In David Roberts´ 47th episode of his CALM leadership series, he looks at how to create a win-win in a sale, or a relationship. How to provide your buyers with something that helps them on a human level, while delivering business improvements. He covers how to identify those needs and business improvements.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• Nobody is really happy when they have given their time or money and gotten back less in return, over the long term. That is why creating a win-win is important.
• Win-wins create trust and long-term partnerships.
• Delivering a personal win while improving business results for your customer is the golden ticket. It is the type of sale that is a big win.
• You need to meet the human needs of each buyer, e.g. a wish to impress and be promoted or less stress.
• Delivering better business results for the buyer like better productivity or reduced costs is a big motivator for potential buyers.
• User buyers are looking for reliability and improvements in productivity.
• Ask open questions and build rapport to work out what each type of buyer is looking for.
• Never guess what wins each buyer is looking for.
• When you demonstrate that you look for a win-win potential buyers trust you and buy repeatedly.

BEST MOMENTS

‘They might want to stay in power, achieve a promotion...get more time for leisure or less stress.’

‘There will be perhaps a stronger connection to a personal win for the coach than for a business result.’

‘If there is a business result and a personal win, you're into that golden ticket territory.’

‘Are you in a win-win with all of those buying influences?’

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live

For today’s episode, David is joined by Ashlie Marshall, the Chief Financial Officer of Tier Level Digital Marketing. As a child, she and her family moved regularly. An experience that shaped who she is today, helping her to develop resilience and the ability to respond proactively and positively to uncertainty.

She explains how she stays organized and thrives even when things don´t go smoothly. As well as sharing why she opted for a people-first leadership style and how taking that approach has fed into her success.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• Crap happens you have no control over a lot of things. Accept this and prepare yourself to make informed decisions.
• Take a breath, look at the bigger picture and manage things calmly.
• Put your people first. Invest in them and if they fail pick them up and equip them to succeed next time.
• When you develop your team, much of the burden of running your business is lifted from your shoulders.
• Always do the right thing by other people, even when it is hard.
• Word-of-mouth referrals are a huge source of new business. Ashlie explains how to leverage that.
• Reach out to clients and speak to them. This massively grows your understanding of what they need.

BEST MOMENTS

‘My business counterpart says that my brain is like a waffle, and everything has a box.’

‘Not having a knee-jerk reaction to anything is important.’

‘I encourage you to fight for it.’

‘Commit? Make a decision, know what side of that fence you're on and commit to it.’

GUEST RESOURCES

https://www.tierlevel.com/
https://podcasts.apple.com/us/podcast/c-suite-chicks/id1739866465
https://www.linkedin.com/in/ashliemarshall

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live

In this episode, which is the 46th in David´s CALM leadership series, David continues to take a deeper look at influence. Today, he covers how to deeply understand your customers' needs so you can tailor what you offer to fully meet them. Particularly when you are dealing with a complex sale where there are different buyer influences in play because the decision whether to buy does not rely on a single individual.

He explains how to draw up a buying influencers chart and how to work out whether the buyers are in growth, in trouble, even keel or overconfident mode.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• Influencing as part of a selling process is a core skill for leaders as well as for a salesperson.
• Create a strategy for making the sale.
• Work out who has the most influence when it comes to deciding whether they buy or not.
• Pull together the information each person will want to know before being in a position to agree to the sale.
• Look for your strengths and identify any red flags that might stop someone from agreeing to the sale.
• You need to look at things from the perspective of the buyers. Don´t dismiss their worries as being silly, prepare to address them instead.
• Listen to the language the buyer uses. It tells you whether they are in growth mode and ready to buy.

BEST MOMENTS

‘All influences and influencers in the sale they must be sold to.’

‘You're looking for ways to meet the needs that the customer has got.’

‘They need to believe that you and what you're offering can bridge that gap.’

‘As you go through a sales process, what you're looking to do is to create Win-Win’

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798

Instagram - https://www.instagram.com/davidcroberts_/

Email - david@peoplewithpurpose.live