Mental Selling: The Sales Performance Podcast

Confidence is the fuel that drives success in sales. It's the secret ingredient that transforms ordinary interactions into extraordinary opportunities, helping sales professionals steadily progress in the face of challenges and setbacks. In this conversation, Meshell Baker discusses the fundamental principles of successful selling, including clarity in purpose, overcoming challenges, and connecting with customers. She elaborates on the concept of authentic selling, highlighting the significance of bringing one's genuine self into sales interactions. Meshell also shares insights on the power of listening, reflection, and visualization in enhancing sales performance and achieving exceptional results. In this episode, you’ll learn: - The significance of clarity in understanding one's purpose in sales, how it drives motivation and resilience, and strategies for handling rejection and maintaining confidence in the face of setbacks. - The importance of active listening in sales to validate and uncover customer needs and how focusing on delivering value can lead to sales success. - How authenticity in sales interactions builds trust and rapport with customers, leading to longer relationships and driving sales growth. Jump into the conversation: [03:03] Embracing No and Moving On [05:13] The 5 P's of Excellence [10:12] Value First, Money Follows [12:55] Invest in Yourself [19:10] What is Authentic Selling? [22:10] How to be a Powerful Listener in Sales [25:01] Reflection Amplifies Projections [31:02] Clarity and Confidence [31:48] How and Why Coaching Fuels Confidence Meshell Baker is a transformative Keynote Speaker, Authentic Selling Alchemist, and Chief Confidence Igniter in sales, leadership, and personal development. With over two decades of experience spanning multiple countries and industries, Meshell brings a wealth of knowledge and expertise to her clients. As the founder of Meshell Baker Enterprises, she empowers individuals and organizations to unlock their full potential, capitalize on their strengths, and achieve sustainable growth. Resources: Follow Meshell on LinkedIn: https://www.linkedin.com/in/meshellrbaker/ Meshell on X: https://twitter.com/MeshellRBaker/ More about Meshell: https://meshellrbaker.com/

Referrals are like golden tickets in the world of sales. They open doors to opportunities, build bridges of trust, and pave the way for lasting connections. However, many sales professionals fail to realize the full potential of referrals due to various misconceptions and challenges. Joanne Black, founder of No More Cold Calling, joins this episode to discuss the critical importance and value of referral selling in sales prospecting. She talks about how many salespeople struggle with asking for referrals due to mindset barriers like feeling uncomfortable or fearing rejection. Joanne emphasizes the importance of building trust and credibility through referrals and the need for a systematic approach to referral generation. She also advocates for a culture shift within sales organizations where referrals are viewed as a cornerstone of the sales strategy rather than a peripheral tactic. Through her insights, Joanne underscores the transformative potential of referrals in boosting sales effectiveness and building stronger relationships with prospects. In this episode, you’ll learn: The mindset barriers and fear of rejection that hinder sales professionals from asking for referrals How to cultivate and expand your network of referral sources by leveraging existing connections Why sales leaders fail to prioritize and coach their teams on effective referral strategies Jump into the conversation: [03:26] Referral Mindset Challenges [05:49] Why Sales Teams Struggle with Referrals [07:11] Referral Selling Is a System [12:10] The Power of Trusted Introductions in Sales [14:13] The Limitations in LinkedIn [19:17] Practice Is the Key [23:56] Referrals Build Trust [28:01] External vs. Internal Referrals [29:37] Keeping Focus on the Problem Joanne is America’s leading authority on referral selling, the only business development strategy proven to convert prospects into clients more than 50% of the time. She is a captivating speaker, innovative seminar leader, and influential figure in sales and business development. Joanne has spent her career helping sales teams and business owners build their referral networks to quickly attract more business, decrease operating costs, and ace out the competition every time. Related Resources: Joanne on LinkedIn: https://www.linkedin.com/in/joanneblackreferralsales/ Joanne on Twitter: https://twitter.com/ReferralSales Learn more about Joanne: https://www.nomorecoldcalling.com/ Joanne’s Books: https://www.nomorecoldcalling.com/no-more-cold-calling-book/

