Small Talk Leads to Sales Talk. With Stephanie Melish. #409
Stephanie Melish is an inspirational speaker and certified business coach.
KEY TAKEAWAYS[4:09] Stephanie learned sales, and is certified as a business coach and trainer. She wants to impact her community.
[4:39] Stephanie finds the biggest challenge for salespeople today to be lack of experience. Stephanie’s experience came in fund raising. Some entrepreneurs have no sales experience.
[6:00] What does Stephanie say about process, procedure, and scripts? What is the role of knowledge and authenticity?
[6:54] Stephanie has suggestions to replace verbatim scripts. How does she feel when somebody reads at her?
[9:28] To build rapport, embrace who you are, and learn who the prospect is. Know the area code you are calling, and current events there, like sports, and research the social profile of the person. Small talk leads to business talk.
[13:33] Stephanie wrote an article on November 7, about her convictions on the election. What did she say that spiked her unsubscribe numbers?
[15:18] Is it necessary for one woman to break a glass ceiling, either in politics, or in the sales profession? Stephanie urges people to continue to improve themselves, and put their work ethic to good use, to strive to get ahead independent of their gender.
[20:10] Stephanie gives advice to females. Don’t think of sales as a dirty word. Salespeople build relationships. They don’t conduct transactions. Sales is a service. If you are excited about solving problems through relationships, that is sales.
[24:31] Stephanie wrote about Scandal, and Olivia Pope. What is a fixer, and how is a salesperson a fixer in a positive way? Sales is leadership.
[26:19] Stephanie discusses behaviors of a successful leader. What is most important?
[29:04] How do you discover prospect expectations? How can unknown expectations derail a deal? How can you make sure that you exceed expectations?
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Click to tweet: How to relate to your prospects for results, with @StephanieMelish now on #accelerate! http://bit.ly/409SN
More about Stephanie Melish
What’s your most powerful sales attribute?
Coffee. I do all my prospect meetings face-to-face over a coffee meeting. It’s a non-threatening atmosphere. It gives me a chance to really listen. I don’t talk price right out of the gate.
Who is your sales role model?
What’s one book that every salesperson should read?
The Go-Giver: A Little Story About a Powerful Business Idea, by Bob Burg.
What music is on your playlist right now?
Taylor Swift. She is a brilliant business person.
Contact Stephanie Melish
Social media platforms: Search for Stephanie Melish.
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Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)