Ron Tite is the founder and keynote speaker of the Toronto-based agency, Church+State as well as the author of Think Do Say: How to Seize Attention and Build Trust in a Busy, Busy World. Being an executive creative director at a large multinational ad agency, Ron has extensive knowledge about traditional agency marketing, advertising, and design. In addition to that, he’s also an experienced comedian, using that in his own entrepreneurial journey. Ron is also an investor who appreciates the need for sales to do business.
Salespeople are looking at the ecosystem correctly but are using the wrong tactics to make a breakthrough. They’ve been chasing metrics that don’t deliver to build long term businesses.
There are so many thought leaders, evangelists, and LinkedIn lead generators who are going about it in the wrong way. Seeing this drove Ron to eventually build his own agency.
With a growing number of salespeople, the sheer number of sales reps and clients are overwhelmed by pitches.
Time Square is a great metaphor. Everybody is in Time Square. Big corporations and companies use traditional means, such as using billboards, to get attention. Meanwhile, there are smaller sellers on the streets that are doing things differently. They are more aggressive, targeted, and their pitch can be customized. These are the people who sell practically everything in Times Square, from ripped off t-shirts to street meat. Every one of them trying to get attention.
However, the challenge doesn’t stop there, it continues. Now you’ve got their attention, how do you earn their trust?
Other salespeople are still using the automated messages they used in the 60s when talking to potential clients. They could have customized their message and tailored it but they didn’t. They need to revamp their style with three phrases in mind: based on what you think, based on what you do, and based on what you say.
As a salesperson, the ‘based on what you think’ approach considers the things you firmly believe regardless of what you’re selling. This is important because you aren’t selling a unique product. There are others selling the same product so what you think is what makes you unique. Ask yourself,
Do you believe that:
‘Based on what you do’ are the things you do to reinforce your beliefs. The last part, ‘based on what you say.’
Salespeople can be hesitant about sharing their products/services with others because they don’t want to come off as “pitch slapping.” It’s important to deliver the right message through their actions and behaviors by talking about what they do in an authentic way and transparent way.
Don’t create smoke and mirrors and say nice things just to make a sale. People are sensitive to that approach and they can see it a mile away. Use the following questions as a guide to starting your conversation.
For so long, salespeople have used many strategies to seize attention and build trust but still find it difficult to have a breakthrough. They need to customize their sales pitch and talk to clients according to their needs. There is no need to cheat the system. Rather, they have to speak to potential clients in the right way.
Comedians come and go and they try a variety of tactics to make people laugh. However, nobody has sustained a career in comedy by doing anything other than being really funny. It is the same thing in sales. You can try other platforms in the course of your sales career but it won’t work unless you show your humanity and have the best interest of your clients and prospects at heart. Jumping from one platform to another may give you some benefit and short-term metrics but it won’t sustain your business in the long run.
Ron’s first project when he launched his agency was with a client he already knew. The marketing director discovered Ron was running his own agency and she gave him his first project. The trust didn’t come from Ron chasing tactics. It was due to Ron’s honesty in the business.
Red Bull is a great company that bases its marketing on the three things mentioned earlier. The company firmly believes that life with an adrenaline rush is a better way to live. They reinforce that belief by encouraging activities where their audience can have an adventure. Their advertising reinforces this message by showing people grow wings after drinking their product.
Red Bull reached out to one of Ron’s friends Matt, a chef, to star in their videos. The company said they shared Matt’s values and attitude and they wanted him on board. Despite Matt’s respect for the brand, he couldn’t push it through because he didn’t drink Red Bull. The company respected his response because they align with people based on values. They know that many respond and convert because of that approach. The number of converts exceeds those who don’t respond favorably so that’s what they focus on. Still, they just don’t walk away from people who don’t buy their products.
Looking for ways to seize attention and build trust may be difficult but resist the desire to scheme in order to turn the system in your favor. Do the hard work, roll up your sleeves, and find out as much as you can about the prospects you have. Above all, be a real human being using real conversations. It doesn’t matter if they don’t convert because that’s not your goal. You are there to add value and help solve their problems. When you focus on that, enough of your prospects will convert in time.
A section Impossible, a book by Mark Roberto, highlights coachability as the number one value managers need to look for when hiring. Salespeople need a desire to learn and have the ability to change and adapt. It’s also important to delegate clear responsibilities to the sales team. Each sales rep can specialize in the activity in which they excel. Don’t rush the hiring process or skip steps. Hire who can do the prospecting, not just close. Don’t hire somebody and expect them to save the business or figure things out on their own.
