Feb. 6, 2025
The #1 Secret to Explosive Sales Growth | Ep 24
The #1 Secret to Explosive Sales Growth
In this powerful episode 24, Joe Beck, founder of The Sales Activist and creator of the M3 Method, reveals the #1 thing you need to create massive sales success—and it’s not just about closing deals. Joe dives...
The #1 Secret to Explosive Sales Growth
In this powerful episode 24, Joe Beck, founder of The Sales Activist and creator of the M3 Method, reveals the #1 thing you need to create massive sales success—and it’s not just about closing deals. Joe dives into why positioning yourself as a trusted advisor is the key to unlocking long-term sales growth.
He shares actionable strategies on how to build deeper client relationships, the art of asking the right questions, and how patience and empathy can turn prospects into loyal clients. Whether you're a solopreneur, part of a small team, or leading a large sales force, this episode will transform how you approach sales conversations.
Listen on The Impact Sales Podcast:
Apple Podcasts:
https://podcasts.apple.com/us/podcast/the-impact-sales-podcast/id1617201046
Spotify Podcasts:
https://open.spotify.com/show/3cThgJH6JW7AeMzT8bR1xF
Why Watch This Episode?
-Single most important factor in building massive sales momentum?
-How to position yourself as a trusted advisor?
-Techniques that can transform your client relationships to close more?
Topics Discussed:
The #1 Secret to Explosive Sales Growth – It’s not what you think!
-Why Positioning Yourself as a Trusted Advisor is Key
-How to Build Deeper, More Meaningful Client Relationships
-The Power of Asking the Right Questions – Unlock client needs effortlessly
-Avoiding the ‘Hard Sell’ Trap – Why patience leads to bigger wins
-How to Stand Out in a Crowded Sales Marketplace
-Winning and Retaining Clients Through Value, Not Just Price
-The Emotional Connection in Sales – How to Make It Work for You
-Practical Strategies for Becoming Your Client’s Go-To Expert
The Impact Sales Podcast Show Links:
Spotify Podcasts:
https://open.spotify.com/show/3cThgJH6JW7AeMzT8bR1xF
Apple Podcasts:
https://podcasts.apple.com/us/podcast/the-impact-sales-podcast/id1617201046
YouTube:
https://www.youtube.com/@thesalesactivist
Podcast Website
https://www.spreaker.com/podcast/the-impact-sales-podcast--6437358
The Sales Activist Company Website
https://www.thesalesactivist.com
M3Linked Company Website
https://www.m3linked.com
#SalesSuccess #TrustedAdvisor #TheImpactSalesPodcast #SalesStrategy #M3Method #TheSalesActivist #SalesGrowth #BusinessDevelopment #JoeBeck #SalesPodcast
WEBVTT
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Welcome back to the Impact Sales Podcast. I'm your host,
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Joe Beck, founder of The Sales Activist, and I was
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really looking forward to today's episode. Today, we're going to
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be talking about something that's just near and dear to
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my heart, something that I've been talking about with people
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for over thirty five years of professional selling. In fact,
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I just have been talking about it NonStop with people
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both in large corporate entities, small teams, small companies, solopreneurs.
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I was just talking with somebody about this very topic
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less than an hour ago before recording this episode. So
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this is something that I just believe is so important
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for people's success, and that is this, what's the number
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one thing that you need to do to create massive
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sales SCLCE. And I don't care what industry you're in,
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I don't care what you offer. I don't care specifically
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what solutions you're solving, or what needs you're filling, what
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product you're delivering to the market. There's one thing and
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one thing that everybody has in common as it relates
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to sales success, one thing that they need to do
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if they want to create massive sales momentum. And today
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we're going to be talking about that one thing. So
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before we dive into that, I think it's important that
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we really just highlight a couple of things that are
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really important to people's success. They're not going to be
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just the one thing. We're going to highlight that, but
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we're going to be talking about a lot of other things. Now,
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this one thing does not supersede or overshadow everything else.
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It just happens to be the most important thing. So
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what are some of the other things that you need
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to make sure that you're doing. Obviously, you need to
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be doing the right type of activity. You need to
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be engaging people, You need to be following up. You
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need to be a professional every step of the way.
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You need to be very good at what you do.
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You need to deliver on your commitments. You need to
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make sure that moretter what you offer, that you're fulfilling
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all of your agreements with your clients so that they
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know that you're reliable. But the one thing more important
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than everything else that you need to do is going
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to help you take that next step. It's going to
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help you really create explosive sales momentum for yourself and
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your business. And that one thing boils down to something
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that people struggle with doing in many cases, especially in
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today's world. It's a noisy, crowded world, right, a lot
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of things going on, a lot of activities, a lot
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of things distracting people, a lot of competitors for their attention. Right,
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So what is that one thing, the one thing that
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you need to create to build massive sales success. Whether
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you knew it or not, everybody, no matter what what
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they sell, is trying to do the same thing. And
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that's the one thing that we're talking about today. And
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that one thing is positioning yourself as a trusted advisor
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in the eyes of your client. Positioning yourself as a
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trusted advisor in the eyes of your client. Now, I
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know some people may say, yeah, that's that goes without
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being said. No, it needs to be said. It needs
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to be talked about. It needs to be described in
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detailed because many times people fail because they misunderstand what
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being a trusted advisor really is. And let me give
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you a definition that a very good friend and client
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of mine shared with me when describing this. When we
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went through this and we covered this for his company,
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his entire sales team, and himself, he came back to
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me later on and said, what you're describing is something
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similar that I have with one of my clients, and
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it's this. They wouldn't make us sing decision related to
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my area of expertise without looping me in, without running
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it by me, without asking me, without describing it or
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talking it through with me. It's almost as if I
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am part of their inner circle of advisors. And that
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is a great definition to what we're talking about. You
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want to position yourself as a trusted advisor and resource
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to your clients, but how do you go about doing
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that in today's day and age. There's a lot of
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different ways and a lot of different descriptions of how
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to accomplish that. But I'm going to talk about one
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very particular way that most people have the opportunity to
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do this, yet many times they fail to fulfill on
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that opportunity or they cut themselves off or sell themselves
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short in the process. So today we're going to be
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digging into that. What I'm really describing is how you
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interact and communicate with your prospects and client in your
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sales interactions and you're back and forth communication with them.
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See too many times people struggle with being impatient in
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the sales process. Perhaps they have a goal and objective,
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a long term plan for what they'd like to accomplish,
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and of course I'm sure that accomplishment includes making the
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sale or making a number of sales. But sometimes we
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sabotage that process, and we sabotage that process by selling
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short the opportunity to build that trusted advisor's status in
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the eyes of our clients. See, in today's world, people
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have the ability of being more educated than ever before.
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In fact, it's more than likely that they are already
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very well educated on what you may do, or at
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least have a sense of what you do. They may
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have a good sense or understanding of your offerings already.
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In fact, they may have already spoken to a competitor
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of yours or somebody that does something similar to what
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you offer. So the prospects the clients in today's day
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and age are so so much more educated than they
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have been in the past. So the way you stand out,
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the way you separate yourself from everybody else, is by
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positioning yourself as their trusted advisor, by putting yourself in
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that position to earn their trust. Now, time obviously creates
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that opportunity, but I know somebody sitting out there listening
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to this saying, how do I do that with somebody
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I've just met or somebody that doesn't yet know me.
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I need to move my business forward? Now, how do
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I make that happen? If I don't have the benefit
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of that time? If time is a challenge, the most
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simple way of doing that and accomplishing that goal is
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in how you communicate and what questions you ask your
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prospect or client. Here's what I mean. Many times people
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ask very direct, very bulleted questions, all geared towards driving
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their prospect or client towards making a decision on their offering.
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They're very transactional in nature. The questions that you ask,
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the direction that you're heading your laser focused on the sale.
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And I'm not saying there's anything wrong with that. I'm
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saying that perhaps instead of taking the direct route, you
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may want to consider taking the scenic group for a
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little bit and building the relationship. Here's what I mean,
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instead of being directed to the point as to here's
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what I do, here's what I can solve for, here's
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what you get, Here's what it costs. Are we interested
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in moving forward? If not? Why not how can we
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move forward today? Instead of doing all of that, why
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don't we spend a little time, invest a little intention
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behind getting to know our prospect on a deeper level
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and building up our credibility and our trusted advisor status
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in their eyes. And here's how you go about doing that.
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When you are communicating with people, make every effort that
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you can to allow them to be descriptive when it
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comes to what's important for them. When it's something that's
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important for them, make every opportunity to ask them to
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describe it, detail it for you, open up, expand on it,
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share more with you about it. Now, why is that important?
