5 Powerful Tactics on 'Sales to Profit' by Jeremy Pope
On Episode 142 of The No Limits Selling Podcast, we have Jeremy Pope, a former clinical and stage hypnotist who now helps entrepreneurs build scalable high-ticket businesses. He’s been a top salesperson, sales manager, and sales trainer for international businesses, including the direct-marketing giant Guthy Renker. Now, he helps small business owners repair broken discovery calls. You can join the free Facebook community at salescalloverhaul.com/join. In this episode, Jeremy shares 5 tactics for Sales to Profit.
Possible talking points/controversies-Why he hated marketing and resented sales for the first year of his entrepreneurial career, and had to learn it the ‘non-talented’ way.-If you’re like most salespeople, you don’t know HOW to pay attention to your prospect. Here’s what hypnosis can teach you about ‘sales mind-reading’-Why ‘asking for help on price objections’ will seize up your sales engine every time-3 Commitments that will help you close 15% more sales tomorrow-
How one prep mistake causes most business owners to lose great potential clients-What many salespeople do that’s like ‘putting on makeup without a mirror’-How using the wrong credibility factors can squash your sales-Don’t know your numbers? You’re closing 15% lower than you think, maybe on every step-3 Simple factors to decrease your sales cycle time - awareness, call prep, and commitments-Why most people ignore the most effective changes to their sales processes: unsexy is your secret weapon
Giveaway/Bonus for your audience: Sales Consolewww.salescalloverhaul.com/join
The Sales Call Overhaul live show is a weekly event in our free Facebook group where we rebuild broken sales calls live on the air - this is our $1800 offering, and we give it away to one winner every Friday. All group members can participate! (9 different factors)
[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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Introduction and Background
The podcast begins with Umar Hameed introducing Jeremy Pope, who he humorously refers to as the "Pope of Sales". Jeremy Pope is known for his unique approach to sales, which he refers to as "sales therapy". He explains that a significant part of his job involves fixing broken offers, funnels, and sales calls. He does this by identifying problem spots in sales goals and addressing them.
Sales Therapy and the Importance of Mindset
Jeremy emphasizes the importance of mindset in sales. He believes that what often stops people from executing at a higher level is their mindset. He uses the term "sales therapy" to describe his approach to addressing this issue. He is not a therapist, but he uses therapeutic techniques to help salespeople overcome their mental barriers.
Fixing Broken Offers and Funnels
Jeremy shares his experience of fixing broken offers and funnels. He explains that he often works with recruiters who have two sales to make: one for the candidate and one for the client. He helps them refine their messaging and timing to ensure they are reaching the right people and solving a problem that their audience needs to be solved.
Building Trust and Establishing Relevance
Jeremy discusses the importance of building trust and establishing relevance in sales. He prefers to talk about "reach, relevance, and resonance" rather than the traditional "know, like, trust" factors. He explains that "reach" is about having access to the right audience, and "relevance" is about solving a problem that the audience needs to be solved.
The Importance of Framing and Emotional Connection
Jeremy emphasizes the importance of framing in sales calls. He explains that framing is about setting the context and controlling the narrative of the sales conversation. He also highlights the importance of establishing an emotional connection with the prospect. He believes that many salespeople fail to get to the emotional core of the call, which is crucial for making a sale.
In this podcast, Jeremy Pope, a seasoned sales expert, shares his unique approach to sales, which he refers to as "sales therapy". He emphasizes the importance of mindset, strategic communication, and emotional connection in sales. His approach involves identifying and addressing problem areas in sales goals, refining messaging and timing to reach the right audience, and solving relevant problems for the audience. He underscores the significance of setting the right context or frame during sales conversations and handling the close with confidence and transparency.
By bringing up concerns or worries upfront, he believes salespeople can alleviate pressure and allow the inherent tension of the situation to guide the conversation toward a successful close. His insights provide valuable strategies for enhancing sales performance and achieving better outcomes.
Questions & Answers
What is Jeremy Pope's unique approach to sales?
Jeremy Pope's unique approach to sales, known as "sales therapy", involves identifying and addressing problem areas in sales goals, refining messaging and timing to reach the right audience, and solving relevant problems for the audience. He emphasizes the importance of mindset, strategic communication, and emotional connection in sales.
How does Jeremy Pope define 'sales therapy'?
Sales therapy, according to Jeremy Pope, is a therapeutic approach to sales that involves overcoming mental barriers that prevent salespeople from executing at a higher level. This approach is about fixing broken offers, funnels, and sales calls by identifying problem spots in sales goals and addressing them.
What are the 'reach, relevance, and resonance' factors in sales according to Jeremy Pope?
Jeremy Pope talks about "reach, relevance, and resonance" as key factors in sales. "Reach" is about having access to the right audience, "relevance" is about solving a problem that the audience needs to be solved, and "resonance" is about establishing an emotional connection with the prospect.
Why is framing important in sales calls according to Jeremy Pope?
Framing, according to Jeremy Pope, is about setting the context and controlling the narrative of the sales conversation. It's a crucial aspect of sales calls as it helps in guiding the conversation in the desired direction and establishing the right tone for the discussion.
What is Jeremy Pope's advice on closing a sale?
Jeremy Pope advises salespeople to be explicit about the sale and the decision to be made. He encourages salespeople to bring up their concerns or worries upfront to alleviate pressure and allow the inherent tension of the situation to guide the conversation towards a successful close.
How can 'sales therapy' enhance sales performance?
Sales therapy, as proposed by Jeremy Pope, can enhance sales performance by addressing mental barriers, refining messaging and timing, solving relevant problems for the audience, setting the right context or frame during sales conversations, and handling the close with confidence and transparency. This approach provides valuable strategies for achieving better sales outcomes.
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