My guest today is a nationally recognized author, speaker, and the foremost expert in large account sales. His methods of unlocking explosive growth were developed through years of real-world success. By the age of 40, he had led four corporations, transforming annual revenues of less than $15 million to more than $100 million in each case. Since then, he founded Hunt Big Sales, a fast-growth consultancy and thought leadership organization. With his guidance, Hunt Big Sales clients have landed more than $5 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple and hundreds more.
  • 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. The ability to speak like an expert is key to becoming top 1%. If you have to ask me what my problem is, you’re not an expert!
  2. You get sent to whom you sound like. The size of your problem dictates to whom you’ll be speaking. If you go through the small door, you’ll get stuck in the small room.
  3. Don’t let the fear of marketplace buyers be your fear.

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: How Learning to Hunt Big Sales Can Become Your Job Security Over the Next 5 Years – with Tom Searcy

3:54 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 selling with his father when he was a kid.
  • He learned that everything is 90% process and 10% magic.
  • He systematized the sales process.
    • Salespeople – set the table
    • Operations – serve the meal
    • Salespeople – take care of dessert 

7:56 Let’s talk about your book “How to Sell in Place: Closing deals in the New Normal”. Who did you write this book for and why?? ‌

  • Written for salespeople who spent most of their time in the field.
  • Relationship – Trust – Sale
  • People need expertise – they buy from people who can help them solve problems, not from people they like.

11:12  By the age of 40, as I mentioned in your intro, you had already led four corporations, transforming annual revenues of less than $15 million to more than $100 million in each case . Can you describe for our listeners what you did specifically from a training perspective with those companies sales reps to help them achieve those kinds of results?

  • Operations background – Step #1 – is to come in and build a floor.
  • Step #2 – Narrow down the ideal prospect who specifically needs what you are selling.
  • Step #3 – Build a hunt team, a capture team and lay out their roles. The CFO played a significant role. 
  • Focused on “How do you sell money.” Speak to the issue of money – the financial impact.

13:54 Can you describe and provide a few examples of the specific skills sales people need to acquire in 2020 and beyond to be part of that level of transformational growth and success?

  • The ability to speak like an expert. People in your industry are challenged by these 3 problems (list them out). Describe the challenge or problem right up front.
  • By declaring your expertise right up front, it gives you the ability to weed out the problems you are not set up to solve. They view you as the trusted authority.
  • Lay out the buying process for the prospect. Involve all the key decision makers.
  • Instead of focusing on making the sale, focus on whether or not there is a sale to be made in the first place. You become detached from the outcome of the sale and your prospect really feels that, so they become open to you and want to engage with you.

20:01  What challenges are you seeing in the marketplace for sales under the current conditions?

  • Salespeople are freezing or stopping because they don’t know what they are supposed to do.
  • Much of the sales training out there is focused on prospecting and how to handle the first meeting.
  • Salespeople are not sure how to get to trust “digitally” when they are used to building trust another way.
  • Salespeople are unsure if the companies they work for will support them the way they need to be supported, because their companies are experiencing challenges too.

22:10 What are some best-practices that are working for people Selling In Place?

  • Draw people to you because they see your expertise.
  • Focus on building your credibility on LinkedIn.
  • Choose an area of expertise. Slice thin, slice deep.
  • You need to define your “sweet spot” for the current marketplace.

26:30 What is the reason why so many buying decisions stall in the marketplace right now?  What are a few questions that a rep can ask to help build urgency in the sale to prevent this from happening?

  • Fear is the biggest reason – the pandemic, the election, the uncertainty.
  • Focus on helping your prospects overcome their fear.
  • What is your stop gap?

29:08 What are the differences between selling big sales as a sales person or company as compared to selling low value transactional products?

  • You get sent to whom you sound like. The size of your problem dictates to whom you’ll be speaking. If you go through the small door, you’ll get stuck in the small room.
  • When you are speaking to the senior-level executive, they are all about time, money and risk.
  • When you are speaking to a lower-level person you need to focus on price, quality, service and potentially speed.
  • Work with higher-level people when you are dealing with big problems and a longer-term solution.
  • No one buys alone anymore. The world is a complex place and organizations are complex and they need to bring in their teams.
  • Remember, buying processes change selling processes. Selling processes do not charge buying processes. 

31:04 What’s one of the most important question’s every salesperson should be asking   their prospect?  What does this question do psychologically to the prospect when asked?

  • Threshold – what is the threshold performance that we need to achieve in order for you to make a change
  • Threshold – What is the threshold of challenges that you have experienced that has caused you to choose or look at an outside vendor
  • Threshold – What is the threshold of price point in your organization that you are willing to trade out for the higher value that you would receive by working with us.
  • Threshold is a definition point that simply says whether it’s a problem, a service, a price or whatever, that you can insert into those kinds of conversations that are impactful. First of all they’re different. Your competitors don’t ask threshold questions. And secondly, these kinds of questions cause your prospect to think.

34:30 Your book was written at a pivot point in the world right now during COVID-19 and you write that the pandemic has truly changed the way businesses do business and that businesses may not be able to return 100% to what was considered “normal”. Can you explain to our listeners what your thoughts are on this and what you mean when you say 90 days is the new clock?

  • We used to have at least a 1 year clock that most businesses operated within. Now it has been shortened to 90 days or less.

37:53 In Chapter 5 you talk about getting the customer to come to you. Can you talk about what you mean by this and the importance of learning this skill? 

  • Expertise – you should own an expertise that no one else owns.
  • If you have to ask me what my problem is, you’re not an expert.

40:07  Tom you spend a fair amount of your time helping business leaders see the future in the larger market context beyond just their own industry. What do you believe the next five years will look like in the world of selling.

  • US Department of Labor statistics says that the overall sales market will compress by 22-23% meaning there will be less sales people out in the marketplace. 
  • It will compress for people who only handle transactions, or who only provide onsite education. All just relationship based. 
  • Sales professionals with expertise in large buys, complex sales in nature, will increase.  

41:38 Do you have any final thoughts or advice for our listeners?

  • Don’t let the fear of the marketplace buyers be your fear.
  • If you listen to why the buyers are not buying and you start to believe that as your truth, then you will be stuck in a place that allows perpetual excuses.
  • Don’t buy into that hype.
  • You just have to learn the right skills.

42:05 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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