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Rank #25 in Management category

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Careers
Management

The Salesman Podcast

Updated 2 months ago

Rank #25 in Management category

Business
Careers
Management
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The Salesman Podcast is the world’s most download B2B sales and selling podcast. Will Barron interviews the world’s leading influence, body language, psychology and sales experts to give you the information YOU need to close more deals and make

Read more

The Salesman Podcast is the world’s most download B2B sales and selling podcast. Will Barron interviews the world’s leading influence, body language, psychology and sales experts to give you the information YOU need to close more deals and make

iTunes Ratings

195 Ratings
Average Ratings
158
20
9
4
4

One of the best

By Sirrick12 - Aug 10 2018
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By far one of the best sales podcast I have subscribed to. Please keep the shoes and guest coming.

Excellent

By abuk79 - Mar 31 2018
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This is a fantastic podcast with excellent insights. It’s well worth your time. Highly recommend.

iTunes Ratings

195 Ratings
Average Ratings
158
20
9
4
4

One of the best

By Sirrick12 - Aug 10 2018
Read more
By far one of the best sales podcast I have subscribed to. Please keep the shoes and guest coming.

Excellent

By abuk79 - Mar 31 2018
Read more
This is a fantastic podcast with excellent insights. It’s well worth your time. Highly recommend.
Cover image of The Salesman Podcast

The Salesman Podcast

Latest release on Aug 10, 2020

All 300 episodes from oldest to newest

When Sales Are Slow, It’s Time To Work On These 6 Things

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How are your sales doing right now?

Because secretly a lot of sales professionals who sell services are concerned that their sales are slowing down.

Now don’t get me wrong, we’re in the middle of a global pandemic… but there are other reasons that your sales might be slowing down too.

So in this post I’m going to show you why a sales slump might not be anything to worry about and what do to when you feel like you’re sales are slowing down.

WHY IS BUSINESS SLOW?

There’s nothing like a global pandemic to change your sales success rates. But if your sales have slowed down over the past few months then there might be other factors in play as well.

The first thing to do when sales slow down is to troubleshoot what the REAL problem is.

There are three variables that you should consider when trying to work out why sales are slow. They are –

  • Inbound interest – Has the level of interest for the service you sell dried-up? For example, your service might be seasonal. If you’re selling accounting services, the end of the tax year is going to be busier than in the middle of it.
  • Sales pipeline – If the level of inbound interest for your product has not changed, then the next variable to examine is your sales pipeline. You need to determine if you are you able to capture the interest the market has in your service. If you’re unable to capture attention and drive it through your sales pipeline over time your sales will slow.
  • Closing percentage – Finally, if the market is interested in your service, you’re able to capture this interest and drive it through a sales pipeline, yet your sales are still slowing down, the closing end of your sales process must be the issue.

So before you start blaming the pandemic for your selling slow down, ask yourself if any of these variables have changed over the past 12 months.

There are lots of issues that can affect inbound interest, sales pipelines and closing percentages. Here are a few examples –

  • Disruptive innovations from your competitors
  • Your service being commoditized and cheaper versions brought to market
  • Regular economic upturns and downturns
  • Legal or legislative changes
  • Changes in customer facing members of staff

Your mission should you choose to accept it, is to uncover where the issues are. Once you uncover what the real issue is that is causing your sales slow down, you can try one of the following 6 ways to eliminate it.

#1 Better lead generation

No matter what the issue is that is slowing down your sales, 9 times out of 10, if you put in a few extra hours a day on lead generation, these issues disappear. At least in the short term anyway.

Also ask yourself if you’re doing less lead generation now than you were 12 months ago. I know when the pandemic first hit I personally went quiet with Salesman.org as I struggled to figure out what to do next and that lack of activity at the beginning of the year effected my sales pipeline for months afterwards.

#2 Robust sales planning

If your sales have ground to a complete halt, it’s time to stop, take a couple of days away from your usual daily selling activities and create new a plan of action.

Albert Einstein once said –

“The definition of insanity is doing the same thing over and over again and expecting a different result.”

So if things are slowing right down you might need to take a different approach to your selling.

