Do It Selling' With David Newman

Do It Selling! With David Newman

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Professional Sales Tips you'll learn today on The Sales Podcast...

• "Do It Selling!" author.
• Works with a lot of professional services clients who hate to sell.
• "New Sales Simplified," "nobody defaults to prospecting," Mike Weinberg
• Pushy... salesy...always negative when describing salespeople.
• Stop talking so much.
• You don't have to pitch and present and make offers.
• Ask more questions.

Related episodes and posts

• David Newman discusses "Do It Marketing!"
• Great Marketing Makes Selling Easy. Great Selling Makes Great Marketing Possible.
• Meet every guest on The Sales Podcast

• Become a facilitator...and interviewer.
• Ask follow-up questions...and what else?
• Take off your salesy hat.
• Peel the onion.
• Ask questions to have the power and none of the pressure.
• "A prospect who is listening is not a prospect."
• Get the structure and framework in the book.
• Conversation roadmaps.
• Four phases of professional selling
  • Initial diagnosis
  • Prescription
  • Treatment
  • Outcome

• It's sales malpractice to skip right to treatment before diagnosing.
• Speak the prospect's language to create a successful proposal.
• "Based on everything you've said so far, this is at least a 6-figure deal. Now if that doesn't scare you, let's keep talking."
• Be proud of your pricing and the value you deliver.
• Have a business discussion, so it's about them.
• Sales discussions are about us, and prospects don't want to have those discussions.

"Negotiate up, not down."

• Robert Cialdini, "consistency."
• Prospects will find the money to be consistent if things change.
• "I'm curious, what budget restrictions are you working with?"
• Break it into phases. "The more you look, the more you find."
• Negotiation in the book. Negotiate up, not down.
• "Of course, it's negotiable. Everything has a price. How much more would you like to pay?"

• This shows confidence and certainty.
• Every day you're running an obstacle course in sales, and you're surprised to find brick walls and water obstacles and boulders.
• A good sales process is like an attorney cross-examining a witness.
• How do you prevent the objections: time, money, confirm with partner/spouse, we've tried it before, it's not a good time, it's our busy season, etc. (There are only about nine objections.)
• You must dissolve those objections before asking for the sale.
• Maybe salespeople are lazy.
• Started as a marketing consultant, so he wrote a marketing book.
• After years of helping speakers, he wrote a speaking book.
• Now he wrote a sales book because the whole point of marketing is to generate a sale.
• Writing crystallizes thought, and thought crystallizes action.

Sales Growth Tools Mentioned In The Sales Podcast

• Need a sales keynote? I’m Wes Schaeffer, The Sales Whisperer®. Start here.
• Book the Fit Call for 12 Weeks To Peak™
• Use These Tools To Grow
• The Sales Agenda: take control of every sales opportunity like a pro.
• Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months

GUEST INFO:

• Guest Site: DoItSelling.com and a DoItMarketing.com/manifesto and DoItMarketing.com/webinar

PODCAST INFO:

• Podcast website: https://thesaleswhisperer.com/podcast
• Apple Podcasts: https://apple.co/3PeYzKL
• Spotify: https://spoti.fi/2nEwCF8
• YouTube: https://www.youtube.com/@TheSalesWhispererWes

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