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Do you want to know how a coach can transform your sales game?
Richard Smith, the go-to guru at my Sales Coach, sits down with us to unravel the dynamic impact of personalised sales coaching.
Imagine leaving every coaching session with an invigorated sense of purpose and an arsenal of sharpened skills, ready to tackle your sales targets head-on.
Richard shares his experiences both as a coach and a coachee, pulling back the curtain on the tailored one-on-one coaching dynamics that are pivotal in breaking through individual barriers and instilling a culture of accountability.
During our chat, we confront the myths surrounding sales coaching, asserting its status as a learned skill, not merely an innate gift.
We shed light on the profound impact that even the briefest coaching interactions can have, challenging sales leaders to rethink their approach and invest in meaningful dialogues that promote deep reflection and professional growth.
By initiating the right conversations, leaders can leave their teams feeling invigorated and prepared to tackle their sales objectives.
Tune in to discover the world of effective sales coaching.
-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:00) - The Power of Sales Coaching
Sales coaching transforms through personalised, one-to-one sessions, enhancing confidence, skills, and goal achievement.
(0:13:14) - Effective Coaching for Sales Leaders
Coaching in sales is a learned skill that can occur in brief moments, prompting reflection and growth for improved performance.
(0:25:11) - Improving Sales Through Coaching
Nature's transformative power lies in weekly one-on-one coaching, sharing sales calls, and prioritising development over other tasks.
Follow Richard
LinkedIn: https://www.linkedin.com/in/richard-smith-mysalescoach/
Website: https://www.mysalescoach.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/nhJ4SKfU7pA
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Ever wondered why some sales pitches make you tune out while others capture your undivided attention?
The answer often lies in the narrative. That's why I invited Peter Elgar from HPS to share his expertise on how a shift from a product-focused pitch to a value-driven story can make all the difference in the competitive arena of liquid product recovery systems, or as the insiders call it, "pigging technology."
Together, we discuss the pitfalls of product-heavy presentations and illuminate how focusing on benefits like cost savings, efficiency, and environmental sustainability can turn potential interest into a successful sale.
Navigating the sales landscape requires more than just knowing your product; it involves an acute understanding of your client's world.
In our conversation, we explore the common slip-up of projecting our own enthusiasm for features onto customers, rather than tuning into their unique challenges and objectives.
We also discuss into the risks of propelling technical experts into sales roles without the requisite soft skills, emphasising that the art of sales is as much about listening and relationship-building as it is about technical know-how.
Our conversation turns to the compelling world of live product demonstrations and the power of personalisation.
Imagine being able to see the inner workings of pigging technology through transparent pipes or receiving a customised web page that walks you through the benefits tailored to your business needs.
We tackle how these strategies, along with dynamic digital proposals, are reshaping the sales experience in our digitally-driven world.
If you're eager to revolutionise your approach to sales or simply looking for a deeper understanding of client engagement, tune in to this episode that's all about connecting solutions with needs in the most effective way.
-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:00) - Selling Beyond the Product
Nature's pigging technology sales should focus on benefits like cost savings, sustainability, and efficiency gains.
(0:02:59) - Effective Sales Process and Client Focus
Shifting to a client-centric approach in marketing and sales requires listening skills and proper training for technical experts transitioning into sales roles.
(0:16:05) - Sales Process Alignment and Benefits
Sales processes must be robust and aligned with customer's journey, considering psychological and emotional aspects and internal politics.
(0:25:48) - Virtual Demonstrations and Sales Strategies
Advantages of live product demos, showcasing technology tailored to clients' needs, personalised web pages, and digital proposals for enhancing buying experience.
Follow Peter
LinkedIn: https://www.linkedin.com/in/peter-elgar-hps-pigging-systems-expert/
Website: https://www.hps-pigging.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/a_7P2EVuwTk
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Saknas det avsnitt?
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When the pressure's on and every word counts, what's your move?
That's what we're unpacking this week with Mike Inman, the negotiation specialist from TableForce, as we navigate the starkly different worlds of crisis and business negotiations.
Mike relays an eye-opening LinkedIn exchange that sparked his epiphany on the unique complexities of negotiations, whether it's life-and-death stakes or boardroom ballet.
He uncovers why a one-size-fits-all approach can lead to disaster, and how recognising your 'negotiation tribe' is crucial to mastering the art.
From dissecting the perils of 'splitting the difference' to unearthing the power of tactical empathy, we explore why these tactics have their place and how misusing them can backfire spectacularly.
We also lay out the blueprint for negotiation success, be it face-to-face or screen-to-screen.
Discussing the psychological edge of BATNA, the intricate dance of CRM negotiations, and even the physicality of a desk-slap tactic, we cover it all.
As we discuss these strategies, we reveal the importance of authenticity, preparation, and reading beyond words—skills that are ever so critical in a world where a handshake is often replaced by a screen swipe.
Tune in and discover the secrets of negotiation with this seasoned professional!
-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:00) - Crisis vs Business Negotiations
Mike differentiates crisis and business negotiation, highlighting emotional challenges and the importance of seeking expertise.
(0:04:15) - Business Negotiation Techniques and Strategies
Nature's negotiation tactics in crisis and business, limitations of 'splitting the difference', tactical empathy, and understanding intention behind techniques.