Get in touch with Ron Tite via Twitter, LinkedIn, and Instagram. For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you.
This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077.
The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website.
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Larry Levine has spent 30-something years in the trenches of B2B work, and he recognized some glaring weaknesses in sales teams he worked with. He values authenticity and he points to it as a big disconnect for many sellers.
But it isn’t just sellers. Think about how many times you’ve run into a friend you haven’t seen in a while, and you toss out the phrase, “we should do lunch.” It doesn’t usually mean anything other than “I’ll see you when I see you.”
Sellers must pay attention to their words.
The words genuine, authentic, value, and trusted advisor prompt the follow-on question: “What does that mean?”
Start by leading an authentic lifestyle. Think about this: When you say you’re a salesperson or an SDR, you’re already behind the 8-ball already in the minds of your clients and prospects.
For every great sales professional, there are 10 that give the sales world a bad name.
When you deal with the people in your personal life, are you genuine and true to who you really are? Most likely you are. So why can’t we play that same role when we’re dealing with our clients and prospects.
Many sellers maintain a certain amount of distance in their relationships with their clients. In his book, Slow Down, Sell Faster, Kevin Davis asked how it’s possible to sell something to someone if you don’t spend time figuring out who they are?
Sellers try to move their prospects through the sales funnel as quickly as possible instead of investing the time to understand. Listen with intent and help them do their jobs. You’ll be surprised to find that things actually speed up.
If you don’t build a relationship throughout multiple steps and influencers, it will be difficult to sell anything. People will buy from people they know, like, and trust.
People are beginning to understand that it’s ok to bring your heart to the sales world. It’s ok to be genuine and real. But in order to do that, you have to be vulnerable, which goes against what we believe about sellers.
If you asked your prospects what they truly desire in a seller, what do you think they’ll say? Maybe someone who is honest and who can solve their problems. At some point, you’ll hear them say “I want them to be sincere and show up after the sale.”
Have a conversation like you would with your friends.
Memorizing scripts may make you sound too robotic. It isn’t that scripts are bad, but we must make the verbiage in the script our own. If you can’t align to it, you’ll struggle with it.
Imagine if you understood the person you were reaching out to. What are the issues and challenges they are facing.
If you’re calling a VP of sales to set up a demo for software, find out the issues that VPs of sales struggle with. Offer three issues that are most common for sales teams. Ask your prospects which of those three topics he can most closely align with.
The truth is that even tenured sales reps are going about this the wrong way. Instead of the phone call being focused on setting a meeting, focus the call on starting a conversation.
Time and patience matter. Your organization wasn’t built in a day. You took a series of small successful steps to get where you are.
The same is true for your sales process, but no one has time or patience for it. No one wants to slow down.
Larry recalls deciding one day to focus on quality over quantity. He focused on opening at least two new conversations with two people he didn’t know every single day. His phone skills improved and his mindset did, too.
Sellers who are allowed to focus on quality over quantity may find that they enjoy their roles a bit more because they are connecting with people.
Larry’s first mentor freed him from the pressure of memorizing his prospecting script word-for-word, and instead encouraged him to understand the foundation of the script. Once you’ve done that, make it your own.
Get back to humanizing what we’ve previously dehumanized in the sales world. There’s a time and place for technology, but human-to-human matters. Technology can’t replace every human aspect.
Larry warns against being an “empty suit with commission breath.”
Once leadership realizes that there’s a human on the other end of the sale rather than just a bunch of dollars and they set out to solve problems, watch what happens to the level of your relationships and referrals and profits.
In a crowded field, in order to rise above the sea of sameness and be seen in a different light and stand out from the sales wolfpack, the differentiating moment goes back to the human aspect.
People smell sincerity immediately. Instead of juggling personalities, be authentic.
Understand that credibility and clarity sell in a world of insincerity.
Create a transformational experience by having a conversation. As you transform your relationships, you’ll stick out like a sore thumb in a world of transactional conversations.
Grab a copy of Larry’s book, Selling From the Heart: How Your Authentic Self Sells You. His website also offers an accompanying self-reflection journal.
This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.
TSE Certified Sales Training Program can help you out of your slump.
If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.
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Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.
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Sales professionals rely on communication but many don’t realize how powerful nonverbal communication truly is. On today’s episode of The Sales Evangelist, we talk to Tom Payne about the power of charisma and how we can use it to prospect and sell more effectively.
