Sales Today Fred Copestake

In this weeks episode Nico Ceballos Jones offers a refreshing perspective on storytelling, highlighting its power to connect and compel change in any setting, from the boardroom to the local pub.
 
We also tackle the potential pitfalls of storytelling becoming a cliché and recentre the conversation on its foundational importance in communication.
 
In our exploration of crafting core stories for business success, we discuss the various narrative types that serve as strategic tools in sales and branding.
 
From personal journey stories that establish credibility to tales of customer transformations, we look into how these stories act as assets, enhancing elements such as SEO and presentation skills.
 
We also turn our attention to the art of sales narratives and the transformative potential of service accelerators for B2B sales teams.
 
Nico highlights the importance of discipline in storytelling, separating problems and solutions to create a compelling 'one-two punch' that engages potential clients.
 
We also discuss the R-E-S-P-E-C-T framework, providing a lens to focus on the external factors impacting businesses, and discuss how understanding these can pivot a sales conversation towards strategic solutions.
 
Tune in for this essential guide to crafting stories that don't just resonate but also result in transformative business success.
 
 
Follow Nico
LinkedIn: https://www.linkedin.com/in/nico-ceballos-jones/
Website: https://storycaptain.co.uk/
Story Captain Scorecard:  https://secretsuperpower.scoreapp.com/
 
Follow me
https://linktr.ee/fredcopestake
 
Take the  Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
 
Watch this episode on YouTube
https://youtu.be/d-l6-dI5AqY

Do you want to know how a coach can transform your sales game?
 
Richard Smith, the go-to guru at my Sales Coach, sits down with us to unravel the dynamic impact of personalised sales coaching.
 
Imagine leaving every coaching session with an invigorated sense of purpose and an arsenal of sharpened skills, ready to tackle your sales targets head-on.
 
Richard shares his experiences both as a coach and a coachee, pulling back the curtain on the tailored one-on-one coaching dynamics that are pivotal in breaking through individual barriers and instilling a culture of accountability.
 
During our chat, we confront the myths surrounding sales coaching, asserting its status as a learned skill, not merely an innate gift.
 
We shed light on the profound impact that even the briefest coaching interactions can have, challenging sales leaders to rethink their approach and invest in meaningful dialogues that promote deep reflection and professional growth.
 
By initiating the right conversations, leaders can leave their teams feeling invigorated and prepared to tackle their sales objectives.
 
Tune in to discover the world of effective sales coaching.
 
-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:00) - The Power of Sales Coaching
Sales coaching transforms through personalised, one-to-one sessions, enhancing confidence, skills, and goal achievement.
 
(0:13:14) - Effective Coaching for Sales Leaders
Coaching in sales is a learned skill that can occur in brief moments, prompting reflection and growth for improved performance.
 
(0:25:11) - Improving Sales Through Coaching
Nature's transformative power lies in weekly one-on-one coaching, sharing sales calls, and prioritising development over other tasks.
 
Follow Richard
LinkedIn: https://www.linkedin.com/in/richard-smith-mysalescoach/
Website: https://www.mysalescoach.com/
 
Follow me
https://linktr.ee/fredcopestake
 
Take the Scorecard
https://collaborativeselling.scoreapp.com/
 
Watch this episode on YouTube
https://youtu.be/nhJ4SKfU7pA

Ever wondered why some sales pitches make you tune out while others capture your undivided attention?
 
The answer often lies in the narrative. That's why I invited Peter Elgar from HPS to share his expertise on how a shift from a product-focused pitch to a value-driven story can make all the difference in the competitive arena of liquid product recovery systems, or as the insiders call it, "pigging technology."
 
Together, we discuss the pitfalls of product-heavy presentations and illuminate how focusing on benefits like cost savings, efficiency, and environmental sustainability can turn potential interest into a successful sale.
 
Navigating the sales landscape requires more than just knowing your product; it involves an acute understanding of your client's world.
 
In our conversation, we explore the common slip-up of projecting our own enthusiasm for features onto customers, rather than tuning into their unique challenges and objectives.
 
