How do salespeople annoy buyers?

When the pressure's on and every word counts, what's your move?   That's what we're unpacking this week with Mike Inman, the negotiation specialist from TableForce, as we navigate the starkly different worlds of crisis and business negotiations.   Mike relays an eye-opening LinkedIn exchange that sparked his epiphany on the unique complexities of negotiations, whether it's life-and-death stakes or boardroom ballet.   He uncovers why a one-size-fits-all approach can lead to disaster, and how recognising your 'negotiation tribe' is crucial to mastering the art.   From dissecting the perils of 'splitting the difference' to unearthing the power of tactical empathy, we explore why these tactics have their place and how misusing them can backfire spectacularly.   We also lay out the blueprint for negotiation success, be it face-to-face or screen-to-screen.   Discussing the psychological edge of BATNA, the intricate dance of CRM negotiations, and even the physicality of a desk-slap tactic, we cover it all.   As we discuss these strategies, we reveal the importance of authenticity, preparation, and reading beyond words—skills that are ever so critical in a world where a handshake is often replaced by a screen swipe.   Tune in and discover the secrets of negotiation with this seasoned professional!   -------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------  (0:00:00) - Crisis vs Business Negotiations Mike differentiates crisis and business negotiation, highlighting emotional challenges and the importance of seeking expertise. (0:04:15) - Business Negotiation Techniques and Strategies Nature's negotiation tactics in crisis and business, limitations of 'splitting the difference', tactical empathy, and understanding intention behind techniques. (0:14:46) - Negotiation Techniques and Strategies Authenticity and preparation are crucial in negotiations, considering BATNA, CRM scenarios, crisis negotiation, and tactical approaches. (0:25:34) - Negotiation Strategies and Body Language Virtual vs. in-person negotiations, leveraging technology, reading reactions and body language, setting a baseline for truthful responses, and the impact of physical expressions.   Connect with Mike LinkedIn:  https://www.linkedin.com/in/negotiatormike/ Website: https://negotiationtraining.com/   Follow me https://linktr.ee/fredcopestake   Take the Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/URzPGyPHNM8

Growing up, Donald Kelly never imagined that his childhood business of selling lemonade by the curb would one day evolve into a dialogue about sales dynamics with the    But here we are, discussing the art of sales through anecdotes and strategies that can transform any product, from exotic mangoes to high-tech solutions, into a story that sells itself.   Listen in as we peel back the layers of the sales process, emphasising the personal touch and exceptional customer experiences that make you memorable in the market.   It's not just what you're selling, but how you sell it—that's the difference between a one-time sale and a lifetime customer.   Have you ever noticed how a good laugh or an intriguing story keeps you hooked?   That's the magic of 'edutaining'—the sweet spot where education meets entertainment.   In this episode, we get candid about his 'Fresh Cut Fridays' and how adding a personal twist to LinkedIn content has spiced up interactions with his network.   We share tips on using humour and creativity to cut through the noise, ensuring your sales message doesn't just land, but resonates and sticks.   Whether you're sending personalised videos or crafting relatable stories, it's about being the breath of fresh air in a stale room of sales pitches.   We don't just tell you to think outside the box; we show you how, with brainstorming tactics and innovative proposal techniques that leave your competition in the dust.   -------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------  (0:00:00) – Sell it Like A Mango Donald discusses the importance of standing out in sales through personal touch and creating an enjoyable buying process.   (0:10:08) - Sales Strategies Tailoring demos to customer needs, brevity and relevance, listening to clients, IT directors' role, and 'edutaining' approach.   (0:14:49) - Edutaining Concept in Sales and Marketing Edutainment in sales, using humour and creativity to engage customers, relevance in messaging, standing out by doing the opposite.   (0:27:39) - Difference Makers in Sales Leadership Nature's small actions in sales and leadership can lead to significant advantages, as seen in Sir David Brailsford's approach to coaching British cyclists.   Follow Donald LinkedIn:  https://www.linkedin.com/in/donaldckelly/ Website: https://thesalesevangelist.com/   Follow me https://linktr.ee/fredcopestake   Take the Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/y019lQkKlJQ

