My guest today has over 20 years of technology and SaaS experience in sales training, operations, sales leadership and Sales Consulting. He has built, led and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. He is also the current Director of Sales Consulting and Training for SalesHacker and is a regular speaker at the various Sales Hacker events, workshops, and SalesStack conference. Some of the companies he consults include Zoom, Google, Salesloft, Visa, & PagerDuty…just to name a few.
  • Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

3 Value Bombs

  1. Economic impact is more important than ROI in terms of determining the impact on your overall organization.
  2. Never use Budget or Price. Reframe it to “Commercial Terms.”
  3. Any time you can ask a question that causes the prospect to say, “That’s a really good question,” This is how you know you are on the right track. Please stop saying “does that make sense,” particularly in your demos. Instead say: “How does this compare to what you are currently doing?”

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Feeling the Full Impact of N.E.A.T. Selling – with Richard Harris

3:48 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

  • Started upselling Jolly Ranchers in grammar school. 
  • Salesperson for the Gap.

6:20 What does N.E.A.T. Selling mean? ‌

  • Need
  • Economic Impact
  • Access to Authority
  • Timeline

11:10  Why do you hate the phrase ROI?

  • No one believes the R they only believe the I!
  • What are we trying to solve how are we getting there
  • Economic impact is more important than ROI in terms of determining the impact on your overall organization. 
  • Never use Budget or Price. Reframe it to “Commercial Terms.”
  • People don’t buy from people they like; they buy from people they trust.
  • It doesn’t mean that likability doesn’t matter, it’s a subset of trust.

11:10  Why is trust so key in trust in our time?

  • Authenticity is important. 
  • Trust matters. “Earn the right” to ask questions.
  • All about the open ended questions.
  • Self-persuasion – getting the prospect to persuade themselves.
  • My job is to reduce the risk you feel in making this decision.
  • You need to detect yourself from the end result in the sale and instead focus on whether or not there is a sale to be made in the first place.
  • Find out the root cause of the problem and how it is affecting them.

23:19 What’s one question someone in sales should be asking their prospect to get them to  think about their situation and want to change?

  • Alway reframe and ask what’s driving this conversation today?
  • This is what we are trying to accomplish in today’s conversation. Is there anything that has changed before we start the conversation?
  • This establishes trust in the relationship and involves the prospect.
  • What should you listen for in your sales calls? Any time you can ask a question that causes the prospect to say, “That’s a really good question.” This is how you know you are on the right track.
  • Please stop saying “does that make sense,” particularly in your demos. “How does this compare to what you are currently doing.”  
  • Checking For Agreement questions.

28:20  What’s the best way a salesperson can create urgency in a sale to reduce their sales cycle time especially in a complex sale?

  • You have to help them realize how economically impactful this decision is right now for them. Quantify it with them and for them to get them thinking about the ramifications of prolonging the decision.

30:04 Where can our listeners learn more about you and your company so they can start learning these skills?

Killer Resources

  1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
  2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

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