BROADCASTS.com

(RPF is on Spring Break this week so I'm posting some interviews\nwhere I've been featured on other shows. Enjoy my comments on sales\nin this interview with The Sales Evangelist! -Joshua)

How well do you listen to your clients? Well, our guest today\nillustrates the power of listening! By the end of the show, you\u2019d\nmost likely figure out why it does help to just shh\u2026

Our guest on today\u2019s Sales From the Street episode is Joshua\nSheats, host of The Radical Personal Finance Podcast.

Coming from a six-year career in life insurance and investment\nsales with Northwestern Mutual, Josh eventually launched his own\norganization, Radical Personal Finance, where he hosts a daily,\nin-depth personal financial planning podcast teaching people how to\nbecome financially independent in 10 years or less.

Listen in as Joshua brings a tad wealth of information to the\ntable which you can apply and help steer you towards the road to\nsuccess.

Here are the highlights of my conversation with\nJosh:

Some challenges Josh faced:

Overcoming the deep-held fear of sales
\nFinding the right time to make the transition from working hard to\nget referrals/prospects

How Josh overcame these challenges and how you can do\nthe same too:

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1. Have a prospecting system.
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2. Spend more and more time listening and less and less\ntalking.\xa0The more you listen in sales, the better the results.\nAsk more questions and listen to what they have to say.
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3. Authentically create a feeling among clients of being heard and\nlistened to. \u201cI learned that if you listen well enough, people will\nthink that you know what you\u2019re talking about because of the way\nyou made them feel.\u201d \u2013 Joshua Sheats
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4. Have a script. Focus on how you say it instead of what to say.\nEngage people, not thinking about what you\u2019re going to say, but\nabout how they\u2019re feeling and responding to what you say. Have a\nscript and know your script. Focus on internalizing the words until\nyou forget about the words and dig into the delivery.
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5. Know where to lead people. Have a script and know where to lead\npeople. This allows you to take the time tested on approaches from\nprofessional selling then hone them and make them more elegant for\ntoday\u2019s world.
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How to be Very Good on the Phone:

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• Listen to everyone around you. Record yourself and do the exact\nopposite.
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• Study and listen from other people.
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• Take a short pause after saying your name. (This makes it sound\nlike the client knows you.)
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Joshua\u2019s Major Takeaway:

If you do good work, that will speak broader than any tactic or\ntechnique. If you are a person worth referring to, you won\u2019t need\nany tricks or gimmicks. Good technique is important for good\nsalespeople. Do both good work and great technique. Focus on being\na person who\u2019s worth referring to, worth buying from, and being an\nexpert in your industry.

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• Link to original show:\xa0http://thesalesevangelist.com/episode-224/\xa0
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