About Joe Pallo: Joe Pallo is the Founder of Sell Nothing, a consulting company where he works with C.E.O.s, E.V.P. s, top salespeople, and sales leaders who want to grow their business by establishing emotional relationships with their clients and team members. Drawing from 35+ years of commission sales and 30,000+ sales calls, Joe Pallo is a top sales producer who first earned his hard knocks and big rewards with door-to-door selling. He's developed proven systems and processes through which hundreds of top producers double or triple their business without investing additional time. Clients include non-profit organizations, defense contractors, financial advisors, the top mortgage broker in the United States, and an Olympic champion and flag bearer. As a coach, he focuses on understanding and implementing basic sales principles. He adds a layer of accountability while training and modeling relationship-building skills. Joe is also a creator of the E.A.R.N.I.N.G™ Sales System and a bestselling author of How To Sell Nothing. Check out the latest episode of our Conversational Selling podcast to learn more about Joe.

In this episode, Nancy and Joe discuss the following:

Why the word "selling" is such a scary word for so many people
Sell Nothing: The story under the company name
Peculiarities of the E.A.R.N.I.N.G Sales System™
Four uncommon ways to ask for quality referrals without being a jerk
The importance of script in sales

Key Takeaways:

We've all been on the receiving end of being part of a bad sales presentation or a bad sales call.
Referrals are given to confident people.
Get a silver bullet on your existing referrals, freshen them up, and then leave a message in a voicemail.
E.A.R.N.I.N.G Sales System™ is the essence of selling Nothing.
Listening and then repeating back what they said - that's the talking you should do: ask questions and repeat back.

" It seems like we all know there are two sales that need to happen to get to the next step, or two buckets that need to be filled: the logical sale or the logical bucket, and the emotional sale or the emotional bucket. Both are important, but we all know the emotional bucket needs to happen first; that makes people decide. The logical bucket confirms the sale, and the emotional bucket makes it happen. "Sell Nothing," the book, was written with the concept that we want our clients, my clients, to tell me what they want and why they want it. That's the emotional sale. My role as the salesperson is to fill that logical bucket with words because I know all the logic and numbers, and I have a marketing department behind me. I'm good at making that logical sale. The emotional bucket is filled up with their words. Emotions are weird things—they're fickle and change. They don't make sense. We have to get them talking about what they want and why they want it. The art of selling Nothing is selling what people want and why they want it" – J.O.E.

"But that's the value of the silver bullet. Yeah, it gets them calling back in, and it will work. It's incredibly effective, but you must take your time and get them immediately. Right? I'll also say something else that may help your listeners. This works well when you get a referral, but it also works well with all the referrals you've gotten for the past three or six months. What's to stop you from returning to the referral and saying, "Hey, a while back, you referred me to so and so. I tried catching them, but what type of decision-maker is he? A numbers guy, is he a talker, a driver?" Right? Get a silver bullet on your existing referrals, freshen them up, yeah, and then you leave it on a message on a voicemail." – J.O.E.

"Um, I would say it's using scripts when you're selling, having a talk, having scripts. Yeah, if I'm speaking in a group and I'm going to talk about scripts, I'll always say, "Hey, just curious if there are any idiots. Can you raise your hand?" And a couple of people do because they're idiots. But I kind of joke that the reason I ask is that I'm going to talk about using scripts, and many times, I hear people saying, "I can't use a script because I'll sound robotic." And here's my thinking on that, which people may disagree with. But we work hard to get the name; they get the phone number. Then, if we get the phone number, we must get through to the secretary. That's a lot of work. Or we try to get the cell number; we don't have to get him on the phone. That's a lot of work to talk to a prospect. Right? Well, let themselves be passive and sound robotic on a live call. Right? And if that's the case, that person may be in the wrong job. Now, if you think about it, and here's the thing, you didn't sound robotic when I was doing my role-play and calling Aaron. You heard me insert a chuckle. That's intentional because that makes me focused and present on the call. You cannot be passive and insert a chuckle, you know? I'll repeat, it says when I talk to him, I said, "Aaron, it's Joe Pallo. I don't want you racking your brain trying to figure out who I am. We haven't met yet, right?" I'm chuckling right there; he hears it. Yeah, because if you say the same thing consistently, you'll get consistent results." – J.O.E.

Connect with Joe Pallo:

LinkedIn: https://www.linkedin.com/in/joepallo-sellnothingllc/
Influence People: Sell Nothing
The E.A.R.N.I.N.G Sales System: Joe’s free gift link

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Connect with Nancy Calabrese:

Twitter:https://twitter.com/oneofakindsales
Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
Website:https://oneofakindsales.com
Phone: 908-879-2911
LinkedIn: https://www.linkedin.com/in/ncalabrese/
Email: leads@oneofakindsales.com

Episode 259 | ApartmentHacker | Your Team Members Need This