Another summary of things you should know about Hyper Sales Growth according to Jack Daly: Introduction In this episode well-known sales expert Jack Daly joins us for a second timeRead More
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]]>In this episode well-known sales expert Jack Daly joins us for a second time to reveal more insights behind his career and book, Hyper Sales Growth. Jack brings 20 plus years of field proven experience from a starting base with the CPA firm Arthur Andersen to the CEO level of several national companies. Jack has participated at the senior executive level on six de novo businesses, two of which he has subsequently sold to the Wall Street firms of Solomon Brothers and First Boston. As the head of sales, Jack has led sales forces numbering in the thousands, operating out of hundreds of offices nationwide. The goal of this interview is to provide you with more insights into the lessons Jack teaches from his book, speeches, and experience.
A: I am a serial entrepreneur, started selling at the age of seven, built my first company when I was 12 years old, and by 13 I had five employees and kept 70% of the money. This is when I realized I wanted to be an entrepreneur when I grew up. I went to school and got formally educated in understanding how the numbers worked because one of the failings that entrepreneurs make is they are good at bringing business in and developing business but they are not as good with the number side. I then went on a journey that included taking a blank sheet of paper, six different times and sketching out a business and built six companies into national firms. About 20 years ago I was tired of doing what I was doing and was financially capable of early retirement. After retirement I got into a speaking business and fell in love with helping sales people, sales managers, business owners, and entrepreneurs scale their business and their income.
A: My first business was a newspaper route and I took it over from a kid that lived in the neighborhood. After a few days of running the business I began to realize that if only 32 people were getting the service, the rest of the neighborhood probably wasn’t, and I knew I could do something about it. I ended up in a single year taking those 32 customers to 275. I quickly realized that delivering the paper in the freezing cold was not were the fun was and I enjoyed the selling process a lot more. So I convinced five kids that were 11 years old to do on the job training and told them at the end of the year I’d give them a letter of recommendation so that they could get their own route. That year I was named newspaper boy of the year, making $25 an hour and making 70% of the money on 275 papers that I never had to deliver myself.
A: I probably didn’t even know what the word culture meant back then when I was 12 and 13. But I will tell you that I did know something and that was that if I could find a way for these kids to have fun while they were doing the job, to learn while they were doing it, and to have contests amongst the five of them, they would actually look forward to going to work. I believe that we leaders should strive to make it fun to work for our company.
A: It depends on the client. Some of my clients will hire me specifically to just teach their sales team how to sell. Other companies engage me to teach their sales managers how to recruit, train, coach, and build a sales force because if you want to grow your sales, in most businesses, the way to do that is to grow your sales force in quantity and quality. So it really just depends on what the client is looking for.
A: There are four legs to a strong culture. The first leg to a strong culture is Recognition Systems – what systems do you have in place to ensure regular ongoing recognition? Second leg is Communication Systems – what are the systems that you have for regular ongoing communication in your company? The third leg is Personal and Professional Development Processes – Why should I come to work for your company and once there why should I stay? And the fourth leg is Empowerment Processes – Creating an environment where the people who work in our business actually take action as if they were the owner.
A: I’ll start with one question that is always asked of me by business owners and sales managers. They all want to know what the single most important characteristic of top performing sales people are. The answer to that question is four letters and it’s GRIT. They get up earlier, they work later, they take on obstacles as if they are a personal challenge, they view the whole thing as a game to be won, there isn’t enough no’s in the world to stop them, and they will do whatever they need to do to be the victor.
Sales people should be asking me what the systems and processes are that will enable them to be a top performing sales person. The reason that that question is not asked is because the majority of people that come into the sales role think that the position is one of personal magnetism and that it is something that they are born with and they each have their own style. The reality is that there aren’t twenty-six hundred best ways to sell this product or service. So you need to figure out the best way and have systems and processes that you follow consistently across the board in your organization. One of the thing that we found in studying top 10% sales people is that they say the same thing the same way each time they encounter a certain situation and the beauty of it is they sound like it’s the first time they’ve ever said it.
