‘Do It Selling’ With David Newman

May 02, 2023

David Newman 2

Professional Sales Tips you’ll learn today on The Sales Podcast…

  • “Do It Selling!” author.

  • Works with a lot of professional services clients who hate to sell.

  • “New Sales Simplified,” “nobody defaults to prospecting,” Mike Weinberg

  • Pushy… salesy…always negative when describing salespeople.

  • Stop talking so much.

  • You don’t have to pitch and present and make offers.

  • Ask more questions.

Related episodes and posts

  • Become a facilitator…and interviewer.

  • Ask follow-up questions…and what else?

  • Take off your salesy hat.

  • Peel the onion.

  • Ask questions to have the power and none of the pressure.

  • “A prospect who is listening is not a prospect.”

  • Get the structure and framework in the book.

  • Conversation roadmaps.

  • Four phases of professional selling

    • Initial diagnosis

    • Prescription

    • Treatment

    • Outcome

  • It’s sales malpractice to skip right to treatment before diagnosing.

  • Speak the prospect’s language to create a successful proposal.

  • “Based on everything you’ve said so far, this is at least a 6-figure deal. Now if that doesn’t scare you, let’s keep talking.”

  • Be proud of your pricing and the value you deliver.

  • Have a business discussion, so it’s about them.

  • Sales discussions are about us, and prospects don’t want to have those discussions.

Get the Premier Position To Make More Sales With David Newman

Negotiate up, not down.”

  • Robert Cialdini, “consistency.”

  • Prospects will find the money to be consistent if things change.

  • “I’m curious, what budget restrictions are you working with?”

  • Break it into phases. “The more you look, the more you find.”

  • Negotiation in the book. Negotiate up, not down.

  • “Of course, it’s negotiable. Everything has a price. How much more would you like to pay?”

  • This shows confidence and certainty.

  • Every day you’re running an obstacle course in sales, and you’re surprised to find brick walls and water obstacles and boulders.

  • A good sales process is like an attorney cross-examining a witness.

  • How do you prevent the objections: time, money, confirm with partner/spouse, we’ve tried it before, it’s not a good time, it’s our busy season, etc. (There are only about nine objections.)

  • You must dissolve those objections before asking for the sale.

  • Maybe salespeople are lazy.

  • Started as a marketing consultant, so he wrote a marketing book.

  • After years of helping speakers, he wrote a speaking book.

  • Now he wrote a sales book because the whole point of marketing is to generate a sale.

  • Writing crystallizes thought, and thought crystallizes action.

Sales Growth Tools Mentioned In The Sales Podcast

  • Hire The Best Speaker for your sales meeting or marketing conference

  • Take The CRM Quiz: get a free consultation with me

  • Donate: Just because you like the show, the no-bullshit approach, and don’t want to buy a book, software, or The Make Every Sale Program.

  • The Sales Agenda: take control of every sales opportunity like a pro.

  • Leadferno: Turn lurkers into leads

  • Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it.

  • Send Drunk Emails: …that get opened and get you paid!

  • Phone Burner: work the phone like a machine so you can be a human when you connect.

  • Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months

GUEST INFO:

  • Guest Site: DoItSelling.com and a DoItMarketing.com/manifesto and DoItMarketing.com/webinar

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