Mike and Scott are two experienced sales pros with over 50 years of selling experience (and a lot of airline and hotel points!) that share a common goal: Sell better, Live better, and most of all...Enjoy more! They share deep-ish thoughts (and some mediocre advice) on sales and life as they exchange stories, philosophies, experiences, insights, and random thoughts. Special guests provide even more (and deeper) insights along the way!
TIENE QUE CALLE BIEN... SELLING WITH RAINIER VIEGO
Tiene que calle bien... in other words, they need to like you! (Not an exact translation but the meaning is there.) How do you get people to like you?
Look the part - personal appearance (including smells) is important for first impressions.Listen - we talk about this all the time but everyone gets nervous during a first meeting. Most people talk too much when they are nervous.Humor - people who laugh bring down their guard and are more likely to open up.Rainier Viego is a friend of the show and is very successful in his medical sales career. In this episode, we talk about his origin and growth story. From trying to get in as a paramedic to excelling in the South Florida medical field.
What sets Rainier apart from other reps? As you listen to this episode, pay attention to his passion. He loves what he does and he loves his customers. When someone tells him "no", he takes it personally and keeps driving.
Whether you have extensive experience in sales or just starting out, this podcast outlines the path to a great career and longevity in sales. You can love what you do and why you do it.
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LEMONADE STANDS, FISH SPAS, AND MIKE'S RANT
A brief (and scary) glimpse inside Mike's mind this week gives us three topics:
Lemonade Stand with Venmo - Imagine buying lemonade from some neighborhood kid without any cash or coin. These neighborhood kids had changed their business model and are meeting customers where they needed to be. Mike was able to pay these kids with Venmo. The moral of the story...eliminate the excuses, be confident, and continue to move with the times.Fish Kiss - A company in Provo, UT a very unique spa where small fish eat the dead skin on clients' feet. How did they go from maxing out 8 credit cards to a successful business? The moral of the story...drive and determination will get you going with speed and focus."Grumpy Old Man (Mike) Syndrome" - A seemingly healthy young woman parks in a handicap stall and dashes into the grocery store while another healthy (and lazy) man leaves his shopping cart in the middle of the parking spot. The moral of this story...don't park in prim spots and be conscientious about your surroundings.Listen as Mike and Scott connect the dots and encourage younger reps to listen to the experience of older managers. And for older managers, try and discover new ways to do business. Leverage your new reps, build their confidence and find new ways to conduct your business.
If you have a comment, question, or differing opinion, contact us at Mike@TheSellingPodcast.com or Scott@TheSellingPodcast.com. We would love to have you join the conversation!
SALES LEADERSHIP WITH SCOTT HICKS... CREATING GRACE IN THE WORKPLACE
Scott Hicks joins the Selling Podcast this week to discuss Sales Leadership. Here are some of the key take-aways...
90's Management Process = Activity vs productivity and the focus of the 90's management style is to manage the process. How many 'x' are you doing this week?
Current Management Process = What are you creating? The focus is to build something and there are many ways to get there. The 90's was about activities and not focused on the productivity. Lead and Lag measures are critical. With that stated, there is a need to connect with people and knowing that not everyone will fit into the standard process but create connections that a prospect or client will need to advance.
How do you unlock potential in your salesforce? Management is NOT leadership. "Grace in the Workplace" is about meeting people where they are. Too many times, leaders are plucked from corporate bureaucracy. Do you want to get out of the "old way" of doing things?... stop hiring based on a system and hire for leadership.
Scott Hicks shares their leadership hiring process.
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$7.25 FINAL SELLING OFFER... VALUE PUT ON WHAT WE SELL
How do you value something?
In this episode, we discuss how to value something. Mike changes Scott's mind on "buyer's remorse" and we walk away with an important conclusion on how to value products and services...
SPOILER ALERT - Value is individual and maximized scenarios don't exist outside of an auction environment.
How do you value something:
1a. How much will someone pay for something?
1b. How much is the next person willing to pay?
2. What are you willing to sell for?
Defining seller's regret as it relates to points 1 & 2 listed above:
1. Feeling that someone was willing to have paid more.
2. You didn't get the value you wanted in the transaction.
Point #1 is typically greed driven.
Point #2 is rare because we are often able to walk away if our value isn't there.
Let us know what you think and join the conversation:
EASY STEPS OF SELLING
Selling is a process of least resistance and effort from the buyer. There is a fine dance between seller and buyer. This process highlights how to offer entry items that hook the buyer and show what the desired outcome will be. Once that is accomplished, they you can ask for the purchase.
Story the Wiz BangTry itDrive itDo itBuy itThese steps are detailed in the recording.
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BECOME A TOP INDUSTRY SELLER - WITH JENNIFER SEENO TUCKER
From teacher to top agent, Jennifer Seeno Tucker shares her ideas about what it takes to reach the top of the real estate industry. In this episode, we discuss sales aspects like:
Diving into the niche - Focus on one zip codeReverse engineering your numbers with "block timing"Work and life integration in sales - Holistic LifestyleClosing sales at the end of the monthForcing "time off selling" for personal health - take a break!Environments of sales reps that are ultra-competitiveSurrounding yourself with good people on a sales teamJennifer has trained hundreds of real estate agents how to sell and highlights items from her book on closing big deals. When you think about tough housing markets, New York is likely one that rises to the top. Competition is tough, and Jennifer shares how her organizational skills lifts her to the top.
Become a Rock Star Real Estate Agent
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This is a great sales reps tool!
If you are new to selling this is invaluable. At mid-level and above Mike & Scott introduce ideas and tell stories that will make you think about your own selling habits and style.
I’d encourage you to listen to a handful of titles that interest you. But he prepared to be hooked!
Great job Guys. Very well done!
These guys are great
These two are SO FUN to listen to — and you can learn things! Congratulations to Scott and Mike — you two need to get broad exposure.
Entertaining and helpful information by successful professionals
This is my new favorite podcast. I’ve worked with both Scott and Mike in the past. Tremendous gentlemen that are proven winners and great men. I truly believe their information can help any sales professional take the next step to closing more business.