Drink Coffee, Make Friends (That's What Salespeople Do)

When it comes to communication, it involves more than just delivering a message. It encompasses a multitude of elements that must be considered when crafting your message. A fundamental principle of communication is that the sender holds the responsibility for ensuring the message is understood by the receiver. If this is true, then why don’t people understand what you tell them? In this episode, we will delve into the vital skill of adapting your communication style to suit different personalities and individual communication preferences. You will learn how to harness the influence of body language and nonverbal cues to build strong rapport and establish trust with your prospects. Furthermore, we will explore various communication formats and the potential obstacles that can impede understanding, often referred to as "noise." By acknowledging and addressing these barriers, you can ensure clear and effective communication.

Getting the appointment is where salespeople earn their living. It is the hardest part of the job, whereas the sales conversation is where salespeople have fun. This episode will explain various sales tactics to help you effectively secure appointments with potential clients. This activity is known as prospecting. As you may remember, my children told their friends that their dad drank coffee and made friends as a living. All that coffee drinking resulted in making a lot of sales. During this episode, you will gain a deeper understanding of the prospecting techniques salespeople use.

The selling profession is often misunderstood and underestimated by many people unfamiliar with the skills and knowledge needed to succeed in this field. My own children, for example, had no idea what I did as a salesperson when they were growing up. They only knew that I drank coffee and made friends with different people. While this is partly true, there is much more to the sales profession than just being friendly and pleasant. Selling involves a systematic process of identifying, qualifying, presenting, negotiating, and closing opportunities with potential customers.

A common metaphor for the sales profession is that of an iceberg. The visible part, which stands for the actual interaction with the customer, is only a tiny fraction of the whole. Behind the scenes, a lot of preparation and effort goes into making a successful sale. A salesperson must work hard to secure an appointment, master their product or service knowledge, and research their prospect's needs and preferences. These are the hidden aspects of sales that require dedication and skill.

In this episode, we will introduce you to the sales pipeline or funnel, a tool that helps salespeople manage their time and activities. The pipeline or funnel represents the different stages of a sales cycle, from finding prospects to closing deals. The pipeline is visualized horizontally and displayed vertically, but the underlying idea remains the same: to move prospects from one stage to the next until they become customers. I will explain each step and its importance for success while also introducing common terms and definitions used in the sales profession. As a salesperson, the pipeline was a wonderful tool to helped keep the sales process moving. It was very satisfying.

In the digital era, your LinkedIn profile is more than just a page; it's your storefront to the main street of business opportunities!

Join us for an enlightening episode as we uncover the immense potential of LinkedIn and how it can be a game-changing platform for your professional success.

We'll delve into why every ambitious professional should harness the power of LinkedIn. From expanding your network to showcasing your expertise, this platform offers many benefits that can propel your career to new heights.

Our expert hosts will walk you through the "LinkedIn Builder Checklist" - a comprehensive guide designed to help you optimize your profile and present yourself in the best light possible. Learn valuable tips on crafting an impactful headline, compelling summary, and showcasing accomplishments.

(Click here to complete the LinkedIn Builder Checklist.)

Discover how to leverage LinkedIn as a dynamic networking tool and build meaningful connections with industry leaders, potential clients, and like-minded professionals. Unlock the secrets to engaging content creation and learn how to position yourself as a thought leader in your field.

Whether you're a recent graduate stepping into the professional world or a seasoned sales expert seeking to broaden your horizons, this episode is packed with actionable insights that will elevate your LinkedIn presence and open doors to exciting opportunities.

Are you ready to conquer the infamous question, "What do you do?" in under 60 seconds and leave a lasting impression? Join us for an episode brimming with practical tips and techniques to craft an engaging and intriguing pitch that captivates your audience!

In the world of sales, mastering the art of a compelling pitch is a game-changer. Whether you're at a networking event, social gathering, or a business meeting, your ability to concisely and interestingly describe what you do can open doors to exciting opportunities.

Our expert hosts will walk you through the step-by-step process of developing your pitch, highlighting your unique value proposition, and making a memorable impact. Learn from successful sales professionals as they share their personal pitch stories and the do's and don'ts of pitching.