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What do you think of when you hear the word sales? Do you get nervous?
Does it make you think, "Oh God, I hate selling and salespeople"? I think at some point even if you're in sales you've had that thought, and it's usually around the time of a major purchase. We've all been there, right?
Selling is something we all do even if you don't like it. We sell ourselves on a daily basis in person, online and over the phone, so since you can't escape it you may as well become good at it. Mastering selling is something my next guest Pat Helmers is a master at. Not only is he a master at selling but of communications. Pat explains why gaining a deep understanding of the value you bring your clients is the first key to sales success.
Pat also enlightens us with a system he developed that can be utilized to help anyone become proficient at the art of selling, it's called HEAT.
The Four Aspects of Heat
Helpful, Emotional, Astuteness and Tenacity are traits that each of us possesses and it's likely you have more than one of these already developed. Pat and I go into extensive detail about each aspect here: [spp-timestamp time="14:58"]
just click the jump to that part of the podcast.
An important part of a successful sales relationship is understanding the motivations of your potential client and the pain they want to avoid or the pleasure they want to gain from the experience.
Sorting Things Out
It's helpful in sales to have a process of deeply engaging your prospect to also understand if you should be working with them and what they truly need. One way to identify this is the "Sort Method".
Listen now to get this method: Story, Obstacles, Ramification, and Transformation: [spp-timestamp time="25:55"]
Connect with Pat Helmers
Get The Book
In the event you didn't know, I just completed my first book and it's now available for Pre-Order. Master Your Message - The Guide to Finding Your Voice in Any Situation leads you through my journey to find my voice along with some very notable mentors that have been a big influence in my life.
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Music Artist in Episode: Singleton Singleton was so generous to give me permission to use their music on this podcast so make sure to check them out. Like Singelton on Facebook: Like Singleton on Facebook
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