To create a quick sales plan, grab a pen and paper and ask yourself questions like –

  • What is and what isn’t working right now?
  • What’s the one thing I could change in my sales process that would have the biggest impact on all the other steps?
  • What deals could I work on this month that would lead me to having the best next quarter ever?
  • If I could add anyone to our team, who would it be and what would they do?

Use these questions to create a sales plan to dramatically change your future results.

#3 Recharge yourself

Could your sales be slumping because you don’t feel energized right now? Maybe you feel stressed and tired?

Your own emotions might be sabotaging your sales efforts. Everybody has “mirror neurons” in their brains. These neurons mirror the emotions that we see in other people.

So for example, if you call on a prospect and you feel stressed, tired and have a lack of energy, the mirror neurons in the prospects brain will replicate the emotions that you’re feeling. They will then start to feel the same way. You feel stressed, they’ll feel stressed.

And it’s impossible to close sales with prospects who aren’t feeling positive. Therefore when you’re in a sales slump, often the best thing to do is to take a week off and reset yourself and your brain.

#4 Competitive analysis

If your sales are slowing down, could it be that your competitors have overtaken you?

I know that a whole bunch of sales training companies have gone bust over the last few months. When I look at their websites and product offerings, all of them are dated, boring and clearly haven’t been developed in years.

So has the business you work for been resting on its laurels?

Here are a few questions you can ask to uncover if this is the case –

  • How does your competitors sales process differ to yours?
  • How has your competitors revenue changed over the past five years?
  • If everything was the same price and came with the same level of service, would your prospects buy from you or your competitor?
  • Why would a buyer choose to work with your competition over you?

Do a little soul-searching in answering these questions. They’re great questions to gain insights as to how you can reignite your sales activity.

#5 Professional development

If you’re in a sales slump right now, one variable could be YOU!.

When was the last time that you improved your sales skills? I mean seriously. Not watching a 10 minute YouTube video like this but seriously getting educated about selling?

If you sell services and you want to dramatically improve your sales performance the first thing to do is to get signed up at Salesman.org.

But even setting aside a little time each morning to read a few pages of a book on business or personal-development can often pull you out of a sales slump.

If you really want a kick in the ass try my favourite book personal-development book – “Awaken the Giant Within” by Tony Robins.  

#6 Buyer interviews

The final suggestion I have for you if your sales have slowed down is to do some buyer interviews. Buyer interviews are simple. Reach out to the people who bought from you over the past few months and ask them the following questions –

  • Why did you buy from us?
  • How did you hear about our service?
  • Who else did you consider?
  • How could we have sped up the sales process?
  • What did you need to know before buying that was difficult to learn?

These 5 questions make up a great 10-minute buyer interview that can give you a lot of information on your current selling performance.

So there we have the variables that can lead to your sales slowing down and six ways to speed your sales back up.

The post When Sales Are Slow, It’s Time To Work On These 6 Things appeared first on Salesman.org.

Aug 10 2020

13mins

Play

Thinking On Your Feet: How to Answer Difficult Questions

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Did you close the deal?

Why should I hire you over someone else?

Do you love me?

Why should you get a bonus?

Questions… they can be simple to answer or they can get our adrenaline pumping and our palms sweating.

To have success in a sales role you need to learn how to answer difficult questions by thinking on your feet.

Because buyers don’t just ask questions to obtain information. Buyers ask questions for other reasons as well.

They might be trying to put you under pressure to see how you deal with stressful situations, they might be trying to understand your attitude on a subject without directly asking about it or they might be trying to test whether you are telling the truth in your sales pitch.

So lets jump into it and learn how to answer difficult questions…

STEP-BY-STEP

When selling there are unlimited questions as a potential buyer could ask you. Therefore it is impossible to plan responses to each question ahead of time. So we need a system to answer tough questions and think on our feet.

Answering tough questions has two steps –

  1. Creating enough time to process the question
  2. Generating an answer that serves everyone in the conversation

Pretty simple right?

So let’s look at the first step to dealing with difficult questions which is to buy yourself more time.

#1 BUY YOURSELF TIME

Have you ever experienced this? A buyer throws a tough question in your direction and for some reason words start spilling out of your mouth uncontrollably?

One thing leads to another, to another and you’re suddenly wondering what the heck you’re talking about.

I’ve been there too.

This happens because most salespeople fear there being any silence on their side of a conversation.

