Straight Talk About Small Business Success

Secrets to Succeed in Sales with Nadine Keller

Episode Summary

Nadine Keller is the founder of Precision Sales Coaching & Training and the Author of "Make it All About Them" (Wiley 2013). Along with her team, she has coached and trained tens of thousands of salespeople in Fortune 100 companies and is now taking their proven techniques to entrepreneurs, start-ups, and small businesses. Today, Nadine shares what goes behind successful selling, and what you need to apply to win clients even when you think that you are not the best salesperson.

Episode Notes

[00:01 - 04:52] Opening Segment

• Welcoming Nadine Keller to the show
•  Feel like you are not a natural salesperson? Here’s what Nadine has to say:
  • A salesperson is someone that has a natural desire to help people and is inquisitive to understand someone’s situation
  • You don’t need to think about it as traditional selling but as helping people

[04:53 - 08:17]  The Biggest Mistakes Entrepreneurs Make When It Comes to Selling

• Making assumptions about what the needs of their clients are
• Jumping too quickly without thoroughly understanding what their needs are and how you can help
• There are questions that get you data and questions that get you insight into the situation that goes beyond the data
• Using proper questioning could help position the solutions in a way that would resonate with the person you are talking to
• Determining the unstated business needs and the personal needs is the best combination for a compelling solution 

[08:18 - 20:03] What You Need to Know About Sales

• Take control of the meeting and let the clients do the talking for about 80% of the time
• Establishing your credibility leads to building trust and influencing their thinking
  • Competence and character
  • Make it all about them
• The difference between selling to women vs. men
  • The sales process in America today is developed by men
  • Women favor consensus decision-making and enjoy discussing issues and contributing to solutions
  • Men focus on the facts and make faster decisions
• Know and assess who you are talking to
• Tips to get people’s attention and make them engaged:
  • The email subject line is powerful, avoid the common email tag and be creative
  • Use snail mail, postcards, or lumpy mail
• On price negotiation and structuring fees: there must always be a concession made during the price negotiation

[20:04 - 23:34] Closing Segment

• Nadine’s advice: Think of sales as something you do for someone
• Reach out to Nadine!

Ready to transform the sales experience and close more deals? Connect with Nadine and join their program at www.precisionsalescoaching.com or call them at 8604310345.

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Tweetable Quotes

 “The more questions the salesperson asks, the more successful they will be.” - Nadine Keller

“Before we can develop trust, we have to have credibility. Only when you have credibility are you able to build trust. And only when you have the trust are you able to influence their thinking.”  - Nadine Keller

“It's about intention and to think about sales, not as something that you do to someone, but something that you do for someone, that you're really in service of clients.” - Nadine Keller