A: There are three types of calls that a sales manager should be making in the field with their sales people. There’s a join call where they equally participate in the call. There’s a training call where the sales manager actually demonstrates and handles the call 100% on their own and then debrief about what went right and wrong. And there is a coaching call which is where the sales person does the call and the sales manager is silent. If you were to take these three calls I would tell you that the minimum criteria where a sales manager should be is a minimum of four hours per sales person each month.
The second thing I would tell the sales manager to do to help the sales people are something that I call Role Practices. Role Practice is where we take three sales people and we have them wear three different hats, they wear a prospect hat, a sales person hat, and they wear an observer hat. We let them wear each hat individually and then we have another debrief after each call. These three cycles typically take about 45 minutes to an hour and at the end of that hour the common thing we see is that the sales person was way better the third time than they were the first.
The third thing we tell the sales manager to do to help the sales people is building what we call a Success Guide. In the book we go through great detail but the essence of the success guide is there is hardly anything that goes on in a sales call that you couldn’t anticipate before you arrive and as a result there is no reason to not be better prepared. So a sales manager should work with their team and identify if they can find ten objections and then come up with the best ten responses to those ten objections. This will prepare your sales team with confidence without having to go and make things up on spot while on a call.
A: If you grabbed my Kindle you’d find hundreds of books in there and half of them on sales, sales management, and entrepreneurial topics. I have been one for 50 years and I am still sucking down that knowledge and learning along the way. Lifelong learning is one of the messages I would give the readers and the book Scaling Up is the number one book I’d recommend to everyone that is in business. Another thing I would tell you is that I have been involved with mentoring peer groups most of my life and they have a significant impact in my life. I would tell any entrepreneur that if they don’t have a coach they should find one who will show them the way, helping them with resources, and hold them accountable. There are resources all around us and I don’t understand why so few people are making use of them.
Preview Hyper Sales Growth with Jack Daly himself
Buy Hyper Sales Growth by Jack Daly
Visit JackDaly.net to learn more about Jack, his book, newsletter, and coaching
Follow Jack Daly on Twitter and Facebook
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
Exponential Organizations by Salim Ismail
High Profit Selling by Mark Hunter
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.
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]]>A summary of things you should know about Connect – The Secret LinkedIn Playbook according to Josh Turner: Introduction In this episode Josh Turner takes a deep dive into hisRead More
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]]>In this episode Josh Turner takes a deep dive into his book, Connect, where he shares some unique LinkedIn strategies to generate leads, build relationships, and increase sales.
In his book Turner provides a step-by-step guide that outlines simple LinkedIn activities that are designed to advance your business when it comes to building influence, finding partnerships, and business growth. The goal of the book is to show you the most effective ways to use LinkedIn, how to use LinkedIn for marketing purposes, and how to build a profile that attracts paying clients.
This book is perfect for entrepreneurs who run or plan to run a business that involves building a network of relationships and need help developing a social networking strategy on LinkedIn.
I wanted to make sure that this was not just another LinkedIn tips and tricks type of book. This book is going to stand the test of time because it’s not based on how you use a certain tool it’s based on a philosophy and a way of marketing that just so happens to leverage LinkedIn. It’s a time tested way to generate lots of leads online by building relationships.
This book can be read straight through or you can cherry-pick your way around.
If you take the time to build the relationship first then when you ask for a phone call or a meeting your response rate is going to go way up.
The book starts out with comparison to what my business looked like before and what it looks like now that I’ve designed and applied this system. This is the jumping off point for explaining the system and why it works.
One of my favorite chapters in the book is Caveman Psychology where I walk you through an evolutionary psychology and why it works. I set the stage with the things that you need to do from a psychological standpoint to position yourself properly to earn the right for someone to even agree to take a meeting with you. I walk you through a new marketing blueprint for how to put these things in place online and specifically we dive really deep into LinkedIn and into webinars. I explain how to set up the LinkedIn campaign that will achieve all of this all the way from the basics to some of the more advanced strategies. We go all the way from identifying your target prospects, to then bringing them into your funnel, to working them through processes that will generate leads.
