Strategies for Dealing with Hesitant Clients and the Importance of Selling to Individuals

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

• 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. 

• As a seasoned author and the top salesperson in his company, Brian brings a unique blend of expertise and experience. 

• His profound understanding of sales strategies has been instrumental in overcoming common challenges that sales professionals face.

Importance of Mindset and Visualization

• Amid the uncertainties brought on by the pandemic, maintaining a positive mindset has never been more crucial. 

• 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. 

• Brian shares anecdotes from his sports and sales experiences, showcasing how visualization has enhanced his performance. 

• The emphasis is clear: visualizing moments of peak performance can significantly boost one's effectiveness in sales.

Rejection and Motivation

• Navigating through rejections is an inherent part of the sales profession. 

• We stress the importance of persistence and finding motivation in the relentless pursuit of closing deals. 

• This understanding fosters a connection with potential clients, enabling sales professionals to move deals through the pipeline more efficiently.

Confidence and Belief

• Brian shares insights from his forthcoming book, "The Lonely CEO," where he outlines strategies for building confidence in sales. 

• He emphasizes the psychological aspect of recalling past successes to fuel present confidence. 

• I reinforce this point by elaborating on how confidence can significantly impact the outcome of sales conversations.

Moral Obligation and Client Advocacy

• We discuss the responsibility of guiding clients away from potentially wrong decisions, even if it means offering free consulting. 

• 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

1. 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.

2. 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.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com