In this episode of The Sales Evangelist podcast, I chat with Brian Town, a top salesperson and marketing firm owner from Michigan. Our discussion focuses on mindset, visualization, and confidence as crucial tools for achieving sales success. Discover his secrets to moving a sales pipeline faster than ever before!
Meet Brian Town
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Brian Town is a sales professional who wears many hats. He is the driving force behind a successful marketing firm collaborating with major organizations to enhance brand visibility.
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As a seasoned author and the top salesperson in his company, Brian brings a unique blend of expertise and experience.
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His profound understanding of sales strategies has been instrumental in overcoming common challenges that sales professionals face.
Importance of Mindset and Visualization
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Amid the uncertainties brought on by the pandemic, maintaining a positive mindset has never been more crucial.
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We discuss the powerful concept of "flick back, flick up." This technique involves recalling a past successful moment to regain composure and confidence during sales pitches.
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Brian shares anecdotes from his sports and sales experiences, showcasing how visualization has enhanced his performance.
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The emphasis is clear: visualizing moments of peak performance can significantly boost one's effectiveness in sales.
Rejection and Motivation
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Navigating through rejections is an inherent part of the sales profession.
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We stress the importance of persistence and finding motivation in the relentless pursuit of closing deals.
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This understanding fosters a connection with potential clients, enabling sales professionals to move deals through the pipeline more efficiently.
Confidence and Belief
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Brian shares insights from his forthcoming book, "The Lonely CEO," where he outlines strategies for building confidence in sales.
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He emphasizes the psychological aspect of recalling past successes to fuel present confidence.
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I reinforce this point by elaborating on how confidence can significantly impact the outcome of sales conversations.
Moral Obligation and Client Advocacy
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We discuss the responsibility of guiding clients away from potentially wrong decisions, even if it means offering free consulting.
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This principle of client advocacy not only builds trust but also establishes a strong foundation for long-term relationships.
"I think the reason, the thing that I found in confidence in selling, is the belief, that simple belief in yourself and your team that you can deliver." - Brian Town.
Resources
MichiganCreative
Brian Town on LinkedIn
Sponsorship Offers
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This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
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This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
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This episode is brought to you
Information
- Show
- FrequencyUpdated Semiweekly
- PublishedJuly 5, 2024 at 10:00 AM UTC
- Length29 min
- Episode1.8K
- RatingClean