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Here's How to Listen to Your Customers & Go From Good to Great

Here's How to Listen to Your Customers & Go From Good to Great | Sean's Sales Vitamins | Scoop.it

From Karen: Below is a review written by my fellow curator Jan Gordon for her Curation, Social Business, and Beyond Scoop.it. Both the article and Jan's review are great!

 

I re-scooped this piece from Jan because a foundation storytelling skill is listening -- and here is how listening and working with the unconscious and archetypes pays out (read below). Now if we could only get the dynamics of story sharing into the equation we'll be even better off!


Thanks Jan!

 

This piece was written by Bolivar J. Bueno for MarketingProfs. I selected it because I thought the suggestions were excellent.

 

Jan Gordon:

 

Whatever you're doing to build an audience, customer or client base, listening at deeper levels is crucial for your business success.

 

Engaging online with customers is not unlike real life. The difference is we have social media/networks and great tools to help us really get to know them and speak to their listening, then deliver solutions

 

Intro:

 

"Years of research have revealed that the single most important factor that separates the good companies from the great companies Adidas from Nike is the ability to listen to their customers. That's the starting poing".
 

 

Excerpt:

 

"Dominant organizations, are those that can discern meaning from the information given. In other words, they're doing more than listening. They're hearing. And they're deriving their direction from what they hear".


How, exactly, does such effective listening work?

 

Here is what caught my attention:


Understand the unconscious


**A vast majority of human experience, communication and thought take place on an unconscious level - this is the first step to listening to the customer.

 

**We're continually taking note of the enviornment around us - how people interact within that enviornment and what role we play as individuals

 

**That information has a profound role in guiding customer behavior

 

**Truly effective communication means being able to listen on

multiple levels to what is said and what is left unsaid



Access Archetypal Images: A single image is worth a thousand words for a simple reason:

 

**The unconscious mind does not bother with language. Symbols, pictures, and iconography speak directly to your customer's psyche,

 

**bypassing and transcending all other forms of communication to take on the leading role in influencing your customer.

 

Listening, then, also means understanding which archetypal images resonate most with your customers and are the most relevant to them.


Selected by Jan Gordon covering "Content Curation, Social Business and Beyond"

 

Read full article here: [http://bit.ly/PA0xBk]


Via janlgordon, Karen Dietz
Sean Goldie's insight:

We live in a world made of stories


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janlgordon's comment, September 17, 2012 12:49 PM
Thanks Karen, love your feedback, made my day!!
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Everyone Should Know This Simple LinkedIn Trick

Everyone Should Know This Simple LinkedIn Trick | Sean's Sales Vitamins | Scoop.it
An easy useful strategy for the next time you're on a conference call.
Sean Goldie's insight:

good tip, you can also use and app called Refresh!

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The Dirty Dozen: Finding And Fixing Company Culture

The Dirty Dozen: Finding And Fixing Company Culture | Sean's Sales Vitamins | Scoop.it
Sometimes, a company stops growing when its leader’s gifts are no longer enough to effectively manage the business. It’s no surprise then that one of the biggest impediments to a healthy business is poor organizational health, which stems from poor leadership. When a culture of blame and excuses permeates a company, it can paralyze it.
Sean Goldie's insight:

Working on my leadership self toady!

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10 Technologies for Outbound - Predictable Revenue

10 Technologies for Outbound  - Predictable Revenue | Sean's Sales Vitamins | Scoop.it
* Aaron’s Note: Max Altschuler founded Sales Hacker Inc, and I got to meet him by keynoting the original Sales Hacker Conference (my daughter Aurora and I wrote a post about it, How To Make A Boring [To a Kid] Conference Fun).  Previously he was the first sales hire at Udemy, and the VP of Business Development at AttorneyFee (acquired …
Sean Goldie's insight:
Refresh is pretty slick!
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Prospecting: Timing is (Almost) Everything

