I couldn’t be more excited to talk to my guest on this episode, Jeffrey Gitomer, one of my all time favorite sales experts. Jeffrey has written 13 books on the art & science of sales and personal development, including the all time best selling sales book, The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Join us now as Jeffrey and I discuss a range of topics including: social selling, smarter alternatives to cold calling prospects, what the value proposition is really about, what it means to be a true value provider, why close rates are so low, how to train consistency, and why salespeople place blame rather than take responsibility.
[3:13] Jeffrey says social selling & inside selling have to be very harmonious in today’s world to make a genuine contact.
[4:58] Jeffrey shares alternative strategies to cold calling that sales managers can advocate to develop prospects.
[8:03] The value proposition is really about what happens after the sale. And that’s in the mind of the customer not in the mind of the salesperson!
[13:40] Why are close rates still so low? Because salespeople don’t have enough relationship quality with their prospective customer.
[17:03] How to train consistency with your sales team
[19:45] Andy and Jeffrey discuss the issue of salespeople placing blame vs. taking responsibility.
[25:05] “Too many people are trying to shorten the sales cycle by not getting to know the other person.”
What’s your most powerful sales attribute?
Personal brand, reputation, and being able to speak to the customer about their stuff, not my stuff.
Who is your sales role model?
What’s one book that every salesperson should read?
How to Sell Your Way Through Life by Napoleon Hill (1939)
What music is on your playlist right now?
The Who, The Wallflowers, Traffic, The Tallest Man on Earth, Students, Steve Miller Band, Steely Dan, Spoon, Split Enz, The Smashing Pumpkins, The Rolling Stones, Rockpile, Move, Fogg Hat, Led Zeppelin, Arctic Monkeys.