Sep 25, 2019
Sales, like most everything, is a process. It's a process that we can think about and strategize around but it's also a process we often complicate. This can be especially dangerous when a non-sales professional is tasked with closing the deal.
Today's guest, Mike Simmons, is an expert in helping people who don't sell...sell. He founded his company, Catalyst Sale, to help founders and CEOs to build sales teams that use technology that works for them. Mike isn't into selling products he's into a sales process that "understands how to connect the right people, at the right time, to help navigate through the noise."
Today we dump the sales puzzle on the table and establish a strategy for putting it back together and keeping it together.
On today’s podcast…
1:00 - Delightfully unrefined Dad jokes
4:00 - Talking to clients like you talk to family
7:09 - Adding layers to your conversation don't necessarily move your sale forward
12:12 - The process before the putt: The steps you can't skip in sales
16:33 - The importance of call planning and what you should plan for
19:46 - Don't work like a washing machine
23:30 - Connecting the client to an experience
28:12 - Getting stuck on the next step of the sale
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