I also dive really deep into webinars and the reason behind that is because when I look at my business, the growth that we’ve achieved, and the successes we’ve had is fueled in big part by webinars. It’s a combination of utilizing LinkedIn in this very systematic type of way but also webinars. My business generates somewhere between eight to ten thousand webinar registrations every month. I walk you through what has been successful for us so that you can determine how you can incorporate webinars not only into your business but then how to integrate them with LinkedIn campaign. This will get you in front of the right prospects and allow you to use it as a great lead generating tool. These are the two broad components of the book and within them we talk about positioning yourself as a leader and the tactical things you can do within LinkedIn to achieve that.
We talk about how to really develop relationships the right way by sharing content and the right way to put it all together so that it positions you above the fray. We talk a lot about LinkedIn group strategies and how you can leverage a group to generate a ton of leads. We talk about how to track all of this activity because when you have thousands of prospects that you’re working through these processes within LinkedIn you have to have a very organized structure for keeping tabs on it.
Finally, the chapter that you might get equal value from is a chapter on what to do once you are face to face or on the phone. I break down six types of sales calls that you will encounter as a result of utilizing the process. I give you scripts as well as the general framework for how to conduct those calls to position yourself in the best light and stay classy but at the same time have a productive sale call.
The end stage is getting people all the way through the funnel of this system and getting them to the point where they agree to a phone call or meeting so that you can really talk business.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 08:11
“When a copier sales person cold calls a purchasing manager whom he has never met is it any surprise that the purchasing manager will most likely never return that call?” – Josh Turner
I started using LinkedIn for business development way back in 2006 and at the time I was a CFO of a construction and manufacturing company in St. Louis. Unfortunately that company was hit hard by the down turn in the economy and it was forced to shut its door’s which was when I decided to go work for myself. I first started working as a freelance CFO and one of the ways I was able to grow the business was leveraging LinkedIn, not only the network I had built for myself prior but doing more things proactively. Fast forward to 2011 I had a couple of clients that I was helping in finance ask me about the different strategies I was using with LinkedIn. After trying to explain these strategies we realized it would just be easier if I did the work for them and that was when I built Linked Selling . Now we have a team of 14 with clients all over the world in all sorts of industries and we’ve had a lot of fun along the way.
This book is the playbook that my company has used to triple our revenue every year for the last three years and the book that we’ve used to generate millions of additional revenue for our private clients. I figured there were a lot of other businesses out there that would want to get their hands on this. The inspiration was that when I first started working for myself in 2010 I was frustrated and getting very little out of networking because most of the people weren’t my prospects. This book and the systems that I walk you through are the systems that I designed in response to that. I figured out how to use LinkedIn to keep my name in front of thousands of targeted prospects and then leverage a relationship building a process that works the reader through a set of messages that culminates in a request for a meeting or phone call. It’s taken us a few years to perfect the system but now we are there and I am super excited to get this message out to those who it will make a big difference for.
Ask by Ryan Levesque
Buy Connect by Josh Turner on Amazon today
Visit TheConnectBook.com to learn more about the book and get the special offer
Visit LinkedSelling.com to learn more about Josh’s services
Visit LinkedUniversity.com for more exclusive content from Josh and his team
Follow Josh Turner on Facebook and Twitter
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
A World Gone Social by Ted Coine and Mark Babbitt
Escape The Expected by Tom Trush
Unselling by Scott Stratten
What did you like and not like about this episode? Fill out this one minute survey here.
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]]>A summary of things you should know about Unselling according to Scott Stratten: Introduction In this episode Scott Statten takes a deep dive into his book, Unselling, where he revealsRead More
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]]>In this episode Scott Statten takes a deep dive into his book, Unselling, where he reveals the secrets of what really influences purchasers’ decisions.
In his book Stratten provides the keys to unlocking the mysteries of successful customer service and debunks a lot of nonsense that other marketers and marketing books talk about. The goal of the book is to teach you the most effective form of selling, how to create loyal, recurring customers, how to overcome customer service failures, and where to focus your marketing efforts.
This book is perfect for entrepreneurs who have an understanding of sales and marketing, but are looking for a better, longer lasting solution to keep customers buying from you.
It has no cover and that alone should make it stand out. The brand is not about what we think it is, it’s about the customer and our book reflects that.
You can read it straight through but it’s written in a way that you can also jump around whenever you want.
Everybody in the chain matters.
The main pillar of Unselling is the customer pulse. People think we have two types of customers in this world, we have customers and we have noncustomers. The key thing with the customer pulse is that we really have three types of customers ecstatic, static, and vulnerable.
Ecstatic types of clients are the ones that refer others, the ones that renew and sing our praises in social media. Static customers are the ones who are there, they’ll probably renew, but they are only our customer because they haven’t seen or heard of a better solution to their need.
The vulnerable customers are the ones that are looking for an out and this process could be a day, a year, or even five years. The problem is we usually don’t find out we have lost a customer until we have lost them and then we do everything possible to try and get them back.
We have to understand that customers can be customers for life if we just value them. The book takes you through examples of our own personal experience, to examples that are out there in the world, and then to practical ways to keeping and maintaining your customers.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 05:23
“You treat your customers, and your employees, and your vendors all the same with the utmost respect and the utmost care and that will pay you back in spades.” –Keri Smith
I am the un everything, unmarketing, unselling, co-host of the unpodcast, and unsatisfied with the way things are being done in business.
I realized after being an old-school sales and training manager back in the day, that sales were focused on the transaction. You put all your eggs in the sales basket and once you had the transaction we handed it off to some other department and that’s where we kind of dropped the basket and all the eggs broke. The point I am trying to make is that everybody is in sales because the way to lead to future sales is to make sure that we make the customer ecstatic to be part of our organization and that starts at the transaction all the way through to the delivery.
Permission Marketing by Seth Godin
Buy Unselling by Scott Stratten on Amazon today
Visit Unmarketing.com to learn more about Scott and his book
Visit Unmarketing.com to learn more about the Unpodcast
Follow Scott Stratten on Facebook and Twitter
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
Escape The Expected by Tom Trush
High Paying Clients by Trevor Crane
The Entrepreneur’s Guide to Sleaze-Free Selling by Julia Kline
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.
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]]>A summary of things you should know about High Paying Clients according to Trevor Crane: Introduction In this episode Trevor Crane takes a deep dive into his book, High PayingRead More
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]]>In this episode Trevor Crane takes a deep dive into his book, High Paying Clients, where he reveals a no-fluff, non-BS approach for selling to high-end clients.
In his book Crane provides a step-by-step guide derived from his personal experience training and consulting entrepreneurs to reinvent the way they do business in order to make more money. The goal of the book is to show you exactly how to find highly profitable clients, sell high-end products to high-paying people, make more money off less deals, and easily close a high-end sale.
This book is perfect for entrepreneurs who are selling a high-end product or service, are tired of handling cheap, unappreciative customers, and need to guide for finding loyal clients.
One of my strengths is breaking something down into something really simple. This book has functionally created results in every one of my clients.
You can jump in and out based on where your strengths and weaknesses are.
It’s to get help. I think the biggest thing that I’ve learned in my businesses is that I’ve had successes and I’ve had failures but if you want to improve something the greatest way to get the result that you want is to get help. Go find somebody to help you create the result you want.
The content of the four initial steps of how you can train your entire staff are Hi, Why, Try, and Bye. Hi is just a very simple greeting and the building section of the process. If you do this well and someone knows, likes, and trusts you, that in it of itself can get people to want to buy from you right away. Because if people really like you and trust you they are going to want to buy from you and too often when someone is trying to make the sale they forget this part.
The second step is the Why and there are two things to probe for, first you want to probe for pain, and second you want to probe for pleasure. Step number three is after you find out what they want and why they want it you then give them Try and now make them an option. Often time’s people are given too many options and a confused mind says no. You don’t want that to happen so make sure to give people a very clear, consist, and compelling call to action.
In the Bye step I ask for you to close the deal and give you different strategies and benchmark questions to make sure you collect a decision. Yes’s are great, no’s are great because you don’t have to waste any more time, and maybes will kill you. So you want to avoid the maybes. I also highly recommend, no matter what your business is, that you at least talk about your guarantee when you are trying to close the deal.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 12:11
“A confused mind says no and does nothing.” “We can only see in someone else what we can also see in ourselves.” – Trevor Crane
For the last 12 years I’ve been a fulltime business coach and consultant. I work with small business owners, medium size business owners and my expertise is helping them find that extra money laying around in their business without spending more money. So I help them improve their systems and processes and drive bottom line revenue. All the tools and teachings came from my own experiences in owning a business is water sports and tourism, marketing and advertising, and also one in environmental protection. I’ve had a lot of failures and successes and put the best of what I’ve learned into High Paying Clients.
