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Transformational Selling

Transformational

Find the need.

Uncover the pain.

Discover their problem.

Those are classic principles and practices of professional marketing salesmanship.

And they are powerful because not only do they work, but they also do provide a great service in that they get people emotional enough to catalyze them moving past procrastination and into taking the action they need to improve their situation.

There’s nothing wrong with that (as long as it’s not manipulative and as long as your solution actually works) and so you can keep doing that. But that’s not the only way to sell.

Servant Selling is also about creating a vision for what’s possible.

Servant Selling is also about inventing a more positive future outcome.

In other words, Servant Selling isn’t just about focusing on the pain; it’s about also focusing on the promise.

It’s teaming up with your prospect together to design a new richer future for them.

It’s understanding what their ideal situation would really look like and then collaborating with them to craft a plan for how to make that become real.

That kind of Selling is transformational.

That kind of Selling is supportive.

That kind of Selling moves you from persuasion to partnership.

It moves you from being a presenter to being a visionary.

It moves you from being an order taker to being an artist.

And it moves you from being a solicitor to being a servant.

Plus, talking about the promise – and not just the pain – keeps you focused on producing a desirable result for your prospects and your customers.

It focuses you on providing real value and delivering actual results.

That’s what people want: results.

They want a new and improved situation.

They want something that actually works and that actually delivers.

What they don’t want is to be sold something just because they had a need.

They want the problem actually solved and the potential actually realized.

So remember selling isn’t only about solving problems; it’s also about inventing possibilities.

Servant Selling: How to Close a Sale Without Being Pushy – Episode 177 of The Action Catalyst Podcast

Sales

In this week’s episode of the Action Catalyst Podcast, Rory shares Southwestern Consulting’s tips and techniques to closing without being pushy. He also shares a new opportunity for you learn and grow by joining Southwestern Consulting’s Personal Monthly Mastermind with Rory Vaden. Check out RoryMastermind.com to find out more!

Show Highlights:

  • closing should also never be “hard”, “strong”, “forceful” or “pushy.” @rory_vaden
  • Closing should never be talking someone into something they don’t want. @rory_vaden
  • Selling is doing everything in your power to help someone determine what is right for them. @rory_vaden
  • Create a space where someone feels comfortable to tell you no. They will also feel comfortable to tell you yes. @rory_vaden
  • People love to buy but they hate to feel sold. @rory_vaden
  • If you’ve done a good job of guiding someone through the buying process, then closing should be a formality. @rory_vaden
  • Closing isn’t positive or negative; it’s neutral. @rory_vaden
  • Servant Selling is based upon the premise that earning a person’s trust is always more important than making a sale. @rory_vaden
  • Sales is about understanding the vision that someone has for their own life and then showing them how it can become possible. @rory_vaden
  • We think of salespeople as great talkers but actually the good ones are great listeners. @rory_vaden
  • We think of salespeople as those who are selfish but actually the great ones are selfless. @rory_vaden
  • Closing is a series of incrementally committal questions. @rory_vaden
  • Your confidence is inversely proportionate to your skill. @rory_vaden
  • It’s hard to be nervous when your heart is on service.@rory_vaden
  • Closing is not about you; it’s about what you can do to help others. @rory_vaden

Interested in training with Rory? Check out RoryMastermind.com to find out how!

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

 

The Misunderstood Secret of being Great at Sales

secret great sales

The sooner you transition away from thinking about yourself and into thinking about your prospect’s needs, the sooner you will become a top producer.

That is the misunderstood secret of being great at sales.

We think of salespeople as great talkers but actually the good ones are great listeners.

We think of salespeople as those who are selfish but actually the great ones are selfless.

Because selling is not about talking people into things they don’t want. Selling is about doing everything in your power to help someone determine what is right for them.

It’s about exploring, uncovering, seeking and serving.

If you listen to people and if you genuinely care about them then you will be able to get clear on what they really want.

And that opens the door for you to be able to sell to them because that’s what sales is all about.

Sales is about understanding the vision that someone has for their own life and then showing them how it can become possible.

What they buy is your conviction that you can help that become a reality for them.

Because people aren’t buying your product; they are buying a vision they have for their own future.

They’re buying a better tomorrow than they have today.

They’re buying hope that their situation can be improved.

And if you put yourself in their shoes, then you will be able to more quickly and clearly see what exciting future could be possible for their lives.

So don’t just talk to them; listen to them.

Don’t just persuade them; empathize with them.

Don’t just sell to them; serve them.

Becoming a Next Generation Salesperson

selling

Selling, when done right, is one of the most honorable professions in the world.

Because, when done right, selling gives you a chance to directly impact the lives of real people 1 on 1 to help them solve real problems in their life.

But unfortunately too many salespeople are and have been selling the wrong way.

We’ve been selling with our own best interest in mind instead of our clients.

We’ve been selling things that benefit ourselves instead of benefitting others.

And we’ve been telling people whatever we need to in order to make the sale.

All too often, we’ve been selling instead of serving.

But our team at Southwestern Consulting believes that there is a shift that is happening.

We believe that there is a new type of salesperson who is emerging as the top producer.

