140 The Basics of Sales are the Most Important Principles (with Liston Witherill)
Liston Witherill is a sales trainer and consultant who helps client services professionals sell more services to big companies. Liston and his company, Serve Don’t Sell, provide remote and onsite training to teams who want to serve their clients more effectively while selling more, and doing it ethically.
“The thing about selling is that it’s personal. It’s about people and organizing and understanding people in a one on one setting.”
Liston Witherill is a sales trainer and consultant who helps client services professionals sell more services to big companies. Liston and his company, Serve Don’t Sell, provide remote and onsite training to teams who want to serve their clients more effectively while selling more, and doing it ethically.
In this episode, we talk about:
Liston’s Company, Serve Don’t Sell
The point of sales
The importance of learning and practicing the basics
To learn more, listen to the full episode!
Renewing Our Mindset About Sales
If you don’t see yourself as being in sales, you probably have some hesitations about it because of negative experiences and that’s what you associate sales with, such as that pushy, often aggressive, salesperson.
Now if you’re in sales, there’s often that pressure of meeting your quota, and this sometimes makes us less effective and even annoying. Eitherway, we have to press the reset button and re-evaluate our mindset about sales.
The Point of Sales
The point of sales is to initiate an approach where we can actually help a client achieve something that they want to achieve.
They have a problem they’re experiencing, there’s a goal, and there’s going to be some value tied into that service or product that we’re going to deliver. That’s what we want to get to. The point of the sale is to get our clients what they need even if it means we don’t sell anything to them - even if we have to tell them to go somewhere else.
Back to Basics
Serena Williams still practices her forehand 300 times a day. She needs that to succeed. It’s just interesting that we want to go to tools and advanced things when really it’s about the basics that determine our success.
Want more? Listen to the FULL episode below:
136 Improving Your Sales Productivity (with Wes Schaeffer)
Wes Schaeffer is The Sales Whisperer®, an entrepreneur, sales trainer, and speaker who believes marketing is just selling in print. He is the author of 2.5 books on sales, marketing, and entrepreneurship and has helped 5,400 of the world’s top speakers, authors, coaches, and sales professionals achieve nearly miraculous growth by implementing his repeatable, transferable, and proven processes.
“There are only two reasons for why people won’t do business with you: either they haven’t heard of you, or they have. So if you have a bad reputation, then you’re in trouble.”
Wes Schaeffer is The Sales Whisperer®, an entrepreneur, sales trainer, and speaker who believes marketing is just selling in print. He is the author of 2.5 books on sales, marketing, and entrepreneurship and has helped 5,400 of the world’s top speakers, authors, coaches, and sales professionals achieve nearly miraculous growth by implementing his repeatable, transferable, and proven processes.
In this episode, we talk about:
Simplifying the sales process
Routines and habits for a productive day
Why people won’t do business with you
How good ideas happen
The importance of being open
Tailoring your message to your audience’s needs
How to beat the monotony of entrepreneurship
To learn more, listen to the full episode!
The Value of Marginal Gains
I always say, “If you’re going through hell, don’t stop.”
So no matter how busy I am, I always try to stick to my routine and habits that help me win in my day, such as exercising and going to Church. Most people are looking for shortcuts and people usually overestimate what they can do in a year, and underestimate what they can do in five. So you have to see the big picture - think big - but act small. It’s the little things that matter.
The Simplified Sales Process
To simplify the sales process, you must know who to disqualify from your list of prospects, and you should understand that you cannot help everybody.
A magnet repels just as much as it attracts, so stop trying to be everything to everyone. Understand who you can help and how you can help them, and shout it from the rooftops.
The Reason People Won’t Do Business With You
There are only two reasons for why people won’t do business with you: either they haven’t heard of you, or they have.
So if you have a bad reputation, then you’re in trouble. But if you’re a good salesperson, then maybe you just haven’t got the word out.
Want more? Listen to the FULL episode below: