Mental Selling: The Sales Performance Podcast Mental Selling

Understanding the broader customer journey and the impact of customer feedback can make all the difference in sales.
Annette Franz, founder and CEO of CX Journey Inc., is a thought leader in customer experience, empowering organizations to embrace a customer-centric approach. In this episode, Annette shares the transformational power of customer feedback, the significance of value alignment, and the pivotal role sales teams play in delivering exceptional customer experiences.
Annette and host Will Milano explore the critical elements of customer-centric organizations, the impact of employee experience on customer satisfaction, and the need for sales teams to prioritize value-driven solutions. Listen in as she shares steps on how to grasp the voice of the customer effectively, and shares strategies to enhance your sales performance.

In this episode, you’ll learn:
1. The importance of shifting focus from just selling to building strong customer relationships and delivering exceptional customer experiences. When you prioritize these aspects, you’ll see better sales results and sustainable success.
2. Valuable insights from customer feedback, especially from lost deals. By consistently gathering and transparently sharing this feedback within your sales organization, you can uncover missed opportunities for improvement and growth.
3. Understand the value you provide to customers beyond just price competitiveness. By focusing on solving problems for customers, you can drive satisfaction, referrals, and repeat business, ultimately leading to a better sales strategy.

Resources:
Annette’s LinkedIn: https://www.linkedin.com/in/annette-franz/
Annette’s X: https://twitter.com/annettefranz
Learn more about Annette: https://annettefranz.com/
Get her book here: https://annettefranz.com/books/

Jump into the conversation:
[00:00] Introduction to Annette
[1:02] Annette’s point of view on customer centricity
[04:38] Refining your ICP or ideal customer profile
[06:15] Relationships with your marketing team
[10:33] What sales teams take for granted when it comes to the customer experience
[13:19] Gathering and applying customer feedback
[15:31] Three ways to achieve customer understanding
[17:16] Solving problems for customers as a salesperson
[18:52] The role of values alignment in customer experience and employee experience
[22:17] Fix the culture, fix the outcomes
[23:31] Annette’s top advice for salespeople
[25:34] Stressors on the employee experience that have a negative impact on customer experience
[29:44] How meeting customer's needs ties to new opportunities

What separates high performers from average salespeople? The answer is preparation.
Paul M. Caffrey, co-author of The Work Before the Work, discusses how deliberate preparation can elevate sales performance. Elite sales professionals always put their clients first, providing them with value every step of the way.
Paul encourages salespeople to be intentional not just with outreach but in building their sales pipeline. Being deliberate about who you approach and how you talk to prospects will make all the difference. Listen in as Paul gives specific tips on preparing for customer meetings, how to maintain resilience, and how to strategically position yourself for a promotion in the field of sales.

In this episode, you’ll learn:
1. Why you should put in effort to personalize outreach. If you do your research and offer value up front, you can stand out in a sea of generic pitches.
2. The essential role of consistency in outreach efforts. Learn how focusing on a manageable daily outreach plan with personalized touches can lead to long-term success.
3. The power of preparation in sales interactions. Find out how intentional listening and asking the right questions can elevate your sales conversations and make you a memorable and valuable partner for your prospects.

Resources:
Paul’s LinkedIn: https://www.linkedin.com/in/paulcaffrey/
Buy Paul’s Book, The Work Before the Work: https://www.workbeforethework.com/
Learn more about Paul: https://www.paulcaffrey.com/

Jump into the conversation:
[01:19] The Hidden Habits of Elite Salespeople
[05:13] Being Intentional in Sales Outreach
[10:32] Building a Consistent Sales Pipeline
[16:04] The Right Way to Prepare for Customer Meetings
[19:09] Listen and Focus on Essential Questions in Meetings
[24:02] Maintaining Resilience and Motivation in Sales
[27:33] Planning Your Sales Career and Promotion

Sales continues to evolve rapidly, but the one constant is that meaningful customer relationships lead to long-term success. To build genuine connections, sales professionals must establish trust, rapport and credibility—and Doug Dvorak is here to show us how to do just that.

