Shareable listeners! It’s the last day of sales week! We hope all our guests this week have brought you a lot of valuable, and given you the encouragement to kill it in sales.
To close out the week, we have Ash Seddeek on the show to teach us all about how to sell like the top 1% sellers.
If Jeffrey and Jennifer we’re a conversation about best sales practices overall, and Bruce was the coach pumping you up to make them, then Ash is your advanced class.
Ash Seddeek is a professional facilitator of sales and management and leadership programs for corporate clients and the world’s top sales teams.
So yeah, he’s a boss and extra qualified to teach you how to behave like the top sellers. Okay, enough. Let’s get right into it.
- Running time: 40:08
- Subscribe on iTunes and leave us a review
(13:26) – What’s a big mistake that most salespeople make in trying to reach the next level?
Thinking that everything that got them where they are, will get them to the next level.
Ash recommends a mindset shift; opening up your mind to new tactics that broaden your perspective.
(15:03) – What are some of the first things you do when assessing a high performing sales team?
The first thing Ash tries to uncover are how far are they willing to go. What are the limits and ceilings that they’re willing to reach in sales?
The goal is to get your team to realize what’s possible by assessing their current mindset.
(19:56) – What do you do with someone who feels like their market is capped out?
Take it upon yourself to gather market and industry insights to show customers that they could be growing substantially if they broadened their current views.
You need to have a conversation where you get your customer to think about their business in a different way. Because then you’re having a conversation about an opportunity for their business that could also be an opportunity for you.
(22:31) – After you’ve expanded your client’s view of their company, what are your next steps and milestones?
- Ask them to reserve their judgement and suspend disbelief. Sideline their expectations of what they could make.
- Take a look at the customer and what they’re already spending and compare with services that your offering or partners offer.
- Basically, enlarge your field of vision from just the products you can offer to the ones you and your partners can offer.
(25:46) – How much of a salesperson’s ability to drive sales and revenue comes down to relationships?
It comes down to how skillfully you can have that a conversation and change their perspective about how they’re buying with you and also how they view their own industry.
This allows you to position yourself as their advisor.
(31:38) – You’ve got a top seller with the right mindset who’s bringing solutions to a client, what’s next?
Now, you’re getting into value proposition which involves making sure you’ve done your homework and preparing an external solution once you’ve realized that you or your partners cannot meet your client’s needs.
(37:57) – What’s the secret sauce? What differentiates the top 1% of sellers?
The concept of customer success mastery: do such an amazing job taking care of your customers that they have no question in their minds whether or not they want to continue working with you.
CONNECT WITH ASH
- His website
- His books
- His Podcast
- Top 1% Sellers Academy
- @ashseddeek on Twitter
- Ash on Facebook
- Ash on LinkedIn
CONNECT WITH JEFF
- Email Jeff
- @JGibbard on Twitter
- Jeff on Facebook
- Jeff on Linkedin (make sure to introduce yourself)
- Jeff on Instagram
- Jeff on Snapchat
CONNECT WITH CAROLINE
SPECIAL THANKS TO
Caroline, our Producer.
Thanks for everything you do to make this show happen.
Ray, our Audio Engineer.
Thanks for cleaning up our voices and adding all that sexy production value.
Although you eluded me today, I will wait for your sweet and nutty goodness.