Overview
The kids are heading back to
school, and it’s time for you to work on your own knowledge and prioritize your
growth as a salesperson. In the three August episodes of the INSIDE Inside
Sales Podcast, my guests shared gobs of advice to help you find sales success.
Whether you’re new to the world of sales, or a proficient sales master in need
of a refresher, you’re likely to find something that resonates with you and
your sales team. Learn some of the key sales tips and takeaways of each episode
below.
“Sales and customer service is the same thing.” That was Alison Edgar‘s bold leading statement during Episode 38. Do you agree? I figured many of you wouldn’t, so I prodded a bit to find out why she felt this way.
She says that when you
believe in what you’re selling, and you know it can reduce the pain for your
prospects, you’re not really selling.
You’re providing a great customer experience.
We talked about what a
customer service approach to selling looks like and how William Moulton
Marston’s DISC behavior model has a role in the way you engage with people.
Allison says to “treat people how they want to be treated – not how you
want to be treated.” She talked about how salespeople need to “lead
the dance,” while acknowledging if you’re working with an introvert or an
extrovert.
She also argued that asking
a lot of questions like a nosey three-year-old is a good thing. Think like a
child by asking a lot of open-ended questions.
Tune in to the podcast
episode to find what tools she recommends using to connect with your buyers in
a customer-centric way.
On Episode 39, Anthony Iannarino and I discuss how new salespeople can find success. In case you’ve been living under a rock, Anthony is an international speaker, best selling author, sales leader, entrepreneur, and podcaster. His eleven-year-old blog is killer, and you definitely want to sign up for his weekly newsletter.
During our conversation, we
dissected one of his recent blog posts, and he shared nine tips that any new
salesperson can apply to achieve success quickly. Here are the first four
steps. You’ll have to listen to the podcast or read the transcript to hear more
and learn what he had to say about the other five steps.
- “Develop the right
mindset,” including being disciplined, optimistic, caring, resourceful,
and competitive. Anthony says, “Who you are matters more than what you
do.” - “Acquire the skill
sets” to sell effectively — for example, prospecting, storytelling,
negotiating, and closing. - “Become a subject
matter expert” at what you do. You should be able to have a first or
second level conversation about what you sell, but it’s not necessary to know
every technical detail. - “Become world-class at
prospecting.” Anthony notes that the more time you spend prospecting, the
quicker you will succeed.
Part of being successful as a sales development representative (SDR) or any other sales professional is “you have to lead even if you aren’t a leader.” Guide the people at your company and your client’s team to take actions that enable your client to get the most out of the product or service they purchased.
If you’re new to sales or in
need of a quick pep talk, don’t miss this episode. Anthony’s advice will help
you to become a world-class sales expert in 32 minutes.
Steve Knapp, Founder of The Sales Mindset Coach, joined me for Episode 40 to discuss the WOPPA. No, not the hamburger. Steve’s “WOPPA” is a five-step approach to a salesperson’s pre-call planning.
He mentioned that not much
is controllable, but you can take the time to plan properly. Most salespeople
do their pre-call planning in their mind, and if a curveball comes into play,
it throws them off from their original plan. Questions are forgotten, and
although they may come to an outcome, it’s probably not the one they were
aiming towards.
By writing down your plan,
Steve says it allows you to reconnect and verify “you’re delivering on the
value you’re trying to create.” Here’s a look at Steve’s WOPPA recipe for
your pre-call plan:
Why – Identify why you are having a conversation. Is it to
schedule a meeting, sell a product, follow up, etc.?
Objective – What do you want to achieve
during the call? Be specific and note any measurable outcomes.
Premise – What do you know about the prospect as it’s relevant
to your objective?
Plan – How do you plan to reach your objective? What’s your
game plan?
Anticipate – Think through any “what
ifs” and figure out how you’ll respond.
Steve says that when you
have a plan, the “granular level of thinking is sometimes the piece that
gives you the confidence and the correction if the client is taking you down
another route.” Don’t try to wing it. Think it through and write it down.
Tune in to August’s Episodes to Advance Your Sales Career
August has been a hot month, even here in Canada. Heat up your sales career with the tips shared in the three INSIDE Inside Sales episodes reviewed above. Do you have an idea for a future podcast episode? Reach out to me with your suggestions via Twitter or LinkedIn. You can also leave a comment below!