Sales Hustle is now Sales Transformation
Aug. 10, 2022

#382 S2 Episode 251 - MORE THAN WORDS: Take Action, Take Control, Take It All Home!

#382 S2 Episode 251 - MORE THAN WORDS: Take Action, Take Control, Take It All Home!

TALK, TALK, ALL TALK, AND TALK SOME MORE.

We keep talking about what we think but forget to ask, forget to listen, forget to take action, forget to take control.

Join Larry and Collin as they talk about asking and listening, taking action and control, and the 5 pillars of leveling up your game. Tune in now and get hyped with Larry in this latest episode of Sales Transformation!


Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

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

HIGHLIGHTS

WIIFM - What's in it for me
Why you should take action
You have to care
The 5 pillars of leveling up your game

QUOTES

Collin - Ask the right questions to find out the pain points:
“And the thing is, you have to be good at asking the right questions, you talked about asking the right questions to help, because sometimes the pain is there, and they don't even know it.”

Larry - Action speaks louder than words:
“Do you care about that person on the other side, and not just care? Like, oh, yeah, I care about him. Care about him through your actions. Your actions speak so loud, I can't hear what you're saying.”

Larry - Take full control:
“That's a quote from Jim Rohn. Either you run their day, or your day will run you.”

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

About Larry
About LLJR Enterprises
LLJR Enterprises 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.


TALK, TALK, ALL TALK, AND TALK SOME MORE.

We keep talking about what we think but forget to ask, forget to listen, forget to take action, forget to take control.

Join Larry and Collin as they talk about asking and listening, taking action and control, and the 5 pillars of leveling up your game. Tune in now and get hyped with Larry in this latest episode of Sales Transformation!

 

Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

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

HIGHLIGHTS

  • WIIFM - What's in it for me
  • Why you should take action
  • You have to care
  • The 5 pillars of leveling up your game

QUOTES

Collin - Ask the right questions to find out the pain points:

“And the thing is, you have to be good at asking the right questions, you talked about asking the right questions to help, because sometimes the pain is there, and they don't even know it.”

Larry - Action speaks louder than words:

“Do you care about that person on the other side, and not just care? Like, oh, yeah, I care about him. Care about him through your actions. Your actions speak so loud, I can't hear what you're saying.”

Larry - Take full control:

“That's a quote from Jim Rohn. Either you run their day, or your day will run you.”

Connect with Larry 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] People talk, talk, talk, keep talking some more. We keep talking about what we think about, but we forget to ask, forget to listen. Forget to take action and forget to take control. So join Larry, Colin this day. Talk about asking the right questions, listening to response. Taking action, taking control and the five pillars of leveling up your game.

[00:00:53] Tune in now and get hyped with Larry Long. In this latest episode of sales transformation. Hey, Colin. I know you listen to the same radio station that I do. W I, I FM also known as what's in it for me. That's what every prospect is asking. Hey, Larry, you called me. You emailed me. You sent me a little funny gift G on social, but all I care is what's in it for me, man.

[00:01:20] Can you make my life? Can you help me earn, generate more money? Can you help me save time? Can you help me reduce costs if you can't communicate and show me what's in it for me, ain't nobody got time for that. No, exactly, exactly. Um, and, and, and the thing is, is you have to be good at asking the right questions.

[00:01:44] Right? You talked about asking the right, you know, asking questions, you know, to help because sometimes the pain is there and they don't even know. Right. Or the pain is greater than they even think like, yeah, we're not, you know, this is the problem. Well, what does that mean for your business? What does that mean for you personally digging deep, like, oh, that means we're not gonna grow by X amount.

[00:02:06] Oh, that means I'm not gonna hit my bonus. Oh, that means that I can't take my family on that vacation that I've been thinking about. Dig deep on like. Not solving that problem or, you know, have Remming that pain. What does that actually mean for the individual? Colin? You hit it on the head. And when I think about it, it's when I go to the doctor and he starts to wiggle my arm and I'm like, ah, I told you I was a seven, but I'm really a, a 14 on a scale of one to 10, a pain.

[00:02:33] So you ready to get surgery now? No, I need to be a 20 in order for me to take action. But you, you talked about double clicking, triple clicking, peeling back the onion. There's a book called spin selling. I love it. Cuz they talk about the power of implication questions. So Larry, if you don't do anything.

