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Stop Selling and Start Leading, Best Sales Books, The Sales Evangelist, Donald Kelly

TSE 880: Stop Selling & Start Leading-“Two-Way Dialogue”

Stop Selling and Start Leading, Best Sales Books, The Sales Evangelist, Donald Kelly

Sometimes, the relationship between seller and customer goes bad. Small mistakes grow into tension and the relationship starts to sour. In this case, it doesn’t matter who’s right or wrong. You must be the leader who initiates a two-way dialogue.

This is the final episode of our three-part series about the book Stop Selling & Start Leading, and we talk about connections and two-way dialogue.

Our first episode on Monday was about building trust and innovating as sellers, and the second addressed innovative sellers and their role in successful sales processes.

Even if you don’t listen to them in chronological order, listen to all three episodes so you’ll have the tools to move into a role as a sales leader and business advisor.

Stay in touch.

You worked hard to bring that client on as a customer. You promised all kinds of things, but you disappeared after the handoff.

Even when everything is going well in the transaction, sellers will notice your disappearance.

Ideally, meaningful connections survive long beyond closing the deal if you foster the relationship, and there are countless ways to do it.

Send your customer a birthday card; stop in to see how he’s doing; call to check in; send a message on social media when you see something that makes you think of her.

Better yet, recognize when your client achieves excellence. Find out when people in the company get awards and acknowledge the effort.

If, for example, one of my previous clients learned of my intention to launch a new podcast and reached out to congratulate me for it, that would be meaningful to me. It represents their acknowledgment of my work, and I’d appreciate it.

Come together.

When relationships deteriorate, both sides lose money. When both sides come together to address the problem, solutions often emerge.

Stephen Covey, in his book The 7 Habits of Highly Effective People, teaches that you must first seek to understand others. Once you understand their point of view, you can explain your own.

Be transparent. Show respect. When someone makes a decision you don’t agree with, don’t play the victim.

Understand your customer’s strategic plan as well as the impact of your decisions on your customers.

Be open to your customers’ ideas and get rid of the “us and them” mentality. Ask yourself what you can do to help them, and be humble.

Keep working.

In some cases, your initial efforts at resolution may fail, and some people might be tempted to walk away from the relationship.

Address issues head-on, and act like a leader. Change your thinking from a belief that you’re simply a salesperson to a belief that you’re the CEO of your territory. Help the business grow by mending broken relationships.

From the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen:

“Extraordinary performance isn’t possible unless there’s a strong sense of shared creation and shared responsibility. Exemplary leaders make the commitment to foster collaboration by engaging in these essentials.”

Grab your free excerpt of the book here, and view the SlideShare that explains many of the leadership principles you need to stop being subservient to your customers. If you prefer, download the SlideShare so you can refer back to it.

“Two-way dialogue” episode resources

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here. Grab your copy of the SlideShare.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

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Stop Selling and Start Leading, Best Sales Books, The Sales Evangelist, Donald Kelly

TSE 879: Stop Selling & Start Leading-“Innovative Seller”

Stop Selling and Start Leading, Best Sales Books, The Sales Evangelist, Donald Kelly

As a seller, you’ll come across many people who are hesitant to change. Whether they’re prospects or others within your company, sales leaders must recognize the importance of change and the reason for it. More importantly, innovative sellers will use their influence to convince others as well.

On today’s episode we’re talking about the book Stop Selling & Start Leading, and we’ll discuss innovative sellers and the role they play in the sales process.

This is the second in our three-part series based upon the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect and want from sellers.

Our first episode on Monday was about building trust and innovating as sellers. Our third episode will be all about having meaningful conversations and two-way dialogue.

You don’t have to listen to them in chronological order, but the series will help you move from being a subservient seller to leading your customers.

Develop a vision.

CEOs bear the responsibility of looking into the future and anticipating changes that will come. They are responsible for the entire organization and ensuring that it makes money.

In the case of Blockbuster, the leaders never innovated. They didn’t seek new ways to do things and they didn’t take risks. They refused to sacrifice their real estate holdings because they believed that streaming services were simply fads.

Leaders must have vision. It’s a little like riding in a tall truck on a crowded highway: you’re able to see the way ahead and anticipate the problems that are coming.