I decided to write this book because it was really the best of what I do for my clients. As I looked at what I wanted to promote I figured I wanted to give my best stuff away first. This is what helps people convert the sale.
The 10X Rule by Grant Cardone
Buy High Paying Clients by Trevor Crane on Amazon today
Visit TrevorCrane.com to learn more about Trevor and his book
Visit GreatnessQuest.com to learn more about his TV show
Follow Trevor Crane on Facebook and Twitter
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
The Trusted Advisor by Rob Galford
Never Chase Clients Again by Michael Moshiri
The Entrepreneur’s Guide to Sleaze-Free Selling by Julia Kline
Relevant advice and tips:
7 Reasons Why Your Sales Skills Suck
5 Simple Ways An Entrepreneur Can Attract Customers To Their Business
What did you like and not like about this episode? Fill out this one minute survey here.
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]]>A summary of things you should know about Escape The Expected according to Tom Trush: Introduction In this episode Tom Trush takes a deep dive into his book, Escape theRead More
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]]>In this episode Tom Trush takes a deep dive into his book, Escape the Expected, where he shares the secret psychology of selling to today’s skeptical consumers.
In his book Trush provides a step-by-step guide that teaches you marketing secrets you may have never heard of like what prospects don’t trust you, what pollutes the marketing world, and how to establish yourself as an authority in so much cluttered advertising. The goal of the book is to help you spend less time working, leverage your marketing better, and adapt to the constant changes in marketing.
This book is perfect for entrepreneurs who are spending more than half their time marketing a business or have no idea where to start when it comes to marketing.
The difference in this book comes down to quick action items. The book is a little over 200 pages but you can get through it in one sitting.
You can open up to any chapter and get a tip or strategy that you can implement immediately.
Dare to be different because when your product or service marketing looks like everything else in its industry then you are forcing prospects to use price as a deciding factor when whether to buy your product or service.
This book has really short chapters and those chapters are broken down into three sections to create what I call The Trust Trilogy. I’ll tell you each piece of the trilogy and then we’ll dig in to each one. The first one is instead of marketing what you want to say, give your prospects what they need to succeed. Number two is trust requires consistent communication because it creates familiarity. And then number three is that your marketing must develop relationships before it can drive profits.
The first part of the trilogy, instead of marketing what you want to say give prospects what they need to succeed, ties into that consumers crave relationships with companies that they can trust these days. With today’s rapid technology development it has increased our interactions with other people and you have more ways to get in front of people now days and as a result we have more opportunities to attract prospects attention. The key is that you can have your prospects attention but that doesn’t necessarily mean you have their interest. Those who establish trust are the ones who get heard and that is what we dig into in this first section of the book.
The second part of the trust trilogy, trust requires consistent communication, the problem here is that so many business owners and entrepreneurs will only market when they need leads and market from a place of desperation. You prospects don’t care about your leads or you generating sales they just know that they have a problem to solve and they are looking for information in your marketing to solve that problem. When you are marketing your best bet is to market to people who have already expressed interest in what you offer.
The third part of the trust trilogy, marketing must develop relationships before you can drive profits, ties into a challenge that many business owners and entrepreneurs have. When they launch marketing campaigns they expect a significant and quick returns but those who consistently market realize that they take time especially when you have to educate your target market. In this third section I give you different ways on how you can consistently communicate with your audience and establish that trust over a long period of time. When you are creating your product you need to really think about what you want to be known for in your business because we operate in an economy today where you likely have more competitors than you can count.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 06:02
“The most effective marketing often doesn’t look like marketing.” – Tom Trush
I am a direct-response copywriter and I think sometimes you give that career name out there and people don’t necessarily understand what it is. The way I like to explain it is that I write marketing materials designed to generate response. One of the big things that I love about my job is figuring out why a marketing piece is poor or isn’t generating the response that people want.