Prospecting: Timing is (Almost) Everything | Sean's Sales Vitamins | Scoop.it
Prospecting requires discipline — and time. And since there a million demands on our day, routinely blocking out time each week to make those prospecting calls is a great way to stay organized. Let’s say you make your prospecting calls on Tuesday mornings. Every Tuesday you grab a cup of...
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I love the T.O.P. concept, so simple! Thanks @topsalesdog
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How to Optimise Your LinkedIn Profile for Social Selling

How to Optimise Your LinkedIn Profile for Social Selling | Sean's Sales Vitamins | Scoop.it
We're all in sales now, says Daniel Pink. That means your LinkedIn profile needs to be optimised for social selling. Here are 10 tips to get you started.
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Getting Your Sales Team Ready for the Season: 5 Successful Strategies To Increase Your Batting Average

Getting Your Sales Team Ready for the Season: 5 Successful Strategies To Increase Your Batting Average | Sean's Sales Vitamins | Scoop.it
With Major League Baseball’s spring training now in full swing, I can’t help but notice the similarities between America’s favorite pastime and sales.
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Agility Through Cross-Functional Committees: 10 Tips for Success | SiriusDecisions

Agility Through Cross-Functional Committees: 10 Tips for Success | SiriusDecisions | Sean's Sales Vitamins | Scoop.it
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16 Inspirational Quotes From the Late, Great Steve Jobs

“Get inspired by these 16 quotes from the great Steve Jobs.”
Via Deb Nystrom, REVELN, Ally Greer
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Deb Nystrom, REVELN's curator insight, August 15, 2013 12:44 AM

Useful retrospective on what mattered to the Apple great leader.  ~  Deb

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19 ways to boost your motivation and personal effectiveness

19 ways to boost your motivation and personal effectiveness | Sean's Sales Vitamins | Scoop.it
How to stay motivated and improve personal effectiveness can feel challenging. There are many factors that impact both of these things.
Below are 25 things I have done personally and I encourgae m...
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How To Follow Up On A Proposal - ColdEmailing.com

How To Follow Up On A Proposal - ColdEmailing.com | Sean's Sales Vitamins | Scoop.it
hen I was a young buck, one of my first tasks as a sales guy was to contact this large cabinet maker.
I was trying to sell them a $60,000 website package. And if I got the contract, I'd personally get a $9,000 bonus in my pocket.
It seems small now, but it was HUGE to me back then.
I hustled together a meeting with the VP of marketing for this cabinet maker.
Their VP of marketing was amazing. I loved this guy... he was like a nice-old mid-western grandpa. And he was wonderful to me. Let's call him Mr. Cabinet.
In a job (cold calling) where 95% of the people I contact hated me, Mr. Cabinet was so damn refreshing!
He WANTED to talk.
He WANTED to hear my ideas.
He WANTED to do business with me.
And I sure as hell WANTED that $9,000 bonus!
So as the meeting went on, I was more and more convinced Mr. Cabinet was ready to sign the contracts.
 

Back to Mr. Cabinet. He wanted our company to send a proposal, so we did. We spent a lot of time & money on it because we were so convinced this contract was in the bag.
The proposal went well!
Mr. Cabinet was smiling and shook my hand.

After one week of not hearing back, I sent an email to Mr. Cabinet explaining all the details.
Didn't hear anything back.
Ok... no worries... I left a voicemail for him after a few days.
He emailed back a one-sentence email saying, "So sorry, I did get your email, but I haven't had a chance to really look through it."
Two months went by, and I kept contacting Mr. Cabinet and all I got was radio silence. I didn't understand how the deal seemed like a sure thing... to complete radio silence.
To top off my rejection, the CEO of my company started blaming me for screwing up the deal!

----- Ok... let's pause ----- What the hell happened here?
This was a classic case of a deal gone bad, and I'm going to show you exactly what went wrong with Mr. Cabinet:
Essentially I was doing free consulting.
You see, buyers are smart. They know you'll do a bunch of free work for them, educate them on everything that's important, how they should do it, what the timeline is...
They basically get EVERYTHING free from you.
So now they have your ideas, and can get one of their minions to do it for them.
All they have to do is show them the blueprint YOU gave them.
Essentially I did all the work and planning for Mr. Cabinet, allllll for free. Wonderful.


