March 16, 2025
The Sales Power of Why? | Ep 26
Welcome to episode 26 of the Impact Sales Podcast with Joe Beck, founder of The Sales Activist.
In today's compelling episode, Joe dives deep into "The Power of Why"—the secret weapon behind extraordinary sales results.
Learn how leveraging your...
Welcome to episode 26 of the Impact Sales Podcast with Joe Beck, founder of The Sales Activist.
In today's compelling episode, Joe dives deep into "The Power of Why"—the secret weapon behind extraordinary sales results.
Learn how leveraging your client's personal "why" not only improves your sales success but also strengthens relationships, sets you apart from competitors, and creates lasting client loyalty.
Joe illustrates practical strategies to uncover the deeper motivations, emotional triggers, and core desires of your prospects and clients, emphasizing why genuine understanding beats pitching every time.
Discover how to become unforgettable in your market by tapping into emotional connections, mastering impactful communication, and positioning yourself as a trusted partner who genuinely cares about your client's success.
Transform your sales approach by harnessing the power of why—today on The Impact Sales Podcast with Joe Beck.
Key Impactful Questions Answered:
- Why Your Prospect Buys?
- How to Stand Out by Asking Why?
- Leveraging Emotional Connections?
00:00 Introduction to the Impact Sales Podcast
00:10 The Importance of Understanding 'Why' in Sales
02:37 Common Mistakes in Sales Conversations
06:28 Building Deeper Connections with Prospects
11:14 The Emotional Aspect of Sales
14:37 Effective Communication Strategies
18:54 The Role of Patience in Sales Success
27:20 Concluding Thoughts and Contact Information
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
Adore Network
https://www.adorenetwork.com
The Sales Activist Company Website
https://www.thesalesactivist.com
M3Linked Company Website
https://www.m3linked.com
power of why, trusted advisor, sales success, emotional connection, client relationships, relationship building, sales strategy, impactful communication, client loyalty
WEBVTT
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Well, going to the Impact Sales Podcast. I'm your host,
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Joe Beck, founder of The Sales Activist, and I am
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so excited. Today we're going to be talking about the
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number one thing that you need to do to create
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massive sales success. That's right, We're going to narrow things
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down to one specific thing that you need to do
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and master to create massive sales success. I'm excited. I've
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been talking about this for over thirty five years in sales.
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I've worked with a lot of people talking about this topic.
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I can't wait to dig into it today with you.
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So stay tuned and I'll be right back. Welcome back
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to the Impact Sales Podcast. I'm your host, Joe Beck,
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founder of The Sales Activist, and I was really looking
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forward to today's episode. Today, Hey, we're going to be
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talking about something that's just near and dear to my heart,
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something that I've been talking about with people for over
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thirty five years of professional selling. In fact, I just
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have been talking about it NonStop with people both in
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large corporate entities, small teams, small companies, solopreneurs. I was
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just talking with somebody about this very topic less than
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an hour ago before recording this episode. So this is
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something that I just believe is so important for people's success,
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and that is this, what's the number one thing that
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you need to do to create massive sales success. I
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don't care what industry you're in, I don't care what
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you offer. I don't care specifically what solutions you're solving,
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or what needs you're filling, what product you're delivering to
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the market. There's one thing, and one thing that everybody
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has in common as it relates to sales success, one
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thing that they need to do if they want to
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create massive sales momentum. And today we're going to be
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talking about that one thing. So before we dive into that,
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I think it's important that we really just highlight a
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couple of things that are really important to people's success.
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They're not going to be just the one thing. We're
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going to highlight that, but we're going to be talking
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about a lot of other things. Now, this one thing
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does not supersede or overshadow everything else. It just happens
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to be the most important thing. So what are some
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of the other things that you need to make sure
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that you're doing well. Obviously, you need to be doing
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the right type of activity, you need to be engaging people.
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You need to be following up. You need to be
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a professional every step of the way. You need to
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be very good at what you do. You need to
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deliver on your commitments. You need to make sure that
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matter what you offer, that you're fulfilling all of your
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agreements with your clients so that they know that you're reliable.
