53 industry experts share their best selling tips
TRANSCRIPT
S E L L I N G I S R EAL L Y AB O U T TAK I N G T H ET I M E T O F I N D O U T W HAT P R O B L E M S Y O U RP R O S P E C T I S HAV I N G AN D S E E I N G I F Y O U
CAN H E L P T H E M S O L V E T H E I R PA I N .
M A R K S H A P I R O
President of Executive Boutique Call Center
S E L L I N G HAS T H R E E K E Y S T E P S . F I R S T ,U N D E R S TAN D T H E P E R S O N . N E X T ,
U N D E R S TAN D W HAT T H E Y F E E L . F R O MT H E R E , D E V E L O P AN AC T I O N .
M I C H A E L Q U O C
Founder and CEO of Dealspotr
AL WAY S AG R E E AB O U T W HAT S U C C E S S S H O U L DL O O K L I K E AT T H E V E R Y S TAR T O F Y O U R
C O L LAB O RAT I O N , T HAT WAY , E V E R Y O N E 'SE X P E C TAT I O N S AR E MANAG E D F R O M T H E O U T S E T
O F A N E W C L I E N T/AG E N C Y R E LAT I O N S H I P .
S I M O N G O U L D
Managing Director of Sydney Digital Marketing.com.au
U S I N G PA I N P O I N T S I S O N EO F T H E M O S T I M P O R TAN TPAR T S O F S E L L I N G .
D A N S T E I N E R
CEO and Co-Founder of Elite Legal Marketing
T H E B E S T O F T H E B E S T S I M P L Y S I T D O W N ,AS K Q U E S T I O N S AN D L I S T E N . T H E M O R E Y O UL I S T E N , T H E M O R E F U N DAM E N TAL I N S I G H T SY O U W I L L G E T T HAT W I L L G E T Y O U C L O S E R
T O S EAL I N G T H E D EAL .
A L E J A N D R O R U S S O
CEO of Candela Premium Mamajuana
I N C R EAS E Y O U R P E R C E I V E D VAL U E . I 'V E S E E N WAY T O OMAN Y C O M PAN I E S F I G H T O V E R P R I C E . T H E Y T H I N K T HAT
L O W E R I N G T H E I R P R I C E I S G O I N G T O B R I N G I N M O R ESAL E S . S O M E T I M E S T H I S W O R K S , B U T Y O U AL S O HAV E T O
TAK E I N T O AC C O U N T T H E N E W RAT E S M U L T I P L I E D B YSAL E S T O R EAC H Y O U R D E S I R E D G OAL S .
S A M O H
Digital Marketer and Founder of Money Journal
MAK E S U R E Y O U C L EAR L Y I D E N T I F YW H O Y O U R AU D I E N C E I S AN D W H E R E
T H E Y E X I S T B E F O R E Y O U S TAR T T R Y I N GT O S E L L .
A A R O N A G I U S
Managing Director of Louder Online
T H E K E Y T O S U C C E S S AS A SAL E S P E R S O NI S ADAP TAB I L I T Y . I F Y O U L EAR N T O B E
F L U E N T T O ADAP T , Y O U W I L L B E AW I N N E R E V E R Y T I M E .
A J K U M A R
Founder of Limitless Publishing
F O C U S O N T H E R E LAT I O N S H I P ,N O T T H E SAL E .
A N D R E W M E D A L
Founder of Agent Beta
F O C U S O N B U I L D I N G U S E R T R U S T AN DC O N F I D E N C E T O G U I D E P O T E N T IAL
C U S T O M E R S AL O N G T H E N E X T S T E P I NT H E F U N N E L .
J O E M A R T I N E Z
Senior Manager at Granular
S T O P T R Y I N G T O F I G U R E O U T H O WT O S E L L T O Y O U R I D EAL C U S T O M E RAN D S TAR T T R Y I N G T O U N D E R S TAN DY O U R I D EAL C L I E N T .
C A T E C O S T A
Founder of Venture Catalyst Consulting
G E T T O K N O W Y O U R P O T E N T IAL C L I E N T S ASD E E P L Y AN D P E R S O NAL L Y AS P O S S I B L E , AN D
O P E N U P T O T H E M I N R E T U R N ( I N S T EAD O FB E I N G A FAC E L E S S B RAN D O R B L O G ) .
A S H L E Y F A U L K E S
Founder of Mad Lemmings
B E P R O F E S S I O NAL L Y P E R S I S T E N T . I F Y O US E N D AN E MA I L O R L EAV E A V O I C E MA I L ,
D O N 'T F O R G E T T O F O L L O W -U P W H E N Y O U RP R O S P E C T I N E V I TAB L Y FA I L S T O R E T U R N I T .
