Mirroring – Making a Communication Connection

A Communication Connection

Matching the communication style of your customer can help you establish rapport and a connection. Discover the communication elements to mirror and which you should avoid in this two minute training presentation from KO Sales Coach.

If you don’t have much time and you want a little sales boost…check out 2 minute training!

Check back often for new topics or subscribe to KO Sales Coach on YouTube!

Always Be Positive

Always Be Positive

Discover how to ensure your hidden message is aligned with your intended message and the positive words and phrases that lead to sales.

For more “Two Minute Training” presentations subscribe to our YouTube Channel.

What other opportunities have you found to realign your messaging? Share your comments below.

7 Best Free Podcasts on How To Sell

A Great Time to be in Sales

It’s a great time to be in sales. You have amazing technology that helps you stay organized and connect with new customers. You also have more resources than ever before for learning how to sell. One of my favorite ways to learn new information is through podcasts. They offer a convenient way to consume information wherever you are, on your drive to work, around the house or even during your lunch break. Audio podcasts, are especially nice because you can multi-task while you listen!

Here are my picks for the 7 Best Free Podcasts on How to Sell

Best Free Podcasts on How To Sell

Best Free Podcasts on How To Sell KO Sales Coach KO Sales Coach At the K.O. Sales Coach we’re digging in to proven selling techniques that increase your earning potential and take your sales career to the next level. Get sales training, selling strategies, tips and coaching from the pros. Steve Stearns | KO Sales Coach on iTunes / Spreaker
 Best Free Podcasts on How to Sell Sales Gravy Sales Gravy Podcast Jeb Blount is the bestselling author of People Buy You and an internationally recognized expert on sales. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors, close bigger deals, and rock your commission.                                                                                                     Jeb Blount | Sales Gravy Podcast on iTunes
Best Free Podcasts on How To Sell Sell More by Talking Less
Selling More by Talking Less – Sales Training, Sales Motivation, Sales Techniques, Prospecting
Bob Marx | Selling More by Talking Less on iTunes
Best Free Podcasts on How To Sell B2C Sales Coaching
B2C Strategic Sales Coaching Podcast Professional Cold Calling Trainer Author and Coach. Close more calls more often and learn how to dominate telephone sales.
K.C. Bainbridge | B2C Strategic Sales Coaching on Spreaker
Best Free Podcasts on How To Sell Make It Happen
Make It Happen with Keith Keith Antone Willis Sr debuts “Make It Happen” an all new feature taking your business, mind and money to new heights! Learn from the SALES PRO and more!
Keith Antone | Make It Happen with Keith on Spreaker 
Best Free Podcasts on how to sell advanced selling
The Advanced Selling Podcast Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You’ll discover how you can shift your mindset, win with prospects and build long-term relationships.
Bill Caskey and Bryan Neale | The Advanced Selling Podcast on iTunes / Tunein
Best Free Podcasts on How To Sell The Brutal Truth
Are you sick of empty suits telling you just work harder? – Learn about The Maverick Selling Method, models the world’s best salespeople and what they do differently. If you are in sales and have a passion for selling you will like this podcast.
Brian Burns | The Brutal Truth About Sales & Selling on iTunes

Conclusion

Listen to any or all of these “how to sell” podcasts and take advantage of your free-time during the day. Picking up a few new ideas, getting motivated or just revisiting the basics can make a difference and help you make more money this year!

Do you know of another show we should add to the list of Best Free Podcasts on How To Sell? Leave a comment below and share it with us!

 

How to Improve Sales By Forgetting What You Know

Forget What You Know

Would you be surprised to learn that there’s an advantage new salespeople have over those of us who’ve been doing this for awhile?…and it all has to do with what we think we already know.

On today’s show discover:

  • …when making assumptions in sales can hurt you;
  • … how to stop yourself from jumping to conclusions;
  • …and how putting assumptions away can work to improve your sales.

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Advantage or Disadvantage

One challenge veteran salespeople have is also something many feel is an advantage and that is this belief that “you already know what your customer wants, because you’ve  heard it all before.” On the surface it may seem like an advantage but this sort of thinking leads to missed opportunities and lower sales.
If this sounds like you, it’s not your fault. Jumping to conclusions is something we’re wired to do.

In fact, it’s an important part of our evolution and survival. Being able to quickly learn and associate certain things with danger helped our ancestors stay alive. It’s also possible to get so convinced that your assumption is right it’s hard to even consider other possibilities.

I hear assumptions made on the sales floor all the time. “She won’t buy it, it’s too much money for her.”, “he won’t like that color it’s not manly enough”, No one from “New State-ia” has any money”, “I know what she wants, they all call for the same thing.” Clearly, these are dangerous traps. Traps that top salespeople simply don’t fall into.

So how do you avoid making dangerous assumptions during your sales?

First – Ask about Everything

The very best way to avoid making assumptions is to ask your customer instead and work hard to separate assumptions you’ve made from the facts you’ve been given.

For example, If a customer is calling on a particular number that was only given out during a radio ad you might assume she heard about your product on the radio. However, you recognize that this is an assumption on your part so you ask. “Did you hear about the product on the radio?” “No, actually my friend took down the number and said I should call.”

This is great information to know! Now you can tailor your approach and provide the additional information this customer missed from the radio show. You just increased your chances of making the sale!

Ask for Clarification

Many times customers will give you surface information and based that you jump to a conclusion, missing really important details.

For example a customer who is interested in a product that helps with sleep might say “I’m really interested and I think my wife could benefit from this too.” Now, you might assume his wife has trouble sleeping and could use the product as well. However, you recognize that you’re jumping to a conclusion so you ask for clarification.

“So, your wife also has trouble sleeping and might benefit from taking the “Sleepy Time” product?” “Oh, no she doesn’t need to take it but I know I keep her up at night with my tossing and turning. She’ll be glad when I can get a good night’s sleep, so she can too.”

Be inquisitive

One of the very best ways to avoid making assumptions is to be inquisitive and curious about what you’re customer is telling you. One of the best phrases you can keep in your tool box is “tell me more…”. When you say something like “tell me more about why getting a good night’s sleep is so important to you…”  you’ll get more information and a better understanding of your customer’s needs and wants. You’ll be surprised how many more opportunities you’ll discover by using the phrase “tell me more….”

Finally Be Reflective

It can be a very powerful thing to review your customer interactions after the fact and think about the assumptions you made. What opinions did you act on that didn’t work out? What conclusions did you come to that weren’t based on fact?

Every time you review and identify the assumptions you made, will make you that much better at avoiding those same mistakes in the future. Don’t forget to pat yourself on the back once in awhile too! Relive those successful sales and identify when you were inquisitive and asked for clarification.

Summary

Top Salespeople don’t assume they know everything about their customer because they know each one has complex and unique needs, wants and challenges to overcome. Forget what you think you know and gather the facts; it’s a better experience for you and your customer.

Today’s One Two Punch:

Gather the Facts to Sell More (like the top salesperson you are)

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