All Things Telesales

Having an ego is all about wanting to be perceived as the best. Ego is the inability to listen, act, or take direction because of pride. Wanting to crush your goals and be great at what you do doesn’t have to come at the expense of everyone else. The ego-centric way of getting there is to put yourself on a pedestal and ignore everyone else and their opinions. But the truth is this: An unchecked ego can leave a career dead in its tracks. Let’s break it down. Support the show

This is a framework for achieving Absolute Certainty.  You can overcome so many challenges by implementing this strategy.  The 3 C’s are Confidence, Conviction, and Clarity. We’re going to break this down as a person, salesperson, and from the perspective of customers.  By true definition: Confidence is the state of feeling certain about the truth of something.   Conviction is a firmly held belief or opinion.  Clarity is the quality of transparency or purity. Support the show

Jason Cutter is the Author of Selling With Authentic Persuasion and a Sales Success Architect & Keynote Speaker. From Jason“Your mandate is to ensure that if I want to double the number of sales, I don’t have to double the number of employees.” That was the conversation with my boss, many years ago, as I was brought in to help create scalable systems. To me, it was simple but wouldn’t be easy. They were a B2C enrollment company helping consumers mitigate their debt. When I began, we had 2 sales offices with 40 reps total. Each office had a trainer that taught what they thought was best. One even made up his own script. For every 10 people hired, maybe 2 were still there after 60 days. Inbound leads went to whoever was available, independent of performance. Only one metric was discussed: total sales for the day (# of leads, closing % wasn’t important to the sales managers – want more deals? Buy more leads) Reps were promoted to Team Leads (assuming they knew how to help their team win) No performance improvement process, structured coaching, support, documented accountability or consequences were in place. My job became building systems, processes, and structures for each part of the sales operation. Within 12 months, the sales team had: • 100+ reps, across 4 offices (2 were offshore) • Results-based recruiting process • Revised compensation & accountability plan • Structured New hire training program (built into an LMS), complete with testing • Real-time performance-based inbound lead distribution • Structured gamification program • Progression plan for reps, based on results • Structured sales rep skills coaching program • Ongoing education program • Leadership/management mentoring program All this = Scalable Sales Operation There were bumps along the way. I learned a lot about how to build scalable sales ops. One key was that I instilled the mantra “Marry the Vision, Date the Strategy!” (which helped the team embrace change) Now as a consultant, this is what I help guide companies to create. Whether it is full-scale sales ops transformation, Authentic Persuasion training workshops and coaching for the reps and managers, or mentoring and mastermind programs for sales leaders to help them get their organization to the next level. Want to find out if I can help you/your team and to get a copy of the Scalable Sales Success Iceberg & Checklist - DM, email (jason@cutterconsultinggroup.com) or call/text me – (206) 234-1848 Support the show

Ari Galper is the World's #1 Authority on Trust-Based Selling | Author of "Unlock The Sales Game" & "The One Call Sale" | Featured in CEO Magazine, Forbes, CNN, SkyNews, Australian Financial Review Ari Galper is the world's number one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews and the Australian Financial Review. As trust becomes the most important currency in the new economy, the act of selling as a dehumanizing experience, with endless “chasing” and multiple steps, has been completely re-invented and anchored in the timeless values of integrity and trust through Trust-Based Selling. In his best-selling book, "Unlock The Sales Game", Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is ironically, 10 times more profitable. His new book launching soon, "The One Call Sale", is set to completely disrupt the entire sales industry as we know it today. “The One Call Sale” provides a simple road map for how to make the sale in one trust-based conversation. No more chasing, no pressure and no closing. Everything you learned about selling will be turned upside down. If you're sales cycle forces you into multiple steps, having to "chase" your prospects by "following up", you've lost the sale at the beginning of your sales process, due to a lack of deep trust. Ari is also the author of "Lessons From Toby", a special book about his son Toby who has Down Syndrome, who has made a major impact in Ari's approach to teaching authenticity and trust in his Trust-Based Selling approach, more about the book here: www.TobysBook.com. Join Ari on his next "Stump The Guru" live streaming show (UnlockTheGame.com/StumpTheGuru) and ask him your toughest sales challenges (anything at all!). Learn more at Unlockthegame.com. For media/podcast interview requests, contact Ari's assistant elisa@unlockthegame.com. Support the show