Accelerate Podcast with Andy Paul
January 25, 2017

How to Close Sales Without Manipulating Buyers. With James Muir. #364

Joining me on this episode of Accelerate! is my guest James Muir, sales trainer, speaker, coach, and author of The Perfect Close. Among the many topics that James and I discuss are why bad sales practices still abound, essential questions to help advance your buyer along their buying process and how facilitating the buying process builds trust.

KEY TAKEAWAYS

[2:38] James wrote this book to help sales professionals that are uncomfortable asking for commitments in manipulative ways.

[5:11] A majority of meetings with prospects conclude without the sales professional asking for a commitment. You need to go into any encounter with an idea of what you want the outcome to be. Use advancing questions, such as, “Does it make sense to X?”

[7:28] Andy makes the connection to Neil Rackham’s Spin Selling, and asks if the prospect today still needs to be prodded from stage to stage.

[10:14] Asking, “What’s a good next step?” may reveal internal procedures that need to occur before anything external. That tells you where they’re at in their buying process.

[11:51] 50–60% of qualified opportunities end in no decision because sales professionals make assumptions without making a compelling case to change the status quo.

[13:10] Advancing questions show at each step if more justification is needed before going forward. Complex sales, particularly, may slow from insufficient justification.

[19:29] Endowed progress means that the closer one is to achieving a goal, the more one accelerates toward the goal.

[20:28] Commitment consistency is a propensity to sustain commitments, based on the psychological need to maintain internal coherence. Robert Cialdini addresses this in Influence.

[24:39] James tells about a client who refused to work with a sales rep ‘with commission breath.’ Closers who serve themselves are not serving the customer. Be a facilitator.

January 24, 2017

How to Convert Contacts Into Profitable Relationships. With Ed Wallace. #363

Joining me on this episode of Accelerate! is my guest Ed Wallace, Founder and CEO of The Relational Capital Group, and author of a couple of great books: Business Relationships That Last: 5 Steps to Transform Contacts Into High Performing Relationships and The Relationship Engine: Connecting with the People Who Power Your Business. Among the many topics that Ed and I discuss are the steps to you can take to convert sales contacts into relationships, the engine that turns leadership connections into relationships and how you should assess and strengthen your business relationships.

KEY TAKEAWAYS

[:54] A CPA ‘in recovery,’ Ed was a senior executive at Vertex for 20 years. He was their 9th employee and they sold $1M; when he left, they had 1,000 employees with $120M in sales.

[7:43] There is great potential to improve the existing business relationships you have. It takes time, and it’s difficult, but 90% of executives say relationships are the secret to their success.

[9:47] Ed describes the concepts of the relational ladder and the relationship engine. Each type is appropriate for specific circumstances, with different goals.

[13:52] Ed shares questions to assess the strength of your relationships and shares a process for building strong relationships.

[16:05] Given that you have good intentions toward your colleagues and customers, what is the central challenge of relational leadership?

[16:53] Ed offers to you, Andy’s listeners, to take the Relational Quotient test, an objective measure of 35 human business behaviors, such as email response, call-back time, etc.
[18:35] If you are not getting validation from the people with whom you are trying to build relationships, look at your credibility, integrity, and authenticity. Something is missing. There are no neutral interactions. Trust either rises or falls.

[24:30] Worthy intent is a promise to put the other person’s best interests at the forefront of the relationship. Trust is the inevitable consequence of worthy intent. Asking relevant, topical questions shows your worthy intent.

[26:29] Relational GPS means Goals, Passions, and Struggles. Learning and sharing relational GPS is the universal framework for every business relationship. Let it flow naturally; don’t ask. Ed shares a $10M GPS anecdote of a deal saved by credibility.

January 11, 2017

How You Can Quickly Engage and Connect with Your Buyers. With Jim Keenan. #352

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Three of the Accelerate! Virtual Sales Kick-off Week is my guest Jim Keenan.

Jim Keenan, (known to friends simply as Keenan) is the Sales Guy, an author, speaker, and consultant, who runs a burgeoning sales empire. You can find him online at ASalesGuy.com.

On Day Three of our 2017 Virtual Sales Kick-off Meeting, Keenan is focused on helping you become the best, and most productive, version of yourself in 2017.

In this episode, Keenan provides strategies to help you more quickly and effectively engage with your prospects; to teach you how to really focus on the needs of the prospects and how to build authentic relationships with your buyers that lead to orders.

Are you ready for some inspiration to take your game to the next level in 2017? Start today by listening to this episode now!

Key Takeaways

[1:15] Jim is a teacher at heart and an agitator, who loves change and motivation. He applies it all, in the world of sales and social, through his company and the online tools available.

[3:07] Jim does not want salespeople to worry about what might be ‘the big thing’ coming up. He wants people to ask themselves, where is their greatest opportunity for growth as a salesperson, within their industry, space, and product set.

[3:56] Some of the important concerns of salespeople are being able to connect with buyers, manage their own time, and master all the tools at their disposal.

[5:02] Engagement doesn’t come from a tool. It is difficult, and is becoming more so, as more of your competitors try to engage your prospects. It’s an attention war.

[7:35] Authenticity is the key factor. Authenticity says you are being real, and intellectually and emotionally honest. It isn’t manipulation. It puts the prospect’s needs first.

[11:59] Remove yourself from the equation. When you reach out to a prospect, offer value to them, do not ask for yourself. This requires research, to know what help they need.

[14:01] When you’re authentically committed to their end result, engagement is easier. If you know nothing about their business, they will see you cannot help them.

[15:25] You know that you’re a brilliant salesperson, if a company would hire you, for your expertise, as a consultant to solve the problems in their company that your product solves.

[18:28] The best salespeople are Renaissance people, with a vast knowledge of all kinds of stuff, that they can pull out in the sale, that enhances the conversation.

[21:43] As a salesperson, don’t let your quota be your goal. Own your job. Build over your quota, and include personal mastery and development goals. Plan and calendar how and when to execute your revenue goals and mastery goals.

[23:57] Write down your planned steps. Reverse-engineer them to your goals. Will the things you wrote down get you to the numbers in your goal? If not, re-work them, until you come up with executable steps that will hit your goals.

[29:58] Sales managers need to start focusing on their team as individuals, not on the revenue numbers. Ask, where is my team in relation to the success factors they need? Then build a coaching plan for each representative.

December 5, 2016

How to Use Podcasting to Connect with Your Prospects. With Will Barron. #322

Joining me on this episode of Accelerate! is Will Barron. Will is the UK-based host of the Salesman.red podcast. Among the many topics that Will and I discuss are how Will’s background in chemistry and medical device sales led to starting his podcast, how sales professionals would benefit by podcasting and how to build trust into the customer relationship.

November 3, 2016

How to use Channel Partners to Grow Your Sales. With Jay McBain. #296

Joining me on this episode of Accelerate! is Jay McBain, CEO of ChannelEyes, a software company that helps vendors drive and manage channel partner sales. Among the topics Jay and I discuss are why more companies are looking to build their business through channel sales partners, how channel sales are transforming entire industries, the tools that are needed to effectively service and support channel partners, and much more. Join us now!

October 24, 2016

How to Grow Customer Lifetime Value. With Jermaine Edwards. #287

Joining me on this episode of Accelerate! is Jermaine Edwards, creator of the Key Account Hack system and author of Key Account Hack: 8 Steps to Creating Massive and Predictable Growth from Your Key Clients in 90 Days. Among the many topics Jermaine and I discuss are how to make relationship building a central part of your ongoing sales process, why it is the depth of your relationships with customers, not the marginal differences in products, that differentiate you from competitors, the distinctions and links between account management and customer success management, and new tactics to reach deep into the customer’s organization to develop new sales opportunities.

September 28, 2016

How to Bring A Personal Touch Back Into Sales. With Michael Sacca. #265

My guest on this episode is Michael Sacca, host of the business podcast, Rocketship.fm, and Head of Partnerships at Crew. Among the many topics Michael and I discuss are how sales professionals can succeed and thrive in a world where sales teams are at risk of being engineered out of the selling process; and, how the personal touch in sales can influence the emotional element of decision-making and become the differentiator that helps you close the deal.

August 27, 2016

How to Replace Your Outdated Sales Processes. With Bobbie Foedisch. #238

Joining me on this episode is Bobbie Foedisch, Founding Partner and Chief Social Selling Officer at All About Leverage. Among the topics Bobbie and I discuss in this episode are how sales reps need to replace their old-fashioned sales processes with modern techniques to identify and engage with prospects. Bobbie shares here strategies for using social media to turn cold calls into warm leads to fill your funnel and for increasing your conversion and retention rates.

August 23, 2016

How to Build Effective Relationships with Your Ideal Clients. With James Carbary. #234

James Carbary is the founder of Sweet Fish Media and co-host of the B2B Growth Show, a podcast about B2B sales and marketing. In this episode, James and I talk about some of the tools that B2B companies can use to create relationships with their ideal clients. Join us as James shares his strategies for how companies should use podcasting to create awareness and engage with potential prospects.

 

August 13, 2016

How a Podcast Can Drive More Engagement with Prospects. With Jonathan Rivera. #226

Jonathan Rivera, founder of The Podcast Factory, joins me in this episode to talk about how to use podcasting as an effective sales tool. In addition to hosting/co-hosting six podcasts, he’s also a consultant that helps people turn podcasts from hobbies into profitable businesses. Listen now to discover more about podcasting and its intimate connection to sales. Learn about when a company should start their own podcast and how to use it to drive more engagement with prospects.