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But the one thing more important than everything else that
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you need to do is going to help you take
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that next step. It's going to help you really create
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explosive sales momentum for yourself and your business. And that
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one thing boils down to something that people struggle with
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doing in many cases, especially in today's world. It's a noisy,
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crowded world, right, a lot of things going on, a
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lot of activities, a lot of things distracting people, a
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lot of competitors for their attention. Right, So what is
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that one thing, the one thing that you need to
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create to build massive sales success. Well, whether you knew
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it or not, everybody, no matter what they sell, is
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trying to do the same thing. And that's the one
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thing that we're talking about today. And that one thing
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is positioning yourself as a trusted advisor in the eyes
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of your client, positioning yourself as a trusted advisor in
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the eyes of your client. Now, I know some people
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may say, well, yeah, that's that goes without being said. No,
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it needs to be said. It needs to be talked about.
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It needs to be described in detailed because many times
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people fail because they misunderstand what being a trusted advisor
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really is. And let me give you a definition that
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a very good friend and client of mine shared with
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me when describing this. When we went through this and
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we covered this for his company, his entire sales team,
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and himself, he came back to me later on and said,
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what you're describing is something similar that I have with
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one of my clients, and it's this. They wouldn't make
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a single decision related to my area of expertise without
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looping me in, without running it by me, without asking me,
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without describing it or talking it through with me. It's
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almost as if I am part of their inner circle
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of advisors. And that is a great definition to what
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we're talking about. You want to position yourself as a
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trusted advisor and resource to your clients, How how do
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you go about doing that in today's day and age. Well,
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there's a lot of different ways and a lot of
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different descriptions of how to accomplish that. But I'm going
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to talk about one very particular way that most people
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have the opportunity to do this, Yet many times they
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fail to fulfill on that opportunity or they cut themselves
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off or sell themselves short in the process. So today
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we're going to be digging into that. Well, what I'm
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really describing is how you interact and communicate with your
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prospects and clients in your sales interactions, and you're back
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and forth communication with them. See, too many times people
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struggle with being impatient in the sales process. Perhaps they
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have a goal and objective, a long term plan for
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what they'd like to accomplish, and of course I'm sure
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that accomplishment includes making the sale or making a number
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of sales. But sometimes we sabotage that process, and we
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sabotage that process by selling short the opportunity to build
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that trusted advisor's status in the eyes of our clients. See,
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in today's world, people have the ability of being more
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educated than ever before. In fact, it's more than likely
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that they are already very well educated on what you
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may do, or at least have a sense of what
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you do. They may have a good sense or understanding
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of your offerings already. In fact, they may have already
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spoken to a competitor of yours or somebody that does
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something similar to what you offer. So the prospects the
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clients in today's day and age are so so much
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more educated than they have been in the past. So
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the way you stand out, the way you separate yourself
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from everybody else, is by positioning yourself as their trusted advisor,
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by putting yourself in that position to earn their trust. Now,
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time obviously creates that opportunity. But I know somebody sitting
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out there listening to this saying, well, how do I
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do that with somebody I've just met or somebody that
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doesn't yet know me. I need to move my business forward. Now,
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how do I make that happen If I don't have
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the benefit of that time? If time is a challenge, well,
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the most simple way of doing that and accomplishing that
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goal is in how you communicate and what questions you
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ask your prospect or client. Here's what I mean. Many
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times people ask very direct, very bulleted questions, all geared
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towards driving their prospect or client towards making a decision
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on their offering. They're very transactional in nature. The questions
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that you ask, the direction that you're heading your laser
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focused on the sale. And I'm not saying there's anything
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wrong with that. I'm saying that perhaps instead of taking
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the direct route, you may want to consider taking the
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scenic group for a little bit and building the relationship.
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Here's what I mean, instead of being directed to the
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point as to here's what I do, Here's what I
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can solve for, here's what you get, Here's what it costs.
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Are we interested in moving forward? If not, why not?
