My guest today is an author, speaker, and business performance coach for executives and companies throughout the United States and Canada. He is the founder of Business LockerRoom, Inc. and CRUSHYourNumber.com. Widely recognized as a powerful speaker and highly effective performance coach in the areas of sales management, leadership, and strategic planning, he is a former sales executive, a two-time national Salesperson-of-the-Year, a serial entrepreneur, and a member of the Forbes’ Coaches Council. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. His third book, Counter Mentor Leadership: How to Unlock the Potential of the 4-Generation Workplace, was co-written with his Millennial son, Robby Riggs. NOTE: No trophies were awarded in the writing of this book. However, it was selected as the 2019 Gold Medal winner in the leadership category by Axiom Business Books Awards.

Resources

  • 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. he ability to ask the right questions – strategic dialogue questions – which get people into a conversation about problems is most important to reaching the top 1% in your field.
  2. The ability to differentiate yourself from all the competition and establish yourself as the trusted authority in the mind of your prospect is a primary key to your success.
  3. Watch your mindset. The game of sales is going to be won by those who not only have a great strategy, but who are willing to execute and implement consistently on a daily basis. You simply cannot give up.

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 Crush Your Number & Clean House – with Kelly Riggs

3:41 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?

  • Went to school for Electrical Engineering
  • First job was a sales job
  • Orthopedics – medical sales
  • He began speaking all over the country

6:13 Let’s talk about how selling has changed since you started in the early 80s? And what does that mean for a salesperson in our time?

  • Technology has made the biggest impact on sales and selling
  • The quality of your questioning will determine your success in modern times
  • Be a problem finder and a problem solver not a product pusher
  • Help the prospect discover problems they didn’t even know they had

10:36 What was the most significant thing you learned early in your sales career that got you to the top in your field? ‌

  • The ability to ask the right questions – strategic dialogue questions – which get people into a conversation about problems.
  • The ability to differentiate yourself from all the competition. Reposition yourself in the mind of your prospect as a trusted authority. 
  • A key is to listen to what the prospect “means” not just what they are “saying” and ask questions that uncover the “root cause” behind a problem or problems that they have.

13:52  What was the tipping point for you – how did you become the National Salesperson of the Year twice?  What skills did you have to learn to be able to achieve that level of sales ability?

  • Becoming “The Expert” in your field is imperative to reaching the top 1%
  • People today do not buy from the people they “like”; instead, they buy from people they trust can get them the best results to help them solve their problem(s).
  • Buyers are much more sophisticated and complex today than they have ever been before.
  • Your objective is to build trust and trust comes from the expertise you possess and expertise comes from being an expert and you demonstrate that by the quality of the questions and the conversations that you have.
  • There is a systemic problem in much of the sales training that exists in the marketplace; it trains most sales people to be “product pushers.” It is actually training people to be the kind of sales people that buyers don’t like.
  • This kind of training often is training techniques that work against human behavior and ultimately triggers resistance.
  • Buyers are not liars. They only lie to you because they don’t trust you because of the selling techniques you are using on them.
  • Buyers today do not what to be talked at and sold to, they want to be asked and understood.

18:23 What is your perspective on sales training today in the market, besides the product pushing?

  • It sucks. It blows. The system is broken.
  • 7% are considered elite. 16-17% are doing pretty well. 3 out of 4 are failing. The bottom 25% are hopeless. 
  • No one is helping salespeople practice and implement.

19:49  Roughly 3 out of every 4 salespeople are under performing yet there are thousands of books and courses on selling, why then are so many sales people struggling?

  • The vast majority lack the drive and the initiative and the urgency to seek out the right kind of training to invest into. And not just books and courses but coaching and mentoring. 
  • Many are waiting on their companies to invest in those resources for them.
  • Many companies today ask their interviewees how much money they invested in themselves in the past year to learn the right skills. 
  • Grit correlates to sales success as much or more than anything.
  • Is training something that you did, or is training something that you do?

23:30  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?

  • Salespeople start selling and introducing their “solution” too early.
  • What is it costing you right now not solving that problem?
  • Listen, if you could draw it up exactly the way you want to draw it up…you could be doing exactly what you want to do right now, what would that look like and how would it change your current reality?
  • Get the prospect to envision their future state.  

26:33 Besides questioning ability, what is the most important skill a salesperson needs to learn and master right now in the pandemic?

  • You need to be able to think on your feet from preparation you previously made. 
  • If they ask you a question you don’t know the answer to, don’t wing it. Tell them straight up you don’t know the answer, but if they give you an hour, you’ll find the answer. 
  • In our day and age, if there’s no trust, there’s no sale.

28:10 What is the reason why so many buying decisions are stalling in the marketplace right now from a buyers perspective?

  • Uncertainty represents “risk” to the buyer.
  • It may be harder to find buyers who are ready and willing to take risks, but guaranteed they are out there.
  • Average sales people use economic downturns to sit on the sidelines. The top 1% use economic downturns to clean house. 
  • During economic contraction every shortcoming you have will be magnified.

30:20 What are one or more of the most important questions every salesperson should be asking their prospects to help build more urgency in the sale to prevent stalling from happening?

  • What’s it costing you to not solve your problem?
  • What is it that you are not doing right now that your competition may be doing that is giving them the competitive advantage. 
  • Are there a few things you could be doing today that would give you the ability to hop over some of your competitors?
  • Learn some consequence questions. Get them to think about the consequences of not making a decision right now.
  • Tell a story about another customer who faced a similar decision to help the prospect get emotionally engaged. The best way to touch the emotional part of the brain is by telling appropriate stories.
  • Help them find problems they didn’t think or know they had.

34:02 If you were going to change the trajectory of a company, where would you start?

  • Start with the sales manager. Someone who knows what they are doing who can coach, training, role play, etc.
  • The greatest athletes in the world have coaches. Salespeople need coaches too.
  • You need a great sales manager who can help you learn new skills and roleplay.
  • You can learn the right skills, but it is too easy to get off the path and develop a bad habit or to lose your mindset and begin to doubt who you are.
  • A great sales manager can help you develop a clear plan to take you towards your objectives and refine your abilities.

35:00 Do you have any final thoughts or advice for our listeners?

  • Watch your mindset. The game of sales is going to be won by those who not only have a great strategy, but who are willing to execute and implement consistently on a daily basis. You simply cannot give up.

35:32 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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