It’s not the one who looks out for themselves but who looks out for others.

It’s not the person who does what is in their own best interest but strictly what is in the best interest of their clients.

It’s not the one who sells but the one who serves.

We call these people Servant Sellers.

These Servant Sellers know that it’s not the short term that matters but the long term.

They are professionals who believe that if you treat people right and look after their best interest, that it will come back to them in their own life in some form or fashion.

They are people who believe that you always get paid for how hard you work; sometimes now, often times later, but always eventually.

These are also people who are very smart.

They are smart enough to know that Servant Selling is not only a good idea but a fundamental prerequisite of succeeding in today’s social world.

They are smart enough to know that word travels fast, information is now available to everyone, and because of that, today the power belongs to the prospect.

But these Servant Sellers don’t sell in this way because it’s smart; they do it because it’s right.

They don’t consider their role as one of talking people into things they don’t want; they instead think of their role as listening and then bending over backwards to try to help people figure out what’s best for them.

They are problem solvers.

They are solution finders.

They are caring leaders.

And most of all they are people who believe that…

Trust matters more than the transaction.

Relationships matters more than the revenue.

People matter more than profit.

But they also know a secret that most salespeople don’t.

They know that when you serve people and you care for people and you look out for their best interest that eventually you become the one who makes all the sales.

Because you become the one who is trusted. You become the one who is referred. And you become the one who people will buy from over and over and over again.

You always get paid for how hard you work; sometimes now, often times later, but always eventually.

See more. Serve more. And you will sell more.

How to Sell to 75% More People

75%

It’s been said you should “treat other people the way you want to be treated.”

But in sales, that doesn’t apply.

In sales, it’s not about treating people the way you want to be treated; it’s about treating people the way they want to be treated.

Most salespeople sell the way they like to sell, but they are missing out on 75% of the population of people who are not like them.

A couple of my business partners, Dustin Hillis and Steve Reiner, are just releasing a book called Navigate 2.0: Selling the way people like to buy.

In it, they talk about the four distinct behavioral styles of buyers based on the chart above.

Fighters – Bottom line, cut to the chase types who like to get to the point quickly. They are fast-paced and task-oriented.

Entertainers – Gregarious, enthusiastic, life of the party people who love a good time and care deeply about being liked. They are fast-paced and people-oriented.

Counselors – Caring, considerate, team-oriented people who develop genuine relationships and make sure nobody is left out. They are typically a bit slower-paced and are people-oriented.

Detectives – Logical, intelligent, analytical detail oriented people who care about accuracy and fairness. They are also a bit slower-paced and are task-oriented.

No one behavioral style is better than any other, but they are all very very different – especially when it comes to how they buy.

You cannot sell like a Fighter to a Counselor and expect to make much progress. And if you’re a Detective, then when Entertainers try to sell you using their style you will be annoyed and put off.

You have to learn to Navigate. You have to go to their style if you want to sell them.

For a free 1-hour online video training with my business partner Dustin on how to do this visit: TheNavigateBook.com.

Navigate: Advanced Selling Systems with Dustin Hillis – Episode 162 of The Action Catalyst Podcast

Navigate

Dustin Hillis is an entrepreneur and the Co-Founder of Southwestern Consulting. He has a degree in Psychology and is the author of the book Navigate: Selling The Way People Like To Buy and Co-author of newly released Navigate 2.0. He is the co-creator of the sales training curriculum Top Producer’s Edge & Manager’s Edge, which has been fully integrated by more than 5,000 sales professionals worldwide.

More than just a teacher of sales, Dustin is a Top-Producing practitioner.  As a rookie dealer at Southwestern Advantage, the oldest direct sales company in the US, he finished as the #1 salesperson among over 3,000 salespeople worldwide. A few years later, Dustin broke the over 160-year-old all-time sales record earning a profit of over $100,000 in a 14-week summer as a Junior in college. He is currently the #1 salesperson out of over 150,000 salespeople in the history of the company.

Show Highlights:

  • It takes working hard, studying and being coachable. @dhillis
  • Psychology is rooted in the essence of sales. @rory_vaden
  • Remember, don’t sell the way you want to sell, sell the way people like to buy. @dhillis
  • It doesn’t matter what industry you’re in, if you’re a top seller you have these for traits:
    1. Attitude and Self Talk
    2. Work Ethic
    3. Problem Solving
    4. Student of the game
  • You must be able to put the blinders on, put your head down and go to work. @dhillis
  • Top Producers are willing to invest in their own minds and think of learning as a journey. @dhillis
  • Navigate is Broken into 3 parts:
    • Solidify
    • Identify
    • Modify
  • The reason people buy is because they like you and trust you. @dhillis
  • Our resistance to identify with selling often is the result of the negative stereotypes associated with selling. @rory_vaden
  • Selling is nothing more than a conversation about someone’s needs. @rory_vaden
  • Closing a sale is bending over backwards to help a customer figure out what is best for them. @rory_vaden
  • The very first step in selling is being completely convicted about what you’re selling. @rory_vaden

 

Click Here to get the Navigate Advanced Selling System FREE Training Webinar.

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!