(0:14:46) - Negotiation Techniques and Strategies
Authenticity and preparation are crucial in negotiations, considering BATNA, CRM scenarios, crisis negotiation, and tactical approaches.
(0:25:34) - Negotiation Strategies and Body Language
Virtual vs. in-person negotiations, leveraging technology, reading reactions and body language, setting a baseline for truthful responses, and the impact of physical expressions.
Connect with Mike
LinkedIn: https://www.linkedin.com/in/negotiatormike/
Website: https://negotiationtraining.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/URzPGyPHNM8
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Growing up, Donald Kelly never imagined that his childhood business of selling lemonade by the curb would one day evolve into a dialogue about sales dynamics
But here we are, discussing the art of sales through anecdotes and strategies that can transform any product, from exotic mangoes to high-tech solutions, into a story that sells itself.
Listen in as we peel back the layers of the sales process, emphasising the personal touch and exceptional customer experiences that make you memorable in the market.
It's not just what you're selling, but how you sell it—that's the difference between a one-time sale and a lifetime customer.
Have you ever noticed how a good laugh or an intriguing story keeps you hooked?
That's the magic of 'edutaining'—the sweet spot where education meets entertainment.
In this episode, we get candid about his 'Fresh Cut Fridays' and how adding a personal twist to LinkedIn content has spiced up interactions with his network.
We share tips on using humour and creativity to cut through the noise, ensuring your sales message doesn't just land, but resonates and sticks.
Whether you're sending personalised videos or crafting relatable stories, it's about being the breath of fresh air in a stale room of sales pitches.
We don't just tell you to think outside the box; we show you how, with brainstorming tactics and innovative proposal techniques that leave your competition in the dust.
-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:00) – Sell it Like A Mango
Donald discusses the importance of standing out in sales through personal touch and creating an enjoyable buying process.
(0:10:08) - Sales Strategies
Tailoring demos to customer needs, brevity and relevance, listening to clients, IT directors' role, and 'edutaining' approach.
(0:14:49) - Edutaining Concept in Sales and Marketing
Edutainment in sales, using humour and creativity to engage customers, relevance in messaging, standing out by doing the opposite.
(0:27:39) - Difference Makers in Sales Leadership
Nature's small actions in sales and leadership can lead to significant advantages, as seen in Sir David Brailsford's approach to coaching British cyclists.
Follow Donald
LinkedIn: https://www.linkedin.com/in/donaldckelly/
Website: https://thesalesevangelist.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/y019lQkKlJQ
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Discover the secrets to thriving in the sales industry with the wisdom of Leah Borges.
Leah brings to the table her expert insights on how a customer-centric, empathetic approach is changing the game in tech and consulting sales.
We discuss the hard truths about traditional sales training and the dire need for a revamped system that prioritises customer needs over product pitches.
Leah shares compelling stories and strategies that illuminate the power of gap selling, a technique that forges stronger connections and delivers unparalleled value to customers.
If you're seeking to elevate your sales acumen and engage with clients on a deeper level, this episode will fuel your transformation from salesperson to trusted advisor.
We discuss how gap selling outperforms traditional sales methods, such as SPIN selling, by encouraging sales reps to develop their business acumen and engage in meaningful conversations with clients.
Take note of the practical tips, such as the art of questioning and balancing technology use during sales calls, to enhance your ability to connect with clients and their needs effectively.
--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:00) - Reimagining Sales Processes for Success
Sales professionals face challenges in modern business, with a need for collaborative processes and customer-focused onboarding.
(0:04:04) - Need for Sales Training and Empathy
Gap selling's potential impact on sales industry, shortcomings in training, need for empathy, and shift in methodology.
(0:10:50) - Effective Consultative Sales Techniques
Honesty and mentorship are crucial in tech sales, shifting to an advisor's approach and focusing on customer needs.
(0:21:53) - Empowering Critical Thinking in Sales
Gap selling offers advantages over traditional methods, emphasising business acumen, tailored questions, and active listening to connect with clients.
Follow Leah
LinkedIn: https://www.linkedin.com/in/leahborges/
Website: https://leahborges.net/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/iiz25ne5jic
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Have you ever felt your presentations could pack more punch?
Discover the secret to delivering powerful presentations that resonate with your audience as we reveal the 'Rule of Three' with Andrea Pacini, the mind behind "Confident Presenter."
Our conversation peels back the layers on this timeless strategy, showing you how to craft your pitch with a magnetic beginning, three core messages, and an irresistible call to action.
From the 'So what, What next?' technique that ensures your message doesn't just speak but sticks, to the art of transforming any presentation into a narrative that's entirely about your audience, this episode is packed with practical tips.
Make sure you check out Andrea's book on Amazon for an even more comprehensive guide and look out in our show notes for additional resources, including our free collaborative selling scorecard.
Don’t miss this masterclass in communication that will not only change the way you present but also the way your presentations are perceived.
Follow Andrea
LinkedIn: https://www.linkedin.com/in/apacini/
Website: https://www.ideasonstage.com/
Andrea’s Book: https://linktr.ee/andreapacini
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/vfKWnqGBj_U
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Ever found yourself fumbling with PowerPoint slides, only to witness your audience's eyes glaze over?
This episode, we tackle that all-too-familiar scenario with the help of Andrea Pacini, presentation powerhouse and author of "Confident Presenter."
