137 Product Mastery: The Key to Sales Productivity (with Frank Cottle)
Frank Cottle is the Founder and CEO of the Alliance Group of Companies, and an experienced speaker, strategist, entrepreneur, advisor, business leader and investor. His primary areas of expertise include integrating flexible workspace models to assist with corporate real estate repositioning, investment banking, finance, workplace technology, and business leadership.
“Problem solvers are the ones who keep the clients, not good salesmen.”
Frank Cottle is the Founder and CEO of the Alliance Group of Companies, and an experienced speaker, strategist, entrepreneur, advisor, business leader and investor. His primary areas of expertise include integrating flexible workspace models to assist with corporate real estate repositioning, investment banking, finance, workplace technology, and business leadership.
In this episode, we talk about:
How to identify new markets
Disruptive innovations
What sales look like today
Outdated perspective on sales
The importance of having fun
Learning to sell vs. Learning your product
Sustainability of co-working spaces business
To learn more, listen to the full episode!
On the benefits of co-working spaces
The capacity to give people flexibility is elemental to the success of all businesses in the future and in the past as well.
Think of how many businesses struggle because of their fixed liabilities — we’ve solved that problem for businesses.
Business-people have fun
When you have a product that you think is going to change things and benefit people, just have fun. Nothing is more important to me than building my company and that to me is ‘fun’. And I think if you’re passionate about what you do, then you don’t have to be the world’s greatest salesman, you just have to have a tremendous amount of product knowledge, and I think that’s generally what’s missing with a lot of sales people.
They think they know how to sell, but they really don’t understand the customers’ needs and the product that they’re trying to sell.
Don’t learn to sell, learn your product and be consultative
You shouldn’t learn how to sell ‘consultatively’; you should learn your product and then be consultative, and there’s a big difference between the two. One teaches you to ‘fake it ‘til you make it’, and the other teaches you to be an expert.
Want more? Listen to the FULL episode below:
136 Improving Your Sales Productivity (with Wes Schaeffer)
Wes Schaeffer is The Sales Whisperer®, an entrepreneur, sales trainer, and speaker who believes marketing is just selling in print. He is the author of 2.5 books on sales, marketing, and entrepreneurship and has helped 5,400 of the world’s top speakers, authors, coaches, and sales professionals achieve nearly miraculous growth by implementing his repeatable, transferable, and proven processes.
“There are only two reasons for why people won’t do business with you: either they haven’t heard of you, or they have. So if you have a bad reputation, then you’re in trouble.”
Wes Schaeffer is The Sales Whisperer®, an entrepreneur, sales trainer, and speaker who believes marketing is just selling in print. He is the author of 2.5 books on sales, marketing, and entrepreneurship and has helped 5,400 of the world’s top speakers, authors, coaches, and sales professionals achieve nearly miraculous growth by implementing his repeatable, transferable, and proven processes.
In this episode, we talk about:
Simplifying the sales process
Routines and habits for a productive day
Why people won’t do business with you
How good ideas happen
The importance of being open
Tailoring your message to your audience’s needs
How to beat the monotony of entrepreneurship
To learn more, listen to the full episode!
The Value of Marginal Gains
I always say, “If you’re going through hell, don’t stop.”
So no matter how busy I am, I always try to stick to my routine and habits that help me win in my day, such as exercising and going to Church. Most people are looking for shortcuts and people usually overestimate what they can do in a year, and underestimate what they can do in five. So you have to see the big picture - think big - but act small. It’s the little things that matter.
The Simplified Sales Process
To simplify the sales process, you must know who to disqualify from your list of prospects, and you should understand that you cannot help everybody.
A magnet repels just as much as it attracts, so stop trying to be everything to everyone. Understand who you can help and how you can help them, and shout it from the rooftops.
The Reason People Won’t Do Business With You
There are only two reasons for why people won’t do business with you: either they haven’t heard of you, or they have.
So if you have a bad reputation, then you’re in trouble. But if you’re a good salesperson, then maybe you just haven’t got the word out.
Want more? Listen to the FULL episode below: