7 Minutes to Better Selling Podcast Ep. 29
Nov 6, 2023
7 Minutes to Better Selling Podcast Ep. 29
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Thank you
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Hey, welcome everybody to the 7 Minutes to Better Selling podcast
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I'm your host and also the president and founder of Developing the Next Leaders
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As many of you know, who are return visitors to the show, our firm and I am on this mission
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of helping salespeople love what they do for a living. And when you're not very good at something
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or you're not doing something at your peak of expected performance, it's hard to like it
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let alone love it. And so our job is we work with individuals, leaders, teams, and organizations in
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the sales world, helping them love what they do by improving every day. So from a logistics
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perspective, our title says we're the 7 Minutes of Better Selling podcast, but typically we're
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around 7 to 10, 7 to 12 minutes. This show is an exciting one. We have the show Ninja on with me
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Simon. Simon's kind of like Madonna or Pele, just needs one name. He is the best of the best on with
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me for today. And we're going to talk about the best of the best ideas over the last couple of
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shows that we've spent together. And so I'm really, really excited about what we're going to do for
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all of you in the next, say, maybe nine minutes or so from now. All right. So, Simon, are you right
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Hi, Colin. How are you doing today? I'm doing great. And by the way, I'd like everyone to notice the beautiful shirt that Simon has on
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today. Yeah, baby, there's some swag. I've come branded. I've come branded on your show
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There's the swag. You can get one of those, but you have to kill someone in order to get one
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way to get it um yeah so call in right i've been i've been watching your uh podcast right this is
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a podcast number 29 you have had some great episodes in the past right but i you get to ask
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a lot of tough questions to your guests right so we're gonna flip sides today i'm gonna put you on
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the hot seat and let's do something different in this episode i'm gonna ask you some tough questions
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okay i swear to you for that i love it and and call it market you only have 90 seconds to answer
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each question and you have to be short, fast and very precise. Let's get started, Colin
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Here's the very first question coming up. What do you do when the market is down? Hmm. That is going to be a timely one. That's a really, really timely one because almost every
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market we look at is in fact down. I'll point to episode, I think it was 23. We had Mahesh
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on there. Mahesh is this. There you go. There's Mahesh. Mahesh is a serial entrepreneur. He is
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leading the charge in terms of innovation in multiple different markets. Now in the
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Bitcoin or crypto market, he's done some great things there. He's really, really an intelligent
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guy The thing that he said Simon that I think answers that question as simply as possible is when the market is down you have to be innovative Yeah In other words you got to change
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You got to do something different. You got to do something that everyone else isn't doing. Everyone else is kind of like pulling back
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Everyone else is tightening the strings. And what Mahesh said is you've got to figure out a way to innovate, be a little bit smarter, be a lot different, and you will succeed and grow through the tough market
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100% Colin and for folks who don't know Mahesh is also my boss and one thing that he also says
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that Simon never complained right don't come up with any complaints all right Colin that was well
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answered let's move to the next question that is how do you break through when you meet a new client
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hmm all right so that also is kind of like near and dear to my heart I
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as folks know who listen to the show and and you know quite well I coach a lot of sales people I
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I coach a lot of sales executives. I coach a lot of entrepreneurs
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And one of the things they're always asking me is, I'd like to break through to this person
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or I'd like to meet this person or I can't get in to see this person. And so how do I do that
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And if you all remember, we had, I believe it was episode 24, we had Michael Zhang on
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the show and he said two things, which I thought were really, really good as it relates to
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that topic, is research them. I know that sounds like, oh, really
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Like I always research my people, but he does this in-depth research
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He doesn't just Google them. He doesn't just look on their LinkedIn. He doesn't just look at their website
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He takes a full 360 view on everything he can to learn as much as he can about them
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And then once he does that, that's one, is he does his research. He takes about five to seven minutes per person that he's trying to meet
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Then he takes one or two nuggets from that research and then he sends them something personal to them about the research he's done
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For example, he met a client or had known about a client, was looking to meet that client live
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and understood that that client had a large passion for a specific charity
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Mike learned that through lots of research. Mike made a donation to that charity and let him know that one of the ways that he's looking to make an impact in life is by investing in the businesses or the charities or the movements that his clients are interested in
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And so in that name, he made an investment in that charity. He immediately took the call and that person has now become a client
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But research and personalization of the outreach is really what's working today
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Wow, that was on the spot. And for folks who don't know where are these podcasts, you can go ahead and find it on
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developingthenextletals.com podcast. You can find all the podcasts are right over there
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So Colin, you've been answering all the questions, all under 90 seconds
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Now let's move to the next one. It's going to be a little challenging. And that is what problem with clients' rights and how best to solve them
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Right. And that's inevitable. Eventually, a mistake is going to be made either by you or by your company when working with the client
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And then even sometimes, Simon, like the person, your client themselves, make the mistake and they still want you to fix it
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Like it's their mistake, but they want you to fix it. So tell me about it, my boss and me
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Was that a shot at me, Simon? No, no. Like I said, you're a ninja
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You do all things so wonderfully for us. So, but yeah, maybe two things to share
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And this comes from the episode. We just posted this episode on LinkedIn as well from Tim Malone
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Tim Malone if you remember he served the United States for like 23 years He was in the military He was a pilot and he a heck of a heck of a guy I known him all my life He leading a sales organization
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called Pilot. And so he's, you know, he says problems arise all the time when working with
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clients or potential clients. And he says, the one thing I realized is that the best relationships
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that I have have come from troublesome situations. I've had a client who's had a service issue
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I dealt with the service issue as amazingly as I possibly could. They felt that way. They felt
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like I did everything I could on their behalf and the best relationships have flourished from that
