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I’m excited to have the King of Sales, Jeffrey Gitomer, as my guest again for part two of this interview. We’re discussing some of his golden nuggets of sales advice from 20+ years of experience. Jeffrey’s books have appeared on major bestseller lists more than 500 times and have sold millions of copies Worldwide.
Jeffrey has also delivered over 2,500 speeches worldwide. He was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association’s highest earned designation.
Successful Sales Presentations
When it comes to sales presentations you need to approach them the right way. Jeffrey makes the clear distinction that you need to come in with an idea, not a pitch, especially if you’re selling a service. When it comes time to have the sales conversation, he shares how to eliminate your competition.
You need to say something like: “Mr. Jones, the last time you hired a consultant, tell me about the ideas they brought in. Tell me about the things that sparked you to hire them” and listen closely to the response. Continue with: “I have a couple of ideas today that I’ve brought with me. All I’m asking is if you like them, you run with them, fair enough?” That could be enough to close the sale.
Let’s use training for another example. Usually, it’s a guy in a classroom setting, pontificating about a few ideas that he thinks you need to be aware of. But Jeffrey’s approach and conversation is entirely different. He tells his prospect “If you want your people trained, we’re going to call your top ten customers and set something up. We’re going to hire three new people and have them work one day at each of the top ten customers for free. At the end of two weeks, you’re going to know why the customer bought, how they use what you sell, and some ideas about what you can take to another customer because you’re going to know why the previous customers bought from you.”
He then continues with: “Your salespeople are going to walk into the next prospects’ offices and say, ‘Would you like to know why the last ten people bought from us?’ and they’re going to make the sale because of their unique approach.”
That’s sales strategy gold right there!
In this episode we continue our discussion about topics such as:
- What’s wrong with most marketing campaigns and how to fix those problems.
- The difference between outcomes and results and why outcomes are better to present.
- Some critical questions you need to ask decision makers to get them to buy your services.
- The two things that make a “good idea” to present to potential clients.
- What are you doing together with people that you can relate to so that you can have experiences to share?
- How to eliminate your sales slide deck and replace it with shared experiences and shared values.
- Why traditional “discovery calls” are a waste of your time and your prospect’s time.
- What first time calls should look like and who they should be with.
- Why picking up the phone and calling a prospect for the first-time trumps email and social media.
- How to understand why people buy instead of trying traditional sales tactics.
- Why finding shared values is better than getting “rapport”.
- How to be perceived as a person of value, not just another salesperson.
- The line you should open with during first time meetings.
…and other golden nuggets of advice!
You can get my book here: “Idea Climbing: How to Create a Support System for Your Next Big Idea”
About the Guest
Jeffrey Gitomer is the author of the New York Times bestsellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of connections, and The Little Gold Book of YES! Attitude.
Jeffrey’s books have appeared on major bestseller lists more than 500 times and have sold millions of copies Worldwide.
Jeffrey gives public and customized corporate seminars, runs annual sales meetings, and conducts live and virtual training programs on selling, YES! Attitude, trust, customer service and customer loyalty, and personal development. Jeffrey has delivered over 2,500 personalized and customized speeches worldwide.
His “Insiders Club” and “Sales Mastery Program” have become the go-to place for sales content, coaching and community. They contain Jeffrey’s practical sales information, strategies, and ideas that start with a skills-based assessment and real-world lessons. Ongoing sales motivation and reinforcement to help salespeople learn more to earn more.
I n August 2008, Jeffrey was inducted into the National Speakers Association’s Speaker Hall of Fame. The designation CPAE (Counsel of Peers Award for Excellence) honors professional speakers who have reached the top echelon of performance excellence. Each candidate must demonstrate mastery in seven categories: originality of material, uniqueness of style, experience, delivery, image, professionalism, and communication.
To date, 191 of the world’s greatest speakers have been inducted including Ronald Reagan, Art Linkletter, Colin Powell, Norman Vincent Peale, Harvey Mackay, Jim Rohn, Earl Nightingale, and Zig Ziglar.
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