Discover the secrets to thriving in the sales industry with the wisdom of Leah Borges.   Leah brings to the table her expert insights on how a customer-centric, empathetic approach is changing the game in tech and consulting sales.    We discuss the hard truths about traditional sales training and the dire need for a revamped system that prioritises customer needs over product pitches.   Leah shares compelling stories and strategies that illuminate the power of gap selling, a technique that forges stronger connections and delivers unparalleled value to customers.   If you're seeking to elevate your sales acumen and engage with clients on a deeper level, this episode will fuel your transformation from salesperson to trusted advisor.   We discuss how gap selling outperforms traditional sales methods, such as SPIN selling, by encouraging sales reps to develop their business acumen and engage in meaningful conversations with clients.   Take note of the practical tips, such as the art of questioning and balancing technology use during sales calls, to enhance your ability to connect with clients and their needs effectively.   --------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------  (0:00:00) - Reimagining Sales Processes for Success Sales professionals face challenges in modern business, with a need for collaborative processes and customer-focused onboarding.   (0:04:04) - Need for Sales Training and Empathy Gap selling's potential impact on sales industry, shortcomings in training, need for empathy, and shift in methodology.   (0:10:50) - Effective Consultative Sales Techniques Honesty and mentorship are crucial in tech sales, shifting to an advisor's approach and focusing on customer needs.   (0:21:53) - Empowering Critical Thinking in Sales Gap selling offers advantages over traditional methods, emphasising business acumen, tailored questions, and active listening to connect with clients.   Follow Leah LinkedIn:   https://www.linkedin.com/in/leahborges/ Website: https://leahborges.net/    Follow me https://linktr.ee/fredcopestake   Take the Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/iiz25ne5jic

Have you ever felt your presentations could pack more punch?    Discover the secret to delivering powerful presentations that resonate with your audience as we reveal the 'Rule of Three' with Andrea Pacini, the mind behind "Confident Presenter."   Our conversation peels back the layers on this timeless strategy, showing you how to craft your pitch with a magnetic beginning, three core messages, and an irresistible call to action.   From the 'So what, What next?' technique that ensures your message doesn't just speak but sticks, to the art of transforming any presentation into a narrative that's entirely about your audience, this episode is packed with practical tips.   Make sure you check out Andrea's book on Amazon for an even more comprehensive guide and look out in our show notes for additional resources, including our free collaborative selling scorecard.   Don’t miss this masterclass in communication that will not only change the way you present but also the way your presentations are perceived.   Follow Andrea LinkedIn:   https://www.linkedin.com/in/apacini/ Website: https://www.ideasonstage.com/ Andrea’s Book: https://linktr.ee/andreapacini    Follow me https://linktr.ee/fredcopestake   Take the Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/vfKWnqGBj_U

Ever found yourself fumbling with PowerPoint slides, only to witness your audience's eyes glaze over?   This episode, we tackle that all-too-familiar scenario with the help of Andrea Pacini, presentation powerhouse and author of "Confident Presenter."   Through games and anecdotes, we reveal how to bridge the gap between what's buzzing in your brain and what resonates with listeners, ensuring your sales pitch hits home every time.   We tackle the common stumbling blocks encountered during presentation preparation and delivery.   We also share the story of Marie, a cautionary tale of overlooking audience analysis, resulting in a presentation fraught with irrelevance and excess slides.   We  discuss  the importance of starting with a structured approach—analysing the audience, identifying key messages, and blending logic with emotion—to craft a compelling narrative that captivates from start to finish.   Andrea provides actionable strategies, such as the ABC of preparation—Audience, Burning needs, Context—to refine your presentation skills, steer clear of the dreaded "death by PowerPoint," and truly connect with your listeners.     --------- EPISODE CHAPTERS WITH FULL SUMMARIES ---------   (0:00:00) - Effective Presentation Techniques and Pitfalls (8 Minutes) We explore the challenge of the "curse of knowledge," where presenters, often experts in their field, assume their audience has the same level of understanding, leading to miscommunication. This concept is exemplified by the Tappers vs. Listeners game, highlighting the gap between what we know and what we assume others know. Additionally, we touch upon the importance of tailoring presentations to the audience's context and the pitfalls of diving into advanced topics without establishing a foundational understanding. Andrea emphasises the need for an external perspective to effectively communicate and engage with our audience, whether in sales or any form of presentation.   (0:08:18) - Presentation Challenges and Solutions (16 Minutes)   We explore common pitfalls in presentation preparation and execution, focusing on the significance of understanding one's audience. Marie's story illustrates the blunder of neglecting audience analysis, a mistake that can lead to irrelevant presentations, such as overloading with unnecessary slides. We also examine the misstep of jumping straight into creating slides without structuring content around key messages, and the tendency to favour visual aesthetics over substance. We discuss a structured approach to crafting presentations, starting with audience analysis, followed by message brainstorming, and the importance of blending logic with emotion. Emphasis is placed on creating a compelling narrative, the dangers of "death by PowerPoint," and the crucial role of delivery skills in connecting with an audience. Lastly, we provide actionable advice with the ABC of preparation—Audience, Burning needs, Context—to immediately improve presentation effectiveness.   Follow Andrea LinkedIn:   https://www.linkedin.com/in/apacini/ Website: https://www.ideasonstage.com/ Andrea’s Book: https://linktr.ee/andreapacini           Follow me https://linktr.ee/fredcopestake   Take the Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/I-jN_bWCjAI

