Sales Hustle is now Sales Transformation
July 24, 2022

#365 S2 Episode 234 - TRANSFORM AND SELL OUT: The Transformations That Need To Happen In Sales

#365 S2 Episode 234 - TRANSFORM AND SELL OUT: The Transformations That Need To Happen In Sales

In order to reach the next level, things need to change, evolve, to transform.

Greg is back with Collin, and he will be talking about the top 3 transformations that need to happen in sales. Tune in to find out what these 3 transformations are, only here in the latest episode of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

The things sellers can do in a B2C environment
The 3 transformations that need to happen
From pitching to creating awareness
Transforming the seller's role
The transformation from an art to a process

QUOTES

Greg says we must transform, and this is the first one:
“I love the title of your program, Sales Transformation, because its transformation absolutely needs to happen, and there are three that I'm really passionate about. The first one is transitioning from pitching products to creating awareness.”

What Greg suggests as the second transformation:
“The primary role is to be an expert on a customer's buying decision process. Now notice, that I didn't say an expert on the selling process is an expert on the buying process. They should be there to go there and guide, provide guidance, direction, suggestions, to help customers make better buying decisions.”

What Greg suggests as the third transformation:
“The last transformation we were just talking about is transforming sales from an art form to sales as a process.”

Connect with Greg and learn more about what he’s been working on!

About Greg
About Darzin
Darzin Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

About Collin
About Salescast
Salescast Community
Sales Transformation

Wanna kick off your own kick-ass podcast?
Already have one? How about growing it, or even monetizing it?

LET’S TALK.


In order to reach the next level, things need to change, evolve, to transform.

Greg is back with Collin, and he will be talking about the top 3 transformations that need to happen in sales. Tune in to find out what these 3 transformations are, only here in the latest episode of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • The things sellers can do in a B2C environment
  • The 3 transformations that need to happen
  • From pitching to creating awareness
  • Transforming the seller's role
  • The transformation from an art to a process

QUOTES

Greg says we must transform, and this is the first one:

“I love the title of your program, Sales Transformation, because its transformation absolutely needs to happen, and there are three that I'm really passionate about. The first one is transitioning from pitching products   to creating awareness.”

What Greg suggests as the second transformation:

“The primary role is to be an expert on a customer's buying decision process. Now notice, that I didn't say an expert on the selling process is an expert on the buying process. They should be there to go there and guide, provide guidance, direction, suggestions, to help customers make better buying decisions.”

What Greg suggests as the third transformation:

“The last transformation we were just talking about is transforming sales from an art form to sales as a process.”

Connect with Greg and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] My name is Colin Mitchell and welcome to sales transformation, a daily podcast with the best moments from the most respected people in the sales world. The goal of this show is to give you a daily dose weekends included in 10 minutes or less to help transform the way you sell. I hope you enjoy today's episode.

[00:00:20] And now to David to tell you what you can expect in today's episode.

[00:00:29] To reach to the next level. Things need to change to evolve, to transform. Greg is back with Colin and he will be talking about the top three transformations that need to happen in sales. Now, what are these three tune in to find out only here in the latest episode of sales transformation. What are some things that sellers can do if like maybe they've been working in an environment that's more of a, B to C or even just transactional.

[00:00:58] I know my own personal experience was similar to yours where I started in a room and it was like, here's the list? There's the phone. Don't use the CRM cuz it doesn't work. And uh, and it was very transactional. It was like make 150, 200 dials a day. Every time you get somebody on the phone, you had a script and you'd warm.

[00:01:17] 'em up. You'd throw out an offer. They didn't buy throwout another offer. If they didn't buy, change the subject, throw out another offer. If they didn't buy you better get a commitment or you probably aren't gonna have a job. yep. That's that two step, give some information, ask for the order. You didn't get the order.

[00:01:31] Give us more information, ask for the order. Right. So absolutely. And, and you really a great, that was a great question. And, and that's one of the reasons I, I love the. Title of your program sales transformation because of transformation absolutely needs to happen. And there's like, I think three that I'm really, um, uh, passionate about.

[00:01:55] Um, the first one is transitioning from pitching product to creating awareness. In fact on the cover of my book, I have a light bulb because I believe B2B selling is all about creating light bulb moments. Yeah. Where someone goes, ah, you know, I hadn't thought of that. That's a really good idea. Yeah. Right.