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How can we move forward today? Instead of doing all
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of that, why don't we spend a little time, invest
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a little intention behind getting to know our prospect on
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a deeper level and building up our credibility and our
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trusted advisor status in their eyes. And here's how you
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go about doing that. When you are communicating with people,
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make every effort that you can to allow them to
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be descriptive when it comes to what's important for them.
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When it's something that's important for them, make every opportunity
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to ask them to describe it detail it for you,
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open up, expand on it, share more with you about it. Now.
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Why is that important? Well, when people start to share
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what's really important to them with somebody else, trually, inorganically
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creates a little bit of a bond between the parties.
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Think of it in your personal life. If there's something
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that means a lot to you and you pull a
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friend aside and you say, look, I've never really shared
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this with anybody else, but this is something that's really
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important to me, and I wanted you to know. Do
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you not feel that there's a better connection between yourself
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and that other person when you do that. I know
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certainly they feel that, but you do as well because
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you now have shared that it's important to you, and
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now you've made it important to them by sharing it. Now,
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I'm not talking about the degree of importance. Of course,
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they're their own person. But what I'm saying is by
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sharing that information and detailing it with another person, you
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build a bond, you build a relationship. How you really
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expand on your ability of becoming that trusted advisor in
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the eyes of your clients is in how you communicate
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around those particular topics. If a client says to you
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or a prospect says to you, it's very imp important
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to us that we were able to show growth in
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the fourth quarter of this year and the first quarter
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of next year because we have a plan to add
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new employees by the end of the first quarter of
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next year. You now know something is important. But when
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you ask them why is that important to you? Why
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is that objective very important to what you're trying to accomplish,
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and then they share with you the reasons why. Well,
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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 manpower available to fulfill that contract.
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Without it, we can't take that step forward for our business.
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So the growth had a plan, and the plan was
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to get to larger growth that could only occur with
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more people on staff. But see, the average person without
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asking the whys, without wanting to know why it was important,
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may never know that. They may never know that about
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their prospect or what their goals were or that second
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quarter and how important it is to their success or
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maybe the things that are important hit closer to home.
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Maybe you're talking to that prospect and the work that
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you're going to do for them or offering to do
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for them is going to free up a lot of
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their time. And you never really stop to think to
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ask what would you do with that time if you
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got it back? What would you do instead of doing
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this since we're going to do it, or instead of
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being obliged to do something else? You now have a
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relief because of the work that we'll do. What would
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you do with that time? See by asking that question,
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you press that person into a more emotional conversation with you. Well,
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maybe that answer is I'm going to be able to
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focus some time and energy on other things in our
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business that I haven't been able to do for quite
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some time. And that could mean a lot, or maybe
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it's very close to home and it's like I haven't
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been able to take a vacation in five years, been
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chained to this business. I haven't been able to to
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break away my spouse, my wife, my husband, my family
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is wondering when are we going to be able to
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get a break and take some time together as a family.
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What do you think that means to that person being
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able to do that? Or maybe it's a fulfillment of
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a promise. Maybe it's when I took over this company
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from my father. I made the promise that I would
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continue to grow it, that I would take care of
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the people in our community, that I would continue to
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expand the vision that he started or they started years ago,
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and it's important to me personally that I fulfill that.
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If you never ask the whys from your prospects, you
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never know what's really important. Now, why is that important
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towards doing the one thing that you need to do
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to create massive sales success. It's because when you can
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position yourself as that trusted advisor in the eyes of
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your prospects, you now have positioned yourself as somebody that
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they can rely on, somebody that is going to help
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them fulfill the things that they said are important to them.
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Maybe they're financial, maybe they're tied to time, maybe it's family,
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maybe it's just peace of mind. But if you never
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ask what those things are, and you never understand the
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impact of those things, you will struggle in your sales
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journey because the reality is that the people that succeed
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at a very high level in sales, they've mastered the
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art one thing positioning themselves as that trusted advisor. They've
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mastered the art of creating massive sales success by doing
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that one thing, by positioning themselves. Why is that so important?
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Because it makes everything else easier if you've built that bond,
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if people know you care because you've asked the right
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questions and you truly understood what was important to them,
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and you communicated your acknowledgment and belief that it's that
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important and understand why it's important to them. When you've
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