Joining me on this episode of Accelerate! is Will Barron. Will is the UK-based host of the Salesman.red podcast. Among the many topics that Will and I discuss are how Will’s background in chemistry and medical device sales led to starting his podcast, how sales professionals would benefit by podcasting and how to build trust into the customer relationship.
[0:55] Will talks about his degree in chemistry and his sales experience -- first in chemicals, and then in medical devices.
[6:05] A podcast gives, first, a platform to reach your prospects, and second, an effect of expertise by osmosis, as you interview authentic leaders.
[9:49] You want to drive prospects to your LinkedIn page. That’s where you differentiate yourself from your competition with your brand, and with original and repurposed content.
[12:26] Why it’s jumping the gun to teach sales skills to people who lack underlying foundational behaviors and good habits that would support the skills.
[14:52] There’s a presumption that people come to the job with basic behaviors and habits. But even seasoned salespeople can benefit from a reminder of the basics.
[19:10] Why you need prospects to tell you something about themselves, before you talk about your products and services.
[19:56] What are the psychological needs that a sales career satisfies for certain individuals?
[22:02] In some sales environments the salespeople really feel, every single month, that if they don’t hit their numbers, they’re going to be fired.
[25:10] What are the portable habits and skills you need to grow a successful sales career.
[28:49] Why you can’t expect your customers move with you as you move to a new sales role at a different company.
What’s your most powerful sales attribute?
Using the power of podcasts, and adding value by making it seamless.
Who is your sales role model?
Gary Vaynerchuk, for empathy; Grant Cardone for hustle.
What’s one book that every salesperson should read?
Awake the Giant Within, by Tony Robbins.
What music is on your playlist right now?
Classic rock, dubstep, electronic dance, and “Like a Prayer,” covered by Rufio.