Join me as I sit down with Julie Hansen, an expert on virtual executive presence, to discuss the essentials of mastering virtual sales environments.   Together, we discuss the significance of adapting traditional sales skills to the digital space, focusing on the need to project confidence, credibility, and empathy through a camera.   Julie, author of "Look Me in the Eye," shares her knowledge on why comfort shouldn't be our primary aim in sales and how to connect with clients on a deeper level, even when miles apart.   Julie highlights the pitfalls many sales professionals fall into, such as neglecting the power of proper camera use, lighting, and maintaining a professional space that doesn't come off as too aggressive or invasive.   The conversation also zeroes in on the art of maintaining eye contact and engaging an audience during virtual presentations.   Additionally, Julie offers a treasure trove of resources for sales professionals looking to sharpen their on-camera presence, including her website, blogs, videos, and a cheat sheet with key tips.   For anyone striving to stand out in the digital sales realm, this episode is packed with strategies to elevate your virtual communication game.     --------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------   (0:00:00) - Virtual Executive Presence for Salespeople Julie Hansen discusses adapting sales techniques to virtual settings, emphasising confidence, credibility, and empathy.   (0:04:33) - Improving Virtual Sales Behaviours and Habits Virtual communication challenges and best practices for sales teams, including camera use, lighting, and maintaining a professional personal space.   (0:11:12) - The Power of Eye Contact Eye contact in virtual communication, its challenges and techniques, the importance of personal connection and context, and preventing overshadowing by technology.   (0:20:31) - Engaging Virtual Presentations Engage virtual meeting audiences with eye contact, pauses, and natural hand gestures to avoid disengagement and increase interaction.   (0:33:12) - Enhancing Credibility and Confidence Through Communication Master nuances for confident, credible, and empathetic communication. Utilise resources for on-camera presence and connect for further enrichment.     Follow Julie LinkedIn:   https://www.linkedin.com/in/juliehansensalestraining/ Website:   https://juliehansen.live/ Julie’s Book: https://juliehansen.live/look-me-in-the-eye/     Follow me https://linktr.ee/fredcopestake   Take the Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/KYHLaluch5A

Today I am joined by Anna Corless, a global purchasing manager with a rich background in the chemical industry.   We discuss the art of negotiation without pressure, the synergy of sales and procurement strategies, and how transparent communication can drastically shape the outcome of business deals.   Anna’s wealth of knowledge offers a rich perspective on steering clear of aggressive sales tactics and fostering a collaborative environment that benefits all parties involved.   Anna and I reflect on the value of being well-informed and how this can safeguard against the erosion of trust.   Amidst a business landscape reshaped by COVID-19, we examine the newfound importance of trust and the delicate professional boundaries necessary for healthy partnerships.   We discuss innovations born from necessity during the pandemic and how these adaptations have led to more robust supply chains and risk management practices.   The conversation reveals how crises can create stronger bonds and the key role that thorough vendor evaluation now plays in preparing for future uncertainties.   We turn our focus to the future, examining the strategies and communication tools that can streamline the buyer-seller journey.   From the importance of clear, transparent pricing to the subtle art of optimising email footers, we discuss practical takeaways for anyone in the field of sales and procurement.   Anna shares wisdom from the buyer's perspective, providing a clearer understanding of what they truly need from salespeople.   This episode has practical takeaways for anyone navigating the intricate world of sales and procurement.   --------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------   (0:00:00) - Collaboration Between Buyers and Salespeople Buyer-seller relationships, involving technical experts, clear communication, and transparency are crucial in procurement and sales strategies.   (0:08:48) - Collaboration and Communication in Business Nature's procurement challenges in made-to-order industries, emphasising early engagement, clear communication, and becoming a preferred partner.   (0:17:15) - Building Trust and Understanding Buyers Trust is fragile and takes time to build, balance research and respect, avoid crossing boundaries in business relationships.   (0:21:31) - Navigating Supplier Relationships Post-Covid COVID-19 exposed vulnerabilities in global supply chains, leading to innovative solutions and a focus on risk assessment and vendor management.   (0:29:55) - Sales Tips and Buyer Insights Nature's frustrations for buyers, importance of early engagement, avoiding short-term gains, internal communication, doing homework, transparent communication, personal preferences.   (0:35:44) - Optimising Email Footers for Communication Importance of including contact info in email footers, psychological impact of email sign-offs, and gratitude for engaging discussion.   Follow Anna https://www.linkedin.com/in/anna-corless-61a21854/   Follow me https://linktr.ee/fredcopestake   Take the Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/qCdcEhVrqnw  

