Today’s episode on Sales from the Street features Scotty Weeks who is backed by a 25-year experience in the machine solutions industry. Scotty is a supplier for tier one machinery to the manufacturing community.
A manufacturing engineer by profession, Scotty’s daughter also got into the business by selling tools. His daughter always asked her dad for advice until she finally persuaded him to get out there and become the industry expert and go-to guy that he is. And so he did… and they actually make a good team by sharing insights with each other.
In this episode, learn how to get sales without actually asking for it, the power of reading good books for personal development, and how the benefits of social selling can improve your sales.
Training advice Scotty got early on in his career:
- Scotty’s coworker and friend got him into reading the books of some of the great legends such as Og Mandino, Napoleon Hill, and Earl Nightingale.
- Arthur Miller’s Broadway play, The Practice, showcases some insights into a day in the life of a salesman.
How to get partners without asking for the sale:
- Bring value to your customers.
Be it with helping them find new leads or becoming a business developer for your partners. Find out what you can do to get them to the point of buying something in the future.
- Find out how you can change the business to make them more profitable and more competitive.
- Help them find solutions.
Asking for a sale very early on in the sales process is very counterproductive.
- Go in as an industry expert.
This gives you an opportunity to engage in the conversations which open up doors early on in the process.
How to funnel your customers down so they’d ask:
Find out what they’re not doing and ask the right questions. Are you not getting anything? What can you change differently in your business? Instead of leading them with, lead them to.
The benefits of social selling:
- It gives you the opportunity to engage customers that aren’t necessarily part of your sale.
Be very deliberate in your communications so it’s not misunderstood and it’s not misleading.
- It allows you to hone your skills and practice your script.
Then apply what you’re doing to your face-to-face conversations.
- The two-pronged approach
Facebook is more of the end users, not the buyers. This gives you the opportunity to engage them and allow them to be your inside advocate. LinkedIn is more of the professional approach. What you will find are the decision-makers, the buyers, and the CEOs.
Scotty’s Major Takeaway:
Develop yourself first. Understand yourself as an individual, not who you think you are but who you really are. Understand your product. Develop your character and be there for the customer.
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