In this episode, I had the honor of interviewing Tom Ricciuti who is a sales coach, author, host of the weekly business show TomTalk, and keynote speaker on a mission to exorcise negativity; inspiring people to abandon average and dominate like beasts!Tom is known for his acumen on coaching sales professionals on how to dominate; not compete. His approach to selling and closing continues to garner quantifiable growth in each and every endeavor for his clients. Tom feels like there is no better matrix to measure results than the repeat business of clients and a healthy referral program. To do this, Tom has created the ultimate sales training platform for his clients.
As we go through this episode, Tom and I discuss one of his other programs, “Close Like a Beast”. Now, to “Close Like a Beast” is a life style and a way. Tom took this concept and implemented it in the course he has created to help sellers gain greater confidence in closing sales. Tom believes, “you’re never too old to learn and you’re never too old to get better.”
Here are some of the take away from our conversation.
Lack of confidence comes from a lack of confidence in the company they work for, the product/service they offer, or themselves.
Negativity feeds on fear and low confidence. When you remove fear, negativity flees and confidence can grow.
To help with growing your confidence, you must practice everyday. Just like top athletes who practice and work with a proper coaching staff. As a seller, we need to treat our sales performance like top performing athletes
Always have a good attitude, it is never too late to learn and grow.
Salespeople need to take responsibility for themselves and not point fingers at others.
When you find that you are falling into the quicksand of negativity, you need to stop making excuses and ask for help
EOS– Explanation of Service…this is something every seller needs to have. You need to get to the point quickly so that the buyer can see the value and close themselves.
Have your sales pitch or explanation of service totally focused on the prospect and make them feel that you care about them.
Learn to instill certainty in your prospects through a video testimonial from a third party. You can use this at the end of your sales cycle when a prospect is not quite sure they want to go with you.
The number one thing a manager can do to help their sales team is to inspire them with a purpose. They need to have an individual purpose and a company purpose.
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.
Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.