Joining me on this episode of Accelerate! is my guest Ron Hubsher, Managing Director of the Sales Optimization Group, and author of Closing Time: The 7 Immutable Laws of Sales Negotiation. Among the many topics that Ron and I discuss are how Ron’s background in engineering led him into sales, how the sales process is like a manufacturing process, how to get more performance from your sales pipeline, and Ron’s seven laws of sales negotiation.
[:53] Ron tells how the Sales Optimization Group helps sales organizations accelerate with best practices. Ron was an engineer, but studied best practices for ‘manufacturing’ a sale.
[2:01] Ron compares qualified leads to raw materials, and the sales process to manufacturing.
[6:39] Ron talks about price versus risk in a case study of paper manufacturing.
[10:00] What are the two metrics Ron suggests for scoring and filtering your pipeline prospects?
[13:49] Andy sets forth the difference between sales performance and sales productivity.
[17:17] Negotiation starts early. You always want to have closing in mind at the first interaction. How do sales effort and negotiation interrelate?
[19:01] Make sure you are the buyer’s top choice. If you’re not the number one choice, you have no reason to negotiate; they’re only using you to beat down the price of the winner.
[20:09] What are the basic things you want to ascertain with the buyer, as you show them you are the least risky solution.
[24:45] Ron covers the seven steps of sales negotiation, including, resisting ‘the squeeze.’
[30:16] Be proactive in understanding all the parties involved in the decision-making, including procurement and legal.
What’s your most powerful sales attribute?
Our referenceable client base, and walking the walk in our sales process.
Who is your sales role model?
Alston Gardner, Founder of TAS, Mike Bosworth, author of Solution Selling, and Robert B. Miller, author of STRATEGIC SELLING.
What’s one book that every salesperson should read?
Solution Selling: Creating Buyers in Difficult Selling Markets, by Michael Bosworth, or STRATEGIC SELLING: The Unique Sales System Proven Successful by America's Best Companies, by Robert B. Miller, Stephen E. Heiman, & Tad Tuleja.
What music is on your playlist right now?
U2, and Jimi Hendrix.
Contact Ron: RHubsher@SalesOG.com