Salespeople fear this silence because they assume the buyer will think that they lack knowledge on their product or their market and so will then reject them.

This isn’t very effective though. It would be like jumping in front of a train, expecting it to stop.

Unfortunately, when you blurt out a response to a tricky question without thinking it over, often this impulsive response is not going to be the best rebuttal you could have come up with.

So the most important thing you can do to improve your responses to difficult questions is to buy yourself a little bit more time for your brain to think.

How do buy this extra time?

Look at your buyer, pause in silence, making sure not to fill the silence with lots of “umm” and “errrr” and give yourself room to think.

Easy right?

A small pause like this will often indicate to a buyer that you’re not just a sleezy salesperson trying to flog whatever is the deal of the day and that you are truly trying to give them the best possible advice too.

If you need to buy yourself even more time to mentally process the difficult question, you can do what politicians do and repeat back the question to the buyer.

For example, if a buyer asks you –

“Are there are opportunities for discounts if we classify you as a preferred account?”

Well you can pause, then say –

“hmmm, are there opportunities for discounts if you classify us as a preferred account…? That’s a great question.”

This has now bought your brain an added 30 seconds to process the question and formulate a solid response.

Once you’ve bought yourself a little time to think up a response, step two of answering difficult questions is to hedge your response.

#2 HEDGE YOUR RESPONSE

Most of the time in question becomes difficult to answer, not because you don’t understand what is being asked, but because you don’t want to answer all or part of the question.

This could be because the person who’s asking you the question is trying to manipulate you.

It could be because they’re asking you about something that is private that you don’t want to share.

Furthermore, buyers will often ask questions that are would derail you from the selling process if you answered them straight too.

Outside of your sales role, often the best response to a difficult question is to be assertive and say you do not want to answer the question. But things get complicated when need to continue a conversation to get a deal done.

So instead of directly responding to these difficult questions we are going to hedge our answers, so we remain in control of the conversation, but the buyer feels like the question was in fact answered.

There are two ways to hedge a question so let’s look at them now.  

HEDGE A) RESPOND TO ONE ASPECT

If the difficult question is multifaceted and there are some aspects of it that you do not want to address, then focus only on the parts you do want to address.

For example:

Question – “I heard that there are big discounts coming with your product. I also heard that your business is in financial trouble and I even noticed that your website has not been updated in a long time. What is going on?”

Response – “We are doing an update on the website of the moment and so there’s going to be a lot of new content coming your way.”

Whilst on paper this example looks like it would leave the buyer dissatisfied with your answer, in reality most of the time that is not the case. If you respond to a single element of a multi-faceted question and then then follow on with an added question of your own the conversation will keep moving forward.

It’s rare that the buyer will yell stop and try and drag the conversation back.

If the buyer does circle back to the questions that were unanswered, then you can use the next method of hedging your question and refocus it.

HEDGE B) REFOCUS THE QUESTION

To refocus a buyer’s question, pull out one word from the question and build your response around individual word. The more emotional the world you choose to pull out, the more satisfying your response will be.

For example:

Question – “Have you heard anything about the update that we were supposed to get? I really feel like this update will improve our team’s morale and make your service more useful to us”

Response – “For sure. The new update will dramatically improve your team’s morale”

Here we have focused on the fact that the new update will improve the buyers team’s morale whilst avoiding answering the question of whether the update is arriving.

Here’s another example with a price concern where we refocus the question and then ask our own question to keep the conversation moving towards the close.

Question – “Why would I sign a contract with you when your competitors services are significantly cheaper?”

Response – “Price is a crucial factor to consider. How much do you base your decisions the quality of the service being provided?”

WRAP UP

The steps to think on your feet and answer difficult buyer question. To recap, the process is to –

  1. Buy yourself some time for your brain to process the difficult question
    • Embrace a moment of silence before you respond
    • Repeat the question back to the buyer to buy yourself more time
  2. Hedge the question and make it easier to answer
    • Respond to one aspect of the question that you feel comfortable answering
    • Refocus the questions down to one word and discuss that specifically

And if all of this fails it is fine to let your buyers know you’re unable to answer a question. You’re not on trial here in a court of law.

Don’t try and blag things, don’t tell white lies. Instead, assertively say you’re unable to answer the buyers question at this time and that will satisfy most people.

