How To Succeed Without Selling, Meet Diane Helbig

Wes Schaeffer
August 01, 2020

Sales is a verb but you must learn as you go

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The new ABCs of selling are NOT Always Be Closing!
Always Be Curious
Dale Carnegie was the great communicator but he’d ask a great question then shut up and listen
You have to prospect but it’s about setting a meeting
Cold prospecting can work but if you do it just to sell something you’ll struggle because it’s all about you vs. them.

Sales is a verb but do it with an eye towards learning.”

Preparation and delivery matter
How to find the decision maker: “Would you mind telling me your decision-making process?”
If the most logical conclusion is that we can help them we ask them to go to the next step
You need to have a sales process to ensure this flows smoothly
Be in the conversation
The questions must flow
Write them out
“Have you considered a budget for this?”
“Have you used a company like us before?”
Ask questions when you have permission.
Marketing is about credibility and awareness
Be careful balancing activity vs. productivity
Focus on relationship building
Put your high school info on your LinkedIn profile and network with them because they’ll trust you