About Robert Terson:

Robert has been a sales professional his entire adult life. After 40 years in business, he retired in 2010. Today Bob writes, speaks, and does some limited coaching and training. He blogs regularly on how to sell fearlessly. His book, Selling Fearlessly, released in October 2012, has received rave reviews.

Robert Terson’s Advice for  Sales!

Robert Terson believes that salespeople do carry a lot of fear with them. They feel nervous about making prospecting calls or cold calling people and even some are nervous about talking. In short, they carry a lot of fear, especially the 80% of them who only do 20% of the business. This leads to an overabundance of fear in our business and people should understand that they should overcome fear to become successful in selling.

• Nowadays, it is hard to get people’s attention, especially when buyers are becoming so good at avoiding being contacted. You need to show people that you are different and not just another prospect. So how to carry forward that?
• What are some of the ways that you can put yourself on equal footage and ensure that you have the respect of the person you are interacting with?
• In today’s world, there are so many shiny new toys out there and we are living in a shortcut culture where everything is quick and easy; diminishing the idea of work ethics. But it is a fact that if you put hard work in your every step, you can easily do better than 90% of the other people that don’t believe in putting the hard work in.
• One of the greatest values that you can create for a prospect is to uncover either an unforeseen opportunity or an unforeseen problem.
• Why there is a need to be curious about the business in general and how it can help you gain better results in the wrong run?

What Strategy Should One Keep In Mind While In Sales?

According to Robert Terson, three things help in enhancing your sales. He describes it with the three sides of the triangle. One side of the triangle is the mental attitude of the individual, then the other side is working habits and the last side stands for knowledge and salesmanship. A triangle is geometrically a very solid figure so if all the angles are connected and all the sides are strong, you can easily proceed in the right direction.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

What Does the Customer Value?

Don Shapiro is known as the eyes of the customer because of his ability to understand how customers think. Don helps businesses in over 34 industries boost sales by over 20% and has 33 years of research into customer value. He is currently working on a book called Stealth Value. In this interview, Don discusses the importance of digging deeper when discovering customer value. He talks about how it is a salesperson’s job to guide and lead the buyer who is typically so overwhelmed with their day-to-day tasks and information overload.

This Sales Expert Interview covers:

What is stealth value?

• It’s about something that is hidden deep within the customer. Don talks about what he learned in his 33 years of research.
• You think you have uncovered all the needs but you should go deeper. Don gives a hypothetical example.

Real meaning of value

• What’s your definition of value? It might be an outdated one.
• The customer assigns a value to everything. What are their priorities?
• Salespeople are so focused on the sale and sometimes forget about the whole world surrounding the customer.

Consultative selling

• The consultant has to come in without a preconceived notion.
• You have to change the reality of the customer.
• It may seem counterintuitive to bring more people into the selling process but you need to understand everything at play.
• Don’t think you are in a subservient role in sales. You know things the buyer doesn’t know.
• The buyer having more access to information today than ever before does not necessarily mean they are more informed.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Richardson’s annual research reveals a panoramic view of the changes confronting sales professionals today.

Sales opportunity management is absolutely essential for your business and its growth. Learn about sales opportunities, 3 benefits of using opportunity management, and how Pipeliner CRM makes all of this easier to visualize and track.

With the increase in online shopping comes an increase in customer expectations. Shipping times are becoming shorter, technology is becoming smarter, and customer service is becoming more important. Companies that sell online have to keep up with this demand or be left behind.

By 2040, it’s estimated that 95% of purchases will be made online. If you’re a retailer, understanding the changing landscape of ecommerce will help you survive and thrive in the future. By having a few important statistics in your back pocket, you can set yourself up to make smart strategies from social media marketing to customer service satisfaction.

Not sure where to start? This infographic covers everything you need to know about the ecommerce landscape in 2019.

There are many reasons customers may be (virtually) walking away from your e-commerce site. Some of these reasons include:

1. An ugly page design: no one wants to look at something that’s ugly!
2. Being too clingy: asking customers to provide too much information upfront is a great way to deter them from sticking around
3. Unexpected costs: Finding out there will be unexpected costs at the end of the shopping process will often deter customers
4. Unappealing content: With all of the different options for reading content online, if your content isn’t pristine and seductive, consumers will go elsewhere to get what they want.
5. Confusing navigation: Convenience is one of the biggest draws for e-commerce, but if your website is difficult to use and not very user-friendly, chances are customers won’t want to use it.

Luckily, Matt Wollersheim has come up with several solutions to help customers stick around!

1. Remove one data field in your online form: This will help cut down on the time it takes to load the page and fill out the information.
2. Invest in mobile design: Make sure that users can access a nice website on any device, be it a computer, phone, or tablet.
3. Switch to HTML5 for video content and animations: This is a more modern platform that simply works better and more efficiently.
4. Use a cleaner page design: Keep it simple, stupid!
5. Lay out all fees and additional charges as soon as possible: Your customer will appreciate knowing what the expected cost is up front.

For more information on e-commerce and how to help your e-commerce business succeed, check out important SalesPOP! content such as Tech and Ecommerce Alliance to Marketing and Sales, Applying the AIDAS Theory to an ECommerce Website and Streamlining your eCommerce Business: 5 Tips for Entrepreneurs.

Today there are shifts and selling, and shifts in buying. For example, buyers expect to get more from businesses they buy from. Sellers find that buyers are more difficult to reach, and take longer to commit. Buyers tend to avoid talking to sellers until they’ve done their own research online. Sellers wonder what buyers really need and want from them. And the list goes on. But, the bottom line is that buyers want an awesome, connecting experience, and an excellent solution to their problem. And sellers want to help others solve their problems, and make a living doing what they love.

It can be important to understand these, and various other shifts in selling and buying. But, there are some ways that you can get into the head of your buyer and understand how to use that information to make extraordinary sales.

Explore this powerful infographic and learn the benefits when you stop selling and start leading.

1. Model the way: Utilize behaviors that model the way for both you and the buyer.
2. Inspire a shared vision: When you and the buyer and create a shared vision, you can work together to achieve that shared vision.
3. Challenge the process: Challenge the status quo. It’s not always beneficial to stick with the average sales process. Search for new opportunities and seize the initiative.
4. Enable others to act: Foster collaboration between you and your buyers. Make them feel powerful and in control of their circumstances.
5. Encourage the heart: Show up, and be an individual. Be yourself. Create an environment that makes your buyer comfortable to give personal feedback, and connect as two humans with a shared goal.

Check out some related articles about buyer behavior, such as Amazing New Study on Buyer Behavior, When Do You Lose Customer Trust? Sales Ethics: 3 Steps To Overcome Buyer Distrust, and Sales Styles: Buyer Criteria Dictates the Winner.