Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
http://predictableprospecting.libsyn.com/podcast
Episode 121: Selling Effectively at the Executive Level - Steve Hall
When you want to know how to sell effectively at the executive level, you need expert training and stories that sell. Today’s guest has been called Australia’s leading Authority on “C” Level sales. Steve Hall has sold to executives in more than 20 countries. He is a writer and speaker who focuses on executive sales. He also owns the Executive Sales Coaching LinkedIn group.
Steve Hall is Managing Director of Executive Sales Coaching Australia and joint founder of Executive Sales Forum International. Steve joins the podcast today to talk about how to use story when you’re talking to decision-makers and how you can tell an effective story in less time – sometimes in just a few words. Listen to the episode to hear what Steve has to say about developing stories, finding the information that you need when you talk to clients, and his Executive Sales Forum International.
Episode Highlights:
- How Steve uses story when he speaks to decision-makers
- How it can be helpful to tell a story in only a few words
- How to get enough time with a prospect to tell your story properly
- The juxtaposition between what is and what should be in your story
- What Steve uses to help find information that helps in talking to clients
- Steve’s thoughts on how new salespeople just out of college are assigned
- How much product knowledge is necessary to get in the door
- Steve’s Executive Sales Forum International
Resources:
Steve Hall
Executive Sales Forum International