In sales, there exists a set of special habits that can turn an ordinary seller into a sales unicorn, someone who stands out and excels beyond expectations. These habits aren't magic spells or superpowers; they're simple practices anyone can adopt and master with dedication and effort. In this conversation, William Vanderbloemen, author, CEO and Founder of Vanderbloemen Search Group, discusses the importance of mastering these 12 unicorn habits for sales excellence. He shares personal anecdotes and examples to illustrate how each habit plays a crucial role in sales success. From being fast in responding to inquiries to cultivating authenticity and solving problems, William highlights the practicality and effectiveness of these habits in building trust and driving sales. Furthermore, William encourages salespeople to start with the habits that resonate most with them or come easiest, building momentum as they progress. Tune in to learn and take the first step towards becoming a sales unicorn today. In this episode, you’ll learn: - Why becoming irreplaceable in sales hinges not on self-promotion but in the art of attentive listening and genuine interest in others. - The power of aligning sales efforts with a higher purpose to resonate with customers and drive growth and profitability toward the brand. - How authenticity, purpose-driven selling, self-awareness, and integrity can revolutionize your approach to sales and will set you apart in a crowded marketplace. - The importance of thorough hiring processes helps companies minimize the risk of hiring mistakes and ensure to building of high-performing teams that drive sales success. - The power of deflecting conversations that creates space for customers to express themselves fully and make them feel heard. Jump into the conversation: [00:00] Introduction [04:20] The Habit of Being Fast [11:21] How to be Authentic in Sales [18:24] Be Driven by a North Star [25:25] Avoiding Hiring Mistakes [31:42] Why Self-Awareness is Rare [34:27] On Punctuality and Integrity William Vanderbloemen is an entrepreneur, pastor, speaker, author, CEO, and Founder of Vanderbloemen Search Group, an executive search firm serving churches, ministries, and faith-based organizations. Before founding Vanderbloemen Search Group, William studied executive search under a mentor with over 25 years of executive search at the highest level. His learning taught him the best corporate practices, including the search strategies used by the internationally known firm Russell Reynolds. These experiences have come together with his pastoral work to form a unique gift for helping churches and ministries build great teams by finding their key staff. Resources: Follow William on LinkedIn: https://www.linkedin.com/in/williamvanderbloemen/ On X/Twitter: https://twitter.com/VanderbloemenSG William's website: http://Vanderbloemen.com William’s Books: Be the Unicorn, 12 Data-Driven Habits that Separate the Best Leaders from the Rest; Culture Wins

Sales leaders may find it challenging to grasp the true essence of effective coaching, often mistaking the practice as pointing out flaws and errors. However, coaching is much more than that. It's about illuminating paths to growth, nurturing meaningful connections, and empowering individuals to unleash their full potential. Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for part 4 of Mental Selling’s special series. In this conversation, Mike and Derek shed light on the existing challenges and misconceptions surrounding coaching and how it enables sales leaders to inspire greatness in their teams. They emphasize the importance of shifting the mindset of sales leaders to one that views coaching as a means of unlocking individual potential and driving collective success. Mike and Derek believe that through effective coaching, sales leaders can create an environment where team members feel valued, supported, and empowered to achieve greatness. In this episode, you’ll learn: The role of coaching and how it provides a vantage point for salespeople to see aspects of their performance they may miss on their own. Why effective coaching entails active listening, asking probing questions, and refraining from providing all the answers. Why coaching should be provided to all team members as part of their growth and development rather than focusing on those who are struggling. Resources: LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/ Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/

Without a steady stream of potential customers, keeping your sales going strong is hard. Pipeline growth and outbound lead generation are essential for success in sales. It's not always easy, but with the right mindset, strategy, and persistence, you can build a strong pipeline of potential customers and keep your sales flowing smoothly. In this conversation, Jeff Winters, Founder of Sapper Consulting and Chief Revenue Officer at Abstrakt Marketing Group, joins to discuss how the mindset surrounding pipeline growth and outbound lead generation is crucial for success in sales. He emphasizes the importance of understanding that achieving success in these areas requires both an art and a science. Jeff touches on the role of sales leadership in supporting sales representatives during slumps, the concept of sales enablement, and its significance in empowering sales teams to perform at their best. In this episode, you’ll learn: The importance of mastering both the art and science of pipeline growth and outbound lead generation in sales. The concept of building resilience and maintaining the right attitude for long-term success in sales. The idea of setting micro-goals and embracing failure as essential components of the sales process. Jeff Winters is a seasoned entrepreneur with a passion for driving business growth. His experience navigating the highs and lows of entrepreneurship leading sales & marketing teams has equipped him with invaluable lessons in sales, leadership, and operations. Jeff is also the co-host of "The Grow Show" podcast, where he shares genuine stories and practical insights from experienced leaders in the business world. Resources: Follow Jeff on LinkedIn: https://www.linkedin.com/in/jeffreyscottwinters/ Jeff's website: https://www.abstraktmg.com/ The Grow Show Podcast: https://thegrowshowpodcast.buzzsprout.com/