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So the first thing you said is when you do have a problem, remember, it's an amazing opportunity
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to really create and strengthen relationships. That was the first thing. The second thing
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and ready for this one, Simon? I thought this was so good. He said, I asked them two things
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One is what is the ideal outcome of this scenario? And he lets them answer
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just to make sure they don't have outsized or outrageous expectations. He has to set the expectations
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but he doesn't want to set the expectations. He wants them to do it and then work from there
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That's one. And then two is he says, how would you like me to keep you in the loop
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as we work together to solve this problem. How good is that
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How would you like us to do it? And then how often do you want us to keep communicating with you
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throughout the process? And then he executes on that. And he says relationships flourish
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through problems. He says, I see every problem we have with the client or every service issue we have with the client
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as a major opportunity. Great one. I lost you. I can't hear you
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Now, just checking if you can, if you can read my lips, but nevermind. But, which is a very important client
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I'm 100% with you, right? Also, when we work with clients, we only make sure we understand what are their needs
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But sometimes, Colin, you know, you get to work with a lot of clients. So my next question comes from there
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that how do you show true interest when you're working with clients or prospect
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There's a lot of answers to this. I'm going to go to Christopher Fu, Chris Fu
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He was episode, do you remember that? 25, I believe. Yeah, he was 25
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Yeah. Yeah. Anyway, Christopher, Chris Fu was on the podcast. He's a wealth advisor out on the West Coast in the United States
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He's out in California. And he launched his business in one of the worst markets we've seen, like 2008
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when the whole global crisis was happening and the credit crisis and things were really, really, really bad
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And he said, the easiest way to describe how I grew my business, the easiest way to explain what happened, where I went from no clients to a lot of clients, is he said, I fully listened to every one of the people I was talking to in three different places
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when they ask the question, I let them fully ask the question. In other words, many times
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people start asking a question and someone starts answering it before they get done asking it
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He said, I let everyone finish every question they ask. That's one. Two is he said, people love to
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tell their story. People love to tell like where they came from and how they got the money that
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they have or how they've grown to the successful person they've had or the struggles they've gone through
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And he said he would simply just ask people, tell me a little bit about your story
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Tell them about who you are. And he would listen to that so intently
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And then the third thing is sometimes people just want to be heard as it relates to their knowledge in a specific field So if you selling technology products financial products whatever it happens to be he would ask them what your experience with
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this product? Or what's your experience in this industry? What's your experience with using these tools? And he said, once I asked that question, people wanted to share their knowledge. And he
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said, I listened fully and intently all the way through. I never interrupted anybody. And over time
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people love listeners. People love people who are interested. And so that's what Chris figured out
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And that enabled him to show that true interest in these clients and prospects and ultimately
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strengthen relationships with clients and turn prospects into clients. People want to be heard
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fully. He did that. He had the patience to listen all the way through. And so the answer to that one
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is how do you show true interest? Listen patiently and carefully. Wow. That's one statement I would
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like to take from there. People like to be heard, right? So listen to them, right? I think that
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that's very important and I would take it from there. So now, Colin, we have learned how to do
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some, have some backgrounds, right? Go ahead and learn about your client's background. We've also
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learned how your relationship is very important and we also know how to go and show interest
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Now, the final stage is how do we make our clients come in? Now, that's very challenging, right
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Oh, man. Like how do you help them take the next step? Right. Yeah. All right. So I'm going to this was our most recent was Mike Hammond our most recent podcast. Was that our last one? Mike? Yeah, I think so. Yeah, from Asset Matt. Mike Hammond had an expression, by the way, it's an old sales expression. And he said, you know, if I'm looking to get someone to commit to something. There we go. Yeah, that's that's Mike
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If I'm looking to get someone to commit to something, I always begin with the end in mind
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Again, that's that old expression. I always begin with the end in mind. Okay
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What he meant by that is he'll say to someone, if you were going to put this in place, when would you do it
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And then Simon, they'll answer. They'll say, well, if I was going, I'm not saying I'm going to do it. I'm not committing to anything
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But if I was going to do it, I probably wouldn't be able to do it until June of 2023
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Okay, so like June of 2023, what would the process look like from June 2023 from there to like now
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Like what steps would it take to actually make that happen? He starts taking people through the steps
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They start walking them through the steps. He never even like, you know, they didn't even know he was trying to close them
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He never even got them. He never even knew that he was trying to get them to commit. Yet they were committing to all the steps to ultimately get the things implemented
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at it. He sells software programs. I thought it was great, Simon. It's like, just ask people
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if you were going to do something, what would it look like? And then let them start telling you the
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steps. They start telling you the steps. You start taking notes and then you help them take
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those steps and ultimately get them to commit. And I thought that was great for Mike Emmert and
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AssetMap. Wow, Colin, that was absolutely great. You answered all the questions very nicely. And I
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think you just summarized all the last three to four episodes that we have done. And there's some
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Really good takeaways to take from this podcast. Any file that you want to plug in before we end the podcast today, a special episode
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Well, I do know our next three shows are spoken for, but we are always looking for guests
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always looking for amazing guests to talk about wonderful ways to sell better and communicate with clients more effectively
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So that would be one thing. Second thing is thank you for the wonderful questions you asked
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And again, if you want one of those t-shirts, reach out to Simon or I and we'll make sure
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to take good care of you. Good selling, everyone. I wanted to do it
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Do it, do it, Simon. I always wanted to do it. Thank you so much, Colin, for your time today
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It was lovely hosting you, and good selling, everyone
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