By Sales Keynote Speaker Connie Podesta You know the old saying about making assumptions – right? I won’t repeat it here, but let’s just say it doesn’t work out well for the person making them. In today’s world – assuming you know it all--can always read the room, the person, or the buyer – is doing you, and your sales, a disservice. I’ll give you a great example. I went to purchase a car for myself, and I brought my husband along. I knew what I wanted, and I was looking at the vehicles that had features that were most important to me when along comes the salesman. What does he do?
By Sales Keynote Speaker Connie Podesta Want to close more deals? First – know your audience. Buyers usually fall into two categories: Relators and Bottom Liners. The Relators are the warm and fuzzy people. The ones who want to get to know you. Ask about your family. Launch into relationship building. Connect. The Bottom Liners? Want facts. Figures. Graphs. Price. Delivery time. Data. They also have zero interest in being your friend and small talk sends them right through the roof. Here’s the deal: As salespeople, we fall into those two groups too. More than that, we tend to sell
By Sales Keynote Speaker and Human Behavior Expert Connie Podesta When it comes to top salespeople, ego comes with the territory. That bullet-proof attitude of self-assured confidence is what allows them to step out of the crowd and into the spotlight. It gives them the charisma to persuade and influence. It fuels their drive to close the deal and be the best. It’s also what can stop them in their tracks. I’ll give you a personal example. Years ago, I was working to land a keynote speaking engagement with a blue-chip company that I REALLY wanted on my client list. I knew, without a
Avoiding the Leadership “Golden Rule” Trap by Leadership Keynote Speaker Connie Podesta Even those who appear to be remarkably humble and self-aware can fall for this one. As children, most of us were taught “the golden rule”: we should treat others the way we want to be treated. Definitely, a great mantra for life. The world needs more kindness and consideration. No arguments there. But as leaders, this deeply ingrained belief could be inadvertently reducing our effectiveness. Think about that for a moment. If we treat all of our team members the way we want to be treated, we
START Making More Sales Book Connie Now for Your Next Sales Event By Sales Strategist, Human Behavior Expert, and Keynote Speaker Connie Podesta 80% of my audiences? SALES. After more than 25 years working with top sales organizations and teams around the globe -- there isn't much I haven't seen or heard of in both success stories -- and EXCUSES for why money is left on the table. Here's what I know... The top excuses for not making a deal? What salespeople say: Price. Product. Economy.
It Stops You From Reaching Your Potential By Sales Motivational Speaker Connie Podesta Often, one of the first things I tell sales audiences is to QUIT defining sales the old way because when they think of sales in a “traditional” sense – they become fearful. The “I can’t do it” sets in. The phone becomes the enemy. The prospecting grinds to a halt. Listen, we were all BORN to sell. Look at any given 2-year-old. They are masters at handling objections. They don’t take no for an answer. Their feelings aren’t hurt when they hit a stall. They do a needs assessment to figure out which
The Secret is Understanding the Psychology of Human Behavior! By International Sales Guru and Keynote Speaker Connie Podesta Let me say this loud and clear. I absolutely LOVE speaking to sales groups. Any kind of sales. Franchise sales. Corporate Sales. Real Estate Sales. Insurance Sales. Direct Sales. Financial Sales. You name it. Why? Because unlike many jobs– salespeople have the power to impact their earnings in a very measurable way. As a result, they are passionate about learning just about everything they can. New strategies for closing the deal. Techniques to use to “ask
You’re Shortchanging Your Audience By Sales Keynote Speaker Connie Podesta There’s one outstanding reason why I weave a bit of sales strategy into every single talk I give: because everyone is in sales--they just don't know it. No matter what their job title, description, industry or organization--their ability to sell ( or not) is a game changer. First I teach them how to sell themselves! We dig deep into their personality-pros and cons. Strengths and weaknesses. Then we identify their style of communication. Then move into levels of confidence. And finally discuss their ability to
As a Keynote Speaker, I often ask my audience: exactly what IS your title? Or perhaps I should say titles plural since we’re often asked to wear many hats these days in our hustling, bustling work environment. And their answers? Are all over the board. Bottom line: No matter what your job title or description, ALL of us are in SALES. Oh, and if you don’t realize that SALES is the single, most important aspect of your job, then you will never experience the success you want and deserve. “Whoa now,” some of them reply, “No way. I don’t like, want to be in, have an