Through games and anecdotes, we reveal how to bridge the gap between what's buzzing in your brain and what resonates with listeners, ensuring your sales pitch hits home every time.
We tackle the common stumbling blocks encountered during presentation preparation and delivery.
We also share the story of Marie, a cautionary tale of overlooking audience analysis, resulting in a presentation fraught with irrelevance and excess slides.
We discuss the importance of starting with a structured approach—analysing the audience, identifying key messages, and blending logic with emotion—to craft a compelling narrative that captivates from start to finish.
Andrea provides actionable strategies, such as the ABC of preparation—Audience, Burning needs, Context—to refine your presentation skills, steer clear of the dreaded "death by PowerPoint," and truly connect with your listeners.
--------- EPISODE CHAPTERS WITH FULL SUMMARIES ---------
(0:00:00) - Effective Presentation Techniques and Pitfalls (8 Minutes)
We explore the challenge of the "curse of knowledge," where presenters, often experts in their field, assume their audience has the same level of understanding, leading to miscommunication. This concept is exemplified by the Tappers vs. Listeners game, highlighting the gap between what we know and what we assume others know. Additionally, we touch upon the importance of tailoring presentations to the audience's context and the pitfalls of diving into advanced topics without establishing a foundational understanding. Andrea emphasises the need for an external perspective to effectively communicate and engage with our audience, whether in sales or any form of presentation.
(0:08:18) - Presentation Challenges and Solutions (16 Minutes)
We explore common pitfalls in presentation preparation and execution, focusing on the significance of understanding one's audience. Marie's story illustrates the blunder of neglecting audience analysis, a mistake that can lead to irrelevant presentations, such as overloading with unnecessary slides. We also examine the misstep of jumping straight into creating slides without structuring content around key messages, and the tendency to favour visual aesthetics over substance. We discuss a structured approach to crafting presentations, starting with audience analysis, followed by message brainstorming, and the importance of blending logic with emotion. Emphasis is placed on creating a compelling narrative, the dangers of "death by PowerPoint," and the crucial role of delivery skills in connecting with an audience. Lastly, we provide actionable advice with the ABC of preparation—Audience, Burning needs, Context—to immediately improve presentation effectiveness.
Follow Andrea
LinkedIn: https://www.linkedin.com/in/apacini/
Website: https://www.ideasonstage.com/
Andrea’s Book: https://linktr.ee/andreapacini
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/I-jN_bWCjAI
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Join me as I sit down with Julie Hansen, an expert on virtual executive presence, to discuss the essentials of mastering virtual sales environments.
Together, we discuss the significance of adapting traditional sales skills to the digital space, focusing on the need to project confidence, credibility, and empathy through a camera.
Julie, author of "Look Me in the Eye," shares her knowledge on why comfort shouldn't be our primary aim in sales and how to connect with clients on a deeper level, even when miles apart.
Julie highlights the pitfalls many sales professionals fall into, such as neglecting the power of proper camera use, lighting, and maintaining a professional space that doesn't come off as too aggressive or invasive.
The conversation also zeroes in on the art of maintaining eye contact and engaging an audience during virtual presentations.
Additionally, Julie offers a treasure trove of resources for sales professionals looking to sharpen their on-camera presence, including her website, blogs, videos, and a cheat sheet with key tips.
For anyone striving to stand out in the digital sales realm, this episode is packed with strategies to elevate your virtual communication game.
--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:00) - Virtual Executive Presence for Salespeople
Julie Hansen discusses adapting sales techniques to virtual settings, emphasising confidence, credibility, and empathy.
(0:04:33) - Improving Virtual Sales Behaviours and Habits
Virtual communication challenges and best practices for sales teams, including camera use, lighting, and maintaining a professional personal space.
(0:11:12) - The Power of Eye Contact
Eye contact in virtual communication, its challenges and techniques, the importance of personal connection and context, and preventing overshadowing by technology.
(0:20:31) - Engaging Virtual Presentations
Engage virtual meeting audiences with eye contact, pauses, and natural hand gestures to avoid disengagement and increase interaction.
(0:33:12) - Enhancing Credibility and Confidence Through Communication
Master nuances for confident, credible, and empathetic communication. Utilise resources for on-camera presence and connect for further enrichment.
Follow Julie
LinkedIn: https://www.linkedin.com/in/juliehansensalestraining/
Website: https://juliehansen.live/
Julie’s Book: https://juliehansen.live/look-me-in-the-eye/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/KYHLaluch5A
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Today I am joined by Anna Corless, a global purchasing manager with a rich background in the chemical industry.
We discuss the art of negotiation without pressure, the synergy of sales and procurement strategies, and how transparent communication can drastically shape the outcome of business deals.
Anna’s wealth of knowledge offers a rich perspective on steering clear of aggressive sales tactics and fostering a collaborative environment that benefits all parties involved.
Anna and I reflect on the value of being well-informed and how this can safeguard against the erosion of trust.
Amidst a business landscape reshaped by COVID-19, we examine the newfound importance of trust and the delicate professional boundaries necessary for healthy partnerships.
We discuss innovations born from necessity during the pandemic and how these adaptations have led to more robust supply chains and risk management practices.
