Joining me once again on this episode of Accelerate! is my guest Jeff Beals, a sales speaker and author, and Vice President of a major real estate company. Jeff was also the guest on Episode 056 of Accelerate! Among the many topics that Jeff and I discuss are, Jeff’s multiple current jobs, the biggest challenge to salespeople in 2017, how to connect with prospects, how to do networking effectively, whether in person, or digitally, and what you should allow on your own social media.
[1:06] Jeff is a sales author, speaker, and strategist, who trains and speaks all over the world. His second job is VP of Sales and Marketing for a Midwest commercial real estate firm. He also does a weekly business radio show.
[3:30] Cutting through the clutter is the single biggest challenge facing salespeople in 2017. It’s getting harder and harder to reach people where they live and work.
[4:20] Jeff believes in grassroots selling — making connections with people at home or at work. Marketing is at a disadvantage compared to face-to-face interactions by salespeople.
[5:35] Jeff advises reps who use phone and email marketing, (1) to be exceptionally interesting, and (2) to be other-focused. [6:55] The demands on salespeople are not decelerating at all, while the difficulty of reaching contacts is accelerating. Any big data you have, your competitor probably has it, too.
[7:45] Jeff started selling 30 years ago, face-to-face, and by phone. The ability to know how to behave in a networking space can really help you do business in 2017. People crave the personal touch, if it is relevant and interesting to them.
[8:55] Andy’s trend prediction for 2017, is to start seeing the return of the human element in sales. The last mile of the sale is connecting from the data pipe into the client’s needs.
[10:44] Andy mentions Susan RoAne’s How to Work a Room, as a bestselling guide to networking. People know networking is key. Networking benefits Jeff, in both his careers.
[14:20] The goals of networking: clearly state in your mind the desired outcomes — “I’m going to get a prospect, or at least a very good lead on an opportunity, and I want to get valuable information, and meet valuable people, to further my goals.”
[20:03] Use the Rule of Thirds. Spend ⅔ of the time with any one person asking about them and their interests, and ⅓ of the time on your own self-marketing expertise. People are self-obsessed; give them a fascinating reason to think of you.
[27:06] Always go to a networking event by yourself. Since that might be challenging, fill your mind with a vision of success. Act the part of a successful networker. Decide to be outgoing. You will incorporate those traits into your personality.
[30:33] Facebook and Twitter impact your personal brand. Don’t post anything there that your customers won’t like. Post photos and things, even family items, that will make you look good in front of your clients.