Selling With Integrity - with Shawn French - EP 273

For many of us growing up, it was instilled in us to watch out for salespeople because of the stigma around them that all they want to do is get your money and they don’t actually care about what you want. It is often hard to undo these ideas that were passed down to us as children, but the truth is that real salespeople are not sleazy or just trying to make a sale. A good salesperson knows how to listen to what their customer needs, and can make suggestions based on what is best for the customer and not the salesperson. In this episode, Shawn French shares massive value with tips on how to sell with integrity.

Shawn French is an author and sales performance coach that has had a high level of success in the corporate sales environment. Throughout his career, he has discovered the main driver in his performance over the years. He does what he needs to do on a consistent basis, whereas others give up and go home when things get hard. Shawn's mission is to educate other sales professionals and sales organizations that their habits and intentional activity are paramount in their sales success. Shawn went from broke to high 6-figures in 6 months and now he's on a mission to help others create the same results.

People fail to realize that our entire life is sales and we are constantly selling ourselves whether we realize it or not. Shawn addresses the common objections that salespeople usually get from potential customers, and how to counteract them without being pushy or overwhelming the other person. He says that “no” should not be feared. Not putting yourself out there enough is what you should fear. Don’t be afraid of objections, but instead learn to view them as buying signals and be a great enough active listener that you can counteract their struggles and become someone they can trust to solve their problems. 

Key highlights:

• Why is there a stigma or icky feeling around sales?
• People fail to realize that our entire life is selling
• How to handle situations where you are not sure if you can meet their needs
• Strong characteristics for someone to be in sales
• If you focus on the activity and not the goal, you will reach success faster
• How many touches are needed to make a sale?
• The importance of the follow-up
• What most people tend to overlook when they get into sales
• Learn the scripts but make them your own
• How to overcome objections
• The importance of active listening to counteract customer struggles
• How to get invited to bigger rooms 
• What you need to know before trying to get as a guest on someone’s podcast

For resources and links mentioned in this episode, visit: 365driven.com/episode273