Sales Influence Podcast

Latest Episodes:

How to Motivate Your Team | #425 Jun 14, 2024

Show notes

Fear, apathy, and skepticism are common barriers to motivation, and managers need to address these issues by providing clear training, showing the value in employees' work, and connecting tasks with outcomes to motivate their team and reduce doubts.

00:00 Fear, apathy, and skepticism are the three categories that hold people back from being motivated.
01:01 Look for symptoms of skepticism in employees such as tardiness, laziness, negativity, and uncooperativeness.
01:35 Employees lacking quality work may be anxious and nervous due to fear of not knowing how to do something, which can be solved by providing clear training and guidance.
02:36 Managers need to show employees the value in their work to prevent apathy and lack of motivation.
03:08 Connect the task with the outcome and value to overcome apathy and skepticism in sales.
04:04 Show the purpose and value to motivate skeptics and reduce their doubts to be successful.
04:57 Release the mental breaks of fear, apathy, and skepticism to motivate your team and show them value.
05:39 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone, always making the client look good.

STOP Using Weasel Words - Confidence Killer | #424 Jun 14, 2024

Show notes

Using weasel words undermines confidence in sales communication and it's important to eliminate them to build confidence and persuade customers effectively.

00:00 Stop undermining your sales success and ability to persuade by using weasel words without realizing it.
00:32 Customers want confidence to make buying decisions, so it's important to differentiate yourself when presenting your product or service.
01:07 Using weasel words undermines confidence in communication with clients, so it's important to avoid them.
01:45 Stop using weasel words like "could, might, may, probably" and be more assertive in your language to build confidence.
02:22 Stop using weasel words in sales to avoid feeling better about not being pushy and start being more confident.
02:44 Using weasel words like "might, could, may" kills customer confidence in making buying decisions, which is crucial in a market where products and services are almost identical.
03:14 Stop using weasel words like "may, could, might" when selling, as it undermines your confidence and ability to convince others.
03:35 Eliminate weasel words from your speech to boost confidence and sales.
- Record yourself speaking, listen for weasel words, and eliminate them to improve your sales rates.
- Be aware of and eliminate weasel words from your presentations and conversations to improve confidence and sales influence.

Training for Results Formula | EP 423 May 20, 2024

Show notes

Here's a simple formula to follow when training salespeople or talking to customers to achieve higher retention.

Strong v. Weak Salespeople - What the Data Shows | #422 May 13, 2024

Show notes

TLDR: High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 1. 00:00 Strong salespeople have verbal acuity, which determines their level of access within a company. 2. 01:27 High performers in sales have better verbal communication skills, are achievement oriented, and often have a background in individual or team sports. 3. 02:37 High performers use tools like CRM at a higher rate than low performers, which increases their chances of managing sales. 4. 03:17 Strong salespeople are dominant and proactive, while weak salespeople are submissive and reactive in their sales approach. 4.1 High performers have a relaxed dominant style in sales, while low performers have an anxious submissive style. 4.2 Weak salespeople are submissive and reactive, while strong salespeople are dominant and proactive in guiding the conversation. 5. 04:53 High performing salespeople have a higher degree of inward pessimism, which leads them to question deals more and qualify higher, despite projecting an outwardly optimistic attitude. 6. 06:10 High performers collaborate with sales managers on strategy and tactics, while low performers rely on managers for help, and high performers thrive in a company with defined moral compass and accountability. 7. 07:28 High-performing salespeople possess verbal acuity, are achievement-oriented, power users, have a dominant style, and are inwardly pessimistic, working collaboratively with high morale and accountability. 8. 08:32 Focus on delivering real content, engaging the audience, and motivating them to push beyond their comfort zone to make the client look good.

Confidence Killer - Using Weasel Words | EP421 May 07, 2024

Show notes

You will kill a buyers confidence when you use weasel words or ventilating modifiers.

4 Ways to Overcome Price Objection | EP 420 Apr 26, 2024

Show notes

Here are 4 ways to overcome price objections: 1) Compared to what 2) Cost of Inaction 3) Price versus Cost 4) Down selling

ShuHaRi - Developing Your Selling Style | EP421 Jan 16, 2024

Show notes

When I started using the script, it felt very unnatural. Then, after some time, I started adapting it a little bit, and it became more comfortable, and my close rate continued to go up. Why? I had gone through the process of 'Shuhari,' a concept in traditional Japanese martial arts that describes the stages of learning and mastery. It consists of three phases:

Shu (守 - "Protect"): In this stage, the learner follows the teachings of a master without deviation. It involves learning the fundamentals and techniques precisely as taught.

Ha (破 - "Detach" or "Break"): In this intermediate stage, the learner starts to break away from tradition. They explore variations, modifications, and adaptations of the learned techniques. This phase encourages creativity and a deeper understanding of the art.

Ri (離 - "Leave" or "Transcend"): In the final stage, the learner transcends the teachings and forms their path. They have internalized the principles and are no longer bound by the specific teachings of a master. It's a stage of self-discovery and mastery.

#shuhari #sellingstyle

Connecting with Emotional and Rational Buyers - EP420 Jan 09, 2024

Show notes

In this session, you'll learn the difference between how rational and emotional buyers make buying decisions. You'll also be asked to evaluate what type of speaker, presenter or trainer you are and why it's critical that you align yourself and your material with their audience. Whether you're an entrepreneur, small business owner or executive, aligning with your audience will help you become more persuasive. Lastly, you'll learn the 3-Step BLEND formula for creating a presentation, speech or training material that connects with both rational and emotional buyers.

AI Will Eliminate Jobs - #419 Aug 31, 2023

Show notes

AI will eliminate, not displace, jobs over the next few years with almost 20% of jobs globally being eliminated.

AI Wrecks the Sales Market - #418 Aug 27, 2023

Show notes

AI will change how we sell and how buyers buy.