Join me in my latest exploration into the art of modern selling, where I unpack the strategies and techniques that can transform the way you approach your sales game.   I kick things off by discussing the invaluable partner mindset and how to shine a spotlight on potential client interests, engaging them with insightful questions and listening intently.   I'll walk you through the VALUE framework, a cornerstone of effective partnering, starting with 'Validate' to ensure you're targeting the right customers and crafting a compelling value proposition.   Listen on as we delve into aligning with customers through research, account planning, and fostering a collaborative relationship that benefits both parties.   As the conversation progresses, I cover successful sales meetings, emphasising the power of asking the right questions.   You'll learn about the 'ask before tell' philosophy and how it can lead to a deeper understanding of client needs.   I also touch on modern tools like digital sales rooms and the significance of human connection.   Later on, I address collaborative selling, where validation, prospecting, and the effective use of virtual meeting platforms come into play.   The session wraps up with a dive into the fast track to sales competence through structured training approaches.   So tune in, take notes, and get ready to transform your sales game.   ------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------   (0:00:00) - Effective Modern Selling Strategies and Techniques Adopt a partner mindset in modern selling using the VALUE framework to validate, align, and collaborate with customers.   (0:09:56) - Effective Sales Meeting Strategies Nature's transformative power lies in asking the right questions, using AIDA framework, digital sales rooms, and human connection.   (0:20:10) - Collaborative Selling Strategies and Techniques Collaboration, validation, prospecting, account plans, virtual sales meetings, storytelling, negotiation, and structured training for sales success.   Follow me https://linktr.ee/fredcopestake   Take the Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/pJ8SjeUnLKk

Ever wonder how the best salespeople make you feel like they're solving your life's problems rather than just selling you something? That's the magic Richard Harris, author of "The Seller's Journey," sheds light on in our latest episode.   Together, we peel back the layers of the modern sales process, focusing on the art of crafting a buyer's experience that resonates on a personal level.   Richard's insights offer a fresh perspective on the dynamic interplay between recognising a customer's pain points and establishing the kind of trust that turns interest into action.   The sales world is ever-evolving, and today's top sellers are taking a page from the marketer's playbook.   Personalisation isn't just a buzzword; it's a strategy that's helping sales professionals stand out in a crowded marketplace.    In this episode, we reminisce about how the iPhone revolutionised customer expectations and how this legacy informs current sales tactics.   By harmonising sales collateral with the real challenges prospects face, we unveil the secrets to connecting what you offer with the solutions your clients seek.   The conversation also turns to the literary side of sales, as we muse over the process and motivations behind writing in the field.   With Richard's golden nuggets, this episode is a must for anyone looking to refine their approach to sales or storytelling.   --------- EPISODE CHAPTERS WITH  SUMMARIES ---------   (0:00:00) - Developing a Modern Sales Approach The buyer's experience and the seller's responsibility in creating a meaningful journey.   (0:04:47) - Sales and Marketing Experience Perspective Sales professionals must prioritise customer's pain points, create personalised content, and align sales and marketing strategies to enhance customer experience.   (0:16:57) - Navigating the Sales Journey Urgency vs. importance in sales, understanding prospects' internal dynamics, creating champions for the cause.   (0:27:29) - Sales Conversation Methodologies and Frameworks Nature's sales methodologies focus on access to authority, addressing skepticism, quantifying economic impact, and authentic discovery questions.   (0:35:46) - Collaborative Sales and Book Writing Book writing in sales, timing and motivations, advice for authors, leveraging book content for thought leadership.   Follow Richard https://www.linkedin.com/in/rharris415/ https://theharrisconsultinggroup.com/      Follow me https://linktr.ee/fredcopestake   Take the Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/RBEL51IT4r0