So here's the three of the 47 questions from our Breakthrough Sales Training. Ask these questions before investing time in a person like Mr.Cabinet.
Sean Goldie's insight:

Three basic mistakes we have all made! Great stuff and relevant for all sales people!

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10 Quotes Salespeople Should Memorize

Some timeless nuggets of wisdom that can help you sell--and a request to send or post your own favorite quotes.
Sean Goldie's insight:

I definitely enjoyed reading these! Great quotes! 

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Achieve Visual Storytelling (and Sales) Success With Whiteboards

Achieve Visual Storytelling (and Sales) Success With Whiteboards | Sean's Sales Vitamins | Scoop.it

Whiteboards are an essential visual storytelling tool that you as a marketer can help create for salespeople to differentiate your company from the competition—and get customers and prospects to choose your company.

If you want to implement whiteboards throughout your organization, here are three essential steps to help you get there.

1. Develop
As a marketer, you need to work with salespeople to create solid messaging, and you also have to know what objective you're working to accomplish. One whiteboard does not fit all. The key to a great whiteboard is that it needs to be simple, yet powerful. You also need to show contrast in order to move prospects toward a decision.

2. Deploy
Whiteboard deployments need to be easily adoptable and usable for salespeople, so marketers need to package whiteboards into a toolkit that contains coaching and customer-facing content.

3. Deliver
Here's where the rubber meets the road. Salespeople need to understand both the art and the science of whiteboarding. That means receiving sufficient training on the use of a pen and a writing surface, and getting comfortable with the approach of having a conversation versus giving a presentation. It also means understanding the principles behind why the story needs to be told the way it's been developed, including storytelling models that target the old brain, and the objective for each whiteboard.


Via marketingIO
Sean Goldie's insight:

#3 this is all about the sales rep!

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marketingIO's curator insight, December 16, 2012 9:56 AM

See the full article at www.marketingprofs.com.


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3 Proven Follow-Up Email Templates | ColdEmailing.com

3 Proven Follow-Up Email Templates | ColdEmailing.com | Sean's Sales Vitamins | Scoop.it
Sean Goldie's insight:

The issues and the corrections... quick and easy to implement TODAY! 

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Never Ask ‘Does That Make Sense?’

Never Ask ‘Does That Make Sense?’ | Sean's Sales Vitamins | Scoop.it
Just as a chef is attuned to the subtleties of flavor and trends in the culinary arts, a presentation coach is attuned to the subtleties of language and trends in the communication art. One trend I’ve noted recently is the expression, “Does that make sense?” often used by a speaker during a conversation — or […]
Sean Goldie's insight:

This is definitely one of my fillers that I need to change!


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5 Simple Techniques to Get Your Prospect to Sign the Deal

5 Simple Techniques to Get Your Prospect to Sign the Deal | Sean's Sales Vitamins | Scoop.it
In a recent blog post, one of Jim Keenan's clients shared an enlightening quote: The longest distance in sales is the distance between the lips and the pen In other words, a simple "Yes" doesn't me...
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SAPVoice: Great Satire and Marketing Take Care of "Unfinished Business"

SAPVoice: Great Satire and Marketing Take Care of "Unfinished Business" | Sean's Sales Vitamins | Scoop.it
Satire is best when everyone can laugh. Such is the case with a marketing campaign for the movie Unfinished Business, which opens today. Vince Vaughn, Tom Wilkinson and Dave Franco strike the poses we know so well from stock photos -- those generic images adorning white papers, clickbait and yes, even blog [...]
Sean Goldie's insight:
can't wait to use these stock photo's!
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Small Business Spotlight: 5 Ways to Grow Even Faster in 2015

Small Business Spotlight: 5 Ways to Grow Even Faster in 2015 | Sean's Sales Vitamins | Scoop.it
Recurring revenue businesses have pros and cons. One of the biggest cons is it’s just so hard to get to that first million in revenue. If you charge, say, $10 a month for your SaaS product, then just to get to $1 million in ARR (annual recurring revenues) … you...
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6 Steps to Launching Your Social Sales Campaign on LinkedIn (Infographic)