The post Thinking On Your Feet: How to Answer Difficult Questions appeared first on Salesman.org.

Aug 09 2020

11mins

Play

#660: What Salespeople Can STEAL From MARKETERS With Jeff Davis

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Jeff Davis is a marketer with the soul of a sales guy. He helps B2B leaders align their marketing and sales teams to build a Revenue Engine that turns buyers into customers.

On this episode of The Salesman Podcast we discuss what marketers do well and what processes we should be stealing from them to improve our own sales games.

Resources:

The post #660: What Salespeople Can STEAL From MARKETERS With Jeff Davis appeared first on Salesman.org.

Aug 08 2020

31mins

Play

Selling Through COVID (When Prospects Are In A Crisis)

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Sure sales might be tough at the moment but it’s important to remember that your buyers might be in a crisis right now as well.

By the end of this post you’re going to know exactly how to deal with prospects during this COVID pandemic that is seemingly never ending…

#1 YOUR MINDSET

The first thing you need to do to sell prospects during this covid pandemic is to stop for a second and look inward. Are you stressed out right now? Is your job on the line because it’s been tough to get deals done?

Well if you’re stressed, this will come across in your sales communication with the prospect and derail the conversation.

Everyone has what are called “mirror neurons” in their brains and they literally mirror the emotions they see.

If you call a prospect who is currently calm and relaxed, but you’re stressed out… then when they speak with you, their mirror neurons will pick up on this stress, mirror it and they will become stressed too.

And nobody buys anything when they’re stressed out.

The stressed buyer will be defensive, they’ll throw objections at you and no sale will move forward.

So make sure, before you send that email or pick up the phone that you’ve turned down your own emotional state.

#2 THE ELEPHANT IN THE ROOM

Everyone gets it. We’re in the midst of a global pandemic that doesn’t seem to want to end.

So call out the elephant in the room when you speak to your prospects. Say “I appreciate that the world is a different place at the moment…” then carry on with your sales script. 

Show some empathy and you’ll likely get some in return from your prospect.

#3 FOCUS ON THE LONGER TERM

I get it, you have a sales target to hit right now.

Your sales manager might be standing over your shoulder every day, monitoring what you’re doing, calling you out for not closing enough sales right now…

But be real. No matter how good at influencing other people you are (and if you want to learn how to become more influential on the phone, click subscribe as we’ve a video coming that cover how to do that)  you can’t out influence the market.

What I mean by this is that the market, the global economy as decided to cut budgets and hold onto their cash right now.

This isn’t your middle management prospect playing hardball. These are decisions coming from the C-suite and board of directors downward.

So if you can’t get deals done right this minute, make sure you’re positioning yourself to be the first to secure budget when the money does start flowing again.

#4 KEEP YOUR ASKS REASONABLE

If a prospect had just been attacked by killer bees and they’d just spent 6 weeks in hospital recovering from their injuries…

You wouldn’t invite them to go and collect honey would you?

So don’t ask a prospect who is fighting for their own job right now during this pandemic to take risks.

Don’t make demands from prospects who genuinely has no budget, to magically find it like they can usually do in good economic times.

Keep your asks from prospects reasonable.

#5 DON’T STOP SELLING

I see salespeople going on of two ways during this extended covid pandemic. They either –

  1. Push to hard and burn relationships that will deliver revenue in a few months’ time.
  2. Or don’t do anything and they’re wasting months on end.

As long as you’re following the tips I just outlined of –

  • Getting your mindset right
  • Talking about the elephant in the room
  • And keeping your asks reasonable

Then there is no reason why you should stop prospecting for new business and attempting to close deals that are ready to be closed.

Keep pushing forward with your sales activities and all of this will blow over eventually. Bad times always make room for good times.

The post Selling Through COVID (When Prospects Are In A Crisis) appeared first on Salesman.org.

Aug 06 2020

7mins

Play

How to Be Wildly Successful at Remote Sales

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I’ve been selling our Salesman.org membership to our corporate customers from home for years now and so working remotely isn’t something new to me.

When I first started selling from home though I was a little nervous…

I thought I was going to feel isolated, unproductive and it was going to effect my selling performance but quite the opposite actually happened!

