan 16, 2024

When I started using the script, it felt very unnatural. Then, after some time, I started adapting it a little bit, and it became more comfortable, and my close rate continued to go up. Why? I had gone through the process of ‘Shuhari,’ a concept in traditional Japanese martial arts that describes the stages of learning and mastery. It consists of three phases:

Shu (守 - "Protect"): In this stage, the learner follows the teachings of a master without deviation. It involves learning the fundamentals and techniques precisely as taught.

Ha (破 - "Detach" or "Break"): In this intermediate stage, the learner starts to break away from tradition. They explore variations, modifications, and adaptations of the learned techniques. This phase encourages creativity and a deeper understanding of the art.

Ri (離 - "Leave" or "Transcend"): In the final stage, the learner transcends the teachings and forms their path. They have internalized the principles and are no longer bound by the specific teachings of a master. It's a stage of self-discovery and mastery.

 

#shuhari #sellingstyle

Jan 9, 2024

In this session, you’ll learn the difference between how rational and emotional buyers make buying decisions.  You’ll also be asked to evaluate what type of speaker, presenter or trainer you are and why it’s critical that you align yourself and your material with their audience.  Whether you’re an entrepreneur, small business owner or executive, aligning with your audience will help you become more persuasive.  Lastly, you’ll learn the 3-Step BLEND formula for creating a presentation, speech or training material that connects with both rational and emotional buyers.

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