#006: Game Planning Your Selling Process | Interview with Marc Wayshak

 

It’s time to create a consistent selling process for your business. Are you tired of an up and down roller coaster ride of a sales process? This week’s podcast guest will help you smooth out that bumpy ride by following a prospecting, and selling system.

Marc Wayshak is the author of the book Game Plan Selling. This book focuses on how to go from using high pressure sales tactics to a doctor like mindset that will help you convert more prospects into customers. It’s time for you create your prospecting playbook, and follow a game plan in every aspect of the selling.

 

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Resources

Marc Wayshak

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

#005: How to Bring The Human Side to Business | An Interview with Chris Smith

How can you use technology to improve relationships?

That’s the question Chris Smith is focused on answering. Chris is the author of the book Peoplework, Peoplework is a better way to run a business, by putting people first, in a digital-first world. Peoplework is the new revolution, a post-industrial and post-digital revolution that we call the people revolution.

In this episode, we talk about the importance of using systems and technology to allow you to focus on adding the human touch. To grow you business you need to focus on creating great relationships with your customers this interview will help you get started…

 

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Resources

Peoplework: How to run a people-first business in a digital-first world

Curaytor

Stacey’s Interview on #WaterCooler

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Sell Smarter – This is How

 

One of the most common mistakes I see sales people make is that when they are in front of a qualified prospect, they spend too much time selling what they do.

“I sell real estate….here are all my awards to prove it….”

“I sell cars…here is my inventory….”

“I do mortgages….here are my rates…”

The problem with explaining WHAT you do to your prospect is that there are thousands, maybe even hundreds of thousands of people who do what you do.  You are not special because you sell real estate, cars, mortgages….or whatever else.  No, what makes you special is HOW you do it. Your prospect already knows WHAT you do.  That’s why they are sitting in front of you.  What they don’t yet know is what separates you from the thousands of others that do what you do.  If you don’t share your HOW rather than your WHAT then you chance losing the customer….or even worse, you lead the prospect to negotiate your price (ie commission or interest rate). If you are the same as all the other people in your industry why should someone pay you for your value? Surely there’s someone else doing what you do for less.

Now, when you get to your HOW that’s when you go from sales person to sales professional.  When you can eloquently explain the difference in how you do things as compared to how everyone else in your field does things…then you elevate yourself above the masses.   I encourage you to go so far as to explain how MOST in your field do things and then go on to explain how YOU do them.

This is how THEY do things…. ABC

This is how I do things… XYZ

Your customers are not paying for your WHAT….they are paying for your HOW.  If you want to get paid what you are worth, first understand what you are selling and if you are just selling WHAT you do, you’re going nowhere fast.  Why do you buy your coffee at Starbucks, your steak at Capital Grille, or your kid’s doll from American Girl?  You are not buying a WHAT….you are buying a HOW.  So get out there and sell your how.

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.