Category Archives for DISCOVER Questions™

Mormon Missionary, Door to Door, Prospecting

TSE 117: One Simple Activity I Learned as a Mormon Missionary Which Has Revolutionize My Sales Prospecting

LDS Missionary, Sales Training, Donald Kelly This, my friends, is not an episode about preaching or religion but this is about helping you learn to OPEN YOUR MOUTH.

What many of you probably don’t know is that I went to Brigham Young University-Idaho and I am a member of The Church of Jesus Christ of Latter-Day Saints.When you’re 18 years old, as a member of the LDS church, you have an opportunity to do a two year proselytizing missionary trip anywhere in the world. Mormon missionaries can be easily distinguished by their white shirts and ties, riding on bicycles.  I was called to serve in the Detroit, Michigan area. I lived in the city of Detroit and the surrounding suburbs during the two year period.

Here are some of the great things I’ve learned from that mission trip which has helped catapult the way I do sales:

  1. Open your mouth to everyone.
  2. Be ready to sell every moment of the day and share your message (even when you’re not in your sales mode).
  3. Talk to everyone that you come in contact with.

There are so many people around you everyday and all you have to do is just talk you them. You’ll be amazed how many opportunities you’ll comes across. Not all are ideal customers, but one thing I know for sure – they may know an ideal customer for YOU.

So… Be prepared!

Have your business card.

Have a message or know how to clearly state your purpose/what you do and why others need what you have to offer.

Just open your mouth!

 

TSE 067: Uncovering Pain and Creating Revolutionary Solutions!

Mike McGee TSE CoverIn this episode my good friend Jay Quiles and I interviewed Mike McGee who is one of the co-founders of the of  Starter League and Starter School.  Mike and his co-founder started Starter Leagues as a solution to their “pain” they faced as they tried to develop a start up business. Without any coding or technical background, none of their ideas could take life. The final solution was to teach themselves. Along the way they realized that this was a challenge others were facing and the birth of their organization started. As you listen to this episode, Mike shares his experiences.

Here are some of the major takeaways from our conversation.

  • Become very aquatinted with PAIN and finding problems.
  • Look at problems you and your family members are facing and look for solutions. Focus on just one principle.
  • People are more willing to get PAIN killers than they are to buy vitamins.
  • When selling a product or service in a “start up” recognize that potential buyers are already out there looking for a solution to their problems. You just have to present the solution so they can quickly recognize the value.
  • When looking to do a start up, don’t look to copy other successful businesses, look to create your own value.
  • Seek to be the ideal person; as well as the person who can add value. Mike gave the example of Facebook and how Mark Zuckerberg was the coder who took the idea to whole another level because of his coding abilities.
  • Who are the ideal candidates for the Starter League?

o   College dropouts who are looking for an alternative to traditional college.
o   Those who are fed up with their day jobs, have great ideas to solve challenges and add value to the lives of others. They recognize that they don’t have the skills to implement their ideas into action.
o   Individuals who went to get their MBA’s and don’t know how to manage the tech side of their ideas and would like to get involved in the details.

  • If you are interested in solving problems with tech solutions, learn more at www.starterschool.com. Application deadline August 31, 2014

Stay in contact:

Mike@starterschool.com

@Starterleague

@Starterschool

Mike on Twitter 

www.Starterleague.com

wwwStarterSchools.com

Stay in touch with my Jay Quiles 

Jay Quiles on Twitter 

TSE 060: You Are A Sales Professional….Stop Trying To Be A Psychic!

TSE-Slide-With-MegaphoneOkay, I got to admit something to you. At one point in my sales career I thought I was a psychic! Well, not exactly, let me explain further. As a new seller I always assumed and tried to predict what I thought my prospects were thinking or going to do. As a result, I lost a lot of money and wasted tons of time. If you are experiencing these “psychic” problems, I want to help you over come it and make more money. Here are some of the takeaways from this episode.

  1. DON’T assume! You are a professional seller, not a psychic!
  2. Ask specific questions that probes and reveal the reality and not vague assumptions.
    • Ex. “No two organizations are alike, can you explain to me what your “take it to the board” process is like exactly?
  3. Keep asking them to tell you “what happens next?” Keep going till you get to the root of the situation and have a crystal clear understanding of what is to come.
  4. When you get vague answers from prospects, if you feel that they are going to get offended that you are probing, try adding a softener before your questions. Something like “If you don’t mind me asking”… or “Just so that I understand”…Try them, they are fun!

Here are a few common unclear comments that I hear from prospects, where probing questions can be used.

  • The project is on hold…
  • This is not the right timing…
  • We have to wait for it to go to the board…
  • We have to get our lawyer to review the contract…
  • Call me back in 6 months and we will have a better idea…

You get the picture. Well, listen to the episode and hear my personal story in details.

MUSIC PROVIDED BY FREESFX

 

TSE 034: Mastering The Art of DISCOVER Questions™ with Deb Calvert

GreenBackground_Headshot.000One of the most important skills that ANY sales professional needs to master is the ability to effectively ask questions. From being able to connect with folks on a personal level to understanding what challenges they are facing. A successful seller MUST master the art of properly asking questions.

During this episode I had the pleasure of interviewing Deb Calvert and discussing principles from her book DISCOVER Questions™. Here are some of the major take aways from her book:

  • The right questions can help the prospect discover value for themselves
  • DISCOVER Questions™ also allow the seller to be more human
  • When asking questions, don’t ask manipulating questions seeking to back someone into a corner or hit them with a “gotcha”
  • Ask questions that will stimulate the mind of the prospect so they can really THINK for themselves
  • Before your call or a visit with a prospect, know what you need to learn from them and ask questions with a purpose

Learn more about Deb’s book at Peoplefirstps.com: Click Here To Get A Discounted Price on Deb’s Book!  

Final Cover

MUSIC PROVIDED BY FREESFX

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