Usually the way that I write is I stumble on marketing topics that interest me and then I’ll weave them into a theme. I wanted to give people some ideas for establishing trust in the marketing materials that you send out to attract leads and generate sales.
Ca$hvertising by Drew Eric Whitman
Buy Escape the Expected by Tom Trush on Amazon today
Visit EscapeTheExpected.com to learn more about the book
Visit TomTrush.com to learn more about Tom and his services
Follow Tom Trush on Facebook and Twitter
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
Do It! Marketing by David Newman
Pocket Man by Scott Jordan
Moving Targets by Gabriel Aluisy
Relevant advice and tips:
5 Reasons Why Your Marketing Sucks
5 Mistakes Entrepreneurs Make With Marketing and Branding
What did you like and not like about this episode? Fill out this one minute survey here.
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]]>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.
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]]>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
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]]>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.
]]>A summary of things you should know about Hyper Sales Growth according to Jack Daly: Introduction In this episode Jack Daly gives a deep dive of his book, Hyper SalesRead More
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]]>In this episode Jack Daly gives a deep dive of his book, Hyper Sales Growth where he shares his street-proven secrets to achieving rapid sales growth and profitability.
In his book, Daly walks you through his step-by-step process showing you how to build a winning culture in your business, effectively manage salespeople, and maximize the speed of sales growth. The goal of this book is to create the best sales organizations in the industry with unprecedented growth and a lot of very happy customers.
This book is perfect for entrepreneurs who need help taking a sales organization to the next level by helping employees sell more effectively and profitably.
What makes this book unique is it covers how to create a winning culture, how to build and grow a sales force, and how to sell. If you want to grow your business Hyper Sales Growth is the book for you.
If you are a sales person you can jump to the 3rd section in the book which is all about sales. If you are a business owner or an entrepreneur you should start from the very beginning. If you are a sales manager you should read the 2nd and 3rd part of the book.
If you are a CEO, Entrepreneur or owner I would tell you that the biggest takeaway is to understand you have the job of getting the vision right, putting key people in key spots, and then spending the lion share of their time in building a winning culture.
The big takeaway from a sales manager’s standpoint is to spend a whole heck of a lot less time in selling and rather spend your time in building your sales force in quantity and quality.
The biggest takeaway for sales is the playbook I present in the book. There isn’t a sports team out there that would have any shot at winning their game without a playbook and without being prepared and yet the majority of sales people are without a system and a process.
The first section of the book is about culture. I tell every business owners and entrepreneur that if you get the culture right everything else that goes on in your company will be a lot easier but if you don’t get the culture right than everything is hard. Culture for me is creating an environment were people who work in the company don’t get up begrudgingly about going to work but rather get up excited about work. As a business owner and entrepreneur, if you can create this environment, you will have a competitive and sustainable advantage. The majority of companies out there have a culture by default rather than a culture by design. The four key ingredients to building a culture are recognition systems, communication systems, personal and professional development processes, and empowerment processes.
The second part of the book covers sales management. I believe that a sales manager’s job is not to grow sales; it’s to grow sales people in quantity and quality. If you grow sales people in quantity and quality they in turn will grow your sales. This section is the playbook that a successful sales manager should use in scaling their sales force in quantity and quality. It’s about minimum standards, tracking performance, getting rid of the non-performers and recruiting the best sales people that are out in the marketing place.
The third section of the book is sales and that is winning new customers, growing the ones you have, and differentiating yourself from the competition. We need to figure out the system in process that will give you the greatest competitive edge. In this section we discuss backward thinking which is all about putting goals in writing, having a system of measurement, a system of accountability and identifying the key activities that you need to do each day before you go home in order to be affective. I also discuss the importance of having your head on right because 50% or more of success at sales is a head case. And lastly I talk about proactive pipeline management which is all about taking prospects and converting them in to customers and then converting them from customers in to clients. And we do this by virtue of a touch system.
