Shareable listers! It’s sales week! And today, we have Jeff’s own business coach Bruce Morrow on the show!
Former salesperson turned coach. Bruce has plenty of experience selling, and now his job is to share that experience with business owners, entrepreneurs, executives, and sales professionals as one of the coaches behind My Food Chain.
In this episode, Bruce cracks down on every aspect of sales: prospecting, pitching, and sealing the deal. Bruce is known for being a passionate coach and entrepreneur, so if you’re looking for quality insight and advice, listen up.
Click to tweet:
- Running time: 41:34
- Subscribe on iTunes and leave us a review
(5:50) – What’s one thing most people get wrong in sales?
Not listening. Too often they either have a misconception or they’re told that they need to be presenting all the time.
The key is to listen and empathize with your prospects, and find out their needs to determine if you can help.
(7:06) – How can you be a better listener?
Ask a question and then stop. To do that, you prepare questions before you go in, but before that, you need to figure out who you’re selling to.
Now, you’ll have some idea who the perfect profile prospect is and why, and you’ll recognize them when you see them.
Most salespeople make it all about themselves; make it about your prospect. Ask them what they need and want. Learn what problems they have and need to solve and why. If you know what they want, then you will know if you can help them. Your job as a salesperson is to help people.
(9:09) – What’s one of the challenges a young salesperson might face?
Young salespeople often have a difficulty asking determining who their ideal prospect is.
Bruce recommends first, asking yourself any you’d ask your prospect. And practice listening!
(12:45) – What are some of the questions you ask yourself when trying to find your perfect prospect?
Be selfish and ask yourself, “What do I want to achieve? Who do I want to hangout with? How much time do I want to spend? When do I want to be done?”
The more you ask and answer the more you define what you’re looking for. Clarity is key.
If you ask for something, it’s amazing how often you’ll get what you want.
(16:39) – How do you find people you want to do business with?
The key is to create a good list, but do it at night when the market’s asleep.
If you know what you’re looking for, then it’s easier to create a list. When you go on LinkedIn you can look through people and create a list of people you want to do business with, then go through the list again and decide based on the information you have on a person to find the perfect prospect.
And when you do reach out, make sure you spell/pronounce their name correctly!
(23:09) – How do you start a cold call? What do you say?
First, you need to realize what the consequences of failure are.
Bruce uses the fear of failure and it’s consequences on his family to motivate himself to make the call.
In addition to fear, Bruce takes advantage of his most productive time of day to make calls.
And to help build confidence, make sure to reward yourself with easy, early wins throughout the day.
(32:02) – How do you assess a prospect’s committment level?
Again, it goes back to asking yourself, “What am I looking for?”
And when you go in for the first meeting, you set the expectations, rules of engagement, and next steps.
You need to continually assess their commitment level, and be willing to walk away if it’s not to your standards.
Bruce’s Simple System:
1. Figure out what you want.
2. Figure out what your values are and what you DON’T care about.
The 20/80 Rule of Prioritization:
If your list of To-Do’s is too big, cut it down to the top twenty percent, then cut it again, and again until it’s a list of tasks you can do today.
CONNECT WITH BRUCE
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.
I know. I’m sorry too, but they got me.