The conversation reveals how crises can create stronger bonds and the key role that thorough vendor evaluation now plays in preparing for future uncertainties.
We turn our focus to the future, examining the strategies and communication tools that can streamline the buyer-seller journey.
From the importance of clear, transparent pricing to the subtle art of optimising email footers, we discuss practical takeaways for anyone in the field of sales and procurement.
Anna shares wisdom from the buyer's perspective, providing a clearer understanding of what they truly need from salespeople.
This episode has practical takeaways for anyone navigating the intricate world of sales and procurement.
--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------
(0:00:00) - Collaboration Between Buyers and Salespeople
Buyer-seller relationships, involving technical experts, clear communication, and transparency are crucial in procurement and sales strategies.
(0:08:48) - Collaboration and Communication in Business
Nature's procurement challenges in made-to-order industries, emphasising early engagement, clear communication, and becoming a preferred partner.
(0:17:15) - Building Trust and Understanding Buyers
Trust is fragile and takes time to build, balance research and respect, avoid crossing boundaries in business relationships.
(0:21:31) - Navigating Supplier Relationships Post-Covid
COVID-19 exposed vulnerabilities in global supply chains, leading to innovative solutions and a focus on risk assessment and vendor management.
(0:29:55) - Sales Tips and Buyer Insights
Nature's frustrations for buyers, importance of early engagement, avoiding short-term gains, internal communication, doing homework, transparent communication, personal preferences.
(0:35:44) - Optimising Email Footers for Communication
Importance of including contact info in email footers, psychological impact of email sign-offs, and gratitude for engaging discussion.
Follow Anna
https://www.linkedin.com/in/anna-corless-61a21854/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/qCdcEhVrqnw
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Join me in my latest exploration into the art of modern selling, where I unpack the strategies and techniques that can transform the way you approach your sales game.
I kick things off by discussing the invaluable partner mindset and how to shine a spotlight on potential client interests, engaging them with insightful questions and listening intently.
I'll walk you through the VALUE framework, a cornerstone of effective partnering, starting with 'Validate' to ensure you're targeting the right customers and crafting a compelling value proposition.
Listen on as we delve into aligning with customers through research, account planning, and fostering a collaborative relationship that benefits both parties.
As the conversation progresses, I cover successful sales meetings, emphasising the power of asking the right questions.
You'll learn about the 'ask before tell' philosophy and how it can lead to a deeper understanding of client needs.
I also touch on modern tools like digital sales rooms and the significance of human connection.
Later on, I address collaborative selling, where validation, prospecting, and the effective use of virtual meeting platforms come into play.
The session wraps up with a dive into the fast track to sales competence through structured training approaches.
So tune in, take notes, and get ready to transform your sales game.
------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------
(0:00:00) - Effective Modern Selling Strategies and Techniques
Adopt a partner mindset in modern selling using the VALUE framework to validate, align, and collaborate with customers.
(0:09:56) - Effective Sales Meeting Strategies
Nature's transformative power lies in asking the right questions, using AIDA framework, digital sales rooms, and human connection.
(0:20:10) - Collaborative Selling Strategies and Techniques
Collaboration, validation, prospecting, account plans, virtual sales meetings, storytelling, negotiation, and structured training for sales success.
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/pJ8SjeUnLKk
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Ever wonder how the best salespeople make you feel like they're solving your life's problems rather than just selling you something? That's the magic Richard Harris, author of "The Seller's Journey," sheds light on in our latest episode.
Together, we peel back the layers of the modern sales process, focusing on the art of crafting a buyer's experience that resonates on a personal level.
Richard's insights offer a fresh perspective on the dynamic interplay between recognising a customer's pain points and establishing the kind of trust that turns interest into action.
The sales world is ever-evolving, and today's top sellers are taking a page from the marketer's playbook.
Personalisation isn't just a buzzword; it's a strategy that's helping sales professionals stand out in a crowded marketplace.
In this episode, we reminisce about how the iPhone revolutionised customer expectations and how this legacy informs current sales tactics.
By harmonising sales collateral with the real challenges prospects face, we unveil the secrets to connecting what you offer with the solutions your clients seek.
The conversation also turns to the literary side of sales, as we muse over the process and motivations behind writing in the field.
With Richard's golden nuggets, this episode is a must for anyone looking to refine their approach to sales or storytelling.
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:00) - Developing a Modern Sales Approach
The buyer's experience and the seller's responsibility in creating a meaningful journey.
(0:04:47) - Sales and Marketing Experience Perspective
Sales professionals must prioritise customer's pain points, create personalised content, and align sales and marketing strategies to enhance customer experience.
(0:16:57) - Navigating the Sales Journey
Urgency vs. importance in sales, understanding prospects' internal dynamics, creating champions for the cause.
(0:27:29) - Sales Conversation Methodologies and Frameworks
Nature's sales methodologies focus on access to authority, addressing skepticism, quantifying economic impact, and authentic discovery questions.
(0:35:46) - Collaborative Sales and Book Writing
Book writing in sales, timing and motivations, advice for authors, leveraging book content for thought leadership.
Follow Richard
https://www.linkedin.com/in/rharris415/
https://theharrisconsultinggroup.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/RBEL51IT4r0
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Have you ever felt like trying to close a deal with wealthy clients is like walking through a minefield?
