Sales is more than a transaction.
It is one of the most important aspects of any business— it’s how you make sure that every customer who walks through your doors has what they need to succeed. It takes the right mix of empathy for your customer’s situation and the ability to understand what they need in order to help them make better decisions than they would have made otherwise. And it takes an understanding of what motivates each person you’re speaking with.
In this episode, Daniel interviews Fred Diamond, the host and producer of the award-winning Sales Game Changers Podcast and co-founder of the Institute for Excellence in Sales (IES).
Listen in as Daniel and Fred discuss the key difference between a salesperson and a sales professional, why sales is hard, why many people think of sales negatively, the role of confidence and skill in making successful sales, what it means to W.A.I.T., and the importance of listening to our customers and showing up prepared.
NEW BOOK by Daniel!!
⭐ Fred’s Books
Connect with Fred:
Fred Diamond is the host and producer of the award-winning Sales Game Changers Podcast and is the co-founder of the Institute for Excellence in Sales (IES). He is also an advocate for Lyme disease treatment and is a frequent article contributor to LymeDisease.org. His books, Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers: Lessons from the Most Important Sales Leaders on the Planet are now available on Amazon.
07:35 “Great salespeople are world-class at understanding their customers.” -Fred Diamond
10:22 “A professional prepares.” -Fred Diamond
14:07 “Once you make that shift internally and you change that self-image from salesperson to sales professional, you start to see yourself in a different capacity. And when you see yourself in a different capacity, your clients are going to see you in a different capacity.” -Daniel Gomez
14:47 “You had to be thinking about what value are you bringing your customer, and even more important, the customer needs to understand that you’re bringing value to them. You just don’t show up— you got to think it through.” -Fred Diamond
16:07 “The only reason that people are averse to the concept of being in sales is they think of it as a transaction. But if you have the mindset of helping customers achieve their mission, then the possibilities are endless.” -Fred Diamond
20:00 “Customers are faced with their own challenges. So you need to come to the table with some serious ready-to-go, thought-through, valuable solutions. You can’t waste their time. They don’t need you unless they need you.” -Fred Diamond
22:01 “If you’re not being innovative, if you’re not growing, or doing something different to stand out, then how do you expect people to find out what you’re doing?” -Daniel Gomez
24:29 “Don’t keep your position as a sales professional secret. You have to go out there!” -Daniel Gomez
29:42 “Are you listening to understand the customer’s needs and wants? If you’re listening to react, you’re costing yourself a business.” -Daniel Gomez
36:16 “We’re more valuable to the planet if we view ourselves as providing value and service to others.” -Fred Diamond