Have you ever wondered what it takes to be a top business owner/top salesperson in your industry, the one who makes all the money, who gets the promotions and all the respect? My guest today is President and CEO of ‘Absolute Sales Development’ Inc. based in Miami, Florida – a multi-million dollar sales and sales management training company. He works with highly-motivated entrepreneurs, business leaders, and companies who are ready to work smarter and commit their time, money, and energy to attract new clients, sell more, and generate more profits – ‘Hope’ is not a high growth strategy, he says! He has written two best selling sales books, and he will be talking about them today.

  • 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.

 

  1. Antonio shares his 4 Golden Rules.
  2. Antonio shares one of the most important questions a salesperson should ask their prospect in the sales process? And Why?
  3. Every sales professional hears the same kind of questions over and over. Start tracking the kinds of questions you get by writing them down. And then start crafting your answers to the questions including the stories and examples that will best help answer those questions. Then role play your answers with someone around you.

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 Questioning Strategy Helps Close More Deals – with Antonio Garrido

3:10 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 sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

  • Antonio originally went to college to become an architect. 
  • When a baby is born, the doctor doesn’t hand the baby to his or her parents and say: “Congratulations, it looks like you have a little salesperson here.”
  • He was recruited by his CEO to run a sales and marketing division.
  • He tripled his income instantly.
  • Found himself running a team of 30 sales people.
  • He went back to school and got his MBA.
  • Sales and Marketing should be aligned with each other.

9:00 How has COVID-19 been affecting your world first?

  • Everyone was entirely unprepared for COVID.
  • 3 buckets
    • Some businesses took off
    • Some declined
    • Some went out of business
  • Antonio had to help his customers pivot.

12:05 Let’s talk about your book Asking Questions The Sandler Way. Why are these questions so vital for salespeople to be asking?

  • Here are the questions that most salespeople have
    • What percentage of time do customers speak the truth? How do we get to the truth?
    • The salesperson typically wants more time than the prospect is willing to give. Our value as a salesperson is measured more by the information that we gather than by the information that we give.
    • Question is one of the key ways to differentiate yourself from your competition.
    • Most sales people have been taught how to ask surface questions.
    • If you only ask surface questions, you only get surface answers.
    • The most important question to ask of all the questions: We need to get permission to ask a series of questions. 
    • You have a limited amount of time so you need to carefully choose the questions you are going to ask your prospect.
    • It’s okay if the prospect does not know the answers to some of your questions because you are making them think outside their box.

21:12 Antonio shares his 4 Golden Rules

  • Rule #1 – They never believe what you tell them.
  • Rule #2 – They rarely believe what you show them.
  • Rule #3 – They will often believe what a 3rd party tells them.
  • Rule #4 – They always believe what they tell themselves.

23:15 Antonio says he has never heard one of us customers say the reason they chose him or his company was because they were the cheapest. 

  • So many salespeople get commoditized by the way they communicate.
  • If you ask your questions right, you will always win the business, even if your price is higher.
  • Rolls Royce does not advertise their product on T.V. because their clients aren’t sitting around watching T.V. all day.

25:41 Let’s talk more about your 2nd book: The 21st Century Ride Along. Who did you write this book for and why?

  • The coach never steps into the game to make a critical play for one of his or her players
  • A parent doesn’t step in and take over right when their child is starting to learn to ride a bike. Letting them fall off the bike is the best way to teach them to ride on their own.
  • Similarly, a sales manager shouldn’t step in when the person they are trying to train is about to do something difficult.

29:21 Regarding Leadership in an organization, how does your training apply to sales leadership specifically?

  • To succeed at anything it is a combination of the right kinds of behaviors, the right kinds of attitudes and the right kinds of skills and techniques.
  • A manager's primary job is to help their people succeed.
  • And the best way to succeed is to improve results by building a team of people (because a highly trained team is better than individuals) who are self-sufficient (meaning they perform even when you are not around) with a high degree of skill, coupled with a high degree of motivation.
  • Your Job: Self-sufficiency, High Degree of Skill, High Degree of Motivation
  • Your job is to help manage their behaviors, coach their attitudes and training their skills and technique.
  • Many leaders think they can manage behaviors, attitudes and skill
  • Manage the “what”, Train the “how”, and Coach the “why”
  • The best managers and leaders are coaches.
  •  Antonio teaches his B.E.A.R. model – 
    • Belief
    • Expectations
    • Actions
    • Results

35:09 What’s one of the most important questions a salesperson should ask their prospect in the sales process?  And Why?

  • A question or questions that get a universal YES
  • Could I give you a super quick example?
  • Can I tell you my biggest fear?
  • Jeremy I was thinking about this meeting this morning, can I tell you what I was thinking?
  • Hard sell is good for one thing and one thing only – a hard push back!
  • Make it conversational by putting in these really good “lubricating questions” that get a universale YES.
  • It has to feel like you are talking to a friend and it’s strategically very conversational.

38:01 Tell me about how your clients typically start their sales training with you?  What are they learning that first 30 days?

  • We always assess before we train anybody. We need to first determine if we can help the prospect. We don’t just assume we can help everybody.
  • We don’t do cookie cutter training
  • First thing we do is we take them through a process of bonding and report 
  • Pattern Interrupt – Get permission to ask questions
  • Upfront Contract where we agree what the end looks like
  • Qualification Phase – Pain, Money and Decision
  • Fulfillment Stage
  • Post Sell
  • How to Prospect Like a Lunatic – Skilled Prospecting
  • Constant Reinforcement over time.
  • Is training something you did, or something you do?

42:53 Do you have any final thoughts or advice for our listeners?

  • Every sales professional hears the same kind of questions over and over. Start tracking the kind of questions you get by writing them down. And then start crafting your answers to the questions and the stories and examples that will best help answer those questions. Then role play your answers with someone around you.

44:23 Where can our listeners learn more about you and your company and how you can potentially solve some of their challenges?

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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