The MINDSET Needed To SMASH Any Goal (Used By The Worlds Most Elite…)
Jeffrey Gitomer is the best selling author of “The Little Red Book Of Selling” (which was my first ever sales book!) and is a complete legend in the sales training industry. Jeffrey joins me on today’s episode of The Salesman Podcast to share the secrets, techniques and processes that the ultra elite use to set […]
How To Differentiate Your Product (So Your Never Have to Battle On Price)
Resources: SalesArchitects.com Book: Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want Lee on LinkedIn @SalesArchitects Book: The Challenger Sale: Taking Control of the Customer Conversation Transcript Will Barron: Coming up on today’s episode of the Salesman Podcast. Lee Salz: I look at sales differentiation as broken into two […]
How To Use POWERFUL Body Language To INSTANTLY Double Your Charisma
TRANSCRIPT: To elevate your levels of charisma, body language matters far more than your words do. Whilst you were watching the last 30 seconds of this video, were you aware that your eyelids were blinking past your eyes? Did you notice the weight of your tongue in your mouth? Did you hear that car drive […]
The Instant Charisma Formula (Presence + Power + Warmth)
TRANSCRIPT: Charismatic behaviours can be broken down into three main elements: presence, power and warmth. These elements depend on both our conscious behaviours and on factors that we are not consciously in control of. In this video we’ll go explore how these different signals can be influenced. In order to be more charismatic, we need […]
5 Easy Steps To Building A Personal Positioning Statement
TRANSCRIPT: YOUR POSITIONING STATEMENT A positioning statement is a tool typically used in business to identify how a brand is positioned in a market. It put into words what makes your brand important and what differentiates you so that it gets noticed by those who we want to see it. We need a personal brand […]
4 Reasons Why B2B Salespeople MUST Develop A Powerful Personal Brand
TRANSCRIPT: WHY SHOULD YOU DEVELOP PERSONAL BRAND? Lastly, before we jump into the how, I want to point out that you need to invest up front to reap the benefits personal branding down the road. Personal branding is about deciding to take an active role in the direction of your life. But to get you […]
How To Generate 10x More B2B Referrals (By Leveraging “Referral Partners”)
TRANSCRIPTION: HOW TO ATTRACT REFERRALS The next thing that we need to get lined up is our referral partners. We probably already have these and don’t realise it. I note that a chunk of new signups for the Sales School come from you sales legends who recommend the Sales School platform to your sales manager […]
How To Build A “Referral Kit” (Make Getting New Referrals EASY)
TRANSCRIPTION: A referral kit is a physical prop that a referral partner can use to introduce you to a potential new customer. It usually consists of information that will help the potential new customer in four ways – One – it helps them understand the problem and the consequences of inaction. Two – helps them […]
“Key Account” Proposal Structure (Simple But Effective)
TRANSCRIPTION: PROPOSAL STRUCTURE Your proposal should follow a structure similar to this – Executive summary It is clear and focused and contains all the essential facts and points. It draws conclusions rather than just talking fluff. And it pulls together all the information within the report in a logical order from analysis to objectives strategy […]
6-Step Life-cycle Of A “Supplier-Customer” Relationship
TRANSCRIPTION: SUPPLIER-CUSTOMER RELATIONSHIP And finally, in this video I want to quickly run through the life-cycle of a supplier – customer relationship. Key accounts aren’t binary. This is something that gets switched on one day, drives a revenue and it gets switched off the next. They have a natural life cycle, so let’s run through […]
How To “Turbocharge” Your Sales Pitch And Drive Incredible Results
TRANSCRIPTION: Once you have your initial pitch nailed, there are a number of ways you can improve upon it. I call these turbochargers. You don’t need to include all of these your pitch to have impact but if you can scatter a couple of them in there you will increase the impact that it will […]
3 Parts Of A “PERFECT Sales Pitch”
TRANSCRIPTION: There are three main parts of the perfect pitch – You must demonstrate a high return on investment You must have a clear message Finally you must provide evidence that you’re trustworthy 1) HIGH RETURNS The most important aspect of your pitch is that it demonstrates your offer has a high return on investment. […]
4 Questions Your Sales Pitch MUST ANSWER
TRANSCRIPTION: The four questions are – What are you trying to sell me? How much is it? Why should I believe you? What is in it for me? WHAT ARE YOU SELLING? The first sales question is the most obvious, and this is the one that most people spend all their time focusing on. What […]
SIMPLE 6-Step B2B Business Case (That Does The Selling For You!)
TRANSCRIPT: It’s not good enough to give a potential customer a compelling business case with data charts and graphs. No large B2B deal has ever been done from the spreadsheet alone. We don’t want to just make people feel sick about all the money they’re wasting or new profit their missing we need to engage […]
The ONLY 4 Things You Should Speak To A Potential Customer About
TRANSCRIPT: Every single one of your conversations with a potential customer should revolve around at least one if not more of these pathways providing insight. Customers want you to teach them not to ask them discovery questions like every other resident. Now with all this said, your goal isn’t just to give out free consulting. […]
4 Personality Types Of Salespeople (And Which Is MORE SUCCESSFUL)
TRANSCRIPT: As I briefly mentioned in the previous video there are four main types of sales professional they fall into the following categories – Hard worker Lone Wolf Relationship builder The debater Only the debater is going to have success moving forward in complex B2B sales over the next decade. Let’s very quickly run through […]
5 BEST Platforms To Prospect For B2B Business
TRANSCRIPT: So, with that in mind here are the five platforms that are most effective right now the prospecting in B2B sales. You can dive into influencing over email in our email course but the main thing to note here is that you should not get lazy with your emails. They should share something that […]
The Does/Don’t Of B2B Sales Messaging
TRANSCRIPT: Now specific to prospecting and going to give you some do’s and some don’ts for your messaging. These are not hard and fast rules but they are pretty good guidelines when you’re coming up with your initial messaging. THE DON’TS Don’t you repeat your product features/benefits back to the prospect when prospecting. nobody cares […]
Why You Need To “Break Through Obscurity”
TRANSCRIPT: See this as your competitive advantage when you implement a process of touching people multiple times before you make an ask, with scattering of value upfront, before you ask for anything in return because most B2B sales reps are not willing to put in the time and effort to do this. It is something […]
Is Your Personality Type Suited To Prospecting?
TRANSCRIPT: If you realise how important prospecting is and how it can make your life easier you are more likely to have success with it. So here are a series of personality types, some of which are better suited to prospecting than others, however I’m going to neglect to tell you which ones they apply […]