How would you sell a house, a boat, or yourself? What are the steps in the sales process? Finding the right method that works for you is the key to success in sales. Mike Reilly and Mike Ferrante will discuss their step-by-step sales process and how they close sales and deal with objections. This is a must-listen episode. Stay tuned.
3:07 Mike and Mike discuss the steps in the sales process
7:05 Mike points out to remember you are also in marketing mode when you are in sales mode 
10:22 Mike talks about the importance of asking questions and defining what that destination is 
16:59 Mike talks about learning how to sell and mentions those who have a false sense of security, thinking that their resume will be all that is needed.
19:58 Mike mentions those who are in the 50’s middle managers who got laid off and they make the same mistake as that naive college person does.
24:04 Mike mentions the art of selling is the art of building a positive relationship with the counterparty
28:39 Mike and Mike talk about the last part of the sales process; closing and meeting objections
29:38 Mike and Mike talk about that selling is not manipulative

How To Sell A House, A Boat, Or Yourself

Communicating well is at the heart of sales effectiveness. It goes beyond words on a page or messaging we can recite. It's about the ability to truly understand others, create emotional connections, ask great questions, and check for understanding before moving forward.

In this conversation, communication expert [Johnny Walker](https://www.linkedin.com/in/characterinc/) shares how to harness the power of effective communication to boost sales performance. As the Founder and President of [Character Inc.](https://characterinc.com/) and a longtime training facilitator with Integrity Solutions, Johnny’s expertise in sales communication centers around understanding others in the pursuit of improved relationships and increased sales.

Listen to hear Johnny share how to tap into your natural curiosity, craft questions that foster connection, and truly understand your customers’ needs.

**Resources:**

- Johnny’s LinkedIn: https://www.linkedin.com/in/characterinc/
- Follow Johnny on Twitter: @JohnnyWalkerCo
- Learn more about Johnny’s company: [Character Inc.](https://characterinc.com/)

Ep 061 Creating Emotional Connections Through Effective Communication

Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and continually refining their approach. 

Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for this part 3 of Mental Selling’s special series.  

In this conversation, Mike and Derek discuss the importance of active listening, understanding, and building rapport in the sales process. They emphasize that professional selling is not about dominating the conversation with a scripted pitch but rather about genuinely understanding the customer's needs and concerns. Mike and Derek advocate for a sales approach grounded in attentive listening, keen observation of body language, and the ability to discern the unspoken cues that reveal the customer's true motivations. In essence, the exchange between Mike and Derek serves as a reminder that successful salesmanship hinges on the ability to listen, understand, and empathize with customers. By prioritizing these foundational principles over aggressive tactics, sales professionals can forge meaningful connections and address customer needs more effectively.

Resources:

LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance https://www.integritysolutions.com/listen-to-sell/ 
Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ 
Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ 

 In this episode, you’ll learn: 

The need for salespeople to prioritize listening attentively to customers, observing their body language, and discerning unspoken cues to understand their true motivations.

The importance of balancing confidence and humility allows sales professionals to establish credibility and trust with their customers.
The significance of approaching every sales interaction with a sincere intention to add value to customers.

Jump into the conversation:

[01:12] Listening People into Buying
[03:49] Selling Requires Discipline
[06:23] Navigating Complex Sales
[12:41] Adding Value vs. Values-Based Selling in Sales
[15:32] The Power of Confidence
[16:30] The Art of Pre-Call Planning

Deepening Listening Skills in Sales- Part 3 in Mental Selling’s Listen to Sell Series

Without a steady stream of potential customers, keeping your sales going strong is hard. Pipeline growth and outbound lead generation are essential for success in sales. It's not always easy, but with the right mindset, strategy, and persistence, you can build a strong pipeline of potential customers and keep your sales flowing smoothly.

In this conversation, Jeff Winters, Founder of Sapper Consulting and Chief Revenue Officer at Abstrakt Marketing Group, joins to discuss how the mindset surrounding pipeline growth and outbound lead generation is crucial for success in sales. He emphasizes the importance of understanding that achieving success in these areas requires both an art and a science. Jeff touches on the role of sales leadership in supporting sales representatives during slumps, the concept of sales enablement, and its significance in empowering sales teams to perform at their best. 

In this episode, you’ll learn: 
The importance of mastering both the art and science of pipeline growth and outbound lead generation in sales.
The concept of building resilience and maintaining the right attitude for long-term success in sales.
The idea of setting micro-goals and embracing failure as essential components of the sales process.

Jeff Winters is a seasoned entrepreneur with a passion for driving business growth. His experience navigating the highs and lows of entrepreneurship  leading sales & marketing teams has equipped him with invaluable lessons in sales, leadership, and operations. Jeff is also the co-host of "The Grow Show" podcast, where he shares genuine stories and practical insights from experienced leaders in the business world. 

Resources:
Follow Jeff on LinkedIn: https://www.linkedin.com/in/jeffreyscottwinters/ 
Jeff's website:  https://www.abstraktmg.com/ 
The Grow Show Podcast:  https://thegrowshowpodcast.buzzsprout.com/

Ep 080 Mastering Pipeline Growth and Outbound Lead Generation in Sales

40+ year business owner, Mike Reilly, shares the dirty secrets of owning your own small business.

Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want. 

Welcome to Mental Selling!

New tracks tagged #salesprocess