Have you ever felt like trying to close a deal with wealthy clients is like walking through a minefield?   Join me, and my guest, sales coach Frederick Kermisch as we look into the intricate dynamics of selling to a high-end market, highlighting the critical but often overlooked aspects of the decision-making environment.   Our interesting discussion sheds light on the art of streamlining complicated sales messages, and we address common mistakes such as bombarding clients with too much information, which can lead to their inability to make a decision.   We give you a behind-the-scenes look at how understanding the influence of family members, spouses, and advisors is crucial to the success of your sales strategy.   Moving on, we challenge the conventional sales story, promoting a new approach that positions the client as the hero of the narrative.   This episode is packed with valuable information for salespeople who wish to evolve from merely dispensing information to becoming compassionate mentors, guiding clients through their decision-making journey without getting ensnared in promotional clutter.   We also discuss the hurdles faced when dealing with marketing teams and share stories on how to adjust your sales methods to genuinely focus on the client's needs.   Finally, we focus on the mental flexibility needed to stand out in sales, a skill that is often eclipsed by the emphasis on technical skills.     --------- EPISODE CHAPTERS WITH  SUMMARIES ---------   (0:00:00) - Avoiding Confusion in Sales Decision Making (10 Minutes)  This chapter, I'm joined by Frederick Kermisch, a sales coach for private bankers, where we explore the complexities of selling to high-net-worth individuals and the importance of recognising the decision-making process is rarely made by one person alone. I discuss with Frederick how salespeople often mistakenly focus solely on presenting information to the principal decision-maker, not accounting for the influence of spouses, family members, and advisors. We examine the pitfalls of increasing confusion with excessive information and the necessity of facilitating a clearer decision-making process. Frederick shares anecdotes illustrating the advantage of treating all parties involved as equals and the potential manipulations by advisors with conflicts of interest. By understanding the wider context of the client's decision-making circle, we underscore how salespeople can better navigate these complex dynamics and avoid self-sabotage.   (0:10:00) - Sales (9 Minutes)  This chapter examines the shift from a toxic saviour complex to a coaching mindset in sales, where we empower clients to be the heroes of their own stories. We discuss the importance of fostering a peer-to-peer, adult conversation with clients, enabling them to navigate their challenges and make informed decisions. We explore reframing sales presentations to focus on the client's needs first, rather than leading with information about ourselves or our company. The conversation addresses the resistance salespeople often face from marketing departments and the need to prioritise the client's interests over self-promotion. The goal is to align sales strategies with client empowerment, ultimately aiming to create genuine value and drive business success.   (0:19:04) - Transforming the Employee Mindset in Sales (8 Minutes)  This chapter examines the importance of shifting from an employee to a service mindset, where the focus is on addressing the client's needs rather than simply trying to avoid trouble or please a manager. I highlight the ethical imperative of making informed decisions and the analogy of a dentist addressing a patient's toothache to underscore the responsibility of professionals to intervene rather than enabling denial or neglect. We also discuss how selling can be reframed as doing favours by conducting thorough diagnostics and shining a light on potential issues, thereby fostering trust and building stronger relationships with clients. Furthermore, we consider how business owners often feel frustration due to unmet expectations and the role that a consultative, empathetic approach plays in alleviating these concerns and improving outcomes.   (0:26:53) - Psychological Training for Sales Importance (11 Minutes)  This chapter examines the often overlooked importance of psychological training in sales and finance, contrasting it with the common emphasis on technical skills. We consider whether a zero percent allocation to psychology training is truly optimal, suggesting that perhaps a different ratio, such as 90/10 or 20/80, might better unlock a salesperson's technical knowledge. The discussion also touches on the significance of communication and the ability to frame conversations, which can act as the bottleneck to effective client interaction rather than technical expertise. We discuss the value of understanding the client's perspective, meeting them at their level, whether it's the big picture or the finer details. Furthermore, we explore the strategic importance of selling to higher-level executives by focusing on big-picture issues and the necessity of equipping sales teams with the skills to do so. Finally, we share insights into the initial engagement with clients and the motivational factors that bring them to the table, using an analogy of sledging to illustrate the momentum needed in sales conversations.   (0:37:50) - Collaborative Selling and Podcast Interview (1 Minute)  This chapter wraps up with a sense of satisfaction as we conclude our discussion on effective communication in sales, emphasising the importance of clear follow-ups and the subtleties of guiding clients towards a decision without making it a mere 'yes or no' game. I share insights on creating engaging presentations and the art of inviting and addressing client queries, underscoring the value of contemplation in the decision-making process.   Follow Frederick https://www.linkedin.com/in/frederickkermisch/ https://www.frederickkermisch.com/   Follow me https://linktr.ee/fredcopestake   Take the Scorecard https://collaborativeselling.scoreapp.com/