So if you’re selling services from home for the first time, don’t fear. I’ve 5 tips that is going to help you perform your best whilst you’re out of the office.

#1 HAVE A ROUTINE

I’ve found the most important tip to having success selling from home is to build a robust routine.

At first when I moved out of our office and started selling from home I’d sit down at my desk at different times of the day, lunch would happen whenever I had a spare minute and there was no boundary between work and the real world.

This was not sustainable.

So I implemented a very script routine and I’m still using it until today.

  • Get up 6am, shower and exercise.
  • At 7am I clean my physical desk and virtual desk (which means emails and documents left open from the previous day).
  • At 7:30am I start my most important job of the day. The one job that if I make it happen, will have ment today would have been a success.
  • I then have my lunch, usually a Huel shake, which is a meal replacement powder at 11:30am.
  • And then I crack on until around 6pm or so when I wrap everything up.

At this point I do no emails, I don’t go on Linkedin, work literally stops unless I’ve a really damn good reason to check in.

So the point is, you must have a really solid routine and clear start and stop boundaries for your workday if you’re going to be successful working from home.

#2 DEDICATED WORKSPACE

Now I’m lucky because I’ve got a home office and studio to work from. But if you don’t have a dedicated room to work out of, you need to create a designated space to work from and have everyone that you live with agree that it’s yours.

It could be the breakfast bar in your kitchen. It might even be worth buying a cheap IKEA desk and sticking it at the back of your living room to work from for the time being if you don’t have a workspace in your house or flat at the moment.

But don’t be trying to work in your bedroom or somewhere else that you can’t control.

#3 TAKE BREAKS

When you’re selling in the office your colleagues naturally ask you questions, your boss pulls you into meetings and prospects call you out of the blue.

All of these distractions stop when you’re working from home in the middle of a global pandemic.

Therefore, you might find yourself being incredibly productive.

Which is a good thing right?

Of course it is but with that added productivity to must take scheduled breaks.

There’s a big park with a lake 2 minutes from my house and so I make sure to go for a walk around there for 40 minutes each day. I know that when I do this and my mind gets cleared, it almost acts like a reset button for me.

I can then tackle the second part of my day with more vigour and I get way more done.

Do make sure you’re taking at least one 30-40 minute break in your workdays at home to reset.

#4 GET DRESSED

It’s going to be very tempting to get out of bed, throw on your dressing gown and get to work each morning but you must get dressed.

Your brain associates being a professional with professional clothes. So never work from home in anything less appropriate than you would for a casual Friday at the office.

I myself wear basically the same uniform every single day so that I waste no mental energy each morning deciding what to wear. For me this is chinos, boots and a polo shirt.

Trust me when I say that being dressed for success does effect your productivity. Even if jogging bottoms and a hoody are more comfortable.

#5 BE SOCIAL

Lets get real for a minute…

You probably think that most of the people in your office are idiots.

But all of the subtle, small social interactions that you have with them each day do make a difference in your life. Without them it’s easy to feel a little isolated and down. 

So remember to be more social during the day.

I for one call my Dad each morning for a quick chat and catch up without fail.

I also check in with some of our team over zoom a couple of times a week for a 5 minute change of pace.

Scheduling a couple of quick “virtual coffees” each day might seem like a waste of time but they can make a big difference to your overall happiness.

So there are 5 tips for selling remotely from home.

The post How to Be Wildly Successful at Remote Sales appeared first on Salesman.org.

Aug 05 2020

9mins

Play

Cold Emailing Prospects – 5 Phrases To Avoid

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If you’re using cold emails to sell a service and you’re using any of the phrases that I’m going to share with you in this post… Then you’re sabotaging your efforts to get deals done.

Using these phrases in your cold, prospecting emails is like driving to your prospects office, slapping them in the face…

Then driving back to the office and sending them an email.

You’re stopping yourself from getting deals done.

So lets get into the 5 phrases.

#1 BUT…

The first thing you must avoid saying in your cold emails is “I know you’re busy, but…”.

You may think that you’re being considerate but that word “but” undermines and good intentions that you may have.

You’re saying, I know you’re in pain BUT I don’t really care.

Instead, if you know for a fact that your prospect is super busy, pitch them a way to connect that will give them the value of your conversation but with less of a burden of their time.