[00:02:53] Hmm. What does that look like when your son is 16 and trying out for the high school squad, are you gonna be able to throw with him on back to back days? Hmm, that's a great question, doc. And I already know the answer, but I'm gonna tell you, yeah, I'm gonna be able to tough it out when I know. No. Hey, Larry, how is that going to make you feel when you can't throw with your son and get him?

[00:03:16] Ooh, it's gonna make me feel bad. Hey Larry, are you ready to take action? Because I've essentially got the needs payoff. When you look at spin selling the situation, the problem implication and needs payoff, the implication and the needs payoff. That's where the fire happens. Essentially. I'm gonna paint the, the picture is kinda like Dr.

[00:03:35] Jeko and Mr. Hyde, I'm gonna be the bad cop and now I'm gonna turn around and I'm gonna be the good. Because I've got a solution for you. I've got something that will, ah, it'll solve all your problems. Yep. Yep. Wow. Yeah. I gotta check that book out. I haven't heard of that one. Yeah, it's a good one. So tell, I know you're big on, you're big on motivation, right?

[00:03:59] And this is something that I think a lot of sales people struggle with, especially ones that have been doing it for some time. Maybe they get to that certain revenue mark, and it's like, you know, to get to the next level. It's just, how do you, how do you motivate, you know, Sales people. And how do you help them self motivate themselves?

[00:04:17] That that's the key. So I can't motivate anybody. And I had the, uh, privilege, uh, today is, yeah, I had the privilege earlier this week to work with two sets of experienced sales reps. And they said, uh, they, they told me Larry don't come in with that basic elementary stuff. I said, well, It's all about the basics.

[00:04:35] So I came in and I said, Hey, I know you guys are all stars. You guys and gals are sales superstars. I've heard that y'all are goats greatest of all time. I hear that, but I don't believe it. And I've got some questions for you. Number one, the question is care. Do you care? Number one, do you care about yourself?

[00:04:54] Your mind, your body and your soul. Are you taking care of yourself? Are you putting on your oxygen mask before you try to put on oxygen to your clients, your future clients also known as prospects, your colleagues, those folks that are on the call that are in marketing. If you can answer that question truly.

[00:05:14] I think that there's some room for improvement. Do you really care about what you. The mission and the vision of the solution that you provide. Do you care about that person on the other side and not just care? Like, oh yeah. I care about 'em no care about 'em through your actions. Your actions speaks so loud.

[00:05:32] I can't hear what you're saying. Sales is not a four letter word, but life is, and life is tough. It's tough to be a sales professional, but also to be a professional, you've gotta always look to level up. If you get to a place where you say, Hey, Larry, I'm at the top of my game. It's time for you to hang him up.

[00:05:51] If there's no room for you to improve, it's time for you to retire because Russell Westbrook, if you follow the NBA, he averaged a triple double three seasons in a. He was still working on his game during the off season. LeBron he's the king I'm down with the king. He's always looking for ways to level up his game.

[00:06:12] So if I'm a sales professional, I better start acting like a professional. I better be working on my game and how I do that with myself and my team. I break it down into five pillars. Number one is company. The mission, the vision, the goals, the who, what, when, where, why? Number two is the industry. And for us, we're in athletics industry, as well as technology we're in SAS.

[00:06:36] Number three, the product, I better know the product inside and out, and I better be able to communicate what our product, what issues and problems our pro, our product solves. Number four, tools and resources that Salesforce SalesLoft it's, uh, our network it's, uh, The internal resources, who do you know, uh, who knows you?

[00:06:59] It's the external resources and then number five is sales skills essentially. Am I working on my questions? My discovery game. Am I working on my time management, which a lot of folks struggle with. They, they don't, they don't run their day. Therefore their day runs you. That's a quote from Jim RO. Either you run the day or your day will run you.

[00:07:20] Uh, your demo is your demo engag. Now that we're all virtual. Am I falling asleep during your demo? Is it interactive where the prospect gets to talk, gets to engage or is it a one way street there's so I can, I can double click, triple click, quadruple click into all these different areas that we can all level up.

[00:07:42] Thanks for tuning in to today's episode. If you're enjoying the show, drop us a review on your favorite podcast. 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.