Joining me on this episode of Accelerate! is my guest David “DFish” J.P. Fisher, a sales expert, professional keynote speaker, and best-selling author of the Networking in the 21st Century series of books. David is also the Founder of Hyper-Connected Selling. Among the topics that David and I discuss are how his early experience selling Cutco products influenced his career in sales and sales training, the reasons why networking is an investment in relationship building (and not a sales call), and the secret to being the most interesting person in the room.
[:53] David goes by “DFish” from his band days. He paid for college by selling Cutco Knives.
[3:44] DFish used his networking experiences from building his business as the basis of his Networking in the 21st Century book series.
[5:29] Are humans natural networkers?
[11:00] Why networking is more than just knowing who all the people are who are involved in the buying process.
[12:27] DFish gives his definition: Networking is building a web of relationships with others, for mutual support in finding business solutions.
[15:17] DFish asks people about their significant life events. Then he asks: Who connected or introduced you to that, or helped you to create that? Those connections are networking!
[15:59] Andy recommends The Go-Giver, by Bob Burg, and Influence, by Robert B. Cialdini, to learn more about the influence of the reciprocity instinct in sales.
[18:00] In building relationships, you have to have something to give. That requires intentionality. It doesn’t have to be spectacular or amazing.
[20:30] When you meet somebody, as you network, ask: What are you working on now that’s really important to you? Listen, and then follow up with: What can I do to help you?
[22:43] Weak (or loose) connections, once they know something about you, are more likely to refer somebody to you.
[26:15] Social savvy includes dress and grooming, body language, smalltalk, sense of humor, and listening. DFish shares his views about perceptions and human relationships.
[31:21] DFish talks about networking virtually, stressing that on the other end of the device you will find another human being. Do your research before the interaction.
What’s your most powerful sales attribute?
My desire to really understand the prospect’s perspective, and solve their issue, or to help them find a way that they can.
Who is your sales role model?
A lot of them, but when I started at Cutco, Marty Dmitrovich, who ran the Midwest Region with an amazing ability to be competitive, to work hard, and to be warmly human.
What’s one book that every salesperson should read?
The Four Agreements: A Practical Guide to Personal Freedom (A Toltec Wisdom Book), by Don Miguel Ruiz, and The Art of Possibility: Transforming Professional and Personal Life, by Rosamund Stone Zander and Benjamin Zander.
What music is on your playlist right now?
Lucky Chops (a brass band from New York), Salsa musicians Héctor Lavoe and Oscar D'León, and some Hip Hop.
Contact David “DFish”: DFish@davidjpfisher.com
Podcast: Beer, Beats, and Business
Amazon: Networking in the 21st Century