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#SalesChats: Why People Don’t Believe You, with Rob Jolles

Why People Don’t Believe You!
#SalesChats: Episode 48

Why don’t other people believe salespeople? It’s because salespeople don’t believe themselves. Rob Jolles discusses why people don’t believe you in this #SalesChat, hosted by John Golden and Martha Neumeister.

Jolles explains:

• The way that you project how you feel inside onto your performance
• The best ways to start, including believing in your own solution and what you’re selling
• Why salespeople shouldn’t pursue perfection
• “Worry is the misuse of your imagination”
• Acting and improvisation techniques that transfer into the sales role in order to help a salesperson believe in themselves
• The ways to identify the problem, starting at the unconscious level of behavior
• How people can become self-aware of their own behaviors so that they can change their negative behaviors
• Techniques to build better relationships with prospects
• Developing a “communication shot clock”
• The importance of pitch, pace, and pause
• How to “play the role” of a successful salesperson

Our Guest

Robert Jolles

Rob Jolles

A sought-after speaker and best-selling author, Rob Jolles teaches, entertains, and inspires audiences worldwide. Rob draws on more than thirty years of experience and his keynotes and workshops are in global demand, including companies in North America, Europe, Africa, and the Far East.

Links › jolles.com | twitter.com | linkedin.com

Our Hosts

John Golden

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.

Martha Neumeister

Martha is social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.

About SalesChats

SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.

SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

SPIN Selling Quick Overview and Why Questions Matter in Sales

SPIN Selling by Neil Rackham is a hugely influential book about the importance of asking the right questions in the sales conversation.

Customers will be motivated to buy something if they identify there’s a need. And the questions you ask are key to that. Only 13% of customers believe a salesperson can understand their needs.

This book describes 4 powerful types of questions that will significantly increase the likelihood of turning a lead into a sale.

Why read SPIN Selling? Lots of businesses struggle to close enough deals Bec cause their selling strategy is not customer-centric. Too much emphasis is placed on the features and details of the product or service being sold, and the credentials of the business itself.

95 percent of buyers state that the typical salesperson talks too much. And 74 percent of buyers say they would be much more likely to buy if that salesperson would simply listen to them.

SPIN Selling enables sales teams to be more customer-centric by asking questions to build rapport, credibility and pave the way for a sale.

Learn more about SPIN Selling here.

The Path to Employee Engagement

Creating employee engagement is crucial for an organization that wants to develop and retain happy, dedicated employees. John Golden interviews Meredith Elliott Powell on employee engagement, and the critical factors for creating it within an organization.

This expert sales interview explores factors of employee engagement

  • Findings on employee engagement
  • The realities of employee engagement
  • Recent changes to the sales world
  • How to stay engaged with remote employees

Engagement Findings:

Powell wanted to explore how to build a culture that gets employees engaged and take ownership of their organization. As she was researching this topic, she found many different things. “I think the most surprising thing was how out of control people felt. They didn’t understand that there were things they could do to take charge of their careers,” said Powell. “I also think that companies are under the belief that if we create these fantastic cultures of engagement that people will want to get engaged. But, you can’t force people to engage.” The other surprising thing Powell discovered was how valuable talented and good employees are in this economy. It is the only competitive advantage organizations have left, and makes employee engagement even more vital.

Realities of Employee Engagement:

When exploring the realities of employee engagement, there were two common scenarios. The first was that engagement was very gimmicky. It included things like employees getting massages. “This culture of engagement sounded more like going to a spa than getting a job,” said Powell. The other kind of common scenario was where an environment for employee engagement was created, but upper management didn’t follow through. “Engagement was something that someone else saw to do, it wasn’t something that leadership really held onto,” said Powell.

Recent Changes:

Previously, employees went to work believing that if they worked hard, they could retire there and get a pension. Working hard was the cure for worrying about being outsourced or downsized. But this reality has changed, especially in the last decade. These days, every employee is worried about losing their job, and no company can guarantee jobs. Once upon a time, workers located themselves where the jobs were. People lived near the office and centered themselves around the location of their employment. But now, there are a lot more employees that are living where they want to live and then finding a remote job. With the risk of being fired or let go a more common possibility, there has been a shift in balance. This creates a huge challenge for companies. “That’s the biggest challenge that companies have today. They still think they’re operating in an environment where employers will go, and move, and do whatever they ask. But employees are now thinking they’re going to put their life first, and they’ll work it out,” said Powell. “I personally think it ends entitlement on both sides. Companies don’t feel they have to hold onto people, and people don’t feel they have to stay at their company for 50 years. I think it’s very healthy for business, but we have to get our minds around it.”