Doug Dvorak is not your average sales expert – he's the founder of the Sales Coaching Institute, a seasoned professional in sales, digital marketing, and motivation, and a master at solving big business problems. His insights are sought after by top organizations looking to revolutionize their sales strategies and cultivate high-performing sales teams.

In this episode, Doug uncovers the misconceptions about sales, the critical role of developing executive presence, and the game-changing influence of embracing technology in sales. Discover the secrets behind Doug's approach of in-depth research, the significance of creating a motivational sales culture, and the impact of AI tools in boosting sales productivity. Packed with actionable advice, this episode of Mental Selling is a must-listen for sales professionals aiming to excel in their careers.

In this episode, you’ll learn:

The importance of building trust with customers through research, preparation, and authenticity
How sales digitization and leveraging technology is a fundamental investment for success
Why a magnetic sales culture attracts and retain high-performing salespeople

Resources:

Learn more about Doug: dougdvorak.com
Doug’s LinkedIn: https://www.linkedin.com/in/doug-dvorak/
Doug’s Twitter: https://twitter.com/salescoach1064
Doug’s Books: Developing Executive Presence (The Essential Skills to Sell to the C-Suite), A Sales Leader’s Guide to Success, The Sales Coaching Playbook, A Sales Leaders’ Playbook, The Masters of Success

Jump into the conversation:

[00:00] Introduction to Mental Selling
[01:41] Misconceptions the Sales’ Mindset
[05:16] Building Trust and Rapport with Customers
[09:29] Mentorship and Structured Onboarding for Sales Professionals
[14:19] Selling into Small and Medium-Sized Businesses (SMBs)
[17:27] Strategic Use of Technology in Sales
[18:48] Developing Executive Presence and Understanding Business Drivers
[22:19] Creating a Magnetic Sales Culture
[35:27] Elevating Sales Performers into Leadership Roles

Sales is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authentically demands a delicate balance between these elements.

In this conversation Paul Fuller, Chief Revenue Officer with Membrain, talks about the importance of sales being a blend of art and science and emphasizes that successful salespeople prioritize integrity and genuine relationships over aggressive tactics. Paul also highlights the critical role of mindset in sales success, stressing the need for continuous learning and personal development. Join us as we learn from Paul's insights on sales, leadership, and the profound impact of empowering others to succeed in the dynamic world of business.

In this episode, you’ll learn:

Sales is a blend of art and science, relying on human relationships and technological tools to nurture and enhance these relationships. Technology should enhance, not replace, human interactions and sales strategies.
Building servant leaders who embody discipline, integrity, and innovation is crucial to changing negative perceptions of sales. Mastering mindset is foundational for optimizing skill set and tool set effectiveness.

Coaching should build mutual accountability and provide value to sales professionals. It should help others discover their "why" or purpose and stay motivated and focused on continuous improvement.

Jump into the conversation:

[02:22] Debunking Sales Misconceptions
[05:48] Elevate the Sales Profession
[09:40] How to Strategically Recruit and Develop Sales Talent
[12:43] Renewing Mindset in Sales
[18:53] Avoiding the "Quick Fix" Mentality in Sales Enablement
[20:54] Real Intelligence vs. Artificial Intelligence
[24:10] The Importance of Meaningful Connection
[27:25] Mutual Accountability in Sales
[29:37] What's Your Purpose?

About Paul Fuller:
Paul Fuller is a husband, father, and dedicated advocate for elevating the sales profession. His passion for empowering sales professionals stems from a deep belief in the impact of effective sales strategies on organizational growth. Through Membrain.com, Paul is reshaping the landscape of B2B CRM solutions by emphasizing technology, service, leadership, and strategic guidance. Membrain.com provides tools and insights that enable sales teams to thrive in today's competitive environment.

Connect with the guest:
Paul on LinkedIn: https://www.linkedin.com/in/psfuller/
Paul on X: https://x.com/membrain_com
Membrain website: https://www.membrain.com/
The Art & Science of Complex Sales Podcast: https://open.spotify.com/show/73MtTJI3j5tsO51kr08XgK

Connect with the host:

Will Milano’s LinkedIn: https://www.linkedin.com/in/willmilano/
Learn more about Integrity Solutions: https://www.integritysolutions.com/

Technology often takes center stage in today’s world, and it's important to remember the human connection in sales. We need to find a balance between providing information and understanding our customers' needs because knowing is better than telling. By listening to our customers and truly understanding their needs, we can provide better solutions and build stronger relationships.

