Mastering the Sales Mindset with Steve and Jeff Goldberg
On Episode 332 of The No Limits Selling Podcast, we have Steve and Jeff Goldberg. Jeff, with over 4 decades in sales and sales management, and 20 years of experience as a sales Coach/Trainer, helps salespeople and organizations achieve measurable and sustainable sales increases. He works internationally, with clients from a wide variety of industries and company sizes, providing coaching and training on mastering the sales mindset, and consulting services that address their specific sales challenges and goals.
Jeff does in-person training as well as delivering engaging and interactive online sessions that help my clients improve their sales confidence, rapport, questions, value proposition, and closing skills.
He recently released two online sales training programs, "Conversational Selling Skills" (https://the-salespro-network.mykajabi.com/offers/5NdiMvWs) and "Professional Prospecting." (https://the-salespro-network.mykajabi.com/offers/E7KGFhZe)
Jeff also hosts a sales podcast (The Sales Pro Network) and performs as a stand-up comedian. His mission is to help salespeople and sales managers become more effective and successful in their roles while enjoying the ride.
Steve is an accomplished sales leader with a focus on solving complex problems that customers will ultimately face in the selling cycle. He can help guide his customers to unlock their potential and see actual results.
He has a proven history of growing and scaling successful sales teams, expanding enterprise business, and truly understanding how to modernize the sales process from start to finish. Fueled by the grit and passion that it takes to win, big and small, Steve will be your partner in helping you generate more revenue while creating the best experience for your customers.
In this episode Steve and Jeff share tips on mastering the sales mindset.
[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]
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The Philosophy of Serving
Jeff Goldberg emphasizes the foundational principle in sales: serving the customer. Instead of merely focusing on closing deals, the primary objective should be to cater to the customer's needs. This approach not only benefits the salesperson but also elevates the entire profession of sales.
Building Trust and Understanding
Jeff Goldberg delves deeper into the sales mindset. He believes that salespeople shouldn't be in the business of convincing. Instead, the goal should be to engage in meaningful conversations that naturally lead customers to choose to do business. Building trust and genuinely understanding the customer's needs are pivotal in the process of mastering the sales mindset.
The Importance of Continuity in Sales
One of the practical pieces of advice Jeff Goldberg offers is the "best next action step philosophy." It underscores the importance of always setting up the next point of contact, be it a meeting or a phone call, during the current interaction. This proactive approach can significantly shorten the sales cycle and ensures that salespeople are consistently engaging with genuinely interested prospects.
Overcoming Negative Connotations
Steve Goldberg addresses a prevalent issue in sales: the negative stereotypes associated with salespeople. He stresses the need to shift this perspective. Instead of viewing sales as a mere transaction, it should be seen as a problem-solving exercise. This mindset can help in reshaping the image of salespeople and making interactions more fruitful.
Societal Beliefs and Their Impact
Umar Hameed touches upon a deeper societal issue. He discusses how society's ingrained beliefs about sales can inadvertently become obstacles for salespeople. These limiting beliefs, often absorbed unknowingly, can hinder a salesperson's success. Recognizing and addressing these beliefs is crucial for personal growth in the sales domain and mastering the sales mindset.
The Power of Training
An anecdote is shared about the effectiveness of following training guidelines in sales. The story highlights how adhering to training videos and guidelines can lead to remarkable sales results, especially when approached with sincerity and dedication.
Questions & Answers
What is the core philosophy behind successful sales?
The foundation of successful sales lies in serving the customer. Instead of merely aiming to close deals, the primary objective should be to cater to the customer's needs, ensuring a win-win situation for both parties.
How can salespeople build trust with their customers?
Building trust in sales involves engaging in meaningful conversations rather than trying to convince. By genuinely understanding the customer's needs and offering solutions, salespeople can foster trust and create lasting business relationships.
What is the "best next action step philosophy" in sales?
The "best next action step philosophy" emphasizes the importance of continuity in sales. It suggests that salespeople should always set up the next point of contact, be it a meeting or a phone call, during the current interaction. This proactive approach ensures consistent engagement with genuinely interested prospects and can significantly shorten the sales cycle.
How can salespeople overcome the negative stereotypes associated with their profession?
Overcoming negative stereotypes requires a shift in perspective. Salespeople should view their role as problem solvers and consultants rather than just transactional agents. By focusing on solving customer problems and offering genuine value, salespeople can reshape their image and counteract negative connotations.
How do societal beliefs impact the success of salespeople?
Societal beliefs, especially negative stereotypes about sales, can become subconscious obstacles for salespeople. These ingrained beliefs can hinder their success and confidence. Recognizing and addressing these limiting beliefs is crucial for personal and professional growth in the sales domain.
Why is training essential for sales success?
Proper training provides salespeople with the necessary tools and guidelines to approach sales effectively. Adhering to training modules and applying them sincerely can lead to remarkable results, as highlighted by anecdotes where salespeople achieved significant success by simply following training guidelines.
How can salespeople elevate the entire profession of sales?
Elevating the sales profession involves a combination of personal mission, skill development, and the right mindset. By focusing on serving customers, building trust, and continuously improving their skills, salespeople can contribute to the positive evolution of the sales profession.
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