6 Steps to Launching Your Social Sales Campaign on LinkedIn (Infographic) | Sean's Sales Vitamins | Scoop.it
Selling via social media cuts down on dreaded cold calls and drives up sales. Here's how to get started fast.
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6 Ways to Take The Chill Out of Cold Calling

6 Ways to Take The Chill Out of Cold Calling | Sean's Sales Vitamins | Scoop.it
It's nearly impossible to avoid cold calling, especially when you're just starting out. Here are six ways to make the most of each call and score more sales.
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LinkedIn Is Today’s Suit — Are Your Wearing Armani or J.C. Penny | A Sales Guy | A Sales Blog | Sales Consulting

LinkedIn Is Today’s Suit — Are Your Wearing Armani or J.C. Penny | A Sales Guy | A Sales Blog | Sales Consulting | Sean's Sales Vitamins | Scoop.it
  When I first started my career, I was a suit bitch. I wore the most stylish suits I could afford. I wore Boss, Armani, Ralph Lauren, and Canali. I loved them. I knew what stores had the best sales, and how to get these #badass suits for as cheap as possible. As my career progressed and I made more money, I began to have my shirts custom made. They had English spread collars with French cuffs. I wore Ferragamo and Gucci shoes with my suits. I even had a pair of Georg Jensen period cuff links. They were sick. My goal was to be the best dressed; most put together sales person on the planet. I wanted every person who met me to see me as a badass salesperson who knew his shit. I wanted to command the room the second I walked into it. I was going to leave no doubt that I was legit, and they needed to pay attention. In those days, that being the 90's, there was no LinkedIn. The Internet, as a tool, was in its infancy. Social media, ha! Whatever! Therefore, like the 100 years before, a
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Thought Leadership and Sales

Thought Leadership and Sales | Sean's Sales Vitamins | Scoop.it
"Weigh in on the debate: is thought leadership ever altruistic? Or a thinly veiled disguise to market oneself?"
Via Marc Rougier, Ally Greer
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I totally agree!
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Emotional Discipline: How to Control Your Impulse in Stressful Situations

Emotional Discipline: How to Control Your Impulse in Stressful Situations | Sean's Sales Vitamins | Scoop.it
It’s nearly impossible to avoid stressful situations at your job, but the more you’re able to curb your negative impulses under pressure, the more successful you’ll be at work and in life. This article outlines different methods that help control impulses before they cause damage. We all have things we...
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Getting Past Gatekeepers to Reach Decision-Makers

Getting Past Gatekeepers to Reach Decision-Makers | Sean's Sales Vitamins | Scoop.it
At one time or another, all salespeople have been confronted with the dreaded gatekeeper—that office assistant or administrator who intercepts sales calls, blocking you from talking to the high-level prospect you want to reach. The conversation typically goes something like this: You: “Hello, is John Jones in the office, please?”...
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Can You Sell Yourself? | A Sales Guy | A Sales Blog | Sales Consulting

Can You Sell Yourself? | A Sales Guy | A Sales Blog | Sales Consulting | Sean's Sales Vitamins | Scoop.it
I know you know you're good at selling. But HOW do you know? What makes you so good? What is it specifically about how you sell that makes you so good? What is your sales philosophy? What is your sales approach? What are your sales liabilities? What makes your prospecting so good? What makes your engagement skills so good? What is about how you sell that makes you good, I mean really good? Can you answer these questions and a host of others that describe your selling capabilities in a compelling manner? Are your answers unique and specific to you? Can you articulate your OWN specific approach to selling that makes you better than everyone else? If your answers are you work harder than the next guy, that you build better relationships or that you have a passion for sales, you're not good or you can't articulate why you're good. I've interviewed hundreds of sales people in my day and few are very good at explaining why they are good and this is a problem. If you're good at selling, know
Sean Goldie's insight:

great food for thought!

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