So you could say “I know you’re busy right now because it’s the end of the quarter and so I’ve listed 5 ways I can help with your revenue below…”

#2 JUST…

Another word to avoid is saying “just”.

This makes you sound weak. Think about it like this, if you really did have a game changing service to offer your prospect, would you say “I was just hoping to get on the phone with you on Wednesday” or would you say “Does it make sense to jump on the phone on Wednesday?”

Using the word “just” is passive, it suggests that you’re hoping the prospect will respond to you.

Instead, be direct, clear and assertive with your messaging.

#3 SORRY FOR MY PERSISTENCE

Next don’t say “I’m sorry for my persistence”.

If you’ve sent more than a couple of follow up emails, then your level of persistence is clear. You lose your authority as soon as you apologise for something that you believe your correct in doing.

Think of it like this, your doctor wouldn’t apologize for leaving you 2 voicemails and 4 emails to tell you some important new about some recent medical test results would they?

They know that the service they’re offering is important to you.

So if you’re apologising all the time for being persistent with your follow up, you need to figure out if you really believe the value that you’re pitching your prospects is real.

#4 BRAIN PICKING

Founder, executives, senior management… the people who have the budget that you’re chasing…

They have an incredible demand for their time at work.

Why on earth would they give you, an outsider that is trying to take their budget time to “pick their brains?” when they don’t have enough time to get their own work done?

Never ask if you can “just pick someone’s brains”. It’s overused, vague and no productive person is going to respond to it.

#5 A MOMENT?

Similarly never ask for someone to respond “when they have a moment…”. You need to be clear and assertive with your requests otherwise your prospects will not take action on them.

You need to make it easy for a prospect to reply to you without thinking.

I like to write –

“Does it make sense to do X? If so lets do it on Wednesday this week”.

Here you’re giving the prospect an option to say no so they don’t feel like you’re manipulating them but at the same time you’re giving them a very easy pathway to responding yes if Wednesday works for them.

So there are 5 phrases that you should avoid with your cold email prospecting.

The post Cold Emailing Prospects – 5 Phrases To Avoid appeared first on Salesman.org.

Aug 04 2020

7mins

Play

How To Build Rapport In Online Meetings With Prospects

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Have you ever sat in an online meeting with a potential customer and thought things felt awkward?

I’ve been selling our Salesman.org sales training product to sales leaders, via mainly Skype video calls for years now and all of my meetings seemed awkward at first… until I figured a few things out.

Your online meetings feel awkward because you don’t have the same level of rapport with your prospect on video chat that you do in person.

There is no human contact with a handshake, it’s difficult for the person you’re meeting with to have eye contact with you and a lot of the body language cues we usually see aren’t always visible in an online video chat.

So in this video I’m going to explain 5 ways you can build instant report in your online meetings to make them feel less awkward which will in turn help you get more deals done.

What is rapport?

First let’s very briefly look at what we’re trying to achieve with our online meetings. For a deal to get done, the buyer needs to have a trust with you.

A lack of trust is like having a roadblock in the way of the sale progressing. With no trust your buyers might listen to your sales pitches but they’ll never get past a certain part of the sales process.

Now, your buyers doesn’t have to be your best friend but they do need to trust that you can deliver on the promises you make them.

Another way of defining trust is to us the word “rapport”.

Rapport can be described as two people having “mutual attentiveness”. Mutual attentiveness means that both people are both focused on and interested in the opportunities that each other can give them. In a selling scenario, these opportunities are the money in your buyers pocket, and your service to the buyers organization.

So now that we know why we want to build rapport (to get deals done) and what rapport is, let’s look at 5 ways we can engineer an increase of rapport over an online meeting.

#1 Look at the camera

This may seem simple but to build rapport fast in an online meeting you should look directly into your WebCam, rather than at the screen and the person you’re speaking with.

The subtle shift in your eyes looking down at the screen rather than the WebCam can leave a tangible level of disconnect between you and the person you’re engaging with.

Once the conversation is on the way you can then start to look at the individuals WebCam feed but for the first minute of your online meetings look directly into the camera.

That little black dot above your screen on your laptop is a hole into your buyers sole.

#2 Body language

Next, double down on your body language.

Salespeople often learn how they can use their body language to influence potential customers when they engage with them in person but for some reason this goes out of the window on an online video call.

