Cover art for podcast Elite Expert Insider

Elite Expert Insider

218 EpisodesProduced by Melanie Johnson Jenn FosterWebsite

Elite Expert Insider podcast. Educate, inspire and motivate entrepreneurs, innovators and growth seekers. Hosts Melanie Johnson and Jenn Foster, owners of Elite Online Publishing, will bring you conversations from business, personal development to health and fitness. They will chat with special gues… read more

17:07

How to Consistently Close Sales: It's More than a Sales Pitch | with Neal Benedict

Melanie Johnson and Jenn Foster interview expert Neal Benedict for tips and tricks about sales, marketing, and building high-performance sales organizations. Learn how to get more consistent sales with his unique module.

What You'll Learn in this Episode:
  • The importance of building the processes and systems that are embedded into your organization, so that when you do need to go find new salespeople, you're not overly reliant on finding that diamond but, you're more reliant upon finding the right people for your organization that can fit into a structure that you've already built.
  • The difference between you and your competition for an example is really the difference between an inch. There's usually not a really wide gap between you and the people competing with you. So, when you talk about differentiation from a standpoint of you versus your competitors, you have to remember that it's a very small margin of differentiation that you go after.
  • Sales is a math and numbers game and that's why processes are really important.
  • Oftentimes it takes many contacts in order to get a client's trust built in this environment.
  • Learn how to make sure you're easy to do business with and that you're there when the client is ultimately ready to make that decision.
  • Make sure you have value messaging that your potential customers know the benefits and the value of your company and your services.
  • Objections aren't always a negative thing. Particularly, if they're later in the sales cycle objections tend to be a good buying signal because people are thinking through their purchase decision. People buy emotionally and then try to justify it with logic.
  • How to overcome objections from potential buyers:
    • The first thing you want to do understand it, not handle it.
    • Remember your value and why you stand apart as the specific person that will help them with their individual needs.
    • Help the client through a process of discovery. Discover what it is that they really need, and know that clients tend not to object to a discovery that they've gone through themselves.
    • Have systems in place, to begin with, because most of the objections can be covered and cleared up before they come up later on.
  • Critical to the sales process: Asking a lot of questions and active listening.
About Neal:

Neal helps business owners and sales leaders build high-performance sales organizations. He has a passion for helping small business. He also has significant global experience with an emphasis on Asia and with competence in China. Developing an effective sales team is challenging. Finding a sales manager to lead that team even more so. When the average tenure of an experienced VP of sales is less than 2 years and a surprising number of those sales managers fail to hit their goals, it’s clear that most companies need to take a different approach to sales leadership. That’s where Neal comes in. Neal and his team are experienced VPs of sales that function as outsourced (fractional) sales leaders. They assess, design and implement the key practices and tools (along with the people) that all sales organizations need in order to run efficiently and produce the best results. Neal helps companies grow quickly, increase profitability and build an effective sales discipline that is core to that company and its clients.

Reach out to Neal at neal.benedict@silverbricksolutions.com or click to learn more about his book, Finding Diamonds: How to Succeed at Hiring and Retaining Salespeople.

Mentioned in this Podcast:

Extra tip for small business owners; use Freshbooks! Freshbooks is a fantastic invoicing and accounting tool created for self-employed pros and small business owners, and it's one of America's Best Small Companies according to Forbes. You can check out thesite + app here Or go to https://www.freshbooks.com/invoice-templates

Leave a Rating & Review:

If you found value from this podcast, please support us by leaving a rating and review on iTunes! Each review is read personally and we would love your feedback! Thank you in advance.

Click here to view the podcast! Click “Listen on Apple Podcasts", then "ratings and reviews" and you will see the button to "write a review".

Don't forget to SUBSCRIBE on iTunesand YouTube, so you never miss an episode.

 

Video URL: https://youtu.be/eFJRvutTt0A

Website: http://EliteOnlinePublishing.com

Educational emoji reaction

Educational

Interesting emoji reaction

Interesting

Funny emoji reaction

Funny

Agree emoji reaction

Agree

Love emoji reaction

Love

Wow emoji reaction

Wow

Are you the creator of this podcast?

Verify your account

and pick the featured episodes for your show.

Listen to Elite Expert Insider

RadioPublic

A free podcast app for iPhone and Android

  • User-created playlists and collections
  • Download episodes while on WiFi to listen without using mobile data
  • Stream podcast episodes without waiting for a download
  • Queue episodes to create a personal continuous playlist
RadioPublic on iOS and Android
Or by RSS
RSS feed
https://elite.libsyn.com/radiopublic

Connect with listeners

Podcasters use the RadioPublic listener relationship platform to build lasting connections with fans

Yes, let's begin connecting
Browser window

Find new listeners

  • A dedicated website for your podcast
  • Web embed players designed to convert visitors to listeners in the RadioPublic apps for iPhone and Android
Clicking mouse cursor

Understand your audience

  • Capture listener activity with affinity scores
  • Measure your promotional campaigns and integrate with Google and Facebook analytics
Graph of increasing value

Engage your fanbase

  • Deliver timely Calls To Action, including email acquistion for your mailing list
  • Share exactly the right moment in an episode via text, email, and social media
Icon of cellphone with money

Make money

  • Tip and transfer funds directly to podcastsers
  • Earn money for qualified plays in the RadioPublic apps with Paid Listens