Conscious Millionaire Podcast

Conscious Selling Podcast Interview with Jeffrey LipsiusThis podcast talks about the role that conscious awareness plays in performance improvement. Jeffrey Lipsius uses the example of salesperson performance to illustrate the relationship that a conscious mindset can play for improved workplace performance. Jeffrey relates his personal story about how he came upon this revelation. He describes steps you can take to develop this skill for yourself.

#consciouscapitalism #mindfulness

Sales Excellence Podcast-Coaching Your Customer

I thoroughly enjoyed this 15 minute interview on the Sales Excellence Podcast. Daniel Kuperman was an excellent host! I outlined what salespeople can do to answer the emerging needs of digital age customers. The podcast introduces what salespeople can do to make customers feel a salesperson is on their team. Some other topics I covered were:

  • Why decision coaching is important to your customers
  • What are the must-have components of a top notch sales training program
  • How to coach your sales reps so that it sticks
  • The link between mindfulness and sales performance

#salescoaching #salesperformance

Value #2: “A salesperson’s purpose is to help his/her customer make a better decision”

First_Law_Selling_To_The_PointValues Based Selling part. 2

Value #2: “A salesperson’s purpose is to help his/her customer make a better decision”

Customers will agree to have a conversation with a salesperson if they believe that salesperson will help them make a better buying decision. Salespeople need to be cognizant of this. If salespeople don’t share this objective, then they won’t work together as a team with their customer. A team requires a common goal. Trust is successfully established when salespeople effectively convey this intent. Salespeople will no longer need to worry about customers lacking candor or tactically withholding information.

Each customer embarks on a “buyer’s journey”. If a salesperson establishes enough of a relationship, they can join customers on that journey. Meeting customers on this journey involves modifying presentations to match what customers will be most receptive to hearing about. For example, a customer may be more interested to discuss specific business needs, rather than to hear about detailed product features.

When salespeople align their purpose with their customers’ purpose, it allows salespeople enter into a coaching relationship. Salespeople will be in a position to help coach customers to make better quality decisions. In order to do this, salespeople need to understand the elements that comprise high quality decision making. From my standpoint, the highest quality decisions are when they’re  “internalized”. Internalized decisions are decisions that are allowed to integrate into the customer’s system of beliefs and values. Internalized decisions are more sustainable. Customers don’t just buy, but they also “buy-in”. They endure beyond the salesperson’s visit. Securing “buy-in” is especially important for companies that rely on their customers to take independent initiative. Examples of independent initiative would be: using the product, reordering the product, recommending the product, or telling competitors they’re already satisfied. Salespeople must rely on customers to follow through on these behaviors when that salesperson is no longer present.

The art of cultivating internalized decisions is an important skill for salespeople to master. Understanding its importance is grounded in salespeople understanding that their real purpose is to help customers make better decisions. It is the value by which enduring relationships are authentically forged.

#values #selling

 

Jeffrey Lipsius on The Brutal Truth of Sales and Selling Podcast

Brutal Truth of Sales and Selling Podcast

Brutal Truth of Sales and Selling Podcast

Brian Burns interviewed me on his award winning podcast. I described how salespeople can be decision coaches for their customers. I covered the requisites salespeople need for entering into a coaching relationship. We covered principles of performance coaching. Brian asked me to describe the “3C’s” salespeople can provide customers with to facilitate better buying decisions. “Brian’s podcast is entitled The Brutal Truth about Sales and Selling”. I took the opportunity to a few state brutal truths and bust many assumptions closely held by traditional sales training methods.

#sales #selling #salescoaching

Selling To The Point value #1: “The customer’s buying performance is more important than the salesperson’s selling performance.”

First_Law_Selling_To_The_PointSales leaders can instill values to increase sales performance, improve customer relationships, and give salespeople rewarding selling experiences. In the next few posts I will list examples of values to achieve this.

 

Value #1: The customer’s buying performance is more important than the salesperson’s selling performance.

 

Adopting this value helps management avoid inadvertently distracting salespeople and interfering with their performance. The conversation between salesperson and customer is where the rubber meets the road for getting a sale. Management doesn’t want salespeople to be distracted during this interaction. Salespeople need first to learn their customer’s language, since salespeople can’t speak their customer’s language without learning what that language is.

 

It’s useful for salespeople to do their research and have a plan. However, salespeople need to understand that any pre-devised plan is just theoretical. As they converse with clients, salespeople learn which elements of their plan were accurate and which elements should be discarded.

 

The last thing sales leadership wants is to inadvertently be a source of distraction. Some examples of potentially distracting activities are: instructing salespeople to recite pre-arranged statements they learned during training, aggressive sales goals, and training salespeople to keep conversations restricted to a narrow path.

 

We perform by learning, we learn by observing, we observe by focusing attention and eliminating distractions. This is a basic principle of performance coaching that’s very applicable to sales performance. Salespeople need to learn about as many aspects of their customer’s decision process as possible. This is why I wrote my book in story form. I wanted salespeople to absorb how our learning emerges out of listening to conversations.

 

Adopting a value prioritizing buying performance would also change the way sales leaders counsel underperforming salespeople. A typical counseling session consists of sales leaders asking underperforming salespeople what they will be doing more of, less of, or differently. I am proposing a much different type of counseling session. These conversations need to consist of questions revolving around the customer’s decision making. Why not ask underperforming salespeople-

 

  • What’s your customer’s thought process when they decide not to buy”?
  • What’s your customer’s thought process when they don’t buy our product in spite of the fact that they would benefit from it greatly?
  • Why aren’t these customers deciding to do what would be in their own best interest”?

 

These questions focus salespeople’s attention to the place where it needs to go most. Sales leadership should redirect their salesperson’s focus to the customer’s decision process. Engaging with a sales force in this way, results in a more responsive, interested and ultimately much more productive sales force.

#selling #salescoaching

Podcast: Adapting to Customer Needs of the Digital Age

business_innovators_lipsiushttp://businessinnovatorsradio.com/jeffrey-lipsius-selling-to-the-point/

I had a Great interview with Mike Saunders about how salespeople can adapt to changing customer needs in this digital age. The digital age customer is less dependent on salespeople for product information and purchasing assistance. All this can be done on the web. Digital age customers struggle with the dilemma of having too many choices. In addition, they’re more distracted due to conflicting demands for their attention. The constant influx of Texts, Tweets, Instagrams, IM’s, etc. all demand instant responses. Distracted customers of the digital age want salespeople who can offer the clarity necessary to wade through their overwhelm. This is the realm of coaching. In this podcast I discuss how salespeople can add the skill of “decision-coaching” to their selling skill tool chest.

Jeffrey Lipsius Presenting at AA-ISP International Sales Conference

On November 3rd, Jeffrey Lipsius will be presenting Selling To The Point at the AA-ISP’s (American Association of Inside Sales Professionals) International Unite Conference in Las Vegas.

AA-ISP is an organization dedicated exclusively to the profession of Inside Sales, the AA-ISP offers the international inside Sales community a wealth of resources to help raise the bar on the professionalism and performance within the sales community. The AA-ISP offers valuable services to help Frontline Sales Reps, Managers, Directors, VP’s and Senior Executives. improve their skills and performance.

#Unite2016 #sellingtothepoint

Jeffrey Lipsius Interviewed on “Accelerate Sales” Podcast

In this podcast, Jeffrey Lipsius and Andy Paul talk about selling mindfully and how it can improve salesperson performance. Jeffrey describes ways salespeople can be less distracted and more customer-aware while selling. The interview covers aspects of selling that aren’t commonly discussed during traditional sales training conversations.

#mindfulselling #mindfulness #sales