Ep 040 How Word Choices Can Make or Break Sales Conversations

08/25/22 • 51 min

1 Listener

Mental Selling: The Sales Performance Podcast

Sales is about creating buying decisions that are in the customer’s best interests. And one of a successful salesperson’s most powerful tools to do that is how they communicate — and the specific word choices they make. But not everyone is gifted with charisma and improvisational skills. How do you improve your conversational intelligence, change perspectives and build stronger relationships with your customers with well-thought-out words? My guest today is a highly sought-after trainer, coach, and leadership consultant. Steven Lozada is the President of UpwardMindset, a gifted jazz musician, an MBA, and a professionally certified trainer in a variety of disciplines. In this insightful and informative episode, we’ll discuss: - How forging a connection is the most important part of your sales conversation - Elevating what Steven calls your "trust equity" - Rejection-free openings and why objections are a gift - The power of “no-oriented questions” - How to keep customer conversations moving forward without being manipulative More information about Steven and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/stevenlozada/ Company Website: https://www.upwardmindset.com/ Exactly What to Say: The Magic Words for Influence and Impact, by Phil M. Jones: https://www.amazon.com/Exactly-What-Say-Influence-Impact-ebook/dp/B073SF65ZZ Please follow and rate our show — we love your feedback! FeedSpot has included us on their list of the top 30 best sales podcasts.

Previous Episode

Ep 039 Getting Under the Hood of the Sales Discovery Process

Sales is all about relationships. It’s about getting to the final result of making the deal and getting the new customer achieve their desired outcomes. But what we are too often missing is realizing that the sales discovery phase is the most important (even compared to the late-stage negotiation) to developing trust and rapport and, ultimately, eventually earning the deal. It’s about uncovering some of the hidden structures, like how decisions get made, what's going on in the organization and fears and apprehensions the buyer might have. Our conversation this week is with Lisa Weaver & Jay Cone, Partners and Co-Founders of Unstuck Minds, where we discuss the importance of how the sales mindset and salesperson's intentions comes through clearly- one way or another- through sales discovery. Discover what the best use of a salesperson’s time is during research, the time salespeople should actually be spending in discovery, the value of how learning 'attention agility' can help a salesperson get to what's most important to the customer, improving listening and questioning skills with customers and understanding what customers expect from initial discovery meetings. Sales discovery has less to do with hitting a goal and more with emphasizing whatever learnings come out of a discussion — which helps with the mindset shift that needs to happen for both the salesperson and customer. “What you're going for is that the client partner on the other side feels seen, heard and valued, and that you 'get it'.” — Lisa Weaver More about today's guests: Unstuck Minds website: https://unstuckminds.com/ Lisa on LinkedIn: https://www.linkedin.com/in/lisaevansweaver/ Jay on LinkedIn: https://www.linkedin.com/in/jay-cone-9108348/ FeedSpot has recently included Mental Selling as one of best sales podcasts to follow: blog.feedspot.com/sales_podcasts/

Next Episode

Ep 041 More Than a Number: Establishing the Right Sales Culture

We all want to have the right people working with us. But what happens when we have the right person but the wrong fit for the company’s sales culture? My guest today is an expert who is helping companies identify not just the right people for the job, but the right people for the sales culture at that job. Andrea Pagnozzi is the Principal Coach and Consultant at Flint Coaching and Consulting. Hear our conversation with Andrea Pagnozzi where we discuss: - What (if anything) we’ve learned from the Great Resignation - Why the key to thriving in a sales culture is through belonging and connecting - Sales managers becoming good coaches and mentors for their employees - Why sales training and coaching tends to be too tactical - Andrea’s three-pronged approach to training. - Why any L&D spending should start with your leaders Ultimately, if you want to build a thriving sales culture that can weather pandemics or economic downturns, leadership needs to be fully present and empathetic, without ever coddling or micromanaging. That’s how you foster belonging and connection. That’s the lesson sales managers need to learn from the Great Resignation. More information about Andrea and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/andreapagnozzi/ Andrea's Website: https://www.flintcoachingllc.com/