J A Y S O N D E M E R S
Founder and CEO of AudienceBloom
D O N 'T FAL L I N T O A S T E R E O T Y P E . D O N 'T C HAN G EY O U R P E R S O NAL I T Y J U S T T O F I T T H E T Y P I CALSAL E S G U Y/G I R L M O L D . B E R E LATAB L E . TAL K
F R O M Y O U R P E R S O NAL P O I N T O F V I E W .
K R I S T E N V A N S T R O M
Personal Branding Coach
WHEN IT COMES TO SELLING AND COLD EMAIL OUTREACH, ITHINK ABOUT THE OPENING CONVERSATION STARTER I WANT TO
HAVE WITH MY RECIPIENT. IF I SAW THEM FACE TO FACE AT ACONFERENCE WHAT WOULD I SAY TO THEM? MANY PEOPLE
WRITE STUFF IN EMAILS WHICH THEY WOULD NEVER SAY LIVEFACE TO FACE TO SOMEONE.
D M I T R Y D R A G I L E V
Founder of JustReachOut
AS K Q U E S T I O N S T HAT U N V E I L T H E B E S TS O L U T I O N F O R Y O U R C L I E N T , AN D K E E P AS K I N GU N T I L AL L PAR T I E S AR E C L EAR O N T H E VAL U EO F T H E S O L U T I O N Y O U CAN O F F E R .
D A N S T E I N E R
CEO and Co-Founder of Elite Legal Marketing
MAK E I T EAS Y F O R P E O P L E T O C O N TAC T Y O UN O MAT T E R W H E R E T H E Y AR E O N Y O U R
PAG E . T H E L O N G E R Y O U R C O N T E N T O R SAL E SP I T C H , T H E M O R E I M P O R TAN T T H I S I S .
D A V I D L E O N H A R D T
Ghostwriter and President of The Happy Guy Marketing
Y O U N E E D T O B E AB L E T O VAL U E Y O U R S E R V I C E S S OT HAT Y O U AR E C O M F O R TAB L E AN D C O N F I D E N T
S E L L I N G T H E M . I F Y O U 'R E AL WAY S W O R R I E D AB O U TT H E P R I C E , T H E N O T H E R P E O P L E AR E N O T G O I N G T OB U Y B E CAU S E Y O U 'R E I N S E C U R E . T H E Y 'L L F E E L I T .
M I C H A E L P O R T
Professional Speaker and NYTimes, WSJ Bestselling Author
W H E N Y O U F I G U R E O U T W HAT Y O U R VAL U EI S AN D H O W Y O U CAN C O M M U N I CAT E I T T O
P O T E N T IAL C U S T O M E R S , S E L L I N G B E C O M E SS O M U C H EAS I E R .
S A R A H R I C K E R D
Owner of Content Conquered
THINK THROUGH THE CUSTOMER’S BUYING PROCESS ANDASK WHERE THAT CUSTOMER SOMETIMES GETS CONFUSED
OR OVERWHELMED. IF YOU CAN FIGURE OUT HOW TOSIMPLIFY THE MESSAGE, YOU WILL MAKE IT EASIER FOR
THE CLIENT TO MAKE A DECISION.
J E F F S H O R E
Founder of Shore Consulting
S E L L I N G W I T H C O N F I D E N C E TAK E S AL L"D E S P E RAT I O N " O U T O F Y O U R SAL E S P I T C H , AN DL EAV E S P O T E N T IAL C L I E N T S WAN T I N G T O TAK EPAR T I N T H E "E X C L U S I V E C L U B " T HAT I S Y O U RP R O D U C T O R S E R V I C E .
M I K E L O O M I S
Business Coach and Writer
S TAR T S E L L I N G F R O M DAY O N E . N E V E R WA I TU N T I L Y O U R P R O D U C T O R S E R V I C E I S R EAD Y
F O R T H E MAR K E T B E F O R E Y O U S TAR TAC T UAL L Y T O S E L L I T .
J O H N T E E L
Founder and Lead Engineer of Predictable Designs
T H E R E I S A MAS S I V E GAP B E T W E E NI N F O R MAT I O N AN D K N O W L E D G E . F I N D T H E
GAP . F I L L T H E GAP . MAK E T H E SAL E .
J I L L S C H I E F E L B E I N
The Dynamic Communicator
I B E L I E V E T HAT P E O P L E WAN T T O W O R K W I T H P E O P L ET H E Y L I K E . T H I S MAK E S B U I L D I N G RAP P O R T O N E O F T H E
M O S T I M P O R TAN T T H I N G S Y O U CAN D O F O R Y O U RB U S I N E S S . D U R I N G T H E F I R S T M I N U T E O F TAL K I N G T O AC L I E N T , Y O U 'R E T R Y I N G T O S E L L , L O O K F O R O N E T H I N G
T HAT Y O U B O T H HAV E I N C O M M O N .