Remote Engagement:

In today’s environment, with so many remote employees, you have to rely a lot more on building and having communication to build better employee engagement. You have to create ways for employees to stay in the loop with things that are going on. “The most powerful way to engage people, whether they’re present with you in the office or remote, is to give them ownership and skin in the game,” said Powell. “Put them in charge of projects. Ask them for feedback and input. That makes people take responsibility.” The moment that their idea becomes part of the cloth of how the organization moves forward, they begin to care. It’s also worthy of noting that the most successful companies that have mainly remote employees bring everyone together in person at least once a year to foster in-person engagement as well.

To learn more about employee engagement, watch the full expert sales interview.

About 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.

Pipeliner CRM empowers engagement from sales management and salespeople.Get your free trial of Pipeliner CRM now.

How to Engage Your Sales Team

All sales executives and sales managers that Steven speaks with have one thing in mind: a highly engaged sales team. What are you doing to engage your sales team? In fact, what have you done today?

It really doesn’t take much—but you do have to do it. Here are some simple yet powerful tips for the engagement of your sales team.

Pipeliner CRM empowers sales management to engage their sales teams. Get your free trial of Pipeliner CRM now.

Panel Discussion: Prospecting Strategies

Prospecting Strategies for Sales

How important is sales prospecting? Well, without it you’re not going to have any sales in the pipeline.

In today’s digital world, a lot of prospecting is conducted through social media and inbound methods. Many of the old rules are still in force, though, even if applied in new ways. Three sales experts provide practical advice and insights on how to focus your prospecting efforts in this panel discussion featuring Barbara Giamanco, Kurt Shaver & Donald Kelly – hosted by John Golden.

Pipeliner CRM fully empowers sales prospecting. Get your free trial of Pipeliner CRM now.

What Is Your Value Quotient?

John Golden talks to Spencer Marona about value quotient Axiogenics, linking thinking to performance. Spencer explains the difference between Sales VQ “value judgment intelligence quotient” versus Sales IQ “intelligence quotient” versus Sales EQ “emotional intelligence”. How important that really is for leaders? Emotional intelligence in regards to being able to handle yourself when employees’ conflicts arise, being able to really keep a level head, reading people’s moods, emotions, and body language.

This expert sales interview explores value judgment quotient factors including:

  • The purpose of the VQ test
  • The difference between sales IQ, EQ, and VQ
  • World View vs. Self View
  • Perspectives

Purpose:

Your VQ is a measure of your current capacity to make good value judgments from 36 unique perspectives. This matters because the quality of your personal and professional life is determined by the quality and value judgments you make. By taking this assessment, you will be able to identify your cognitive liability and then figure out how to leverage your assets so that you can think and utilize your best thinking in all circumstances that matter.

Sales IQ EQ vs VQ – What is the difference?

  • IQ – your intelligence quotient pretty much stays the same throughout your entire life.
  • EQ is your emotional intelligence. Daniel Goldman coined this 20 years ago or so and that’s been a really big thing with thought leaders on emotional intelligence in regards to being able to handle yourself properly when conflict arises, being able to keep a level head. Being able to
    read people’s moods, emotions, body language, etc.
  • VQ – value judgment intelligence quotient. It is your ability to make decisions based on the value you perceive for yourself or the value that you’re going to be giving someone else.

World View vs Self View:

Worldview is how you perceive the world looking externally. This leads to the concept of centering others. How well are you able to relate to someone else? The VQ assessment asks questions like: What is this person feeling or experiencing right now? What would it be like to be in their shoes living their life? What really matters to them and how could I make the biggest difference for them at this moment? What is good or unique about them that is worthy of appreciation? Self-view is how you perceive yourself looking internally. Are you able to enjoy who you are? Are you able to find value within yourself and what you do, or is there an issue there?

Perspectives:

  1. Nurturing others
  2. Appreciating the quality of things
  3. Following rules and policies
  4. Seeking common ground
  5. Applying order and structure
  6. Enjoying who you are
  7. Seeking fulfillment
  8. Staying focused
  9. Being Resilient

Watch the expert sales interview to learn more about the other perspectives, and to hear how John Golden did with his assessment.

About 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.

Fundamentals for Effective Sales

Sales fundamentals are often ignored. There is a lot of information being generated today for salespeople and sales professionals to utilize for self-improvement. People are blogging, podcasting, and posting expert sales interviews hosted by John Golden. But, if you’re a busy salesperson, you don’t have the time to listen to all of it, to read all of it, and to fully embrace the content and learn from it. Luckily, there is a way to approach your own self-development in a more discerning way, and cut out the noise to focus on the things that are important that can really help you move forward and make the most impact. John Golden interviews Andy Paul on this topic.

