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.

Find Steve Goldberg: LinkedIn,
Find Jeff Goldberg: Website, Facebook,

[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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Summary

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.