Jan. 30, 2023
Why you need to STOP telling and start SHARING for sales success!
Want to level-up your sales game? To do so, you need to stop telling and start sharing! Listen to this episode as Joe Beck, Founder of The Sales Activist, breaks down the importance of being a relatable professional and connecting with prospects by...
Want to level-up your sales game? To do so, you need to stop telling and start sharing! Listen to this episode as Joe Beck, Founder of The Sales Activist, breaks down the importance of being a relatable professional and connecting with prospects by sharing stories, comparisons and analogies! You don't want to miss this episode and the power it delivers! Text "SALES" to 409-509-7355!
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Welcome to the Impact Sales Podcast. I'm your host, Joe Beck,
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founder of The Sales Activist, and we've got another great
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episode in store for you guys today. Today we're going
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to be talking about something I learned over thirty years ago,
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still deploy it today and everything that I do. And
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I think it's really really important that we talk about
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this topic in detail today because so many people are
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missing the mark with this It's going to change the
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way a lot of people look at selling when they
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listen to this episode. But before we jump into that,
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just want to highlight you know, we're right around the
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beginning of the end of the first month of the year.
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By the time this episode drops, it'll be right around
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the end of January. Where are you with your sales
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results for the year? Are you tracking and trending? Are
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you on track or are you already behind? Well, if
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you're struggling and you like to get some additional insights,
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not only do I encourage you to stay close to
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the Impact Sales Podcast, but reach out send me a message.
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I'd love to hear how you're doing so far for
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the year. Connect with me DM me on social media.
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Let's connect, Let's talk let's see what we can do
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to jump start your sales success. But today, today we're
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going to be digging into something that I think is
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a game changer for every sales professional. And it's something
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I learned from one of my early mentors. And I
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still hear his voice in the back of my head
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saying this to me all those years ago, and it
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sticks with me today. And it was simply this, he
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said to me, Joe, stop telling people things and start
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sharing things with them. So today we're going to be
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talking all about how you need to stop telling people
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when you sell and start sharing things with them. And
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we'll get into that right after this break. We'll be
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right back. A coach, consultant, or entrepreneur sells a high
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ticket product or service and is struggling to generate the
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sales results that you need. How would you like to
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triple your sales results? That's right, triple your sales results
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in six months or less, guarantee all without spending a
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single extra dollar on advertising or feeling salesy in any way. Well,
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that's exactly what I'd like to help you to do.
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For well over thirty four years and after tens of
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thousands of live sales interactions and hundreds of millions of
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dollars that's right, hundreds of millions of dollars of closed
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sales transactions for companies that I've worked with and for.
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I've developed a proprietary sales system, the ISM system, and
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this system can help you stand out from your competition
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and more importantly, help you generate significant sales momentum in
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your business. If you'd like to learn more, just text
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the word sales to the number four oh nine five
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O nine seven three five five. That's sales to four
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nine five O nine seven three five five and schedule
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a complementary consultation to learn all about the ISM system
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and more importantly, how you can be well on your
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way to triple your sales results in six months or less.
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This is Joe Beck with the Sales Activist. You don't
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have to settle for average sales results. Look forward to
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speaking Tasam. We're going to be talking today about the
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importance of how you need to stop telling people things
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and start sharing things. And the genesis of this episode
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came just from me going back and reviewing a lot
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of the different best practices that I've done from early
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on in my career and how important they are in
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shaping sales success. And one of the things that I
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think is just afflicting sales professionals, coaches, consultants, entrepreneurs, people
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that are out there right now, is that they spend
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so much time telling people things, telling them about their product,
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them about how great they are, telling them about the
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features the benefits of what they offer. You know, they
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spend all of their time telling and they're not listening.
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They're not hearing what people are saying, they're not sharing
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things that are really appropriate to the situation. So before
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we unpack this in detail, and we're going to do
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that today in this episode, before we unpack it in detail,
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let's start with the most important point of this, and
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that's what I said just a minute ago about listening.
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Because for a lot of people, they want to show
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up and for lack of a better way of putting it,
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throw up with people. They just want to tell them
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everything about how great they are, what they do, what
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they offer, how it will change their life, without really
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knowing if that person even cares to listen, or even's interested,
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or is even a legitimate prospect. They just they just
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want to tell, tell, tell, and The fact is in
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today's marketplace, with today's consumer and average buyer being so
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much more educated. You know, they've search things online, they
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can look up anything they need to on their smartphone.
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There's so much more educated that just telling people information
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is not going to get it done. Now. I'm not
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saying there's not a time and a place to tell
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people things, of course there is. There's always a time
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and a place to educate when done the right way,
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But you have to go through a certain process. You
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have to follow a legitimate, thoughtful process that's going to
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get you the outcome that you're really looking for. So
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today's episode is going to be all about that thoughtful
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process and how important it is to share things with
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people instead of just telling them. So let's start at
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the beginning. Like what I said a minute ago about listening. See,
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the first thing that you need to do is you
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really need to listen to what your prospect is saying.
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What they are saying is important to them. Now, the
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only way that you uncover what's really important to them,
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what means something to them, which really is their priority set,
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and what really means the most to them, is by
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asking them thought provoking, impactful, questions. And we talked about
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impact questions before on the podcast. They're so so critical
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to your success. It's a foundational piece of how we
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develop sales results in people. You need to ask the
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right questions the right way to generate the right results
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and responses from your prospects. Now, when they have shared
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that information, when they have given you the answers to
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these questions, when they have given you what you really
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need to know and understand about them, and you're listening
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to what they're saying, well, there's a time and a
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place for you to start sharing, for you to start
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giving them what they need to hear about you, what
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they need to hear about your product, your service. Now.