This expert sales interview explores sales fundamentals, including:

  • How to resist the hype
  • The importance of the basics
  • Why thinking less can be more
  • How to build trust

Resist the Hype:

The first step to cutting through sales self-development noise and focus on sales fundamentals is to ignore the overly hyped techniques. Anything that promises to increase your revenue 1,000 times over isn’t a good place to start for self-improvement, and it doesn’t provide real proof of results. Instead, be more selective and practical about what you utilize and take in. There are people who will give you good, solid advice, without the hype, that’s well thought out and based on experience. This is the kind of information that you can rely on, and what you should seek out first. Avoid the hype, if it sounds too good to be true, it usually is!

Back to Basics:

We know that buyer behavior has changed, and that selling approaches are always evolving. And yet, too many people forget to go back to basics. Sales is still a lot about being able to engage with a human being, and building trust to go on this sales journey with you. Too often, the advice we see out there is geared towards later in the sales cycle, which are all very important, but if you don’t master the beginning stages first, you’ll never get to the later stages or close deals. “People need to understand that the first thing they should be working on is the first moment of interaction with the buyer. It creates an impression of you, an impression of your company, and first impressions are extremely hard to change once they are created,” said Paul. Many salespeople think the important part of the sale is at the end when really it’s at the beginning. “It’s doing the little things, like talking to people,” said Paul. “There is value in small talk. Just start a conversation.”

Think Less:

People’s minds are so full of must-dos, things that must happen in a specific situation that has been roleplayed and practiced and drilled into their brain. This brings up the explicit monitoring theory. This theory shows that you can be a seasoned professional, but if you have too many thoughts in your mind about what you should be doing, you mess up. The automatic reflexes that take over get pushed aside because people are too focused on what they should be doing. “The solution is trying to think fewer things. Think about the one thing you’re trying to accomplish at that moment,” said Paul. To combat the explicit monitoring tendency, Paul has two suggestions. The first is to use vulnerability. This shows a vulnerable side and gets people laughing and engaged. You could also turn the tables on people, and try to get to a spot where everyone is joking with each other and creating a tighter bond and actual relationship.

Building Trust:

There are four cornerstones of building trust. These are sales fundamentals that are often overlooked. There are critical points to building and maintaining trust, and can be remembered with the acronym MICE: motives, integrity, competence, execution. With customers, the first thing they’re looking at is, are your motives transparent? Can they see what your motivations are? You might say that your motivation is to help the buyer, but it’s easy to send the message that you just want the order and don’t care about the customer. This damages the trust that we might have built up until the point. Integrity is not the same thing as honesty. What it means in sales is, do your actions reflect your words? If they’re not in alignment, then you’re eroding trust. Competency and education are equally important in building trust and are cornerstones to sales basics.

For more information on how to partake in these sales basics, watch the full expert sales interview!

About 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.

Pipeliner CRM empowers sales teams and sales management to always apply the essential basics. Get your free trial of Pipeliner CRM now.

#SalesChats: Sales as a Strategic Weapon, with Roy Osing

How Sales Can Become More of a Strategic Weapon
#SalesChats: Episode 48

Most organizations underutilize the sales function. They treat things more tactically instead of strategically, with an emphasis on how to practice the art of sales and be more efficient. It’s a short-term oriented function. There’s a huge missed opportunity to make sales more strategic. Roy Osing discusses using sales as a strategic weapon in this #SalesChat, hosted by John Golden and Martha Neumeister.

Osing explains:

• How to push a product using relationships
• The role of bonuses for the sales staff
• Understanding strategic value creation and how to implement that so that salespeople can change ineffective patterns
• How to demonstrate the long-term advantage of utilizing strategic selling using both the sales leader and the sales team working collaboratively
• The little things that salespeople can do, like role definition change
• The importance of business acumen for strategic salespeople
• Be different, or be dead
• A few first, practical baby steps for sales leaders to transform their sales team strategically focused, starting with redefining sales
• Challenges to getting a strategic approach implemented and utilized

Our Guest

Roy Osing

Roy Osing

Roy Osing is a former President and CMO with over 33 years of leadership experience covering all the major business functions including business strategy, marketing, sales, customer service. He is a blogger, content marketer, educator, coach, adviser and the author of Be Different or Be Dead.

Links › bedifferentorbedead.com | twitter.com | linkedin.com

Our Hosts

John Golden

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.

Martha Neumeister

Martha is social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.

About SalesChats

SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.

SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

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