Mastering the art of sales requires a combination of listening, understanding, and building confidence. Sales professionals can forge lasting relationships and drive positive outcomes by prioritizing the customer's needs, demonstrating authenticity, and continually refining their approach. Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for this part 3 of Mental Selling’s special series. In this conversation, Mike and Derek discuss the importance of active listening, understanding, and building rapport in the sales process. They emphasize that professional selling is not about dominating the conversation with a scripted pitch but rather about genuinely understanding the customer's needs and concerns. Mike and Derek advocate for a sales approach grounded in attentive listening, keen observation of body language, and the ability to discern the unspoken cues that reveal the customer's true motivations. In essence, the exchange between Mike and Derek serves as a reminder that successful salesmanship hinges on the ability to listen, understand, and empathize with customers. By prioritizing these foundational principles over aggressive tactics, sales professionals can forge meaningful connections and address customer needs more effectively. Resources: LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance https://www.integritysolutions.com/listen-to-sell/ Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ In this episode, you’ll learn: The need for salespeople to prioritize listening attentively to customers, observing their body language, and discerning unspoken cues to understand their true motivations. The importance of balancing confidence and humility allows sales professionals to establish credibility and trust with their customers. The significance of approaching every sales interaction with a sincere intention to add value to customers. Jump into the conversation: [01:12] Listening People into Buying [03:49] Selling Requires Discipline [06:23] Navigating Complex Sales [12:41] Adding Value vs. Values-Based Selling in Sales [15:32] The Power of Confidence [16:30] The Art of Pre-Call Planning

Having clarity of purpose plays a crucial role in sales. Tapping into your purpose not only provides salespeople direction and motivation but also helps build stronger relationships with customers and colleagues. In this conversation, Lisa Earle McLeod (also our Ep 031 guest) returns to the show to discuss the transformative power of purpose-driven selling, the importance of reflection in sales, and how sales leaders can foster a culture of customer impact and employee significance. She emphasizes that sales isn't just about serving customers but about improving their lives and the lives of their customers. Lisa highlights the role of sales leaders in reframing the sales conversation to align with purpose. By asking the right questions and translating sales numbers and KPIs into customer impact, sales leaders can help their teams understand the significance of their work and drive better performance. Lisa believes that revenue and shareholder value naturally follow when companies prioritize customer satisfaction and well-being. In this episode, you’ll learn: - The transformative power of purpose-driven selling - Why sales isn't just about serving customers but about improving their lives - Questions for sales teams to reflect on to unpack both wins and losses. - The power of sharing how a team’s work made a difference in the lives of their customers helps employees feel a sense of significance and motivation. - The value of translating numbers into customer impact helps employees understand the value of their work. - Why salespeople want to be part of something bigger than themselves and for their work to matter Additional Resources: Lisa on LinkedIn: https://www.linkedin.com/in/lisaearlemcleod/ Lisa on Twitter: https://twitter.com/lisaearlemcleod Learn more about Lisa: https://www.mcleodandmore.com/ Lisa’s Books: Selling with Noble Purpose; Leading with Noble Purpose Lisa Earle Mcleod is a best-selling author, strategy consultant, keynote speaker, executive coach, and founder of McLeod & More, Inc. Recognized as the creator of the Noble Purpose business philosophy, Lisa helps leaders and organizations amplify purpose and meaning while driving financial performance. She is a popular keynote speaker and a prolific writer who has authored five books in five genres (leadership, sales, personal growth, conflict resolution, and humor), including the best seller Selling with Noble Purpose. Jump into the conversation: [00:01:18] Understanding Purpose and Its Importance in Sales [00:07:16] Playing the Long Game [00:12:21] Why Specificity (Depth of Knowledge) is Sexy [00:16:46] Metrics Beyond Revenue & Win Rates [00:22:43] How to Properly Ask for Referrals [00:25:11] Three Questions to Unpack Wins and Losses [00:34:58] Difference of Serving and Improving the Customers