Leaders see problems and direct their teams accordingly. When sellers do the same thing, they establish themselves as trusted advisors to their customers.

Although you shouldn’t change your entire business plan for one customer, if you can make small tweaks that benefit him, doesn’t it make sense to try it?

Understand vision.

The book Stop Selling & Start Leading tells the story of a seller named Maddie who spent 198 days connecting with a prospect that she believed she could help.

She sent emails, visited, texted, called, and did everything she could think of to grab the craft brewing company’s attention.

The company needed a good designer to create a package design that fit its product but it wasn’t doing much volume, so many larger companies weren’t interested in helping.

Despite the fact that the company had only sold 30,000 units the previous year, Maddie believed she could help. She took a calculated risk and engaged.

The packaging came out perfect, and the company loved the finished product. And in the following year, they sold 100,000 units.

Maddie took a risk because she understood the company’s vision.

In the future, a sales leader in the same position could take that experience and encourage other existing labels to develop craft divisions. Or she could pitch the idea of updating their labels.

“Innovative Seller” episode resources

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here.

They’ve also created a SlideShare free for you to use or download.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

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Trust, Sales Leader, Innovation, Stop Selling & Start Leading

TSE 877: How To Build Trust & Be Seen As An Innovative Seller

Trust, Sales Leader, Innovation, Stop Selling & Start LeadingYour prospects likely have dozens of sellers seeking to connect and build relationships with them. That means dozens of cold calls, emails, and presentations by dozens of different organizations. The key to success with any prospect is to build trust and be seen as an innovative seller.

Today on The Sales Evangelist, we begin a 3-part series based on the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen. We’ll discuss principles that sales professionals need to adopt and apply in order to be successful.

Be human.

Imagine yourself in a meeting with a prospect for a deal that could be the biggest of your career. The prospect continually interrupts you and you’re frustrated because none of your best content seems to be making a difference.

In a moment of frustration, you tell her you’re only here because she invited you. You could be home hanging out with your family and your pet rabbit.

Something changes immediately. It turns out the prospect has a pet rabbit, too, and suddenly you have something in common. You two launch into an entire conversation about lives outside of work and a relationship begins.

This is one of the stories in the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen, and it illustrates how commonalities can boost you from seller to trusted advisor.

Let the prospect know who you are. Let her see behind your sales persona to your other interests. Find a way to remind her that you’re human.

Building rapport encourages the prospect to share something of her own with you, and it may give the buyer reason to connect with you.

See around corners.

Illustrate to your prospects that you’re an innovative seller.

You must know the roles and challenges of the industry you’re selling to in order to provide solutions that make your prospect’s life easier. If you’re working with CFOs in manufacturing, what are the challenges they face on a daily basis? Trade wars with China? Looming high prices?

If I can provide intel or info, even if it’s unrelated to my product, I can help the prospect prepare for — and deal with — the challenges that are stumping her.

Will the company face layoffs? What if they have to raise prices?

When a small organization hires a new seller, they begin a honeymoon phase in which everyone is excited. Eventually, though, the seller gets bored because he doesn’t have any training processes. The CEO doesn’t have time to invest in him because he’s busy running the company, and the seller gets tired of doing cold calls.

I’ve seen it happen countless times, and I can see around the corner for small organizations because I’ve seen this happen before. I can point out five things they’ll struggle with long before the issues actually arise.

If you present yourself as a trusted advisor, your prospect will trust you in all things, and she’ll look to you for solutions.

“Innovative seller” episode resources

We’ve been recommending the book the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley  for quite some time because we believe in the message. Based upon interviews with buyers, it offers specific information for sellers to help them become trusted advisors.

As part of the series this week, we have a SlideShare available for you to download, or you can link to it here. As always, we also have a free excerpt of the book so you can try it out for yourself. We believe you’ll like it so much you’ll want to grab your own copy.

Today’s episode was also brought to you by Video Jungle podcast, your source for marketing and making your brand pop using video. Plan, create and share your way to better content and strategy.

If you think you might benefit from more stories like these, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights. We’re beginning a new semester this fall, and we’d be honored for you to join us.

Audio provided by Free SFX and Bensound.

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