Sales [UN]Training A Sales Brain Upgrade with David Newman, author of Do It! Selling
In this episode of Sales [UN]Training, host Kelly Riggs speaks with David Newman, sales strategist and bestselling author of "Do It! Selling". They discuss how having the right mindset and a structured sales process can boost sales performance and success. Newman shares his insights on the importance of being a better person, putting prospects at the center of the sales process, and having the right come-from ( serving before selling mindset), which helps greatly in making conversations with prospects fruitful. "When you act like a person, then more sales will happen."
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The two also dive deep into understanding sales processes and how they impact an individual's sales mindset. Newman shares his approach to creating a reliable and repeatable sales process using a simple step-by-step system, which involves understanding the buyer's experience and tailoring the context and content of each step to suit the prospect's needs. The importance of sticking to the sales process is emphasized, as they discuss the difference between clean wins, sloppy wins, clean losses, and sloppy losses in sales transactions. The episode is full of valuable insights and tips on achieving success in sales through mindset and sales processes.
On this episode...
If mindset is so important to sales, why isn't more of a focus in training? - 2:32
Why prospects need to be at the center of the sales process. - 4:52
Cooking up a sale with love - 7:26
A good pipeline makes you brave - 9:00
How sales training can go awry - 11:10
What is the ideal buyer experience? - 14:56
What does mindset have to do with the sales process? - 16:58
If you don’t have a sales process, you can't tell me where you went wrong. 18:33
Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.
Get more Kelly: www.BizLockerRoom.com.
Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.