The Cash Flow Contractor
185 - Unlocking Sales Success: Iceberg Selling and Building Lasting Relationships with Karl Becker
Have you ever wondered what makes the best salespeople successful? Why some people can get deals done and create opportunities over and over again? Karl Becker joins us to share his sales strategies and principles from his book 'Iceberg Selling’. It’s a refreshing conversation that will make you rethink your sales approach and your approach to business and life.
Time Stamps
- 01:34 - The Impact of Holidays on Business
- 03:37 - Introducing Sales Expert Carl
- 03:43 - Karl's Approach to Sales
- 05:26 - Karl's Background and Journey into Sales
- 08:03 - Applying Iceberg Selling in Different Sales Scenarios
- 09:42 - The Concept of Iceberg Selling
- 12:58 - Doing the Research
- 14:32 - Setting Yourself Up For Success
- 16:29 - Getting Clear On The Person's Iceberg
- 18:05 - Repeat Back What You Said
- 20:13 - Sales Misconceptions
- 23:15 - Head Trash
- 31:26 - The Lifetime-Value & Being-of-Service Mindsets
- 41:06 - The Ownership and Drivership Mindsets
- 44:18 - Challenges in Instilling Mindsets into Your Team
- 48:20 - The Abundance Mindset
- 50:57 - Uncovering The Needs of Your Sales Team
- 52:42 - Challenges in Construction Sales
- 57:35 - Setting Your Sales Team for Success
- 01:03:14 - The Hat Trick
- 01:05:38 - Karl Becker's Books & Contact Info
- 01:08:16 - Episode Takeaways
Quotable Moments from Karl Becker
- "We only see about 10% of what's going on. You only see about 10% above the waterline. The other 90% is under the iceberg."
- "Selling is being of service."
- "Oftentimes I find that selling is really about communicating and helping people understand a new reality or move towards something that they want."
- "Selling isn't this manipulation thing. Selling is caring and helping people understand and giving them a path forward."
- "You are your own leader. It's up to you to make it happen."
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Resources
- Need Marketing Help? We Recommend Benali
- Watch On Youtube
- Follow On Social: LinkedIn, Facebook, Instagram, X(formerly Twitter)
- Have Questions? Email us
More from Karl Becker
- Improving Sales Performance Website
- Iceberg Selling Website
- “Iceberg Selling” Book
- “Set Up to Win” Book
- “Sales & Marketing Alignment” Book
- Email Karl Becker
- Connect with Karl on LinkedIn
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