Join me, and my guest, sales coach Frederick Kermisch as we look into the intricate dynamics of selling to a high-end market, highlighting the critical but often overlooked aspects of the decision-making environment.
Our interesting discussion sheds light on the art of streamlining complicated sales messages, and we address common mistakes such as bombarding clients with too much information, which can lead to their inability to make a decision.
We give you a behind-the-scenes look at how understanding the influence of family members, spouses, and advisors is crucial to the success of your sales strategy.
Moving on, we challenge the conventional sales story, promoting a new approach that positions the client as the hero of the narrative.
This episode is packed with valuable information for salespeople who wish to evolve from merely dispensing information to becoming compassionate mentors, guiding clients through their decision-making journey without getting ensnared in promotional clutter.
We also discuss the hurdles faced when dealing with marketing teams and share stories on how to adjust your sales methods to genuinely focus on the client's needs.
Finally, we focus on the mental flexibility needed to stand out in sales, a skill that is often eclipsed by the emphasis on technical skills.
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:00) - Avoiding Confusion in Sales Decision Making (10 Minutes)
This chapter, I'm joined by Frederick Kermisch, a sales coach for private bankers, where we explore the complexities of selling to high-net-worth individuals and the importance of recognising the decision-making process is rarely made by one person alone. I discuss with Frederick how salespeople often mistakenly focus solely on presenting information to the principal decision-maker, not accounting for the influence of spouses, family members, and advisors. We examine the pitfalls of increasing confusion with excessive information and the necessity of facilitating a clearer decision-making process. Frederick shares anecdotes illustrating the advantage of treating all parties involved as equals and the potential manipulations by advisors with conflicts of interest. By understanding the wider context of the client's decision-making circle, we underscore how salespeople can better navigate these complex dynamics and avoid self-sabotage.
(0:10:00) - Sales (9 Minutes)
This chapter examines the shift from a toxic saviour complex to a coaching mindset in sales, where we empower clients to be the heroes of their own stories. We discuss the importance of fostering a peer-to-peer, adult conversation with clients, enabling them to navigate their challenges and make informed decisions. We explore reframing sales presentations to focus on the client's needs first, rather than leading with information about ourselves or our company. The conversation addresses the resistance salespeople often face from marketing departments and the need to prioritise the client's interests over self-promotion. The goal is to align sales strategies with client empowerment, ultimately aiming to create genuine value and drive business success.
(0:19:04) - Transforming the Employee Mindset in Sales (8 Minutes)
This chapter examines the importance of shifting from an employee to a service mindset, where the focus is on addressing the client's needs rather than simply trying to avoid trouble or please a manager. I highlight the ethical imperative of making informed decisions and the analogy of a dentist addressing a patient's toothache to underscore the responsibility of professionals to intervene rather than enabling denial or neglect. We also discuss how selling can be reframed as doing favours by conducting thorough diagnostics and shining a light on potential issues, thereby fostering trust and building stronger relationships with clients. Furthermore, we consider how business owners often feel frustration due to unmet expectations and the role that a consultative, empathetic approach plays in alleviating these concerns and improving outcomes.
(0:26:53) - Psychological Training for Sales Importance (11 Minutes)
This chapter examines the often overlooked importance of psychological training in sales and finance, contrasting it with the common emphasis on technical skills. We consider whether a zero percent allocation to psychology training is truly optimal, suggesting that perhaps a different ratio, such as 90/10 or 20/80, might better unlock a salesperson's technical knowledge. The discussion also touches on the significance of communication and the ability to frame conversations, which can act as the bottleneck to effective client interaction rather than technical expertise. We discuss the value of understanding the client's perspective, meeting them at their level, whether it's the big picture or the finer details. Furthermore, we explore the strategic importance of selling to higher-level executives by focusing on big-picture issues and the necessity of equipping sales teams with the skills to do so. Finally, we share insights into the initial engagement with clients and the motivational factors that bring them to the table, using an analogy of sledging to illustrate the momentum needed in sales conversations.
(0:37:50) - Collaborative Selling and Podcast Interview (1 Minute)
This chapter wraps up with a sense of satisfaction as we conclude our discussion on effective communication in sales, emphasising the importance of clear follow-ups and the subtleties of guiding clients towards a decision without making it a mere 'yes or no' game. I share insights on creating engaging presentations and the art of inviting and addressing client queries, underscoring the value of contemplation in the decision-making process.
Follow Frederick
https://www.linkedin.com/in/frederickkermisch/
https://www.frederickkermisch.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
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In today’s episode I am delighted to introduce the versatile Kiran Goindi an SDR at Experian.
Our conversation hits a balance between sales strategies and the rhythm of content creation.
Kiran's rich background in music takes centre stage as we explore how personal branding and forging emotional connections can enhance your sales approach.
We discuss the parallels between performing arts and sales development, emphasising the significance of humour, initiative, and a proactive mindset.
Together, we look into some common misconceptions about personality types in sales, championing the strengths of introverts and ambiverts.
Kiran's humility and ambition resonate as we explore his aspirations in sales and music, and the emotional intelligence required to thrive in both realms.
Whether you're curious about the excitement of the sales journey, eager for cold calling tips, or fascinated by the interplay of ambition and emotion, this episode offers a wealth of valuable insights.
