Just The Tips, with James P. Friel and Dean Holland

Just The Tips is a business talk show for entrepreneurs and business owners who are tired of listening to the same old stodgy content. Interviewing (and sometimes roasting) top entrepreneurs from around the world, each episode is fun, witty and informative. It's a must listen for anyone wanting to transform their marketing, sales and business while having a laugh instead of falling asleep. We, not so humbly, believe it's the best business and marketing podcast in the world.

https://justthetipsshow.com

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episode 152: 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

 

James and Dean are going live! Check out https://justthetipsshow.com/ every Tuesday at 1pm EDT to listen to a live show where you can call into James and Dean!

 

Connect With James and Dean

 

James P. Friel:

 

- CEO Quickstart: https://jamespfriel.com/ceo-quickstart/

 

- Facebook Group: https://www.facebook.com/groups/hustledetox/

 

- Site: www.jamespfriel.com

 

- Facebook Group (BulletProof Business): https://www.facebook.com/groups/1107362546297055/

 

- Interested in being a guest on the show?: https://justthetipsshow.com/apply-as-guest/

 

 

Dean Holland:

 

- Blog: www.DeanHolland.com

 

- FB Page: https://www.facebook.com/DeanHollandHQ

 

Just The Tips Podcast:

 

- Facebook Page: https://www.facebook.com/justthetipsshow/


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 June 11, 2020  32m