Podkast
How to be an Effective Storyteller (and increase your sales!)

How to be an Effective Storyteller (and increase your sales!)

“I would say you can’t afford *not* to tell stories now in a cold call. We have to use common sense. But essentially, we want to be relevant and relatable. It’s very easy to say “Hey Greg, I was talking to John who’s just like you were right down the road in Arizona. John and I were speaking about this challenge… have you faced that at all?” Now I’m able to relate now that I’m sharing this story. I’m giving the intro and I’m trying to pique your interest and from there it’s either “hey tell me more” or “I pity the fool”.”

Podkast
Teaching Sales Representatives to Fish

Teaching Sales Representatives to Fish

This podkast with Mike Fisher discussed asking questions on the front-end of a conversation and determining what the customer’s needs are early in the process, rather than “showing up and throwing up”. Mike has been training business development teams across the globe for about 20 years. 

The discussion centered on “closing deals”; the goal of every sales leader, wanting their team to close deals, bringing in revenue for the company.  Mike teaches from looking at the selling perspective, and helping the sales representative learn to hear the customer, and be able to get the customer to articulate what it is that they like about your product, diving into selling themselves on the product, helping to ease the way toward the close. Part of this critical technique is sincerely listening and not talking. Once a sales representative learns how to listen and not talk, business increases naturally.

Mike talks about he used a Manila folder when he was selling books. His was a unique idea and tactic that ended up onboarding new clients. It wasn’t a “technique”; it came out of his sincerely listening and reading what the customers were saying, uncovering desires.

Salespeople should be taught how to discover what differentiates products and articulate the value proposition in a way that helps them translate to uncovering and solving their customer’s needs. 

Listen as Greg & Mike discuss the merits and pains of requiring sales reps to be fully trained on their organizations’ products and the importance of having emotional intelligence.

This podkast will have sales reps wanting to rewind and listen again!