We also discuss into the risks of propelling technical experts into sales roles without the requisite soft skills, emphasising that the art of sales is as much about listening and relationship-building as it is about technical know-how.
 
Our conversation turns to the compelling world of live product demonstrations and the power of personalisation.
 
Imagine being able to see the inner workings of pigging technology through transparent pipes or receiving a customised web page that walks you through the benefits tailored to your business needs.
 
We tackle how these strategies, along with dynamic digital proposals, are reshaping the sales experience in our digitally-driven world.
 
If you're eager to revolutionise your approach to sales or simply looking for a deeper understanding of client engagement, tune in to this episode that's all about connecting solutions with needs in the most effective way.
 
-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:00) - Selling Beyond the Product
Nature's pigging technology sales should focus on benefits like cost savings, sustainability, and efficiency gains.
(0:02:59) - Effective Sales Process and Client Focus
Shifting to a client-centric approach in marketing and sales requires listening skills and proper training for technical experts transitioning into sales roles.
(0:16:05) - Sales Process Alignment and Benefits
Sales processes must be robust and aligned with customer's journey, considering psychological and emotional aspects and internal politics.
(0:25:48) - Virtual Demonstrations and Sales Strategies
Advantages of live product demos, showcasing technology tailored to clients' needs, personalised web pages, and digital proposals for enhancing buying experience.
 
Follow Peter
LinkedIn: https://www.linkedin.com/in/peter-elgar-hps-pigging-systems-expert/
Website: https://www.hps-pigging.com/
 
Follow me
https://linktr.ee/fredcopestake
 
Take the Scorecard
https://collaborativeselling.scoreapp.com/
 
Watch this episode on YouTube
https://youtu.be/a_7P2EVuwTk

When the pressure's on and every word counts, what's your move?
 
That's what we're unpacking this week with Mike Inman, the negotiation specialist from TableForce, as we navigate the starkly different worlds of crisis and business negotiations.
 
Mike relays an eye-opening LinkedIn exchange that sparked his epiphany on the unique complexities of negotiations, whether it's life-and-death stakes or boardroom ballet.
 
He uncovers why a one-size-fits-all approach can lead to disaster, and how recognising your 'negotiation tribe' is crucial to mastering the art.
 
From dissecting the perils of 'splitting the difference' to unearthing the power of tactical empathy, we explore why these tactics have their place and how misusing them can backfire spectacularly.
 
We also lay out the blueprint for negotiation success, be it face-to-face or screen-to-screen.
 
Discussing the psychological edge of BATNA, the intricate dance of CRM negotiations, and even the physicality of a desk-slap tactic, we cover it all.
 
As we discuss these strategies, we reveal the importance of authenticity, preparation, and reading beyond words—skills that are ever so critical in a world where a handshake is often replaced by a screen swipe.
 
Tune in and discover the secrets of negotiation with this seasoned professional!
 
-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
 (0:00:00) - Crisis vs Business Negotiations
Mike differentiates crisis and business negotiation, highlighting emotional challenges and the importance of seeking expertise.
(0:04:15) - Business Negotiation Techniques and Strategies
Nature's negotiation tactics in crisis and business, limitations of 'splitting the difference', tactical empathy, and understanding intention behind techniques.
(0:14:46) - Negotiation Techniques and Strategies
Authenticity and preparation are crucial in negotiations, considering BATNA, CRM scenarios, crisis negotiation, and tactical approaches.
(0:25:34) - Negotiation Strategies and Body Language
Virtual vs. in-person negotiations, leveraging technology, reading reactions and body language, setting a baseline for truthful responses, and the impact of physical expressions.
 
Connect with Mike
LinkedIn:  https://www.linkedin.com/in/negotiatormike/
Website: https://negotiationtraining.com/
 
Follow me
https://linktr.ee/fredcopestake
 
Take the Scorecard
https://collaborativeselling.scoreapp.com/
 
Watch this episode on YouTube
https://youtu.be/URzPGyPHNM8

Growing up, Donald Kelly never imagined that his childhood business of selling lemonade by the curb would one day evolve into a dialogue about sales dynamics 
 
But here we are, discussing the art of sales through anecdotes and strategies that can transform any product, from exotic mangoes to high-tech solutions, into a story that sells itself.
 