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Of course, it's very easy to take the direct approach
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and say I'm going to talk specifically about the features
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and here are the benefits of our product or service,
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and here's exactly what I've done and what I've accomplished.
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And you can always do that, but I'm going to
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put it out there that you're going to be more successful,
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and I believe that you'll be much more successful if
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you take a back seat and you put the experience
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of the communication in the front seat with your prospect.
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And here's what I mean by that. When your prospect
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has shared relevant information in an impactful way with you
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about what something means to them, how important it is,
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what impact it may have on them, their employees, their business,
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their life, their family, whatever it is. When they've shared
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that with you, when they've truly shared that with you,
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you now have the unique ability of having a great
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understanding of how they look at things. And once you've
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identified what that is. Once you've identified how they look
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at things, you can then share things that are relevant
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to how they want to look at things, how they
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perceive things, what is important to them. You can share
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impactful things that align with how they view things. And
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it's so important to create alignment when you're interacting with somebody,
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you know, to get on that same page, to create
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a true alignment where you can communicate. You're much more
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likely to get a successful sales outcome if you create
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great alignment and great rapport with them. And then, let's say,
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instead of just telling them about your product, you start
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sharing stories about your product, or you share the experiences
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of what others have experienced by working with you your product
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or your service. Instead of just telling them you know,
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I think you get to check a couple of boxes
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when you do it the right way. You get to
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check the box of perhaps social proof by by highlighting
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what other people have experienced. Maybe you get to check
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the box of just making them feel more comfortable because
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they now are relating to the story that you're sharing.
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You know, if you've ever spent any quality time interacting
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with me, you're going to find that in almost every
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interaction in some capacity, whether it's short or long, there's
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going to be some type of a story that is
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shared right now. The reason I do that is because
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I believe that people learn through stories much more effectively
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than being told something. I think if you explain a
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story and then you connect that story to what their
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needs are in a way that is logical and it
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makes sense, and it really resonates with them emotionally, they're
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much more likely to remember that and have it stick
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with them than have you just rattle off a product set,
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a feature of benefit and tell them something. So what
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I want to encourage everybody to do. It's something that
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I've done almost my entire sales career because I was
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so so fortunate to learn this from an early mentor
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in my selling experience, start sharing people or share with
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people different things that literally will resonate and connect with
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them at a deeper way. If you know the ideal
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situation to share with somebody. Obviously without sharing anything, you
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can share, but if it's a if it's a situation
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that you can openly talk about, share it with your prospect.
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Describe the situation, share the story. You know. There's this
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whole movement around story selling, and I do believe that
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story selling is a great approach to how you interact
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with people, provided that it's consistent, provided that it stays
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on point, and that it taps into what really is
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important to your prospect. But story selling or sharing is
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so much more comfortable for people to experience. It's more
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comfortable for your prospect by far. Look, no matter who
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you are, no matter what it is that you do,
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people know that you're selling something. Right, They know you
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have something to sell or offer, and like it or not,
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their guard is going to be up. That wall is
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going to be up high protecting them from you because
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they believe that you're trying to sell them something. Now,
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this obviously can be dealt with a lot of different ways.
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One of the easiest ways of making people more comfortable
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is to start sharing stories, start sharing analogies, comparisons. I
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think when it comes to teaching and educating and obviously
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communicating in a sales environment, the more relevant of a
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story that you can share, the more relevant of a
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comparison that you can draw, the more relevant of an
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analogy that you can offer up to connect with your prospect,
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the more powerful the outcome will be. Because people connect
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to stories, people connect to personal experiences. They connect to
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analogies because many times, especially when you pay attention to
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what your prospects are saying about what's important to them,
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you trigger certain emotional responses by aligning the right story,
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by sharing the right relevant story. Now, I know there's
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somebody that's he that's listening to this and saying, well,
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I don't have a lot of stories. I don't I
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don't have experience that way, or I don't have this,
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or I don't have that. There's nothing wrong with sharing
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a story that you've heard. It doesn't have to be
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something that you've experienced. There's nothing wrong with sharing a
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story that you've heard, assuming that it's relevant, you know,
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assuming that it connects to that person. The same way. Now,
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the most powerful stories, by far will be the ones
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that you've experienced or that you personally were a part of.
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And the reason is people buy from people that they know,
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like and trust, somebody that they connect to, that they
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can relate to. And if your stories are personal and
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they make a connection to your story, well it only
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stands the reason that they're going to be connected more
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closely to you. So when you develop your stories, when
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you develop what you share, do your very best to
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make it personal. Share an experience that you had that
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is relatable, that is aligned with what it is you're
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talking about. Share an analogy of something you experienced personally.
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I'm not saying it's the only way, but when you
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compare effectiveness, if you're sharing a personal experience, it is
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much more likely to connect with somebody at a higher
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level than sharing somebody else's experience. If you're sitting there
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interacting with that person, it's you and them, and you
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share something very personal and real for you with them,
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whether it's a story, an analogy, a comparison, whatever. When
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you share that with them and it's truly about you
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and an involved you, you develop a connection and that
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connection creates a way for you to communicate at a
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different level. See. Until that connection is made, until you
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emotionally have connected with that prospect, it's very unlikely that
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you will be extremely successful converting them. It's not that
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