Drink Coffee, Make Friends (That's What Salespeople Do)

At this stage of the sales conversation, the salesperson's role takes center stage. After emphasizing the importance of allowing the prospect to speak for the majority of the interaction (at least 80%), it's now time for the salesperson to engage actively.  Features, Evidence, Benefits, and Agreement (FEEBA)  Now that we've established the importance of selecting relevant features and...

In the realm of sales, there is an undeniable truth: unanimity is a rare gem. More often than not, disagreements and pushbacks are the norm. But here is the silver lining—when someone raises objections, they are engaged, and engagement is the fertile ground for transformation. In this chapter, we are delving into the art of overcoming objections, arming you with techniques to navigate objections a...

Introduction: The Power of Stories in Sales   You have undoubtedly heard that stories hold a unique selling power, but what does that entail? To delve into the realm of captivating storytelling, let us revisit an age-old sales poem that offers profound wisdom: "If you want to sell Jim Jones what Jim Jones buys, you must first see Jim Jones through Jim Jones' eyes."   This timeless ad...

Let's take a moment to recap our journey so far. In episode two, we delved into the art of unlocking our full potential by adopting a sales-oriented mindset. Moving on to episode three, we recognized the importance of comprehending our own professional brand before immersing ourselves in the market. Remaining aligned with our brand became our guiding principle, a theme that carried over into e...

In the world of professional selling, the ability to ask the right questions is a superpower. Your questions are the keys that unlock valuable insights about your prospects. They guide you through the labyrinth of their needs, motivations, and concerns, ultimately leading you to successful sales outcomes. The types of questions you choose to wield can vary, depending on the situation and the infor...

At first glance, networking may seem intimidating. However, when approached correctly, it becomes an incredibly powerful tool for achieving success in both your personal and professional life. Networking allows you to make positive connections and build strong relationships that can lead to valuable opportunities.    The key to successful networking lies in creating and cultivating relationships w...

In the world of professional selling, the saying "You only get one opportunity to make a first impression" holds true. Within seconds, people form their initial judgments about you, which can significantly influence their decisions. I cannot tell you the number of times I wished I had a redo, an opportunity to start over on the conversation. Things I did not know to do, questions that I...

When it comes to communication, it involves more than just delivering a message. It encompasses a multitude of elements that must be considered when crafting your message. A fundamental principle of communication is that the sender holds the responsibility for ensuring the message is understood by the receiver. If this is true, then why don’t people understand what you tell them?  In this episode,...

Getting the appointment is where salespeople earn their living. It is the hardest part of the job, whereas the sales conversation is where salespeople have fun. This episode will explain various sales tactics to help you effectively secure appointments with potential clients. This activity is known as prospecting. As you may remember, my children told their friends that their dad drank coffee and...

The selling profession is often misunderstood and underestimated by many people unfamiliar with the skills and knowledge needed to succeed in this field. My own children, for example, had no idea what I did as a salesperson when they were growing up. They only knew that I drank coffee and made friends with different people. While this is partly true, there is much more to the sales profession than...

In the digital era, your LinkedIn profile is more than just a page; it's your storefront to the main street of business opportunities! Join us for an enlightening episode as we uncover the immense potential of LinkedIn and how it can be a game-changing platform for your professional success. We'll delve into why every ambitious professional should harness the power of LinkedIn. From expand...

Are you ready to conquer the infamous question, "What do you do?" in under 60 seconds and leave a lasting impression? Join us for an episode brimming with practical tips and techniques to craft an engaging and intriguing pitch that captivates your audience! In the world of sales, mastering the art of a compelling pitch is a game-changer. Whether you're at a networking event, social g...

Pour yourself a cup of inspiration as we embark on an exciting journey of self-discovery and personal branding in our second episode! Before any professional salesperson can make an indelible impact on others, they must first understand who they are and identify their unique superpower. Join us as we craft a compelling brand story that will set you apart from the crowd and leave a lasting impressi...

Brew a cup of ambition and get ready to unlock the secrets of the Sales Mindset in our first episode! In this power-packed session, we'll introduce you to the transformative world of sales and establish a fundamental principle: everyone sells ! Whether you're in a traditional sales role or not, the Sales Mindset is a game-changer for achieving personal and professional success.

Get ready for a podcast journey that's all about unlocking your sales potential! Join us next week as we kick off the "Drink Coffee, Make Friends" podcast. Episode 1 dives into what you can anticipate from this exciting series – insights, strategies, and a fresh perspective on building your sales career. Stay tuned for a dose of motivation and empowerment!  #trueblue   @mtsu_business