Listen in as we peel back the layers of the sales process, emphasising the personal touch and exceptional customer experiences that make you memorable in the market.
 
It's not just what you're selling, but how you sell it—that's the difference between a one-time sale and a lifetime customer.
 
Have you ever noticed how a good laugh or an intriguing story keeps you hooked?
 
That's the magic of 'edutaining'—the sweet spot where education meets entertainment.
 
In this episode, we get candid about his 'Fresh Cut Fridays' and how adding a personal twist to LinkedIn content has spiced up interactions with his network.
 
We share tips on using humour and creativity to cut through the noise, ensuring your sales message doesn't just land, but resonates and sticks.
 
Whether you're sending personalised videos or crafting relatable stories, it's about being the breath of fresh air in a stale room of sales pitches.
 
We don't just tell you to think outside the box; we show you how, with brainstorming tactics and innovative proposal techniques that leave your competition in the dust.
 
-------- EPISODE CHAPTERS WITH SHORT SUMMARIES --------- 
(0:00:00) – Sell it Like A Mango
Donald discusses the importance of standing out in sales through personal touch and creating an enjoyable buying process.
 
(0:10:08) - Sales Strategies
Tailoring demos to customer needs, brevity and relevance, listening to clients, IT directors' role, and 'edutaining' approach.
 
(0:14:49) - Edutaining Concept in Sales and Marketing
Edutainment in sales, using humour and creativity to engage customers, relevance in messaging, standing out by doing the opposite.
 
(0:27:39) - Difference Makers in Sales Leadership
Nature's small actions in sales and leadership can lead to significant advantages, as seen in Sir David Brailsford's approach to coaching British cyclists.
 
Follow Donald
LinkedIn:  https://www.linkedin.com/in/donaldckelly/
Website: https://thesalesevangelist.com/
 
Follow me
https://linktr.ee/fredcopestake
 
Take the Scorecard
https://collaborativeselling.scoreapp.com/
 
Watch this episode on YouTube
https://youtu.be/y019lQkKlJQ

Discover the secrets to thriving in the sales industry with the wisdom of Leah Borges.
 
Leah brings to the table her expert insights on how a customer-centric, empathetic approach is changing the game in tech and consulting sales. 
 
We discuss the hard truths about traditional sales training and the dire need for a revamped system that prioritises customer needs over product pitches.
 
Leah shares compelling stories and strategies that illuminate the power of gap selling, a technique that forges stronger connections and delivers unparalleled value to customers.
 
If you're seeking to elevate your sales acumen and engage with clients on a deeper level, this episode will fuel your transformation from salesperson to trusted advisor.
 
We discuss how gap selling outperforms traditional sales methods, such as SPIN selling, by encouraging sales reps to develop their business acumen and engage in meaningful conversations with clients.
 
Take note of the practical tips, such as the art of questioning and balancing technology use during sales calls, to enhance your ability to connect with clients and their needs effectively.
 
--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
 (0:00:00) - Reimagining Sales Processes for Success
Sales professionals face challenges in modern business, with a need for collaborative processes and customer-focused onboarding.
 
(0:04:04) - Need for Sales Training and Empathy
Gap selling's potential impact on sales industry, shortcomings in training, need for empathy, and shift in methodology.
 
(0:10:50) - Effective Consultative Sales Techniques
Honesty and mentorship are crucial in tech sales, shifting to an advisor's approach and focusing on customer needs.
 
(0:21:53) - Empowering Critical Thinking in Sales
Gap selling offers advantages over traditional methods, emphasising business acumen, tailored questions, and active listening to connect with clients.
 
Follow Leah
LinkedIn:   https://www.linkedin.com/in/leahborges/
Website: https://leahborges.net/
 
 Follow me
https://linktr.ee/fredcopestake
 
Take the Scorecard
https://collaborativeselling.scoreapp.com/
 
Watch this episode on YouTube
https://youtu.be/iiz25ne5jic