S E A N O G L E
Founder of Location Rebel
T H E M O R E K N O W L E D G E Y O U HAV EAB O U T Y O U R I D EAL C L I E N T , T H E
B E T T E R P R E PAR E D Y O U W I L L B E .
W I L L I A M H A R R I S
Founder and EcommerceGrowth Consultant of Elumynt
I F Y O U CAN D E V E L O P A M O D E L T O B E C O M E ANI N F L U E N C E R O N L I N E AN D AR E AL WAY S G R O W I N G
Y O U R D I S T R I B U T I O N , Y O U R B U S I N E S S W I L L C O N T I N U ET O G R O W AS W E L L . B E AG G R E S S I V E , B E B O L D , J U M PI N 100% AN D D O N 'T L O O K BAC K . MAK E T H E T I M E ; I T
W I L L PAY O F F .
J O H N L I N C O L N
Co-Founder and CEO of Ignite Visibility
N O MAT T E R W HAT Y O U 'R E S E L L I N G ,T R U S T I S E S S E N T IAL W H E N I T C O M E S T OI N C R EAS I N G SAL E S .
D A N S C A L C O
Founder and Marketing Director of Digitalux
D O N 'T S E L L . B E AU T H E N T I C , AN D L I S T E N .L I S T E N T O W HAT T H E P R O S P E C T I V E
C L I E N T N E E D S , WAN T S , AN D H O P E S F O R .
S A R A D A V I S
President of Foxtail Marketing
W E HAV E T O B E T H E R E W H E N P E O P L EAR E R EAD Y T O B U Y . T H I S I S W H Y
SAL E S AN D MAR K E T I N G AR E S OI M P O R TAN T .
B A R R Y M O L T Z
Small Business Speaker at BarryMoltz.com
SAL E S P E O P L E N E E D T O G E T T H E I R HAN D SD I R T Y . L EAR N T H E I N D U S T R Y AN D T H EP R O D U C T O R S E R V I C E T HAT Y O U AR EP I T C H I N G O N T H E B2B O R B2C S I D E , AN DY O U W I L L I M P R O V E Y O U R S E L L I N G .
J A S O N P A R K S
President of The Media Captain
F O C U S O N G E T T I N G T O K N O W T H EP E R S O N , U N D E R S TAN D I N G T H E I R
N E E D S , AN D T H E N Y O U CAN F I NAL L YMAK E A B R I E F P I T C H .
N A T H A N R E S N I C K
CEO of Sourcify
F O C U S O N AS K I N G Q U E S T I O N SAB O U T Y O U R P O T E N T IAL
C L I E N T 'S S I T UAT I O N .
J O S H D E N N I N G
Founder and CEO of Authority Factory
T H E B I G G E S T PAR T O F S E L L I N G T O M YAU D I E N C E I S T O MAK E S U R E T HAT I 'M
AL WAY S B U I L D I N G A P O S I T I V E R E LAT I O N S H I PW I T H T H E M , AN D B E I N G C O M P L E T E L Y
T RAN S PAR E N T .
D A N W E S T E R N
CEO and Founder of Wealthy Gorilla
W E S E L L M O S T S U C C E S S F U L L YW H E N W E T R U L Y E M PAT H I Z E AN DAU T H E N T I CAL L Y 'G I V E . '
G E E R A N A S I N H A
CEO of Kexino
P U T T H E C L I E N T 'S N E E D S B E F O R E T H EE N T E R P R I S E 'S N E E D S . T H I S I S G O O D KAR MA ,AN D I T W I L L C O M E BAC K T O Y O U T E N F O L D .
M E L I S S A D A W N
Life & Business Coach & Founder of CEO of Your Life
F O L L O W U P . F O L L O W U P . F O L L O W U P .
I K N O W I T S O U N D S BAS I C , B U T T H E P E R C E N TAG EO F SAL E S P E O P L E W H O D O N ’T F O L L O W U P AN D
F O L L O W T H R O U G H I S H I G H .
K E N D R A L E E
Author and President of KLA Group
W H E N Y O U L I S T E N AN D CAR E ,Y O U CAN P R O V I D E T H E S O L U T I O N
T HAT T H E Y N E E D AN D G E TPA I D F O R I T .
M I K E M U R P H Y
Growth Evangelist at immikemurphy.com
P O S I T I O N I N G Y O U R B RAN DFAV O RAB L Y I S I N S T R U M E N TAL I N
B R I N G I N G I N N E W C U S T O M E R S .
V I V E K P A T E L
Local Search Specialist andContent Marketer at E2M
P U T Y O U R S E L F I N Y O U R P R O S P E C T 'S S H O E ST O D E T E R M I N E F I R S T -HAN D W HAT T H E I R
PA I N -P O I N T I S AN D W HAT I S D E E M E D T O B EAN AC C E P TAB L E S O L U T I O N .
