The Business Fixer Blog by Wes Schaeffer, The Sales Whisperer®

How To Sell The Way People Buy, Michael Oliver

Written by Wes Schaeffer | Oct 24, 2024

"The words you say give you away." 

[ LISTEN NOW ON ITUNES ]

 

Sales Tips you'll learn today on The Sales Podcast...

  • Detach.
  • "We're here for a good time, not a long time."
  • Around 1996 a company contracted him in the U.K. to train their people on selling.
  • He taught how to do telesales to book appointments.
  • He'd do every other call and made more sales than the employees.
  • "Why do you always get the easy ones?"
  • He wasn't attached to the outcome.
  • See if there's a fit.
  • "Can my offer potentially help you?"
  • He had been searching for this "missing link" for about 15 years.
  • In La Jolla, CA he was reading Deepak Chopra.

 

 

  • He wasn't focused on "getting the sale."
  • Concentrate on the needs of the other person.
  • People pick up on your needy energy.

I don't believe in manipulation to get what I want.”

  • Allow your prospects to persuade themselves.
  • You must follow a free-flowing structure of questions.
  • Prospects must hear themselves and sense their feelings about the situation to persuade themselves to take action.
  • It all starts with thinking and philosophy.
  • Principles never vary.
  • Techniques come and go and aren't universal.
  • Philosophy is where it starts.
  • The process now falls into place.
  • Having a guideline is key, not necessarily scripts.
  • Conversations are non-linear.
  • We learn linearly, or at least we're taught linearly.
  • You can get a complete buying blueprint from a prospect in 5 to 7 questions.
  • This helps prospects understand their own process and commitment level to making a change.
  • Don't be interrogating.
  • We're not qualifying them to us. We're helping them qualify us. We're helping them determine that we're non-threatening.
  • How to handle, "How much is it?" when asked early in the conversation.
  • Their present internal truth is probably not helping them.
  • Most salespeople erroneously think they are experts, which gives them the propensity to present, and prospects don't listen.
  • Our prospects are experts in their own lives but not necessarily experts in the depths of what and why they want and need.
  • It starts before you even call.
  • The words we use reveal a lot about us.
"The words you say give you away."
  • You can feel the energy in the words.
  • It's an experiential process.
  • A lot of sales managers are just protecting their turf.
  • Buy his book, take the course, have your own script and process.
  • Your business is not about you.

GUEST INFO:

  • Get Michael's Book, "How To Sell The Way People Buy"
  • Guest LinkedIn: https://www.linkedin.com/in/naturalselling/
  • Guest Website: https://naturalselling.com/
  • Guest X: https://x.com/naturalselling

Sales Growth Tools Mentioned In The Sales Podcast