Above Target Sales Podcast

My guest today is from New York City, her name is Meghann Misiak and she is a Sales Strategist & Trainer for B2B Sales Teams.  She helps salespeople shorten the path to the President's Club. Recently she took the leap into her dream job as a Sales Training Consultant. We connected on LinkedIn not long ago and I’m really glad she’s joined me as a guest on the show today.

Connect with Meghann on LinkedIn

Sales conversations with Clayton Navarro from VA World Outsourcing. In this episode Clayton tells me all about his sales experience selling massage chairs over the phone. He talks about the many challenges he faced and the process involved. How do you sell something that people really need to see and touch over the phone? Have a listen and find out.

Always love talking to Clayton and hearing about his previous sales experiences. 

Clayton Navarro on LinkedIn 

In the world of sales you're looking for a win/win scenario. You want your customer to feel like they've had a win because they've been given great service, they got a great deal, they'll leave a good review and will likely recommend your service to others. You need a win so that you can make money off the deal, win a repeat customer and get good reviews. In this episode I talk about why this is important.

This episode is all about following up with your customer. After you've gone through the sales process and given your customer a quote it's important to follow-up. Get in touch with your customer again within 24-48 hours. Listen to my insights into why this is so important.

When I was a sales trainer for a travel agency many years ago we would provide training around 8 basic personal needs that motivate. They are : Belonging, Achievement, Advancement, Power, Responsibility, Challenge, Recognition and Excellence. We would ask our staff to choose 2 or 3 that applied to them, then we'd discuss each of the needs. They would also disucss which needs applied to their team members. Which of these needs apply to you? What are your basic personal needs that keep you motivated?

There is a small and very important step in the Sales Process, just after Discover and before Create, it's called Be Clear About the Sales Process. It's all about taking charge of the consultation. Let the customer know what you'll be doing today during this consultation. Let them know about the sales process and the steps involved. It's your chance to take charge and also mention a few other upsells or other components of your product. This small step made a huge difference for me and helped me win more sales.

Today my guest is Russ Macumber and he has some really helpful tips on selling using video conferencing. He does this on a daily basis and during 2020 we were all forced to master the video sales call. Russ talks about the free stuff and the little cost stuff. Worth a listen for anyone selling by video.

The Discover stage is the second step in the sales process. The 4-step process is Connect, Discover, Create, Commit. In this episode I talk all about the Discover stage. What are you as the sales person doing during this stage? What type of questions are you asking your customer? This is the exciting part of the consultation. You've having a genuine conversation with your customer and learning a lot about their situation. Ask questions and listen to your customer. Let them do all the talking. You need to learn as much about them as possible before you move to the next step.

Clayton Navarro is back! Today he tells me the story of the sales process he used when selling phone plans to shoppers at the supermarket. He has a 5-step process and he goes through each step in detail and gives many insights in how to hit sales targets. It’s not an easy job trying to sell phone plans in the middle of a supermarket and Clayton definitely gained the skills to smash it. Check out this episode for lots of hints and tips for selling effectively.

Recently I found a great Hubspot blog post called How to Respond to 'Just Tell Me the Price,' According to HubSpot Sales Reps. In this episode I have a great chat with Russ Macumber about this topic. I ask for his advice and insights into dealing with this question from a prospect. Is it a good thing or a bad thing? What’s the best way to respond? Russ and I both have a lot of experience as salespeople being asked this question. Have a listen to our advice.