M I K A L B E L I C O V E
Author and Columnist at Entprepreneur.com
I B E L I E V E T H E AR T O F C L O S I N G D EAL S I SW H E N Y O U T R U L Y CAN H E L P T H O S E W H OY O U 'R E S E L L I N G T O , AN D Y O U W O N 'T K N O WH O W T O H E L P Y O U R P R O S P E C T S I F Y O U D O N 'TL I S T E N T O T H E M .
J E R R Y J A O
CEO and Founder of Retention Science
T H E K E Y T O S E L L I N G I S Y O U HAV E T O B EAU T H E N T I C . AN D T HAT M EAN S N O T O N L Y D OY O U HAV E T O B E L I E V E I N W HAT Y O U AR ES E L L I N G , B U T Y O U AL S O HAV E E X P E R T ATI T .
M A T T S W E E T W O O D
CEO and President of beBee, Inc
F I N D A P R O D U C T O R S E R V I C E T HATY O U G E N U I N E L Y B E L I E V E I N , AN DT HAT S O L V E S A R EAL P R O B L E M .
D E R E K M I L L E R
Content Marketer and Social Media Strategistat CopyPress.com
R E GAR D L E S S O F W HAT Y O U 'R E S E L L I N G , L EAR N T OW R I T E SAL E S C O P Y T HAT Y O U CAN U S E O N L I N E O RO F F L I N E . K N O W I N G H O W T O C O N V I N C E P E O P L E T OB U Y F R O M Y O U —R I G H T N O W — CAN MAK E Y O U
M O R E M O N E Y O V E R A L I F E T I M E T HAN M O S T O T H E RMAR K E T I N G T O O L S .
J O A N S T E W A R T
aka The Publicity Hound, a PR and Publicity Expert,Author & Blogger
N E V E R FA I L T O G I V E D I S C O U N T S T OC U S T O M E R S W H O BAR GA I N S O N P R I C E .
AC Q U I R I N G C U S T O M E R S C O S T A B I T H I G H E RB U T B O O S T I N G Y O U R C U S T O M E R 'S E G O I S
P R I C E L E S S .
R O H A N A Y Y A R
Digital Marketing Head at E2M
U N D E R S TAN D W HAT Y O U R P O T E N T IALC U S T O M E R N E E D S AN D T H E N S H O W H O W Y O U
CAN AD D R E S S O R H E L P T H E M AC C O M P L I S HT HAT PAR T I C U LAR N E E D .
S H A N A S T A R R
Managing Partner at LFPR
LISTEN TO WHAT THEY ARE TRULY INPAIN ABOUT, NOT WHAT THEY SAYTHEY NEED.
K E L S E Y R A M S D E N
Entrepreneur, Speaker, andMentor at KelseyRamsden.com
I F Y O U WAN T T O C L O S E T H E SAL E Y O UN E E D T O B U I L D T R U S T , AD D U R G E N C Y ,AN D R E M O V E T H E R I S K . E V E R Y T I M E .
J O N N A S T O R
Creator of Hack the Entrepreneur
D O N ’T U S E A ‘W I N G I T ’ AP P R OAC H T OSAL E S . B E P R E PAR E D W I T H A SAL E SS Y S T E M T O I N C R EAS E C HAN C E S O F
C L O S I N G M O R E SAL E S .
T E R R I L . M A U R E R
Speaker, Trainer and Author at Maurer Consulting Group
T H E SAL E I S MAD E O N T H E U M P T E E N T HI M P R E S S I O N O F T H E B RAN D W H E N T H E
B U Y E R M O S T F E E L S L I K E T H E Y T O O K T H ED E C I S I O N O N T H E I R O W N .
B R A D H I N E S
Owner of Bradfordhines.com
L I S T E N , L EAR N & S U R V E Y Y O U R C U S T O M E R S AN DP O T E N T IAL C L I E N T S CAR E F U L L Y T O W HAT T H E YWAN T AN D C O M M U N I CAT E T O Y O U . AL WAY S B E
S L O W T O S P EAK AN D Q U I C K T O L I S T E N .
A D A M T O R E N
Co-founder at BizWarriors.com
I D E N T I F Y W HAT T H E Y WAN T AN D N E E DAN D H O W Y O U CAN H E L P . T H E N G I V E I T
T O T H E M AT A FA I R P R I C E .
J O E M A T T H E W S
CEO of Franchise Performance Group
P E O P L E B U Y M O S T L Y BAS E D O NR E LAT I O N S H I P , S O C O N C E N T RAT E O N
T HAT RAT H E R T HAN T H E SAL E , AN D T H ESAL E W I L L F O L L O W .
C H R I S T O P H E R H A W K E R
CEO of Trident Design, LLC