Sales As A Way of Life, with Andy Frisella - MFCEO83
Aug 9, 2016
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Sales skills, empathy, and building relationships are essential for success in all areas of life. Andy Frisella and Sal Frisella discuss the importance of sales skills, sharing personal experiences and anecdotes. They emphasize the value of empathy in sales interactions and the significance of building relationships. The speakers also highlight the importance of focusing on the benefits of a product instead of just its features. Additionally, they discuss supporting a young woman battling cancer through a short story and express gratitude for support and future podcast ideas.
Developing genuine connections and establishing trust with potential customers is crucial for successful sales.
Avoid judging or criticizing others' choices in sales and instead focus on understanding their perspective and offering solutions.
In sales, it is important to take the initiative, offer value by educating customers, and prioritize building trust rather than solely focusing on making a sale.
Deep dives
Building Genuine Relationships
Developing genuine connections with others, whether it's a potential customer or a friend, is crucial for successful sales. By taking the time to genuinely get to know someone, show empathy, and be interested in their lives, you can establish trust and establish a long-term relationship.
Avoid Judging or Telling People They're Wrong
One of the biggest mistakes in sales is to judge or criticize others' choices. Instead, focus on understanding their perspective and offering solutions that genuinely meet their needs. Avoid making customers feel stupid or wrong, and instead, approach them with empathy and understanding.
Taking Initiative and Offering Value
In sales, it is essential to take the initiative and offer value to your customers. This means going above and beyond to educate them, provide solutions to their problems, and offer genuine support. Rather than focusing solely on making a sale, prioritize building trust and offering valuable insights to customers.
Develop Strong Communication Skills
Having strong communication skills is key to successful sales. Practice talking to others, initiating conversations, and making connections on a daily basis. Being genuine and empathetic with your interactions will help you build rapport and trust with potential customers.
The Importance of Selling Benefits over Features
When selling a product, it is crucial to focus on the benefits that the product offers instead of merely listing its features. Many inexperienced salespeople struggle with this distinction, talking about features rather than how the product will solve the customer's problem. By presenting the product in a way that directly addresses the customer's needs and demonstrates how it can fulfill a particular desire or help them achieve a certain outcome, salespeople can create a more compelling argument and increase their chances of making a sale. This approach holds true for a variety of products, from clothes to cars, emphasizing the emotional impact and personal benefits that come with owning the product.
The Value of Going the Extra Mile in Sales
Going the extra mile for customers is a core value that differentiates successful salespeople from those who do the bare minimum. By showing a genuine willingness to go above and beyond, salespeople not only gain customer loyalty but also demonstrate their dedication and value as individuals. Going the extra mile can be as simple as offering additional assistance, such as helping customers carry their purchases to their cars or following up after a sale to ensure customer satisfaction. Making this a habitual practice establishes trust, creates more meaningful connections, and sets salespeople apart in a competitive market. Furthermore, going the extra mile requires understanding the importance of genuinely caring for customers, as fake empathy is easily recognized and can damage a salesperson's reputation.
Sales skills aren't just helpful for business. They are applicable--and essential--for success in all of life. Joined by his brother, 1st Phorm President of Operations Sal Frisella, The MFCEO returns to a favorite subject. Ultimately, it's not about selling products and services. It's about selling yourself--and helping people.
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