Joining me on this episode of Accelerate! is my guest Thom Singer. Thom is a sought-after speaker, host of the Cool Things Entrepreneurs Do podcast, and author of many books, including, The ABC’s series, and his Some Assembly Required series about networking. Among the many topics that Thom and I discuss are the keys to building relationships, insights from Thom’s writings, and networking tips that are also sales tips.
[4:37] With social media, we may think, ‘a Like, a Link, a Share, and a Follow,’ are a substitute the hard work involved in building long-term, ongoing relationships. They are not.
[7:08] You have to show up and belong to something. Volunteering in industry groups is a smart way to network.
[8:51] Take an interest in everyone. You never know when a person you meet at an event can connect you to someone they know that is looking to hire a great salesperson.
[11:12] What are some of the simple steps in Thom’s “Ten Rules of Sales Success?”
[14:53] What is one sure way to be seen as the expert?
[16:03] What international organization do Thom and Andy both recommend highly?
[20:06] What does Thom describe as ‘magical’ and rare?
[23:20] Do you actually know the prospect’s desired outcome from their investment?
[24:10] What is the world’s best second discovery question?
[25:38] How are you unique? Do you add that quality to your value proposition, to distinguish yourself from a commodity?
[27:37] How do you find a prospect’s concerns and objections?
What’s your most powerful sales attribute?
I think it’s that I care that an event is great. I really, really care.
Who is your sales role model?
Tom Hopkins, and Harvey Mackay.
What’s one book that every salesperson should read?
The 7 Habits of Highly Effective People, by Dr. Stephen R. Covey.
What music is on your playlist right now?
The Beach Boys, and the soundtrack to Hamilton.