In sales, it's often said that success hinges more on who you are than what you know. Customers can easily tell if you're just trying to sell something or if you genuinely care about them, their problems, and how to help them. Mike Esterday and Derek Roberts, co-authors of the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join Will for this part 2 of Mental Selling’s special series. In this conversation, Mike & Derek discuss the importance of authenticity and integrity in sales and how these qualities can lead to long-term success. They explore the concept of emotional intelligence, which involves understanding and managing emotions to build better customer relationships. Mike and Derek also stress the importance of embracing the value of sales and understanding that success in sales is more about who you are than what you know. Mike and Derek emphasize a clear purpose and passion for helping others, as these qualities can drive motivation and enhance sales performance. In this episode, you’ll learn: - The crucial role of emotional intelligence, genuine empathy for customers' needs, and how both help build relationships with customers. - Strategies to overcome self-limiting beliefs that hinder sales performance. - Why salespeople should recognize the value they bring to customers' lives and embrace the role of problem solver Resources: LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance (ListentoSellBook.com) Follow Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ Follow Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ Jump into the conversation: [01:06] Integrity and Authenticity in Sales [03:13] The Balance of Logic and Emotion [04:04] A Clear Understanding of Your Sales Purpose [08:19] Taking Ownership for Sales Success [10:23] Sales Congruence

While sales is acknowledged as vital, it is often not viewed as a strategic function. To unlock sustainable growth, leaders must champion a strategic approach that views sales not merely as a numbers game but as the execution of the company's broader strategy. In this conversation Scott K. Edinger, author of The Growth Leader: Strategies to Drive the Top and Bottom Lines, joins to discuss the dynamics of sustainable revenue growth and the intersection of strategy, leadership, and sales. He explores the pivotal role that leadership and motivation play in shaping the success of sales organizations. Scott uncovers the common pitfalls associated with viewing sales merely as a transactional function and advocates for a paradigm shift toward creating consultative relationships that align seamlessly with broader business strategies. This conversation with Scott provides a roadmap for leaders and sales professionals alike, guiding them on how to bridge the gap between sales & strategy to drive sustainable, more predictable and profitable revenue growth. In this episode, you’ll learn: - That growth is not merely a sales issue but a leadership and motivation challenge. - The power of aligning strategy, leadership, and sales to achieve sustainable revenue growth. - The importance of helping salespeople see the long-term benefits of investing in their professional development. Scott is founder of Edinger Consulting and a bestselling author, keynote speaker, and regular contributor to both Forbes and Harvard Business Review. He is the author of The Growth Leader: Strategies to Drive the Top and Bottom Lines, creating positive change for clients with expertise in the intersection of leadership, strategy, and sales. Scott has worked with CEOs and senior leaders to develop pragmatic strategies and execute approaches to drive top and bottom-line results. Jump into the conversation: [00:02:46] Challenges in Driving Sales Performance [00:18:50] How to Make Sales Truly Strategic [00:22:13] Three Ways to Design a Valuable Sales Experience [00:27:31] The Importance of Consistency in Brand Promise [00:29:32] Making Emotional Connection in Leadership Additional Resources: Scott on LinkedIn: https://www.linkedin.com/in/scott-edinger/ Follow Scott on Twitter: https://twitter.com/ScottKEdinger Scott's website: https://www.scottedinger.com/ Scott’s Book: The Growth Leader: Strategies to Drive the Top and Bottom Lines

Being an effective salesperson requires a combination of listening, empathy, self-awareness, and continuous learning and improvement. Succeeding in sales is about creating value for customers and solving their problems. And you can't do either of those things well without listening- not just to the customer, but to yourself... Mike Esterday and Derek Roberts are both sought-after coaches and leaders in sales performance improvement. Mike is CEO of the industry-leading sales training firm, Integrity Solutions. Derek is Chief Executive of Roberts Business Group and an Executive Partner of Integrity Solutions. Together, they have co-authored the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performance. In this episode, part 1 of a special series, Mike and Derek speak about how acknowledging the importance of listening can significantly improve sales performance. They also discuss the role of self-awareness and emotional intelligence in sales and how one's confidence, attitudes and beliefs directly impact how a salesperson interacts with customers. In this episode, you’ll learn: - The importance of active listening, which includes hearing what the customer is saying and paying attention to their underlying needs. - The significance of emotional intelligence in navigating difficult conversations, handling objections, and building rapport with customers. - Effective sales is about creating value for customers by understanding their concerns and providing solutions that address their needs. Resources: LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/ Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ Jump into the conversation: [02:14] The Role of Today's Salespeople in the Buyer's Journey [05:19] Why Selling Is More Than Just Listening to Customers [07:33] The Impact of a Negative View of Selling [11:25] The 3 Key Conversations To Be Successful in Sales [14:57] Selling Is a Noble Profession