142 Be Persistent, Not Annoying (with Shawn Finder)
Shawn Finder is the CEO of AutoKlose, a new revolutionary sales automation platform that is used by 3000+ sales professionals around the world. He is also the author of The B2B Sales Handbook and is among the Top 25 Sales Engagement Influencer.
“If somebody says ‘no’, it doesn’t mean ‘no’ forever. You just have to continue to be persistent - not annoying.”
Shawn Finder is the CEO of AutoKlose, a new revolutionary sales automation platform that is used by 3000+ sales professionals around the world. He is also the author of The B2B Sales Handbook and is among the Top 25 Sales Engagement Influencer.
In this episode, we talk about:
What makes a good salesperson
How to turn no’s into yeses
Pre-conceived notions about sales that hold people back
Email vs. Cold-Calling
AutoKlose, Sales engagement platform and B2B data all-in-one
To learn more, listen to the full episode!
Shawn’s Hiring Criteria
Anyone who is very competitive is good at sales because you either hate to lose or you love to win.
So when I look at sales people now, I look for people who have actually competed in some form of sport previously.
Turning No’s Into Yeses
Everyone has a problem, and so if you’re prospecting and your prospect is still unsure whether they’ll avail your product or service, you have to go and find out what that problem is. And when you do hit that problem, that ‘no’ will eventually become a ‘yes’.
Persistence is Key
If somebody says ‘no’, it doesn’t mean ‘no’ forever. You just have to continue to be persistent - not annoying - and try to convert those no’s to yeses through your conversations. That’s how you close a sale.
Want more? Listen to the FULL episode below:
141 Selling Without Selling: The Art and Rewards of Thought Leadership (with Nicky Billou)
Nicky Billou is the #1 International Best-Selling Author of Finish Line Thinking: How To Think & Win Like A Champion and author of the new book The Thought Leader’s Journey. He is also an accountability coach, consultant, speaker, and the host of The Thought Leader Revolution Podcast.
“Entrepreneurs are society’s greatest heroes - salespeople in particular. Nothing happens until a salesperson sells.”
Nicky Billou is the #1 International Best-Selling Author of Finish Line Thinking: How To Think & Win Like A Champion and author of the new book The Thought Leader’s Journey. He is also an accountability coach, consultant, speaker, and the host of The Thought Leader Revolution Podcast.
In this episode, we talk about:
Using ‘fables’ to sell your products and services
What led him to take the thought-leader route
The power of the methodology of thought leadership
Identifying your niche as a thought leader
The three responsibilities of a thought leader
Nicky’s new book, The Thought Leader’s Journey
To learn more, listen to the full episode!
Society’s Greatest Heroes
I think entrepreneurs are society’s greatest heroes - sales people in particular.
Nothing happens until a salesperson sells. I used to be a skeptic [about sales], but now, I see the value in it. It is the noblest of things and it greases the wheels of commerce.”
Finding Your Expertise
Every individual has an expertise in them.
By living life, you’ve already got real expertise. You just haven’t had the time to think it through, to put it down on paper in such a way that you can explain it to people and then find a way to apply it commercially.
“Selling Without Selling”
The power of the methodology of thought leadership is that we frame it in such a way that it’s “selling without selling”. It teaches you how to share your ideas and then once you have someone enrolled onto that idea, you get the opportunity to sell them your product or service.
Want more? Listen to the FULL episode below: