Effective Selling with Diane Helbig
Do you have a hard time selling? Do you get awkward and uncomfortable when it’s time to close? In this episode, James and Dean welcome Diane Helbig, an international business and leadership consultant, trainer, author, award-winning speaker, and podcast host. She’s here to share her game-changing tips for effective selling. If you’re not excited about sales, you will be by the end of this episode. Tune in for Diane’s expert advice and scripts that will turn you into a master closer.
“You have to actually listen to what people tell you and then respond based on that, and what you know about your solution.” – Diane Helbig
Outline of This Episode
– [7:30] Diane’s strategies for creating a connection with your prospect
– [8:58] The importance of curiosity and staying in the moment
– [12:57] Diane defines chasing revenue vs chasing profit
– [24:28] Key questions you need to know about your prospect
– [27:02] What James’s philosophy “You’re not there to sell” really means
“Sales Mode Brain”
What Diane refers to as “sales mode brain” is not effective. “Sales mode brain” comes into play when you are needy, desperate, obnoxiously confident, or arrogant. Diane tells you how to get out of that space for more effective selling.
Getting Good Clients
Should you take money from anyone willing to give it to you? Diane says you should only take money from someone you want to be “married” to. She shares key strategies for getting to know a prospect before building a relationship.
Honesty is a Good Thing
Even if you are not the best choice for your prospect, or they are not the best client for you, be honest. Diane has the exact script to use in order to turn that “no” into a potential future relationship.
Resources & People Mentioned
– Diane Helbig Enterprises: https://www.seizethisday.co/
– Diane’s book, “Succeed Without Selling”: https://www.amazon.com/Succeed-Without-Selling-Think-About/dp/1642799920
– Diane Helbig on LinkedIn: http://www.linkedin.com/in/dhelbig
– Seize This Growth on Facebook: http://www.facebook.com/seizethisgrowth
– Seize This Growth on Instagram: http://www.instagram.com/seizethisgrowth
– Seize This Growth on Twitter: http://www.twitter.com/seizethisgrowth
– 3-Step Prospecting Strategy: https://onlinecourses.eliteexpertsnetwork.com/course/3-step-prospecting-strategy/
Music for “Just The Tips” is titled, “Happy Happy Game Show” by Kevin MacLeod (http://incompetech.com) Licensed under Creative Commons: By Attribution 3.0 License
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