Stick Like Glue Radio #185 On this special episode of Stick Like Glue Radio, I interview business coach, author and podcaster, Andy Paul. Andy talks about modern selling and how to ‘amp up’ your sales. Don’t miss this powerful show!
Stick Like Glue Radio www.getjimpalmer.com
On this special episode of Stick Like Glue Radio, I interview business coach, author, and podcaster, Andy Paul. Andy talks about modern selling and how to ‘amp up’ your sales. Don’t miss this powerful show!
Main Questions Asked:
- Talk about transforming sales teams.
- Has the skill and practice of ‘follow-up’ fallen off?
- What are the new definitions for modern selling and buying?
- What do you think about value?
- Why are stories so important in selling?
Key Lessons Learned:
- Sales is about what the customer wants, and not what you think is right or what is actually right.
- Often, companies don’t do a good job of developing new prospects, which is the center of selling.
- The primary line of differentiation between you and your competitors is you as the sales person and how you sell your product.
- Selling is a deliberate, thoughtful act, so that every time you interact with the prospect your plan should be to deliver value.
Importance of Follow-Up
- If you have a lot of leads but take too long to follow-up, then you lose the sale.
- A lead is not dead until the person tells you they are not interested.
- Often, if you are the first to follow-up, then you are the first to get the lead.
- If you are responsive to the customer’s requirements, then you will win a lot of business.
New Definitions for Modern Selling and Buying
- It’s more important ‘how’ you sell than ‘what’ you sell.
- In highly competitive markets where your customers perceive you to be the same as your competitors.
- Selling is a service you provide to the customer.
- Sales isn’t selling ‘things;’ it’s helping customers make purchasing decisions.
- Part of being service-oriented is being responsive to the customer when they have a question.
- Ask the right questions to help uncover their needs.
- Value is a perspective and featured benefits, not a number.
- There is the value of what you are selling, but when you are in the midst of the sales transaction, the customer is looking for the value that helps them make the decision.
- Value in sales is the information, questions, data points, and insights that help the customer move closer to making a decision.
- The job of the salesperson is that every time they interact with the prospect something of value has to be delivered, otherwise the touchpoint is wasted or unnecessary.
- When a customer invests some of their time in you, they expect to get something in return for that. If they don’t, then they will stop giving you their time.
Stories in Selling
- Once customers take a ‘mental test drive,’ they are on the way to making a decision.
- Stories used effectively accelerate the process in mentally assuming ownership of the product or service.
- The goal is to be able to tell it within 30 seconds.
- It has to be practiced, rehearsed, and scripted.
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