193 Pinks and Blues Questions From The Nation! ABC (Always Be Closing)
Today I\u2019m talking about sales. I know, I know, sales can sometimes feel like an icky word, but an excellent salesperson is a professional who is always trying to solve their clients\u2019 problems, instead of trying to sell them a product. And before we can help our clients find solutions, we need to be able to clearly share\xa0Why\xa0we do it,\xa0How\xa0we do it, and\xa0What\xa0we do.\xa0
In this podcast I\u2019m going to walk us through the lessons I learned after reading Simon Sinek\u2019s fantastic book, \u201cStart\xa0With\xa0Why.\u201d This book changed how I sell because it helped me understand why water treatment is so important, to begin with. And the book made me realize that if I couldn\u2019t put my deep feelings of love and admiration for water into words, I\u2019ll never be able to clearly express to a client why water treatment is essential.\xa0
\xa0In the book, Simon Sinek\u2019 writes about \u201cThe Golden Circle\u201d, which I\u2019m going to break down for you in detail in the\xa0podcast\xa0but I wanted you to have this visual as a reference.\xa0
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Bottom line: This podcast is going to give you the tools you need to share with your clients why we love working in the best profession in the world.\xa0
Your roadside friend, as you travel from client to client.\xa0\xa0
-Trace\xa0\xa0
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Applying Simon\xa0Sinek\u2019s\xa0The Golden Circle to water treatment:\xa0
Why:\xa0We exist to promote the stewardship of the world's most valuable substance, water.\xa0
How:\xa0We optimize how water works in your system by promoting its longevity and efficiency. We reduce our customers operating costs and water usage.\xa0
What:\xa0We are a water treatment company.\xa0
Behavior:\xa0Let us do your water treatment.\xa0
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Timestamps:\xa0\xa0
I love sales [6:30]\xa0
Simon Sinek\u2019s Golden Circle [8:15]\xa0
How our brains process information [12:45]\xa0
Measuring your sales with key metrics [16:42]\xa0
The importance of a good CRM [22:15]\xa0
James\u2019 Challenge: \u201cResearch Ryznar Saturation Index (RSI)\u201d [24:15]\xa0
One of my favorite things to teach: LSI, RSI, PSI [25:55]\xa0
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Quotes:\xa0
\u201cI love being a salesperson.\u201d - Trace Blackmore\xa0
\u201cSalespeople today are more professional because our customers are more professional, which means we always need to be at the top of our game.\u201d - Trace Blackmore\xa0
\u201cSolve your clients\u2019 issues instead of selling them a product.\u201d - Trace Blackmore\xa0
\u201cYou don\u2019t just need company core\xa0values, you need to have your own personal core values.\u201d - Trace Blackmore\xa0
\u201cWe know that our industry is more than just a commodity.\u201d - Trace Blackmore\xa0
\u201cLagging metrics is easy to record because it has already happened. Leading metrics are indicators of future performance.\u201d - Trace Blackmore\xa0
\u201cLSI, RSI, PSI were the first things I dove into when I started teaching math. I like to think about why the equation is set up the way it is and work backward.\u201d - Trace Blackmore\xa0
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Links Mentioned:\xa0
Simon Sinek\u2019s The Golden Circle Presentation\xa0
182 The One Where We Share How We Create The Podcast
The Rising Tide Mastermind\xa0
AWT (Association of Water Technologies)\xa0
139 The One With CRM Expert, Resa Gooding
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Books Mentioned:\xa0
Start With Why\xa0by Simon Sinek\xa0\xa0
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