Tune in and be sure to explore Kiran's work under the name KJI Music for an added dose of inspiration.
0:00:02) - Content Creation and Sales Development
(0:09:50) - Sales Career Growth and Opportunities
(0:12:48) - Challenges and Enjoyments in Sales Job
(0:17:01) - Cold Calling Tips and Strategies
(0:29:10) - Ambitions and Emotions in Sales
--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:02) - Content Creation and Sales Development
Kiran Goindi, an SDR at Experian, shares his journey into sales and the importance of creating emotional connections through humour and personal branding.
(0:09:50) - Sales Career Growth and Opportunities
Personal brand development, sales, and introversion in the music industry, with a focus on the advantages of starting in a cohort.
(0:12:48) - Challenges and Enjoyments in Sales Job
Sales training prepares novices for success, with continuous learning and balancing collaboration and competition. Challenges include regulations and fast-paced environment.
(0:17:01) - Cold Calling Tips and Strategies
Nature's effective cold calling strategies include overcoming emotional barriers, honesty and confidence, and targeting decision-makers.
(0:29:10) - Ambitions and Emotions in Sales
Sales and emotional intelligence intersect as Kiran shares his ambition to excel in sales and pursue music, while discussing the evolution of sales and potential for management.
Follow Kiran
https://www.linkedin.com/in/kiran-singh-goindi/
https://www.instagram.com/kjimusic/
TikTok / YouTube - @kjimusic
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/YAJXaJ_wZmc
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Have you ever walked past a trade show booth and felt an irresistible pull to stop and learn more?
That's the trade show magic that Global Sales Mentor Zach Selch and I discuss in our latest chat.
Zach, a mentor of international sales, joins me to share the knowledge behind crafting a magnetic trade show presence.
We discuss how to make your booth the talk of the event with strategies like an 'invitation-only' allure and the strategic importance of setting a clear, engaging narrative that captures attention faster than the blink of an eye.
Trade shows aren't just about the glitz; they're a battlefield for attention, and our conversation covers every inch of this.
We look at tactics like unique giveaways that break the mould and the smart use of a distributor salesperson lounge that keeps representatives coming back for more.
It's not just about the show; it's about setting the stage for fruitful conversations and turning those brief encounters into long-term partnerships.
The lounge concept, a gem in the treasure trove of Zach's insights, particularly emphasises the importance of creating a space that addresses the specific needs and interests of salespeople.
Zach and I share insider tips on fostering connections that last well beyond the trade show floor.
From sending personalised mementos to timing your follow-ups around holiday schedules, we cover how to ensure that your brand lingers in the minds of attendees.
We even touch upon the gritty details of preparation, from emergency kits to the imperative of a well-briefed booth team.
With anecdotes and advice, this episode is a toolkit for anyone looking to transform their trade show efforts into a demonstrable return on investment.
--------- EPISODE CHAPTERS WITH SHORT SUMMARY POINTS ---------
(0:00:00) - Trade Show Preparation and Strategies
Maximising trade show investments with global sales mentor Zach Selch, discussing strategic and psychological aspects for success.
(0:04:04) - Trade Show ROI With Strategic Design
Craft a compelling message, use pattern disruption, set objectives, and create a salesperson lounge for maximum ROI at trade shows.
(0:18:06) - Maximising Trade Show Impact and Follow-Up
Maximise trade show engagement with personalised reminders, tailored resources, and pre-planned meetings for effective follow-up.
(0:25:45) - Effective Trade Show Strategies and ROI
The overlooked aspects of trade shows: enthusiasm, unforeseen issues, clear briefing, breaks, snacks, and cost efficiency.
Follow Zach
https://www.linkedin.com/in/international-sales-growth
https://www.globalsalesmentor.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/M2ppGr9w2Kk
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Listen in as I sit down with Dan Fenwick, Founder of Venture Ten, to pull back the curtain on the recruitment industry's challenges and misconceptions.
Throughout our discussion, Dan shares his insights on why so many of us have had negative experiences with recruiters and reveals the dysfunctional links between employers, recruiters, and candidates.
With a commitment to change the narrative, we explore how Venture Ten is rewriting the rules of engagement to foster more satisfying recruitment journeys for everyone involved.
In today's conversation, we're not just focusing on the nuts and bolts of recruitment; we're taking a step back to assess the often overlooked aspect of behavioural norms and values within businesses.
We look into the importance of benchmarking against high-performing individuals, uncovering the behavioural patterns that drive success, particularly in sales roles.
We discuss how company culture, focus, and values can significantly influence a salesperson's effectiveness, suggesting that what thrives in one environment might flounder in another.
We also highlight how tailored performance profiles and measurable objectives can help businesses attract candidates who align with both their operational goals and their culture.
If you're intrigued by the idea of transforming your hiring process to ensure the right fit for your organisation, this episode is an invaluable listen.
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:00) - Revolutionising Recruitment
Values in decision-making, challenges in recruitment industry, broken links in traditional model, importance of commitment, strategies for improvement.
(0:15:22) - Assessing Behaviours and Values in Business
Assessing behavioural norms and profiles in business, benchmarking high-performing individuals, and considering culture and values in sales roles.
(0:18:58) - Cultural Fit in Recruitment
Corporate cultures, individual performance and fit, collaborative vs. data-driven teams, sales processes vs. autonomy, importance of values and environment in employee success and well-being.
