Have you checked out the Talking Sales Success Summit yet? Over two days I will be interviewing 10 experts on what separates sales superstars from sales dreamers and sales rockstars from sales losers. During 10 hours of pure sales training gold I will be seeking to discover secret sales strategies, little known selling tactics and proven techniques that you can use right away to make more sales.
And you’ll be pleased to know that I have hand-picked these experts not because of the books they’ve written (although many of them have) nor because of what the press says about them (although they do get great PR!)… No, I have selected them because of what they have to say about specific areas of the sale. You might recognize some of them, you might not recognize some of them but they all have one thing in common… I have tracked them down because they can help you to unlock sales strategies and tactics that will help you to make more sales. In the rest of this post I am going to introduce you to the experts, their backgrounds and some of their tips and strategies. Enjoy…
Philip Hesketh author of “How to Persuade & Influence People” talks about the Psychology of Persuasion.
Philip is a professional speaker on ‘The Psychology of Persuasion’. He combines a powerful mix of thought provoking, well researched, persuasive techniques with a unique brand of humour. He inspires, entertains and informs on how buying, selling, persuading and influencing work. His book, ‘How to Persuade and Influence People’ is an Amazon number one best seller.
- Ask more questions.
- Ask supplementary questions when you get the answers.
- Establish the compelling emotional reason(s) to buy.
- Always talk value not price.
- Establish the buyer’s expectations.
- Manage those expectations.
Simon Hazeldine author of “Bare Knuckle Selling”, “Bare Knuckle Negotiating”, “Bare Knuckle Customer Service”, “The Inner Winner” and, “The 7 Inner Secrets of Highly Persuasive People” talks about The Bare Knuckle Selling & Negotiation Process.
Simon works internationally as a Professional Speaker, Performance Consultant, Corporate Trainer and Executive Coach in the areas of sales and negotiation, persuasion, influence and leadership. He has a Masters Degree in the Psychology of Performance, is Certified as a Master Practitioner and Trainer of NLP, and is a Fellow of the of Sales & Marketing Management. He is the bestselling author of several business books that have been endorsed by business leaders including Duncan Bannatyne from “Dragon’s Den” and multi‐billionaire business legend Michael Dell.
On negotiation Simon says…
- Set your objectives – aim high!
- Be firm and flexible – be persistent in pursuing your objectives but not rigid in pursuing any particular solution.
- Know your LIM Know your BATNA.
- Give them a good listening to!
- Ask lots of direct questions and listen the answer.
- Listen more than you speak.
- Seek information – Give information.
- Focus on underlying needs rather than positions.
- Understand their motives and what they want.
- Acknowledge and express emotions (rather than be emotional).
- Reward signals, encourage flexibility.
- Summarise regularly.
- STOP! Step back , think, organise your thoughts, proceed.
- Give To Get If You… Then I…
- There is no such thing as a free lunch!
- Be flexible, be creative.
- Can you meet their needs in a way that benefits you too?
- Nothing is agreed until it’s all agreed.
- Trade low cost for high value (and vice versa).
- The real work starts after the negotiation stops – make the deal work.
Ari Galper Founder & CEO of Unlock the Game® talks about How to ELIMINATE Personal Sales Rejection Forever…And Make More Sales.
Founder & CEO of Unlock The Game® Ari Galper is the Creator of Unlock The Game®, a new sales mindset and approach that has revolutionized the world of selling. With a Masters degree in Instructional Design, which strongly analyzes the way people learn, and supplying nearly two decades of experience in direct selling in a variety of industries, Ari has pioneered a breakthrough sales system – Unlock The Game – through his experience working with iconic companies such as UPS and QUALCOMM over the past twenty years. Built on the concept of authentic communication and trust, his visionary approach to selling relieves the pressure for both the seller and buyer, producing profound results.
He has shared the stage with fellow entrepreneurs, including Joan Rivers, Mark Victor Hansen, Dan Kennedy, Harry S. Dent, Christopher Howard, Bill Glazer, Alexandria Brown and many others. His strategies have been used by countless global organizations throughout the world. Ari’s mission is to help business owners, entrepreneurs and sales professionals, break through their fears of selling as well as create a better lives for themselves, their families and, of course, their clients. Unlock The Game is quickly becoming a standard for how to create genuine trust for anyone who sells a product or service.
- Diffuse Pressure.
- Get to the Truth, Not the sale.
- Be a problem-solver and trusted advisor.
Andy Smith author of “55 Ways To Increase Your Emotional Intelligence” talks about How to Create the Life You Want.
Andy Smith is an Emotional Intelligence coach, Appreciative Inquiry facilitator and NLP trainer. He specialises in the practical application of leading-edge approaches to the personal development of leaders and key professionals. Andy’s work ranges from executive coaching (using the Hay Group’s Emotional Competence Inventory 360º assessment as a starting point) to the design and delivery of coaching skills training for managers and coaches. He has developed a number of coaching models which incorporate appreciative and solution-focused tools in practical and jargon-free formats and has written two books.
