A summary of things you should know about The Entrepreneur’s Guide to Sleaze-Free Selling according to Julia Kline: Introduction In this episode Julia Kline takes a deep dive into herRead More
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]]>In this episode Julia Kline takes a deep dive into her book, The Entrepreneur’s Guide to Sleaze-Free Selling, where she shares a proven sales formula to grow a business without being pushy or rude.
In her book Kline provides her formula in 3 practical steps that are centered around a sales approach designed to develop an effective, less obnoxious way of approaching customers for money. The goal of the book is to help you get fired up about selling, improve your prospecting skills, engage more effectively with customers, and how to close more deals.
This book is perfect for entrepreneurs that think of sales as the most distasteful part of doing business and need a less intrusive way of turning prospects into buyers.
I do a lot of speaking, I do a lot of teaching, and every single time I appear in front of an audience somebody comes up to me and says they have been in sales for 25 years, been a sales manager for 15 years, and what I just said is something that they have never heard or thought about before.
If you don’t read anything else read chapter four. The rest of the book I intended to be a step by step process.
It would be the 3 step sleaze-free sales formula. Step one is to awaken your customer to the fact that they have a problem. Step two is to demonstrate that you are the best solution to their problem. And step three is to make it easy for them to begin to do business with you.
Sleazy selling is anytime you are trying sell somebody whatever it is you have to offer. The traditional way we think about selling is always sleazy because you’re trying to sell something and the person on the other end wants you not to. I teach people to spend your sales minutes looking for the reasons that this buyer shouldn’t buy your product. What this does is puts you and the prospective buyer on the same side of the fence. You need to hold that persons hand through the closing process to get them comfortable in order to say yes and give you their hard earned cash. The book shows you how to do just that and breaks it down into the five key pieces of the sales process. I take you through how to approach all five steps so that you confidently, competently, and effectively move through those sales conversations at a rate that is much more successful for you and also feels good to your customers so not only do they buy from you but they send you referrals and repeat business.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 05:30
I was born and raised in Chicago where I am still currently living. I have a cat and am a lakefront kind of person.
I was at a workshop about how to publish a book on Kindle and the guy teaching the workshop said that all you need is an hour of content and then you can transcribe that and turn it into a Kindle book. I had just got done selling a 10 week seminar course that I had sold for $1,000 and I was getting ready to do 10 weeks of training on marketing and productivity and I thought I could just transcribe it all. But as I got started I realized that two of the classes formed the basis of my whole philosophy toward sales so I went with just the two.
No B.S. Wealth Attraction by Dan Kennedy
Buy The Entrepreneur’s Guide to Sleaze-Free Selling by Julia Kline on Amazon today
Visit SleazeFreeSelling.com to learn more about Julia, her book, and home study course
Follow Julia Kline on Facebook and Twitter
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
Advisor Selling by Mark Hunter
The Trusted Advisor by Rob Galford
Conquering the Seven Summits of Sales by Susan Ershler
Relevant advice and tips:
7 Reasons Why Your Sales Skills Suck
What did you like and not like about this episode? Fill out this one minute survey here.
The post A Preview of The Entrepreneur’s Guide to Sleaze-Free Selling with Julia Kline appeared first on The Entrepreneurs Library.
]]>A summary of things you should know about The Trusted Advisor according to Robert Galford: Introduction In this episode Robert Galford takes a deep dive into his book, The TrustedRead More
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]]>In this episode Robert Galford takes a deep dive into his book, The Trusted Advisor, where he, David Maister, and Charles Green give you the ultimate tool for all consultants, negotiators, and advisors.
In their book, Galford and team share a practical, five crucial steps you need for developing, managing and improving client confidence. The goal of the book is to teach you the fundamentals of professional service management and customer relations helping you become one of the most trusted advisors in business while improving your ability to influence clients.
This book is perfect for entrepreneurs seeking business partnerships or professionals in the consulting field who are both hoping to improve their interpersonal communication and negotiation skills.
When we started to look at this topic there were a lot of books out there on pure selling but we wanted to take it to a different higher level. We explain the key things that will make you a more trusted advisor to clients and customers.
There are a couple of key concepts in the book and you can dive in where needed.
It would certainly be naming it and claiming it and there are three factors there. One is acknowledging the difficulty of raising the issue. The second is to expect some responsibility for raising it and sometimes you even have to apologize. The differentiator of trust is how to get people to tell the truth even when the topics are not easy.
The fundamental element of the book is to be able to jump in and ask people where they in the four elements of trust, credibility, reliability, intimacy or reduced by the other persons perception of yourself interest. From there we introduce the five skills that we identified as the people who are real trust builders. They have an ability to engage people, to listen to people and what they say, they have an ability to frame issues in a meaningful way, and help people envision what might be, and lastly they have the ability to get people to actually do what they know they should be doing.
We then introduce the key tools that great trust builders have. They are things like making sure that you have a level of a connection with someone. And we talk about the contact contract and keeping to a schedule. The most important tool that I would point to is where relationships and trust is built and we refer to that as naming it and claiming it. And that’s how to address particularly difficult or uncomfortable situations that might arise or have arisen.