In this episode, John Crowder emphasizes the concept of listening to understand in sales, building trust with customers, adopting a problem-solving mindset, and empowering sales professionals to take ownership of their interactions with clients. John points out that to have better outcomes in sales, sales professionals must take the time to truly understand their customers' needs and concerns so they can offer more tailored solutions to them. By actively listening, asking the right questions, and building trust, sales professionals can better meet their customers' needs and achieve success in their sales endeavors.

In this episode, you’ll learn:

The importance of active listening in understanding customer needs and concerns to provide tailored solutions.
How adopting a problem-solving mindset enables sales professionals to identify and understand the specific pain points or challenges faced by their customers.
The need for balancing technology and human interaction in helping sales professionals leverage data insights while maintaining authenticity, empathy, and rapport with customers.

Jump into the conversation:

[00:00] Introduction to Mental Selling
[01:56] Moving Beyond the Tell-Sell Paradigm
[06:36] Value Trumps Access
[09:15] Listening To Understand
[13:44] The Neuroscience of Selling
[21:17] Mitigating Risk and Fear in Sales
[24:11] The Art of Consultative Selling
[28:05] Shifting Accountability

About the guest:
John Crowder is a former naval officer, football coach, and currently Vice President of the Healthcare Practice for Integrity Solutions, where he helps companies improve sales productivity, increase profitability, and create a culture that retains the best employees. John has over 25 years of experience in the medical sales industry. He worked for and led sales teams in medical device and pharma ranging from start-ups to Fortune 500 companies, spending a significant part of his career working in key account management, sales and leadership development, and marketing.

Resources:
John on LinkedIn: https://www.linkedin.com/in/john-crowder/

Connect with the host:

Will Milano on LinkedIn: www.linkedin.com/in/willmilano/
Learn more about Integrity Solutions: www.integritysolutions.com/

Confidence is the fuel that drives success in sales. It's the secret ingredient that transforms ordinary interactions into extraordinary opportunities, helping sales professionals steadily progress in the face of challenges and setbacks.

In this conversation, Meshell Baker discusses the fundamental principles of successful selling, including clarity in purpose, overcoming challenges, and connecting with customers. She elaborates on the concept of authentic selling, highlighting the significance of bringing one's genuine self into sales interactions. Meshell also shares insights on the power of listening, reflection, and visualization in enhancing sales performance and achieving exceptional results.

In this episode, you’ll learn:

- The significance of clarity in understanding one's purpose in sales, how it drives motivation and resilience, and strategies for handling rejection and maintaining confidence in the face of setbacks.
- The importance of active listening in sales to validate and uncover customer needs and how focusing on delivering value can lead to sales success.
- How authenticity in sales interactions builds trust and rapport with customers, leading to longer relationships and driving sales growth.

Jump into the conversation:

[03:03] Embracing No and Moving On
[05:13] The 5 P's of Excellence
[10:12] Value First, Money Follows
[12:55] Invest in Yourself
[19:10] What is Authentic Selling?
[22:10] How to be a Powerful Listener in Sales
[25:01] Reflection Amplifies Projections
[31:02] Clarity and Confidence
[31:48] How and Why Coaching Fuels Confidence

Meshell Baker is a transformative Keynote Speaker, Authentic Selling Alchemist, and Chief Confidence Igniter in sales, leadership, and personal development. With over two decades of experience spanning multiple countries and industries, Meshell brings a wealth of knowledge and expertise to her clients. As the founder of Meshell Baker Enterprises, she empowers individuals and organizations to unlock their full potential, capitalize on their strengths, and achieve sustainable growth.

Resources:

Follow Meshell on LinkedIn: https://www.linkedin.com/in/meshellrbaker/
Meshell on X: https://twitter.com/MeshellRBaker/
More about Meshell: https://meshellrbaker.com/