The next section of the book we discuss building an affective touch system. It takes nine touches before the prospect even knows you exist as a sales person. Most people quit at five or less and if your touches are all about you, your computer, product or service, you will blow it because people do not want to be sold. So we need to design our touch system with a variety of different ways we touch someone. Once we have decided the mechanisms with which we are going to touch our prospects, customers and clients, then we need to decide the frequency with which we are going to do that. From there we teach how to create perceived value. In the book we discuss not only the need to create perceived value but also how to go about creating that perceived value.
“If you get the culture right everything else that goes on in your firm will be easy.” – Jack Daly
I am a serial entrepreneur. I started selling at the age of seven, owned my market and charged twice the price of everyone I competed with. At age 12 I built my first company, age 13 I had five employees and that’s when it came to me that I knew what I wanted to do when I grew up which was be an entrepreneur. I built six companies in to national firms, sold two to wall street and all were fast growing and highly profitable. For the last 20 years I have been teaching companies and people in sales how to higher grow their business.
For years I have been asked when I was going to write a book and I just never got around to it due to time. I finally decided to sit down and write it with the great help of my publisher.
Endurance by Alfred Lansing
Scaling Up by Verne Harnish
Buy Hyper Sales Growth by Jack Daly
Visit JackDaly.net to learn more about Jack, his book, newsletter, and coaching
Follow Jack Daly on Twitter and Facebook
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books: Exponential Organizations by Salim Ismail | High Profit Selling by Mark Hunter | 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 Hyper Sales Growth with Jack Daly appeared first on The Entrepreneurs Library.
]]>A summary of things you should know about Advisor Selling according to Mark Hunter: Introduction In this episode, Mark Hunter shares his and Matthew Hudson’s book, Advisor Selling, where heRead More
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]]>In this episode, Mark Hunter shares his and Matthew Hudson’s book, Advisor Selling, where he reveals the secrets for becoming a trusted advisor to potential sales clients.
In their book, Hunter and Hudson give you the individual phases to becoming better at sales by understanding who the prospects are, how to qualify them, and how to engage them. The goal of the book is to provide you with a guide to have higher margins, increase referrals, and get higher customer satisfaction.
This book is perfect for B2B entrepreneurs who utilize an outdated sales approach and have a hard time understanding a customer’s point of entry.
It’s written from B to B for B to B people. This book is really driven business to business.
You need to read it all the way through because we break up the selling process by individual phases.
To know what your customer’s point of entry is.
We broke the book down into nine chapters and devoted each chapter to a very distinct portion of the sales process.
Chapter one is titled The Approach – What is the approach that I should be using and selling?
Chapter two gets into the planning phase. We spend a fair amount of time on this chapter. Too many sells people don’t have the results that they want to have because they haven’t planned.
Chapter three covers the prospect phase. We dig deep and find out who the prospects are and how to qualify them.
We move from the prospect phase into the prepare phase. The prepare phase we figure out the POE (Point of entry).
Chapter five is the present phase. How do we present in this phase that allows me to build out this POE?
Chapter six is all about the play phase. The play phase is the dialog, how to get the customer to engage.
Chapter seven is the ask phase, how to get the sell and move that through.
Chapter eight is the answer phase. This is about how to answer questions that will set you up for the next sale.
Chapter nine is the advise phase. This is where advisor selling really comes into play because you have to earn the right to be seen as the advisor.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 03:32
“The only good sale is the one that leads to the next sale.” – Mark Hunter
I help companies and sales people find a way to avoid the discount which is how to sell at full price without discounting. So I help you find better customers that close at full price.
The co-author and I have been longtime friends and about eight years ago we worked together on a project with a fortune 200 company. One of the things that were involved was going out and working with every single sales person in the company. About a year ago we realized that we have collectively done over 1,000 ride-alongs with sales people and knew we needed to capture that into a book.
One Minute Manager by Spencer Johnson and Ken Blanchard
Buy Advisor Selling by Mark Hunter on Amazon today
Visit TheSalesHunter.com to learn more about Mark, his books, and other exclusive content
Follow Mark Hunter on Twitter and Facebook
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
The Trusted Advisor by Robert Galford
Conquering The Seven Summits of Sales by Susan Ershler
Hyper Sales Growth by Jack Daly
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 Advisor Selling with Mark Hunter appeared first on The Entrepreneurs Library.
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