In Prospecting, Sales Training

Meir, Donald Kelly, The Sales Evangelist Podcast Today’s guest is Meir Ezra, an entrepreneur who went through an interesting experience during his first sales call that actually landed him a great account. Meir previously spent six years in the army, living on $6 a day, until he had to start selling, and now he has created an empire, owning many businesses around the globe.

Meir has a viewpoint that he is willing to win and lose with the same level of enthusiasm. He plays the game for playing, not for winning. Discover more of his viewpoints which you can take along with you to help you on your sales journey.

Here are the highlights of my conversation with Meir:

Meir’s biggest sales struggle:

Coming back from South Africa, Meir went to Israel and saw a system that combated fuel fraud. He needed to sell this to major companies and went to BP one day and sent a presentation.

Meir looked for the top guy, Bill, and he told the receptionist he was there to meet him. When he was escorted by the secretary to Bill, he asked Meir if he knew him. Meir responded that Bill would want to know him. Then Bill said he’s got 5 mins. Meir actually walked in the building at 10am and 8pm, they left together after dinner.

Strategies Meir used to achieve sales success:

  1. Care about the person

In order to sell, you need to care about the person in front of you. The secret to caring is not asking questions but to get an answer to your question.

  1. Get an answer to your question.

Sales is not about asking questions, it’s about getting an answer to your question. When this happens, you get  in control of the sales cycle. Second, they know you’re interested and not just interesting.

When you ask a question, get the person to look into his mind and the moment he gives you an answer, then you already have the person.

A salesman helps the client to help himself with his product or service. But you can’t help your client before they told you everything you needed to know.

Once you learn the art of getting an answer to your question, your sales closing percentage can’t go below 100%.

  1. Understand before you act.

When you actually sold is because you understood the client and when you didn’t sell is because you didn’t understand the client.

Give the customer what you know he wants. (“Know” means what you found out and not just a guess) If you give them what they want, then they’ll buy it from you.

  1. Know that it’s you.

Consider that everything is you. Stop blaming it on other people or things or situation. If the prospect is not answering, change something in you. It’s you.

Responsibility means that you are the cause for everything that happened to you and for everyone else.

Wondering what ever happened to Muir’s deal with BP?

Three months later, they signed a $100 million contract.

Meir’s Major Takeaway:

Be interested. Don’t blame anyone ever. The moment you start to blame, know that it’s you regardless of how good your excuse sounds.

Episode Resources:

Get in touch with Meir at meir@meirezra.com  

Predictable Prospecting by Marylou Tyler

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