(0:28:54) - Hiring the Right Fit and Objectives
Tailored performance profiles contribute to achieving objectives in different roles through measurable results and cultural fit.
Follow Dan
https://www.linkedin.com/in/danfenwickuk/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/hi8kcmk-aHs
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When faced with the challenge of standing out in the huge world of sales, what if there was a strategy that could elevate your approach and make you irresistible to clients?
Mike Herberts, a master sales trainer and problem-solving genius, joins us to reveal the game-changing concept of the Unique Problem Solving Proposition (UPSP).
We uncover a fresh perspective on selling, moving away from the product-pushing mindset to a more refined problem-centric approach.
Cold calls – the mere mention might send shivers down your spine, but what if they turned into warm, engaging conversations and an opportunity for connection and mutual benefit.
Join us for an episode not to be missed!
(0:00:00) - Unpacking the Unique Problem Solving Proposition (11 Minutes)
Mike explains the psychology behind effective sales techniques, particularly focusing on the concept of the Unique Problem Solving Proposition (UPSP). We examine how traditional sales approaches often push products on customers, whereas the UPSP method shifts the focus to solving a customer's problem, thus creating a more welcoming and successful interaction.
(0:11:14) - Unique Problem Solving Proposition Importance (10 Minutes)
This chapter focuses on the importance of a Unique Problem Solving Proposition (UPSP) for salespeople and how to effectively communicate it to avoid being dismissed by potential clients. We discuss how salespeople often struggle to articulate the specific problem they solve, which is crucial for engaging customers and how to address this
(0:21:43) - Improving Cold Calls (13 Minutes)
We discuss the power of a human approach in cold calling and the strategic pivot to engaging potential customer.
Follow Mike
linkedin.com/in/mike-herberts
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/a9oaoEfsWDE
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Do you ever wonder why some sales teams consistently outperform others?
The secret might just lie in the art of the discovery conversation.
I had the pleasure of hosting Kevin Beales, founder of MySalesCoach, who brought his wealth of experience to the table, dissecting the anatomy of sales interactions that make or break deals.
Kevin shares his journey and the innovative solution to the age-old problem of finding time for coaching sales teams. It's like having a personal trainer for your sales muscles, honing them to peak performance through expert analysis and guidance.
Listen in as we navigate the often-neglected middle ground of sales performers—the consistent quota hitters who don't usually grab the coaching spotlight.
Kevin discusses the strategy behind discovery calls, the kind where the right questions can unveil the full extent of a prospect's pain points.
We uncovered the magic of revisiting previous discussions with prospects, a technique that not only signals genuine interest but can also unlock fresh solutions to their problems.
We also tackled the delicate dance of asking the hard questions, especially with clientele who may not be accustomed to such directness.
Does pushing for deeper insights risk the likeability factor? Perhaps. But as we discussed, building trust is the golden ticket, with data supporting that the best in the business prioritise solving problems over winning popularity contests.
Are you ready to transform your sales game? Join us for an episode that's more than just talk
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:02) - Sales Coaching and Conversation Analysis Importance
Kevin Bales, founder of My Sales Coach, discusses the importance of discovery conversations in sales and how My Sales Coach aims to provide expert coaching as a subscription service.(0:08:49) - Discovery Conversations in Sales
Discovery conversations are pivotal in sales, with predictive power and managerial focus on the middle 60% of performers.(0:14:11) - Digging Deeper in Sales Conversations
Middle performers in sales teams are often overlooked, leading to missed opportunities. Discovery calls and revisiting conversations can uncover new angles and create urgency for solutions.(0:21:22) - The Power of Asking Difficult Questions
Nature's importance of asking difficult questions in sales, setting expectations, and building trust to provide solutions.(0:31:28) - Insightful Conversation on Sales Approach
Collaboration and evolving sales strategies are discussed, along with a collaborative selling scorecard tool for sales professionals.Follow Kevin
https://www.linkedin.com/in/kevinbeales/
https://www.mysalescoach.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/rD4kOpdx6eY
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Have you ever wondered what it takes to not just be liked, but genuinely trusted in the world of sales?
We sit down with Larry Levine, the thought-provoking author of "Selling From the Heart," to unravel the fabric of trust in the sales industry.
Larry's insights challenge every sales professional to look within and ask if they truly live by the values of authenticity and heart they promote.
In today's marketplace, it's not enough to charm; you must embody credibility and trustworthiness to truly connect with your clients.
We dissect what it means to sell from the heart, and Larry puts to the test the often overused terms 'authenticity' and 'heart' in the realm of sales.
Join us in this episode that redefines what it means to succeed in sales.
--------- EPISODE CHAPTERS ---------
(0:00:00) - Building Trust in Sales Today
(0:13:24) - Building Trust and Credibility in Sales
(0:23:35) - Building Trust and Success in Sales
(0:30:52) - Sales Coaching and Book Launch Success
--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------
(0:00:00) - Building Trust in Sales Today
Sales professionals must genuinely sell from the heart, with congruence and authenticity, to build trust and credibility.
(0:13:24) - Building Trust and Credibility in Sales
Sales has evolved with technology, but conversation skills are crucial. A trust formula with four pillars helps salespeople build credibility and relationships.