“There are no win, lose relationships or lose, win relationships. There are only either win win relationships or lose lose relationships. If you can’t establish that mutually acceptable relationship you got to move on” – Robert Galford
I am one of the co-authors of The Trusted Advisor along with The Trusted Leader and Your Leadership Legacy. I spend my time writing, teaching, consulting, and advising on topics of trust and trust related elements for people who are running businesses at senior levels.
Our inspiration was very much the fact that we saw a lot of people who were very good at what they did in their jobs, companies, and professions. But we wanted to know what differentiated the ones who were truly successful. What made the difference for someone who was not just a lawyer but a great lawyer? We found that it wasn’t about their competence in their task or their role; it was about their ability to build trust with their clients and their customers.
The Origins of Virtue by Matt Ridley
Buy The Trusted Advisor by David Maister, Charles Green, and Robert Galford on Amazon
Visit CenterForLeading.com to learn more about Robert and his books
Follow Robert Galford on Twitter
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
Advisor Selling by Mark Hunter
Conquering The Seven Summits of Sales by Sue Ershler
Pitching and Closing by Alex Taub
Relevant advice and tips:
How to Become an Effective Communicator in the Business World
7 Reasons Why Your Sales Skills Suck
What did you like and not like about this episode? Fill out this one minute survey here.
The post A Preview of The Trusted Advisor with Robert Galford appeared first on The Entrepreneurs Library.
]]>A summary of things you should know about Conquering The Seven Summits of Sales according to Sue Ershler: Introduction In this episode Sue Ershler takes a deep dive into herRead More
The post A Preview of Conquering The Seven Summits of Sales with Susan Ershler appeared first on The Entrepreneurs Library.
]]>In this episode Sue Ershler takes a deep dive into her book, Conquering The Seven Summits of Sales, where she examines what it takes to achieve sales success based on the techniques used to climb the highest mountains in the world.
In her book, Ershler shares her grueling journey climbing up the seven summits of Mount Everest and draws on her experiences to inspire sales professionals to achieve the highest performance. The goal of the book is to help you clearly define goals, build the right team, commit to a vision, manage your time effectively, and track your progress properly.
This book is perfect for entrepreneurs who possess a high amount of determination and are looking for a uniquely, inspirational guide to achieving the highest achievement in sales.
There are a couple other books out there but they are based on research and a lot of times on theory. This book is based on real life experiences and the strategies and skill sets that we learned from actually working in the corporate fortune 500 world.
I would start at the beginning and read all the way through. However at the end of each chapter I have a summary so you can quickly look at that if you need to.
We need to break down these big objectives (dreams) into manageable bit size pieces.
The three phased in the book are project phase, the prepare phase and the persevere phase. Within these three phases there are the seven summits that we need to conquer to achieve peak performance.
The project phase is about projecting our future and having a very clear vision of where we are going. The second phase is prepare and we know that no big mountain is scaled in a single climb. And no big business objectives are achieved in a single day either. The third phase is to persevere and probably the most difficult phase. All great achievements are realized by committing to the goal and working relentlessly to retain it.
The first chapter in the book is about committing to the summit. It is so critical that we have a vision and that we are committed to the vision. It’s important to have your vision written down because when we have our vision then it drives the right activity.
The second chapter is to travel light. This is so critical in business and in climbing. Today in this world we are all overloaded so this chapter is how to make sure that we keep our vision in front of us.
The third chapter is plan the route and this is about putting a plan together which is the who, what, when, where and how.
Chapter four is about guiding your customers to success and by doing that you will be successful.
In chapter five we talk about building your team. In this chapter we have two sections; one is building our internal team and the other is building the outside network. The top leaders and entrepreneurs are not experts in everything but they build an outside network where when they need to do something that they don’t know how to do they go in to their network and find the expert.
The sixth chapter is about executing the route. In this chapter we have a lot of graphs and information that we can use to execute our route. We need to study the route at all times because we have got to educate our customers.
The last chapter is about the persevere phase and its titled Stand on Top. We stress this a lot because we are only going to get one opportunity. We need to dream big and take our corporation to the next level.
“Surround yourself with people who won’t let you quit.” – Phil Ershler
I was a business corporate executive for over two decades and also a mountain climber for over two decades. I am an author, public speaker and most recently an entrepreneur.
While I was advancing my career and climbing the corporate ladder we were climbing the seven summits, the highest mountain on each one of the seven continents. It is amazing the skill sets that are parallel between climbing the sales ladder and also climbing the seven summits. The reason I wrote the book was because I wanted to help others. We achieved these objectives and now I like to help others reach success in their business and their personal life.
Seven Summits by Dick Bass
Buy Conquering The Seven Summits of Sales by Sue Ershler on Amazon today
Visit ReachingNewHeights.com to learn more about the book
Follow Susan Ershler on Twitter
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books: High Profit Selling by Mark Hunter | Hyper Sales Growth by Jack Daly | Profit First by Mike Michalowicz
Relevant advice and tips: 7 Reasons Why Your Sales Skills Suck
What did you like and not like about this episode? Fill out this one minute survey here.
The post A Preview of Conquering The Seven Summits of Sales with Susan Ershler appeared first on The Entrepreneurs Library.
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