The Idea Climbing Podcast By cover art

The Idea Climbing Podcast

By: Mark J. Carter
Listen for free

  • Summary

  • Interviews with entrepreneurs and thought leaders about bringing your big ideas to life through marketing, mentoring and more!
    © 2019 Mark J. Carter & ONE80
    Show more Show less
activate_primeday_promo_in_buybox_DT
Episodes
  • Gitomer’s Golden Rules of Sales (Part II) with Jeffrey Gitomer

    Gitomer’s Golden Rules of Sales (Part II) with Jeffrey Gitomer
    Jul 16 2024
    I’m excited to have the King of Sales, Jeffrey Gitomer, as my guest again for part two of this interview. We’re discussing some of his golden nuggets of sales advice from 20+ years of experience. Jeffrey’s books have appeared on major bestseller lists more than 500 times and have sold millions of copies Worldwide. Jeffrey has also delivered over 2,500 speeches worldwide. He was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association's highest earned designation. Successful Sales Presentations When it comes to sales presentations you need to approach them the right way. Jeffrey makes the clear distinction that you need to come in with an idea, not a pitch, especially if you’re selling a service. When it comes time to have the sales conversation, he shares how to eliminate your competition. You need to say something like: “Mr. Jones, the last time you hired a consultant, tell me about the ideas they brought in. Tell me about the things that sparked you to hire them” and listen closely to the response. Continue with: “I have a couple of ideas today that I’ve brought with me. All I’m asking is if you like them, you run with them, fair enough?” That could be enough to close the sale. Let’s use training for another example. Usually, it’s a guy in a classroom setting, pontificating about a few ideas that he thinks you need to be aware of. But Jeffrey’s approach and conversation is entirely different. He tells his prospect “If you want your people trained, we’re going to call your top ten customers and set something up. We’re going to hire three new people and have them work one day at each of the top ten customers for free. At the end of two weeks, you’re going to know why the customer bought, how they use what you sell, and some ideas about what you can take to another customer because you’re going to know why the previous customers bought from you.” He then continues with: “Your salespeople are going to walk into the next prospects’ offices and say, ‘Would you like to know why the last ten people bought from us?’ and they’re going to make the sale because of their unique approach.” That’s sales strategy gold right there! In this episode we continue our discussion about topics such as: What’s wrong with most marketing campaigns and how to fix those problems. The difference between outcomes and results and why outcomes are better to present. Some critical questions you need to ask decision makers to get them to buy your services. The two things that make a “good idea” to present to potential clients. What are you doing together with people that you can relate to so that you can have experiences to share? How to eliminate your sales slide deck and replace it with shared experiences and shared values. Why traditional “discovery calls” are a waste of your time and your prospect’s time. What first time calls should look like and who they should be with. Why picking up the phone and calling a prospect for the first-time trumps email and social media. How to understand why people buy instead of trying traditional sales tactics. Why finding shared values is better than getting “rapport”. How to be perceived as a person of value, not just another salesperson. The line you should open with during first time meetings. …and other golden nuggets of advice! You can get my book here: “Idea Climbing: How to Create a Support System for Your Next Big Idea” About the Guest Jeffrey Gitomer is the author of the New York Times bestsellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of connections, and The Little Gold Book of YES! Attitude. Jeffrey’s books have appeared on major bestseller lists more than 500 times and have sold millions of c...
    Show more Show less
    27 mins
  • Gitomer’s Golden Rules of Sales (Part I) with Jeffrey Gitomer

