“Same Side Selling” (Ian Altman and Jack Quarles)

Ian Altman & Jack Quarles: “Same Side Selling: A Radical Approach to Break Through Sales Barriers

The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale? These ideas and more are discussed on the show…

Here’s what Ian & Jack covered for us:

  1. There are lots of books on procurement (or buying) and there are lots more on selling … but bringing the 2 together in one book is very unique. How did this come to be?
  2. You spent years in procurement, Jack. What were the top mistakes being made by salespeople that just turned you off?
  3. How could they have done a better job of earning your trust?
  4. You two say you’re out to replace the metaphor of selling as a game and replace it with: “Selling is a puzzle.” – talk to us about what you call F.I.T.
  5. Let’s say I’m a salesperson who’s practicing what you preach in the book. How do I best demonstrate my honorable intentions with the buyer?
  6. How long should a salesperson allow to build a relationship of trust?
  7. You say that we should let buyers qualify themselves?
  8. Talk to us about ENTICE, DISARM, DISCOVER.
  9. What pitfalls should salespeople avoid when it comes to their diagnostic processes?
  10. How can sellers adopt the mindset of SOLVING, replacing the all-to-common mindset of CONVINCING?
  11. When is asking about budget a good idea … and when is it a bad idea?
  12. One of the biggest messages here is SELL VALUE, NOT PRICE…
  13. What would signal a salesperson that they’ve crossed over the “trust threshold?”
  14. Chapter 2 is dedicated to answering this question: How can a salesperson be unique?

“Sharpen Your Speakability” (Jan Fox)

Jan Fox: “Sharpen Your Speakability

After a rewarding thirty years in television and earning four Emmy awards along the way, Jan has switched her focus to national speaking and coaching. She mentors business leaders, teams and entrepreneurs from around the country to help them “tweak their speaking” just a bit to get audiences on their feet.

Here’s what Jan covered for us:

  1. You say the #1 way to grow your business IS public speaking…
  2. Jerry Seinfeld jokes that we fear speaking more than death, which means the person giving the eulogy, would rather be in the box…
  3. Billy Joel’s ex-wife said to Oprah: “Nervousness is selfish energy.” True?
  4.  You tend to always include stories when you present – How important is it to include stories?
  5. You say, “You can’t SELL, if you can’t SPEAK…”
  6. What can people do to relax before a speech?
  7. What are the mistakes that even the pros tend to make?
  8. Talk to us about the power of micro actions, or as you like to call them, SPEAK TWEAKS…
  9. What’s your “why?” Why do you do what you do?
  10. Why do so many people hide behind a podium and how is affecting their impact on an audience?
  11. You say what you give your audience, they give you back
  12. How can you best initiate a relationship with your audience, that will last beyond the talk?
  13. What about PowerPoint dos and don’ts?

“An Entrepreneur’s Journey” (Anne Loehr)

Anne Loehr: An Entrepreneur’s Journey”

Anne Loehr is an Expert in Preparing Leaders for the Workplace of the Future and Co-Author of 2 great books: “A Manager’s Guide to Coaching,” and “Managing the Unmanageable”

Here’s what Anne addressed:

  1. You say that you’ve always known you were going to run your own businesses…
  2. Your higher education path took a detour or two…
  3. When you were 25, you took on the task of turning around a hotel in Kenya?
  4. Tell us about the leadership training – or lack thereof – you received in Nairobi.
  5. On the topic of leadership, will you help our viewers understand the key differences between managing and leading?
  6. How does the business culture in Africa differ from that of the United States?
  7. You say, “When you sell your company, you lose your identity.”
  8. Then came your safari company?
  9. In 2001, you decided to become a “Business Development Coach.” What challenges did you encounter at a time when “coaching” was not yet a business term?
  10. What was your catalyst for authoring books?
  11. What advice do you have for wanna-be authors?
  12. You focus a lot on trends. Why should we all be paying attention?