Here are a few basic principles for you –

  • When the buyer is saying something that is moving them towards the sale, lean in towards the camera and smile to encourage them.
  • If the buyer throws out an objection or is been difficult, lean back slightly and make sure that you’re not crossing your arms or legs in a defensive stance. This will show that you’re in control and this posture helps relax you mentally so you can rebuttal the objection.
  • When the buyer is speaking, make sure to nod your head in acknowledgement that you are listening to them.

Finally, if you have not done so already, try recording one of your meetings. Watch the video recording back and see how engaging and trustworthy you really look.

#3 Find common ground

I find that there is more small talk in in-person meetings verses online meetings. Small talk is great for building rapport and finding common ground with your buyers.

So try and engineer a little more small talk at the beginning of your online video meetings.

We want to find common ground with our buyers because people enjoy talking about themselves. So when you can uncover a buyers genuine interest and then show interest in it, the buyer is more likely to relax and open up on your sales call.

You can find common ground by asking open ended questions at the beginning of your online meeting. For example, you could ask –

“What are you doing to get away from the office at the weekend?”

This question allows the buyer to share hobbies or interests they have and can then ask follow-up questions about them.

#4 Be empathetic

It is important to understand your buyers and see things from their perspective. Putting yourself in their shoes is a very quick way to build empathy between you both. Empathy always leads to greater rapport.

To create empathy with our buyers, we need to discuss emotions and feelings.

Now, avoid getting into deep conversations about your buyers recent divorce. Understanding why Juila had a 3 some with a bunch of dudes who like dressing up as furry animals might be fascinating, but it isn’t going to progress you towards a close.

Instead ask the buyer how they feel about the business problems they have. You could ask for example –

“How does this problem make you feel at the end of each workday?”

This allows the buyer to talk about their feelings and you can follow up with statements like “I’ve seen similar in other customers and they felt very tired and stressed about it as well”.

Showing empathy for your buyers builds rapport faster than anything else.

#5 Use visuals

The final tip I have for you is to do use visuals. Do as I do and use visuals like I have been doing throughout this video in your online meetings.

It could be as simple as scribbling down a diagram on a piece of paper and holding it up to the webcam. You could get slightly more sophisticated and screen share your computer or iPad like I’m doing right here.

When you use visuals to communicate with your buyers in your online meetings, you’re going to keep their attention longer and so have more opportunities to build rapport with them.

And there we have it, five ways to build instant report in your online meetings with potential customers.

The post How To Build Rapport In Online Meetings With Prospects appeared first on Salesman.org.

Aug 02 2020

9mins

Play

#659: Language Patterns, BJJ And Dealing With Selling Fear… With Marx Acosta-Rubio

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Marx E. Acosta-Rubio helps business owners create predictable sales systems.

On this episode of The Salesman Podcast Marx explains his selling system that “never fails” and we also get into the benefits of BJJ and martial arts for sales professionals.

Resouces:

The post #659: Language Patterns, BJJ And Dealing With Selling Fear… With Marx Acosta-Rubio appeared first on Salesman.org.

Aug 01 2020

43mins

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#658 – DANGER! How To Sell To The Buying Brain With Felix Cao

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Felix Cao is the founder of Happy Buying Brain and has been featured in top media outlets, such as The Huffington Post and Adweek.

With a background in biological science and psychology, Felix is able to combine business success with 15+ years of marketing experience to deliver business transforming strategies that speaks to the primal part of buyers brains.

On this episode of The Salesman Podcast Felix shares how we can sell directly into the primal brain and the benefits of doing so.

Resources:

The post #658 – DANGER! How To Sell To The Buying Brain With Felix Cao appeared first on Salesman.org.

Jul 18 2020

27mins

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#657: Use “Content Prospecting” To Connect With More Potential Buyers With David Dulany

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David Dulany is the CEO and founder of Tenbound which is a research and advisory firm focused to sales development performance.

On today’s episode of The Salesman Podcast David shares his lead generation strategy of “content prospecting” and how it can help fill your pipeline.

Resources:

The post #657: Use “Content Prospecting” To Connect With More Potential Buyers With David Dulany appeared first on Salesman.org.

Jul 09 2020

29mins

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