(0:23:35) - Building Trust and Success in Sales
Trust, soft skills, self-discipline, and excellence in sales
(0:30:52) - Sales Coaching and Book Launch Success
Sharing the journey of coaching and training salespeople, integrating selling from the heart to improve revenue, relationships, and profits.
Follow Larry
https://www.linkedin.com/in/larrylevine1992/
https://www.sellingfromtheheart.net/
Link to Larry’s book: https://www.sellingfromtheheart.net/book
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
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Have you ever struggled to connect with clients and seal the deal?
Sales genius Joe Ingram breaks down the crucial phases of the sales evaluation process without mincing words.
He walks us through listening, believing, and the pivotal moment of buy-in, all while navigating the usual pitfalls that snag salespeople too eager to close without truly engaging.
We look into the impact of AI on communication, where the sleek sheen of perfection meets the hard truth of genuine skill—or the lack thereof.
Joe and I swap tales that stress the weight of authenticity and the art of rapport, proving that the heart of sales is a solid connection, not a fancy template.
We dissect effective communication tactics, from pacing to mirroring, and even sprinkle in a little psychology of decision-making, addressing why so many of us get a thrill from planning to act without ever actually doing so.
Don't miss this episode that's more than just talk.
EPISODE CHAPTERS ---------
(0:00:00) - Evaluation Process
(0:14:00) - AI Tools for Communication
(0:24:09) - Effective Communication Strategies in Sales
--------- EPISODE CHAPTERS WITH KEY POINTS ---------
(0:00:00) - Evaluation Process
Sales expert Joe Ingram discusses the crucial steps of the sales evaluation process, overcoming egos, and the impact of company in business.
(0:14:00) - AI Tools for Communication
Nature's AI-generated content in sales and communication can lead to inauthenticity and hinder rapport and likeability.
(0:24:09) - Effective Communication Strategies in Sales
The importance in sales conversations: pacing, mirroring language, genuine attentiveness, avoiding insincerity, practical training, and psychological aspects.
Follow Joe
https://www.linkedin.com/in/joeingram/
http://thegeniuslinks.com/
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/5ikGUrTGkhg
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Welcome to this episode on the transformative concept of collaborative selling, where we join forces with Carole Mahoney, the founder of Unbound Growth and an entrepreneurial sales coach at Harvard Business School.
Carole and I explore the shift in sales towards a cooperative approach that puts the buyer's needs first, drawing from the principles of her book "Buyer First."
We challenge the traditional tactics of sales and emphasise the importance of a joint effort between the seller and buyer to find innovative solutions and create real value.
The episode also dives into the evolution of sales in the digital age, where buyers now hold the power of information, and contemplates how AI could either exacerbate outdated sales methods or enhance the human connection within sales through better research and personalisation.
Stay tuned for this sales episode that is as ethical as it is effective.
--------- EPISODE CHAPTERS ---------
(0:00:00) - Collaborative Selling
(0:07:08) - The Shift Towards Buyer-Centric Sales
(0:13:19) - Transforming Sales
(0:25:42) - The Impact of Mindsets on Sales
--------- EPISODE CHAPTERS WITH FULL SUMMARIES ---------
(0:00:00) - Collaborative Selling (7 Minutes)
This chapter explores the transformative concept of collaborative selling, which reframes sales as a joint effort between seller and buyer to find solutions and create value. I'm joined by Carole Mahoney, the founder of Unbound Growth and an entrepreneurial sales coach at Harvard Business School, to discuss the principles of her book "Buyer First" and how collaborative selling puts the buyer's needs first. We touch on the historical context of sales techniques and the importance of moving away from manipulative tactics towards a more cooperative approach.
(0:07:08) - The Shift Towards Buyer-Centric Sales (6 Minutes)
This chapter uncovers the striking disconnect between what buyers value in salespeople—active listening—and what sales managers typically look for during hiring. The discussion also reflects on the evolution of sales since the advent of the internet, which shifted the power of information to buyers, and contemplates the potential of AI to either perpetuate spammy sales tactics or, more optimistically, to empower salespeople to deepen human connections through enhanced research and personalised engagement.
(0:13:19) - Transforming Sales (12 Minutes)
This chapter examines the transformative power of collaborative selling, inspired by insights from the IKEA effect and various research studies. We discuss the value customers place on products they have a hand in creating, reflecting on how this concept applies to sales, where buyers find worth in being actively involved in the solution process. The conversation also touches on the pitfalls of traditional selling approaches that focus on the seller's agenda, such as rigid qualification checklists, and the need for a sales renaissance that combines data, science, and human psychology.
(0:25:42) - The Impact of Mindsets on Sales (7 Minutes)
We explore the challenges salespeople face in practicing active listening and asking questions, despite knowing its importance. We look at common misconceptions about sales roles and how they shape behaviour, stressing the need to shift long-held beliefs about sales to foster more ethical practices. We share insights from coaching sessions that reveal specific mindsets, like the need for approval, that hinder the ability to ask tough questions and uphold personal ethics.
Follow Carole
https://www.linkedin.com/in/carolemahoney/
https://www.unboundgrowth.com/
Link to Carole’s Book: https://amzn.eu/d/eUrHsRR
Follow me
https://linktr.ee/fredcopestake
Take the Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/tTDqtSdnWjg
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