Is sales a learnable skill? If you have to do sales in any capacity (a.k.a. all of us), then this episode is for you. This week’s guest is sales expert Berry Schwartz. Berry runs a highly sought-after consulting and sales training company where he coaches business owners and sales teams on how to hit their sales goals.
Berry and I discussed how to transform your relationship with selling from dread to joy, what differentiates successful salespeople from those that fail, the four pillars of consistently closing sales, and the mindset you need to generate revenue from every lead, qualified or not. If you want to hear some proven, practical tips to become better at sales, starting now, give this one a listen!
It’s human nature to constantly think, “What’s in it for me?”—especially when it comes to business. But this week’s guest turns that thinking on its head, teaching that the real way to succeed is by being a “go-giver,” constantly and consistently delivering value to others.
World-renowned speaker and author, Bob Burg‘s books have sold well over a million copies, and his universally acclaimed business sales book, The Go-Giver, has been translated into 28 languages. In this episode, Bob and I delve into how to cultivate deep relationships with others so they come to know, like, and trust you—and ultimately, do business with you.
We talk about:
- How shifting your focus from getting to giving is the most financially profitable approach to sales.
- The five key elements of value that you must communicate to your customers so that they choose you over the competition.
- How to become an industry influencer by placing the needs of others first.
- The one key question to ask to grow your network and your sales.
When is the last time you hired a salesperson that you think is absolutely perfect for the job, only to find out they can’t close a sale if their life depended on it?
If this has happened to you, you’re in good company.
For a long time, I wondered why this is such a common scenario—why is it that someone can seem like a great salesman, but when it comes down to it, they have a hard time gaining the full trust of clients?