Deb Brown Maher: Selling Like Jesus

About Deb Brown Maher: Deb Brown Maher owns Deb Brown Sales, a company that helps small business owners succeed through improved sales performance. She has over thirty years of experience in sales leadership, training, and coaching. Her clients boast that she successfully moves them from "stuck" to "productive" by empowering them to change how they approach sales. Deb is passionate about helping people sell from a position of integrity. She shares her methods in her book and video training course "Sell Like Jesus: 7 Characteristics of Christ for Ethical Sales". Deb has an impressive track record of getting results — first as a salesperson, then as a sales leader for various organizations, and now as the owner of Deb Brown Sales. She loves working with small business owners who have to sell but hate to sell. Her long-term goal is to eliminate the negative stereotype of sales by changing how people sell. Check out the latest episode of our Conversational Selling podcast to learn more about Deb. 

 

In this episode, Nancy and Deb discuss the following:

• The reason why many people hate selling.
• Ways of changing the minds of business owners who must sell but aren't into it.
• Selling is having a persuasive conversation.
• The history of Deb's book: Sell Like Jesus, Seven Characteristics of Christ for Ethical Sales. 
• Value of a balance of caring for others and standing our ground in sales. 
• If you're talking, you're not selling. 
• You can't sell anything to anyone until you understand what they want to buy.
• Why nobody can convince anyone of anything.
• You don't have to be an expert in your product to sell it effectively.

Key Takeaways: 

 

• Changing mindset starts first with the willingness to look at sales from a different perspective.
• If you don't have a ready response that creates a win-win scenario, you will end up in a win-lose or a lose-win, both of which are loose loops. 
• If prospects know a lot and you're telling them all the great features and benefits, you're insulting them because you're discounting what they know without knowing it.
• Good news for those who think you must do dog-and-pony shows - you don't. In fact, it's usually insulting.
• Passion drives you. But that passion alone isn't enough to sell effectively.
• A book might be worth that expense just to read to get alternative perspectives because the phrasing, the way of saying things and doing things differently, is not intuitive.

"So, if you're in sales, you are going to be asked to lower your price. And if you don't have a ready response that creates the win-win scenario, then you're going to end up in a win-lose or a lose-win, both of which are loose loops." – DEB

" What I did was look at how Jesus communicated. And I elevated the techniques that he used to these seven characteristics. The first one is a character, then connection, clarity, comprehension, certainty, choice, and commitment. Now you can imagine there are a lot of nuances under each one of those characteristics but basically what I did was take the steps of the sales process from preparation to setting expectations to having that sales conversation, closing, delivering, and doing the follow-up and follow-through, and applied that that structure in each of these characteristics, if that makes sense. " – DEB

"Going back to something you said about the importance of preparation, we need to be prepared for each sales process step. And when you're making a first contact, the goal is to go ahead and do your selling on that call if you're in a one-call close. But most people are not. And so, the goal of that first call is to create space to have a deeper discussion, whether it's face-to-face or a video conference, or a separate phone call where you have enough time set aside to go through the process of qualifying effectively." – DEB

Connect with Deb Brown Maher:

• LinkedIn: https://www.linkedin.com/in/debbrownmaher/
• Deb Brown Sales: www.debbrownsales.com
• Worshipful Art:https://deborah-brown.pixels.com/

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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