I recently had the pleasure of interviewing Mary Anne Davis the author of a new book entitled ” The Sales Messager“. If you are involved in the sales profession then you will certainly want to listen to this podcast from Mary Anne which has a practical message that will improve your sales performance.
We speak about the fundamental habit of “planning your work and working your plan”. There is not a salesperson who does not know just how important this simple yet what seemingly can feel like a monumental task. Planning your day and time is probably one of the most important fundamental tasks that a salesperson and has the highest payoff. Mary Anne talks with me about the use of color coding your calendar, using Green, Red, Blue and Orange to indicate the specific activities that one will perform on specific days. Our dialogue together reminded me of something that I was taught to do sometime ago, but had stopped doing for some reason—and I need to get back to it, for it really works.
The sales process is mades up of many different elements, and Mary Anne has specific advice about answering objectives, developing qualifying questions, looking at the pain/problem and remedy/solution. A very important element of the sales process is in developing qualifying questions, it has been said that the salesperson that can qualify his or her prospects through the use of good qualifying questions will most likely be miles ahead of his or her competition for they know the prospects needs. If the salesperson is able to get his or her prospect to trust them, and engage in answering the qualifying questions they can find out the pain/problem and identify the remedy/solution that their product or service will provide. Even if the sale is not made, the opportunity to ask for referrals and get them is highly likely due to the time and energy they put into developing the relationship with the prospect.
If you are a seasoned veteran or a new salesperson just getting started, I can highly recommend Mary Anne’s new book “The Sales Messenger“. The message is one that any salesperson could hear a thousand times, and each time you read it you most likely would be reminded of things you can do to make yourself a better person, and is so doing become a better salesperson.
Please click here to be directed to her website for more information about the book. Enjoy this interview with a seasoned sales master!!!!
I thoroughly enjoyed my interview with Maribeth Kuzmeski. She is one of the most knowledgeable authors that I know working with business marketing professionals to sharpen their connection skills.
You might be asking just what are connector skills, well it is that wisdom that you posses within to reach out at the right time and speak with someone who you think just might be able to help you jump start a project or a business idea. Maribeth says to forget marketing tactics or business school best practices. Those are handy, but its’ really people–and the relationships you build with them–that form the cornerstone of long-term success, sales growth and excellence. Whether you’re a salesperson, an entrepreneur, or an executive, your ultimate job is to bring in clients and keep them.
Maribeth’s new book, “The Connectors“, presents a five-step methodology that helps you to build the kind of high-quality relationships that lead to lifelong clients, repeat customers and endless referrals.
Inside her book you’ll learn how to:
- Stop networking and start truly connecting
- Create an avalanche of referrals and an army of happy customers
- Become a “connector”, even if you’ve never been a “people person”
- Find your social IQ–and improve it
- Put relationship-building principles to work daily
- Focus on others and reap the rewards yourself
- Ask the right questions–and sell without selling
- Differentiate yourself through the impact you have on others
These skills and more are revealed in “The Connectors“. My interview with Maribeth also reveals many of the benefits of learning how to become a better connector. I recommend that you listen, and learn from this master in her field.
If you are looking to build relationships, and make more meaningful connections then this is a must read book. If you would like more information about Maribeth and her services I recommend that you visit her website by clicking here to learn more. Enjoy this wonderful interview.
I have been a personal friend with Lou Cassara for over six years. We met at a Spirit in Business conference in Santa Fe, NM. Lou was attending the conference to better understand the concepts behind the triple bottom line for business. If you are not aware of the triple bottom line, it is people, planet and profits.
Lou has always been a trendsetter when it came to working with his financial services clients. He is part of a very prestigious group of men and women who make up the top one half of one percent in the insurance industry.
His book, “From Selling to Serving“, is about the process that Lou has developed to help him stay in the top of his industry, and he explains the very important aspects of how to better understand and work with clients/customers in any business. His “Client Creator Process” has been taught to thousands of sales and marketing people throughout the financial services and has helped so many sales people understand the simplicity of attracting and retaining customers.
Lou has found out that how you communicate with your clients accounts for 85% of the relationship. Yet most sales professionals spend only 15% of their time developing these vital skills and abilities. People buy from people. Relationships, not products are the key. Changing the way you think about these relationships, and moving from a selling to serving mindset creates unlimited opportunity.
I hope you enjoy this interview with a true master in his profession, and someone who will teach you how to attract, connect and commit by aligning intention with actions.
If you would like to know more about Lou Cassara and his book “From Selling to Serving” please click here to access his website. Enjoy our interview together.
Are you interested in learning how to energize growth in your business?
If this interests you then you are going to love my interview with author and business consultant Lisa Nirell.
Her new book entitled, “Energize Growth Now”, is all about how you can make a shift in your business growth by working smarter and not harder. I know that for most entrepreneurs the hours dedicated to launching a new business are endless, and then when you get momentum, often the zest you had for the business is lost because you are not using as much of your creative energies. Your business becomes more process and procedure without creative energy.
Lisa says that it takes clear vision and enduring principles to succeed over the long term. Her new book “Energize Growth Now” shows you how to:
- Avoid the pitfalls of running a growth company.
- Tackle the common misconceptions that distract from your goals and sabotage good ideas.
- Create a vision of your business’s future that keeps everyone focused and energized.
- Develop a strategic growth plan that actually works
- Adopt quickly to changes in your market and your business.
- Link your brand to your growth plan to maximize market traction.
- Launch online communities and social networks that foster long-term relationships and develop true customer evangelists.
In her book, Lisa addresses how beliefs can pose one of the biggest threats to our business growth. You see our brains process the incoming data and decide if it is important or not to our success. As a result of our filters we form our own reality, and as a result of our realities we begin to believe or not believe what may play an important role in our personal and business success.
If you are interested in moving your business to a whole new level of creativity, innovation and growth, then I highly recommend that you listen to my interview with author Lisa Nirell. Her book, ” Energize Growth Now“, is a wonderful read, and she is an inspiring consultant and coach.
If you would like to learn more about Lisa and her services please click here to access her website. Enjoy our interview, and if you have additional questions please email Lisa through her website.