    Gitomer’s Golden Rules of Sales (Part I) with Jeffrey Gitomer
    Jun 26 2024
    I’m excited to have the King of Sales, Jeffrey Gitomer, as my guest for my 100th episode. We’re discussing some of his golden nuggets of sales advice from his 20+ years of experience. Jeffrey’s books have appeared on major bestseller lists more than 500 times and have sold millions of copies Worldwide. Jeffrey has also delivered over 2,500 speeches worldwide. He was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association's highest earned designation. It's Not about "Pain Points" First, we dive into a common fallacy: Sales is about finding your potential clients’ pain points. When it comes to finding pain points, Jeffrey says his response is “It’s none of your business.” His pain is none of your business. If your prospect tells you their pain, it’s because they’re volunteering it. If you ask them for their pain, it’s none of your business. In sales, people say, “It’s all about the pain points” and Jeffrey says they’re all wrong. Jeffrey does just the opposite, he’s going to start with the pleasure. He’d rather find out where they went to college, where they went on their last vacation and so on. Jeffrey wants to discover things that he may have in common with them because he doesn’t have their pain in common. He’s going to go beyond pain and then he’s going to go beyond pleasure and find shared values. It's all about Shared Values If you can find those shared values, you can create a deeper, more meaningful relationship with your prospect. It’s about finding a shared value, not starting with a shared value. You don’t know what the shared value is until you start to talk about it; but you’re not going to discover it if you’re trying to find out what’s wrong with the person you’re talking to. You need to ask better questions. In this episode Jeffrey shares how to do that and we also discuss: Why salespeople need to understand where they get their opinions from. What makes a good (and bad) sales manager. Why you need to understand that sales isn’t about selling and what it’s really Why “normal conversation” wins over “sales conversation” every time. How to start a sales conversation with humor to drive the conversation forward. How to present yourself as a relatable person to close the deal. How to know when to stop selling and start closing. The best question to ask a decision maker as soon as you walk in the door. More questions to ask to close the deal faster. Nuggets of wisdom such as “sales are not made by telling, they’re made by asking” …and other golden nuggets of advice! You can get my book here: “Idea Climbing: How to Create a Support System for Your Next Big Idea” About the Guest Jeffrey Gitomer is the author of the New York Times bestsellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of connections, and The Little Gold Book of YES! Attitude. Jeffrey's books have appeared on major bestseller lists more than 500 times and have sold millions of copies Worldwide. Jeffrey gives public and customized corporate seminars, runs annual sales meetings, and conducts live and virtual training programs on selling, YES! Attitude, trust, customer service and customer loyalty, and personal development. Jeffrey has delivered over 2,500 personalized and customized speeches worldwide. His "Insiders Club" and "Sales Mastery Program" have become the go-to place for sales content, coaching and community. They contain Jeffrey's practical sales information, strategies, and ideas that start with a skills-based assessment and real-world lessons. Ongoing sales motivation and reinforcement to help salespeople learn more to earn more. In August 2008, Jeffrey was inducted into the National Speakers Association's Speaker Hall of Fame.
    Show more Show less
    23 mins
  • How to Use Storytelling to Accelerate Business Growth with John Hetherington

    How to Use Storytelling to Accelerate Business Growth with John Hetherington
    May 15 2024
    If you want to accelerate the growth of your business, storytelling is one of the best ways to do it. That’s what I discuss in this episode with my guest, John Hetherington. John is an entrepreneur and international speaker teaching entrepreneurs how to leverage storytelling to grow their business. After John graduated with a degree in electrical engineering his career started in financial services. He believed that you get further by working harder. Work long hours, be first at the desk and last to leave. That’s what he did and he watched people getting promoted over him time and time again. What he realized is that you share your value through stories. That realization lead him to start his own business. It became teaching people that success is all about how you convey your story, share your message and put your value across. John studied a lot of movies that demonstrated the classic “hero’s journey”. What he found is that doesn’t always translate into the business world. John created frameworks which break down how to tell stories and get your message across. It Starts with You Before you share stories with other people it starts with the story that you tell yourself. If the story in your head is I can only achieve this, I can only achieve a certain level of revenue, ultimately you’re limiting your behaviors and your potential. The technology sector was all about finding problems and fixing them. When John started his business, he realized that to succeed you also have to focus on opportunities and share your grander vision. The story really starts with what you tell yourself every day, every morning. The Four “P’s” to Create a Powerful Start to Your Day It starts with a daily productivity plan by setting yourself up for success. Before you start with email, before you start with meetings, sit down and write out what you want to achieve for the day. If you’re starting your day off the right way the rest of your day tends to flow better. When you immediately dive into emails and receive a bad email, that sets the tone for the day. You need to prevent that from happening. You start by connecting with your purpose, then the project(s) you’re going to focus on, then the people who do you need to reach out to, and finally your priorities, or your to-do list. From there you set aside time on your calendar for those four “P’s” and you’re off to a great start. We also discuss: How to create an “insight sandwich” to get your message across in presentations. How to create successful growth projects. How to craft your story to appeal to different types of people. The importance of having and sharing a clear vision. Why you need to tell stories instead of just sharing data. What makes a good “hook” to get your audiences’ attention. The first thing you need to do after you get your audiences' attention. The components of a great story. …and other golden nuggets of advice! You can get my book here: “Idea Climbing: How to Create a Support System for Your Next Big Idea” About the Guest John Hetherington is a Technology Strategist, International Speaker and founder of We Deliver Your Vision. He is an expert in using to Technology to scale business and grow revenue and he helps Entrepreneurs use Storytelling to accelerate business growth. John has 10 years strategic consulting experience with Deloitte and Ernst & Young and 25 years delivering technology projects in UK and Canada. He lives in Calgary but travels around the world for his clients and speaking. Connect with John on LinkedIn Learn more about John's company, "We Deliver Your Business" Click here for more outstanding interviews with entrepreneurs and thought leaders!
    Show more Show less
    24 mins
Leadership Marketing Economics
Show more Show less

What listeners say about The Idea Climbing Podcast

Average customer ratings

Reviews - Please select the tabs below to change the source of reviews.

Audible.com reviews

Amazon reviews
No Reviews are Available