Will Kintish talks about The Secrets of Great Networkers.
Will Kintish was a practicing accountant for nearly 30 years. During most of those years selling, marketing and business development generally were not activities associated with his profession. It is only now, in today’s modern and competitive world are the professionals expected, not only to be great technicians but to be able to help bring business in. This is often uncomfortable for most people. In the last 9 years since leaving the profession he has presented to over 50,000 professionals and business people across Europe.
Will shares 10 strategies for when networking works…
- when the right attitude is in place.
- when comfort zones are stretched.
- when patience and persistence is in evidence.
- when the right clients are exchanged for the wrong clients.
- when the first move is made.
- when the right impression is made from the start.
- when an interesting introduction is used.
- when listening occurs far more than talking.
- when there is an active follow up.
- when being generous is seen as the key to networking.
David Shepherd author of Presenting Magically talks about “How To Double Your Sales By Asking 3 More Questions“.
David Shephard is the Managing Director and Head of Training and Research for The Performance Partnership. The Performance Partnership was founded in 1993 and has become one of the fastest growing NLP training and consulting companies in the UK, attracting clients from all over the world. It is dedicated to providing them with the very latest developments in advanced human communication and change technologies.
Rob Brown talks about “How to Build Your Reputation”.
Jill Konrath author of “Snap Selling” talks about “Selling to Crazy-Busy People“.
Jill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She’s the author of two bestselling sales books and is a popular speaker who helps sellers crack into new accounts, speed up sales cycles and win more business. She likes to work on:
Tough Challenges. When Jill recognized that the crazy-busy work environment was wreaking havoc with sellers, she immersed herself in the issue till she discovered new strategies that worked. The result? SNAP Selling, her highly acclaimed new book that jumped to #1 on Amazon within hours of its release — and continues to be a top seller.
Big Issues. Jill’s initial book, Selling to Big Companies, addressed a major sales problem that continues today-how to set up meetings with prospects who’d rather avoid salespeople all together.
Unsolvable Problems. When the economy tanked in 2008, Jill realized that most job seekers had no idea how to “sell” themselves. Instead, they were commoditized by their look-alike resumes and using reactionary job-hunting skills. So she wrote Get Back to Work Faster, a game-changing career book at the same time she launched a free monthly webinar series.
Alan Fendrich talks about How to Stop Hiring Salespeople By “Gut Feel.”
Alan Fendrich is married for 34 years and a career entrepreneur. In 1993 Alan founded a company, Radio Profits Corporation, that through luck and good fortune was wildly successful. The company’s success caused him to have to hire 300 salespeople a year who generated more than 60,000 individual sales a year, and until he sold it in 2000, more than $84,000,000 in sales. In the process of hiring all those salespeople, he developed the Advanced Hiring strategy which cut the sales turnover in half and doubled the number of top sales performer hires.
When he sold that company in 1999 he retired for a half year, realized he was not cut out for retirement and founded Advanced Hiring System so that he could continue to work with businesspeople. He spreads the word wherever he can that sales hiring can be a lot more successful than most managers are experiencing.
Jim Rees author of “Maximise Your Mind Power” talks about how We are all Built for Greatness and asks What mark are you going to leave?
Having completed 3 consecutive solo finishes in what is considered to be one of the toughest races on the planet – The Race Across America in 2007, 2008 & 2009 and going faster each year – Jim Rees has a deep understanding of what it takes to push beyond what most people think is possible. Jim is no stranger to endurance races. He’s competed in 10 Ironman triathlons around the world including the famous Hawaii Ironman and has represented GB in his age group in 2 world long course championships. Jim also set a new world record for 24 hours of non stop cycling on a static Watt bike at last year’s London Cycle Show – cycling 448 miles.
Drawing from his personal, sporting and professional career, Jim has seen and experienced perceived impossibilities turn into reality. From this, he absolutely knows that the majority of us are barely scratching the surface of our potential, whether that’s on the tennis court or in the boardroom. For the past 8 years Jim has been running Ripple Leadership which focuses on individual, team and organisational potential.
- Be aware of the patterns of behaviours and the finger print they leave in every interaction.
- Discover the beliefs that you hold about yourself, the company, the product, the economic environment, your boss etc.
- Commit to seeing it through to completion.
- Learn how to perform under pressure.
- Learn to be present – totally there for someone.
- Take 100% personal responsibility for everything that is showing up in your life.
- Success and failure are learnt behaviours and are not permanent. They are all part of conditioning.
If you want to check out the 10 hours of sales expert interviews then say yes by clicking on Talking Sales Success now.