Charisma consists of both verbal and nonverbal communication.
Because we interpret nonverbal cues subconsciously, nonverbal communication is far more powerful: we transmit information to other people without even realizing it. Those people, in turn, read our nonverbal cues without realizing it.
If we tell use words to tell a prospect one thing, but our nonverbal cues communicate something different, the prospect will trust our nonverbal cues over our verbal ones.
You must balance the two aspects of charisma: strength and warmth.
Strength communicates an ability to help. Warmth communicates a desire to help. If you’re too warm, you may seem weak. If you’re too strong, you’re intimidating.
When you balance strength and warmth, the results can be almost hypnotizing.
Studies show that 70% of people can identify the winner of election simply by looking at the candidates’ photos for one second. Researchers asked participants to choose the more competent candidate, and they were successful 70% of the time.
Tom’s book Selling With Charisma will teach you about the most charismatic people in the world, and how their ability to control their nonverbal behavior allows them to succeed in their work.
Join us in April for the next semester of The Sales Evangelist Hustler’s League. Whether you’ve been selling for 15 days or 15 years, we’ll focus on how to build value so you can find more leads and close more deals.
Drop me an email if you have additional questions or want more information.
Today’s guest is Juan Cano, a member of TSE Hustlers League and founder of Lose It With Juan, a beachbody fitness and nutrition coaching program that combines fitness and nutrition along with personal attention from your personal coach in order to take you from where you are to where you want to be.
So I brought Juan on the show today as he shares his thoughts and insights into what he’s doing to find success.
Here are the highlights of my conversation with Juan:
Juan’s major challenge that he faced:
Being so shy about selling things and finding the way to break the ice.
Strategies Juan took to overcome the challenges (which you can very much apply too!):
Find out what your friend needs and model your business approach toward them. Show that you’re there to help and not to sell.
Reach out to ten people everyday before 10am. Open a dialogue and put in a little hook about what you do to draw more genuine interest in you.
It’s not about “buy me.” It’s about giving them value.
Juan’s Major Takeaway:
Go out there and work the process. Be the process and results will happen not only sales but also in fitness and in life.
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.
Is it your first time managing a sales team? Or are you struggling with managing your existing sales team? Our guest today may just have the perfect tool for you. It’s a book he’s written called Sales Management for Dummies.
Butch Bellah is a speaker, sales trainer, and author. He works with salespeople to gain more appointments, win more business, and retain more customers. Based in Dallas, Texas, Butch helps people find areas in the sales process where they have hung ups and he is truly passionate about professionalizing the profession of sales.
His first book, The 10 Essential Habits of Sales Superstars: Plugging Into the Power of Ten which hit #1 on Amazon’s list of Sales Books in August 2014 (and he has a picture to prove it!) paved the way for John Wiley & Sons publishing to approach him where they asked him to write a book, Sales Management for Dummies.
In this book, Butch offers a handy go-to guide for sales managers covering areas like management, building a commission program, budgeting, resolving territorial disputes, etc. – all necessary for creating a solid and successful sales team.
Here are the highlights of my conversation with Butch:
Biggest issues sales managers come across:
How to Keep Your Team Motivated:
You can’t motivate someone to do something. But you can inspire them and give them a reason to be motivated. Find out what it is they’re striving for or the gold standard for them.
Learn the in’s and out’s and nuances of each individual personality. Doing the same thing for everyone might cause you to lose really good people that don’t like to be managed that way.
How to Make Effective Sales Meetings:
Work with a sales meeting calendar and plan ahead the topics to include. Back plan everything and know when you want to roll it out. Butch thinks Saturdays are the best time for sales meetings to avoid pulling them out of the market during weekdays.
Your team can get tired of hearing you all the time. Break that monotony. Keep it interesting. Give them a reason to want to go to your sales meeting.
Product knowledge, sales skills or GAME (Goals, Attitude, Motivation, Education)
Get people comfortable to ask questions, overcome questions, build rapport, and do the basic steps you’re supposed to do all the time. This is a time for you to inspect what your people are doing.
Butch’s Strategies for Effective Time Management
Butch’s Major Takeaway:
Forget what you’ve heard about ABC (Always Be Closing)… it’s Always Be Prospecting! Get out and meet new people.
Download a free copy of Butch’s first book The 10 Essential Habits of Sales Superstars: Plugging Into the Power of Ten by visiting www.butchbellah.com/TSE
We have all heard it before that people buy from those they know, like and trust! Yes, I totally agree with this statement as well, but there is one problem HOW? How does one build relationship with a perfect stranger to the point where they know, like and trust you? Well, this is why I’m doing this episode.
After really thinking about this topic, analyzing my past business/personal relationships, I came up with three ways we can easily build relationship with others to get known, liked and trusted. Now, obviously strong relationships takes time and effort but doing these three things will help you see incredible results.
Smile more with your prospects:
There is something contagious about having a smile on you face. Studies show that when you smile, others will naturally return with a smile. A smile also makes you look more excited and confident in what you are doing. This translate to the prospect that you are passionate about your offering, thus generating a sense of curiosity in the prospect to learn more. Now, I’m not telling you to go out and smile like a circus clown. But a nice warm smile will go a long way to help prospects take down their defensive guards.
According to the great Wikipedia, “Mirroring is the behavior in which one person subconsciously imitates the gesture, speech pattern, or attitude of another”. So how can mirroring help you get known, liked and trusted from your prospects? Well, people tend to like others who they feel a connection with, someone who is like them. When you mirror, it reflects that you are in sync with others and are like them in some way.
This subconsciously allow the prospect to open up a bit more. However, don’t get the idea that you should copy every thing the other person does, but pay attention to the mood of their body language and reflect that in your posture. If their legs are crossed, you should cross your legs as well. Maybe a hand gesture on their face or the tone of their speaking. There are many different ways you can do this. Try it with family members and friends and see how much fun it is.
This is also a very simple thing you can do and it relates very closely to the idea of mirroring. Essentially it shows that you are human and can sympathize with them. So many times well meaning sellers go into a meeting so cocky that it becomes a turn off. They put themselves above their prospects and makes the prospects feel inferior. Many times this happens when the sales person start using buzz words and terminology that the prospect does not understand. And once that happens, the meeting with be over and the sales persons will be dismissed with a statement live “leave some literature and I will get back to you”.
Don’t be that type of seller! Speak the prospects language. Explaining your product or service in away that relates to their business. Give examples that tie to their industry, success stories of companies like them. Before you meet with them, do some research via LinkedIn (social media) and see if you have anything in common. This is a great way to take down the barriers that prospects have up initially.
Overall, the more people feel you are relatable (like them), the more they begin to trust and open up to you. Doing these simple activities of smiling more, mirroring your prospects and being relatable, you will increase you chances significantly to being known, liked and trusted. Try it and let me know how it works for you. Drop me am email at Donald@thesalesevangelist.com. You can also join in on some of our other sales conversation in our private Facebook group, The Sales Evangelizers. Either way, I can’t wait to hear from you. In the mean time, remember to DO BIG THINGS!
Have you ever been asked a very thought provoking question that really grabbed your attention and made you think? Or, have you ever replied to a question “that’s a great question, I have never thought about that before?”. As a sales person these are the types of questions that YOU should be asking.
Now, there are many other qualities that indicate if someone knows how to effectively sell (share value), but for some reason a thought provoking question does a pretty good job. In this episode I share some thoughts on this topic and offer some ideas on how you can incorporate this in your daily work.
Here are some of the major take aways:
Come listen to this episode NOW!
MUSIC PROVIDED BY FREESFX
During this episode I connected with Dan Miller and had a discussion around sales and helping others find what they love! Dan is the author of the New York Times best selling, “No More Dreaded Mondays” and “Wisdom meets Passion”. He has been a guest on CBS The Early Show, MSNBC’s Hardball with Chris Mathews, Moody MidDay Connection, and the Dave Ramsey Show. Over 130,000 people have subscribed to his weekly newsletter. His 48 Days Podcast consistently ranks in the top 3 under Careers on iTunes, and the 48Days.net business community is viewed as an example around the world for those seeking to find – or create – the work they love.
Four important components of Dan’s sales process:
1. Building trust and rapport is important because people buy from those who they KNOW, LIKE and TRUST. Dan said that this is about 40% of the sales process.
2. Identifying the proper NEEDS is about 30% of the sales process.
3. Product knowledge and presentation is about 20% of the sales process.
4. Gaining commitment is 10% of the process because if you do the other 3 steps, this will be easy.
Major take aways:
Connect with Dan Miller
10 Anniversary Edition of “48 Days To The Work You Love” is set to launch in 2015.
Dan’s Coach Mastery Program
48days.net (Networking Community of 14,000 others trying to make a difference in their lives)