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When people start to share what's really important to them
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with somebody else, naturally, inorganically creates a little bit of
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a bond between the parties. Think of it in your
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personal life. If there's something that means a lot to
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you and you pull a friend aside and you say, look,
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I've never really shared this with anybody else, but this
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is something that's really important to me and I wanted
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you to know. Do you not feel that there's a
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better connection between yourself and that other person when you
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do that? I know certainly they feel that, but you
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do as well, because you now have shared that it's
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important to you, and now you've made it important to
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them by sharing it. Now, I'm not talking about the
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degree of importance. Of course, they're their own person. But
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what I'm saying is by sharing that information and detailing
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it with another person, you build a bond, you build
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a relationship. How you really expand on your ability of
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becoming that trusted advisor in the eyes of your clients
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is in how you communicate around those particular topics. If
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a client says to you, or a prospect says to you,
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it's very important to us that we are able to
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show growth in the fourth quarter of this year in
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the first quarter of next year because we have a
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plan to add new employees by the end of the
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first quarter of next year. You now know something is important.
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But when you ask them why is that important to you?
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Why is that objective very important to what you're trying
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to accomplish, and then they share with you the reasons why.
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We're in a position to be in line for a
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very large contract, but we need to scale up to
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be ready to have the man power available to fulfill
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that contract. Without it, we can't take that step forward
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for our business. So the growth had a plan, and
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the plan was to get to larger growth that could
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only occur with more people on staff. But see, the
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average person without asking the whys, without wanting to know
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why it was important, may never know that. They may
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never know that about their prospect or what their goals were,
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or that second quarter and how important it is to
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their success. Or maybe the things that are important hit
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closer to home. Maybe talking to that prospect and the
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work that you're going to do for them or offering
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to do for them is going to free up a
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lot of their time, and you never really stop to
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think to ask what would you do with that time
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if you got it back? What would you do instead
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of doing this since we're going to do it, or
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instead of being obliged to do something else. You now
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have a relief because of the work that we'll do,
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what would you do with that time? See by asking
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that question, you press that person into a more emotional
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conversation with you. Maybe that answer is I'm going to
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be able to focus some time and energy on other
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things in our business that I haven't been able to
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do for quite some time. And that could mean a lot,
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or maybe it's very close to home and it's like
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I haven't been able to take a vacation in five years.
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I've been chained to this business. I haven't been able
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to break away my spouse, my wife, my husband, my
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family is wondering when are we going to be able
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to get a break and take some time together as
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a family. What do you think that means to that
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person being able to do that? Or maybe it's a
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fulfillment of a promise. Maybe it's when I took over
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this company from my father, I made the promise that
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I would continue to grow it, that I would take
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care of the people in our community, that I would
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continue to expand the vision that he started or they
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started years ago, and it's important to me personally that
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I fulfill that. If you never ask the whys from
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your prospects, you never know what's really important. Now, why
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is that important towards doing the one thing that you
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need to do to create massive sales success. It's because
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when you can position yourself as that trusted advisor in
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the eyes of your prospects, you now have positioned yourself
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as somebody that they can rely on, somebody that is
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going to help them fulfill the things that they said
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are important to them. Maybe they're financial, maybe they're tied
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to time, maybe it's family, maybe it's just peace of mind.
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But if you never ask what those things are, and
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you never understand the impact of those things, you will
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struggle in your sales journey because the reality is that
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the people that succeed at a very high level in sales,
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they've mastered the art one thing, positioning themselves as that
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trusted advisor. They've mastered the art of creating massive sales
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success by doing that one thing, by positioning themselves. Why
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is that so important? Because it makes everything else easier.
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If you've built that bond, if people know you care
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because you've asked the right questions and you truly understood
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what was important to them, and you communicated your acknowledgment
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and belief that it's that important and understand why it's
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important to them. When you've done that, you've built that bond.
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It makes it easier to win sales in all three
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major categories of selling. Three different categories. The first is
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that new acquisition sales. Somebody that you've never sold to before,
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a first time client. When you build a relationship like that,
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and you've positioned yourself as that trusted advisor, it makes
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it that much easier to ask for the business. It's
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as simple as saying to them, Look, I appreciate you
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sharing that with me. How important that is for you.
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I can tell just by the emotion and what you
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shared how much you want to make that happen. And
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