My guest today believes in focusing on the “person” in “salesperson”. As he’s grown as a sales authority and leader, he’s developed a better understanding of what truly drives human behavior, motivation, and long-term success in sales. “If we can make better people,” he says, “the sales will follow.” He loves scaling sales teams. He has built teams from 0-150+ reps, revenues from 0-$75M (and counting). And he believes in processes and systems, paired with skill development, as the code to success. He mentors and consults early, mid, and late-stage SaaS companies all across the world, sharing his playbooks and processes for scaling sales teams successfully. If there is a book on sales, psychology or influence he has probably read it. He is a voracious learner and is constantly pushing himself and his teams to reach new heights of achievement.
  • 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. Tone: How you sound. Tone is how we communicate and it’s how we establish trust.
  2. If salespeople would devote half the time to learning skills as they did in a highschool sports or band or video games (as just 3 examples), they would be making multiple 6 figures a year.
  3. Practicing just 30 minutes a day can make all the difference in your selling. Confidence comes from repetition.

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 To Be A Great Sales “Person”- with Kevin “KD” Dorsey

3:21 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?

  • KD started selling in college. He felt sales was the most secure job he could get. because companies are always hiring for sales.
  • Started selling knock-off Cutco Knives, MLM and insurance.
  • Found a mentor who could teach him how to earn $1 million dollars.
  • You don’t want to be a millionaire, you want the things that being a millionaire will get you.
  • You can’t be a millionaire until you act like, think like and have the skill sets of a millionaire.
  • He read Think And Grow Rich.

6:44 What skills specifically does someone need to have to become exceptional at selling in  today’s modern, competitive world? ‌

  • Tone: How you sound. Tone is how we communicate and it’s how we establish trust.
  • Tonal Discongruence – If you don’t sound like what you are actually asking for, it creates a feeling of distrust at a subconscious level. 
  • Sales today are won or lost at hello – in the beginning of the call.
  • Sales people need to ask a really good question at the beginning – a status alignment question so the prospect knows you are on the same page.
  • Sales people used to be needed for information and a lot of bad sales people gave out bad information. 
  • A lot of sales people think that the buyer has all the control because they have access to all the information, but we as sales people also have access to information too that we can research as a true professional in our respective industries. We have access to information too; we just need to go find it.
  • Gap Questions – can you ask a question that exposes there might be a gap in their process or their current way of doing things.
  • How are you _____ so that _____ isn’t happening.

15:00 What‌ ‌is‌ ‌the‌ ‌biggest‌ ‌hang-up‌ ‌people‌ ‌have‌ ‌with‌ ‌selling, especially when they are just starting out and what keeps most salespeople from being great?

  • Not having a mentor 
  • Confidence 
  • Prospect knowledge – they get good at their product, but they don’t think enough like a buyer.
  • The way you sell a car, probably does against the way you want to buy a car. 
  • The Buyers Matrix by Jill Konrad:
    • What are their roles and responsibilities?
    • How are they measured – what does success look like?
    • Who are their peers – who do they interact with?
    • What are the external and internal challenges that they face?
    • What’s their status quo?
    • What’s their change inhibitors? What would prevent them from changing?
  • If you learn your prospects on that deep level, your selling will increase.

17:42 What are your thoughts on “closing” and “closing techniques”?

  • The close is the easiest part of the sale. 
  • Closing is simply asking a question. 
  • Too many sales people are NOT asking for the sale at the end. They put all the pressure on the buyer in hopes that the buyer will ask to buy.
  • Closing is easy if you set it up correctly; it’s the discovery that is hard.
  • Asking the right questions.
  • Looping back and justifying the decision.
  • Taking away the fears.
  • Tying the decision back to their “why” (why do they want to make a change).
  • No one wants to be closed. Ask commitment questions that will take them to the next step to help them solve their problem so they don’t stay in status quo forever.
  • KD does not try to close someone who is not “sold.”
  • Ask a question to check to see if they are sold. If you do this right you can get the prospect selling themselves
  • Law of Consistency – when the idea comes from them (the prospect), they have to stay consistent with their belief.
  • The Challenger Sale is not about challenging them; it’s not about that. It’s about challenging the status quo.

23:45 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.
  • To sell something on something new, you have to “unsell” them on something they already have.
  • How many of us have stayed longer in a relationship than we knew we should have? Why? Because it’s safe. Because you feel “comfortable.” Because you are unsure of what’s out there.
  • Until you can make the now uncomfortable (KD uses “uncomfortable” over “pain”)
  • If any deal is stalling it’s because you did not “unsell” them on what they are doing now.

 26:42 What’s a good question you would ask that helps build urgency in the sale?

  • What happens if you don’t (consequence question)
  • What changes if you don’t fix this
  • With in-person selling you want to get the prospect holding your product. Over the phone, the power comes in getting the prospect to say they need your product or service.
  • What are the possible ramifications if your company doesn’t do anything to address this?
  • Get them to think about the real consequences if they don’t do anything about their problem.
  • We love security, but we fear commitment.
  • We love novelty, but we fear change.

30:03 Virtual Selling or Remote Selling is the new hot topic; what are your thoughts on this subject now?

  • Getting in touch with people is one of the biggest challenges.
  • You may not have their cell phone, and if you do, you risk invading their personal space.
  • Access by far has been the biggest challenge in cold calling.

32:03 When you are training salespeople can you describe your process you teach them and why it’s effective?

  • KD’s process is based around people.
  • He is trying to make you a great sales “person”
  • It’s not B2C or B2B…it’s B2H (Human) or B2P (People)
  • He trains his sales person…to first be a person.
  • Care like a person, not a sales rep.
  • KD spent a lot of time learning how to learn. 
  • KD does a lot of practice with his team members.
  • KD’s number 1 piece of advice: As salespeople we do not practice enough.
  • KDs training is focused on the person we as salespeople are selling to. It’s light on product and very heavy on person and problem.
  • If salespeople would devote half the time to learning skills as they did in a high school sports or band or video games (as just 3 examples), they would be making multiple 6 figures a year.
  • The best practice on purpose, the rest practice on prospects.
  • You know how many times you have to say something out loud until it sounds natural to you? 175 times.
  • Practicing just 30 minutes a day can make all the difference in your selling.
  • Confidence comes from repetition.
  • Repetition is the mother of all skill, and skill is the father of mastery.
  • Practice with intention. Take pride in what you do as a salesperson.
  • There is no career that provides this level of pay and this level of flexibility.

40:21 Do you have any final thoughts or advice for our listeners?

  • Invest in yourself – learn. Read, invest in courses, listen to podcasts. Invest in your skillset.
  • Practice – put in the time and effort to get great at what you do.
  • Be a person who is selling to a person. Remember you are talking to a person at the end of the day.
  • Don’t just sell the “why”, sell to what’s behind the why.

41:27 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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