[00:02:15] So it's, it's about creating awareness around problems or opportunities that you can help 'em solve. Yeah. Um, the second is the second one is, you know, you ask what seller's role should be. As it relates to selling their product. What should your customers see you as the role? And I hear too, commonly one is I'm the product expert.

[00:02:42] I can help them give them any information they need about that product, right. Or the price or whatever. Um, the second one is I'm the relationship manager. I manage the relationship between their company and my company. Right. That's my job. I link people up. And my opinion is no, neither of those should be the primary role.

[00:03:03] The primary role is to be an expert on a customer's buying decision process. And I notice, I didn't say an expert on the selling process. This is an expert on the buying process. They should be there to go there and, um, guide, provide guidance, direction, suggestions to. Customers make better buying decisions, right?

[00:03:31] Yeah. And they should know that better than the customer or the competition. And then the last transformation is what we were just talking about is transform sales from an art form to sales as a process. And there's all number of really key processes that I point out in my book that are that, that if you're not good at 'em, you're gonna have a hard time being consistently successful.

[00:03:58] Yeah. Yeah. And you know, I think that the, the difficult thing is for a, a lot of sellers is that, you know, there is. Different ways that they've been taught. Right. And some people can just kind of get by and, you know, do half decent working hard. Right. And they think like, that's the answer. I just work harder than everybody else.

[00:04:21] Right. Mm-hmm um, or there's other people that's like, I'm the. Relationship builder. Everybody loves doing business with me, the differentiator in the, in, in, you know, whatever it is that I sell is me. right. Um, and, and then there's people that, you know, props solve problems, but then there's the people who you mentioned with the light bulb, right.

[00:04:43] That can give their, you know, prospects, those experiences of like, ah, never thought about that. Or. You know, why has nobody else told me that? Right. The, the, the seller, that's not scared to ask the tough questions or, you know, challenge their thinking a little bit or tell 'em something that they actually might not like hearing.

[00:05:04] Yeah. Yeah. Yeah. And, and that's, and that's what it's all about is, uh, influencing. We're taught again, to think that influencing comes from telling people stuff. Now, if you only did this right. Or if you did that, but the problem is, is that telling isn't very persuasive? Cause it doesn't cause people to think much instead asking questions, particularly ones that.

[00:05:32] Are provocative. Exactly what you just said there, Colin. Cause people say, Hmm, I hadn't really thought about it. Let me give that some thought. Maybe you have a point there. Yeah. And that creates that, that, uh, that awareness. Yeah. Yeah. And I think that there's even a lot of people that maybe don't fully understand the difference between persuading somebody and influencing them.

[00:05:54] Right. Cause those are two different things, you know? Yeah. People who are trying to persuade people are typically not asking a lot of questions and talking at them and trying to be slick and, you know, Persuade them in a certain way where, you know, influence is more around asking, like you said, uh, provocative questions.

[00:06:13] Yeah. Yeah. I, I, the, the imagery in my mind is always, um, do you wanna be across the table, arm wrestling somebody for the order? or do you wanna be on the same side of the table? Focusing on how do we fix a problem? Yeah. And if you keep that image in mind, then to me, that changes how you approach customers.

[00:06:39] It's like, yeah. Um, we're here to solve a problem. Tell me together, which yes, to J together and, and you raised a great point a few minutes ago about, um, Not really understanding what works or what doesn't work. And, you know, it's kind of like the, uh, how we train, um, you know, animals, they do something and we, and the bell goes off and they get a bit of food.

[00:07:02] Right. Um, and so I, you know, I'm in a situation and I try this closed technique and that closed technique and all of a sudden one works and I go, ah, that was the secret. Right. And so there's a lot of people who've. Um, tried a lot of things and all of a sudden something works and they. Assume that that was the thing that pushed the deal over the, the edge, you know, and often it was, it was probably gonna happen anyway.

[00:07:30] So thanks for tuning in to today's episode. If you're enjoying the show, drop us a review on your favorite podcast platform, and we hope that you'll tune in again tomorrow as we are here for you every day, weekends included to help you transform the way you sell.