Discover the two worst things to say in the first 15 seconds of a sales call. Learn how to use the "You know how when..." technique to get people engaged, and how to make others feel fabulous in the first two minutes.
- Let's talk about networking. A lot of people consider it a necessary evil, especially if you're in sales. But the reason a lot of people don't like it, quite honestly, is because a lot of people are bad at it. So I want to give you some techniques to not only be an amazing networker but also to bring out the best in the people you meet with. So let's start off with what not to do. You meet someone at a party. "Hi, I'm Lisa, I'm Bill." You ask the inevitable question -- what do you do? They ask the inevitable question, what do you do.
The worst thing you can do in those first few minutes is to say "Well, I sell this, let me tell you about it." Nobody wants to hear that. So instead, what you want to do is you want to focus on them. And if they say well, I sell this, or I'm a teacher, or I'm a manager of this, take that in, but let me give you a question that you can ask that will actually elevate the conversation and make them feel wonderful. Whatever answer they give you, when they've described what they do for a living, I want you to think through, who are they affecting? Is it customers, is it students, is it other people, are they a product developer? And I want you to say something like this.
"Wow, I bet you have a big impact on..." Whoever their constituents are. "Can you tell me about how what you do affects their lives?" Or some version of that, because what you want the other person to describe is the impact that their job has on others. Why is that important? Because a lot of us need reminders that our work makes a difference. And if you can bring that forth in that first few minutes of the conversation, that person will go to a better brain space. They'll be using their frontal lobes, they'll be more open to you, you'll bring a higher level conversation into that moment in time, and they'll feel wonderful.
So then what do you do when it's your turn to talk? When they ask you, "So what do you do?" Well, instead of just going wah-wah-wah with the usual, I want to teach you a technique, and it's called "You know how when." Now this technique was invented by Mark Levy, who's a positioning expert and a very dear friend of mine. And I'll give you an example of how to use this. So if someone were to ask me, "Lisa, what do you do "for a living?" I could say, "I'm a sales leadership consultant. "I'm an author." And they'd probably go (groans). But instead, this is what I say.
"Lisa, what do you do for a living?" "Well, you know how when a salesperson "gets in front of you and they talk and they talk, "and they go on and on with a bunch of boring features, "and they never ask you any questions?" And the person is nodding, and I say, "Well, you know what I do for a living? "I make sure that doesn't happen." It's a much more interesting conversation. So you need to come up with your own version of "You know how when..." for yourself. And so what you've done in this two-part conversation is you've established what is the true and noble purpose of your colleague's job, and you've put forth your own true and noble purpose.
your own true and noble purpose. And that, then, becomes the basis for followup. So when you write that email, you're not just saying "Hey, I wanna talk to you about our software," you're saying "I was fascinated by what you told me "about your job, and I wanna talk to you about "how I can help you do it even more."
In this course, Lisa outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level. Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types. Last, she provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful.
- Selling with noble purpose
- Sales as a fast track to leadership
- Making the first call
- Avoiding sounding scripted
- Recovering from a bad call
- Working with your bosses and senior leaders
- Networking and being coachable