Feb. 28, 2022

451: Why Waste Time Say Lot Word, When Few Word Do Trick? (feat. Brian Nichols)

451: Why Waste Time Say Lot Word, When Few Word Do Trick? (feat. Brian Nichols)

Plus, why do so many folks seem to hate salemen?


Today, we're sitting down one-on-one, as I cover two of our most recent Morning Sales Huddles:

 

"Why Waste Time Say Lot Word, When Few Word Do Trick?" & "Why Do So Many People Hate Salesman?"

 

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Transcript

Brian Nichols  
faced with an uncertain future many business owners and technology professionals don't have time needed to invest in their business technology strategies and as a result are afraid of their technology getting outdated and putting their company and customers information at risk. The digital future is already here. But with all different choices in the marketplace, it's difficult to know which one will be the best fit for you and your strategic vision. Imagine having the peace of mind that your business is backed by the right technology investments that are tailored for your specific needs. Hi, I'm Brian Nichols and I've helped countless business owners and technology professionals just like you helping you make informed decisions about what technologies are best to invest in for your business voice bandwidth, cybersecurity, business continuity juggling all the aspects of business technology is messy. Let me help at the Brian Nichols show.com forward slash help and sign up for a free one on one consultation with yours truly to dig deep into where you see your company headed and how we can align your business technology towards those goals again, that's Brian Nichols show.com forward slash help to get your simplified business technology started today Victor Antonio Welcome to the program

Victor Antonio  
selling is all about really it's we're not selling a product you're not selling a service you're not selling. You're not selling whatever you think you're selling a solution you are selling change Welcome to

Brian Nichols  
The Brian Nichols Show your source for common sense politics on the we are libertarians network as a sales and marketing executive in the greater telecommunications cybersecurity industry, Brian works with C level executives to help them future proof their company's infrastructure for an uncertain future. And in each episode, Brian takes that experience and applies it to the liberty movement. And this is why we talked about being the trusted advisor you should be able to help us that expert guidance and all the opinions that I'm sure that you have and help lead them towards not just a decision but the right decision. Instead of focusing on simply winning arguments or being right. We're teaching the basic fundamentals of sales and their application in the world of politics, showing you how to ask better questions, tell better stories and ultimately change people's minds. And now your host, Brian Nichols. Well, hey there, folks, Brian Nichols here on The Brian Nichols Show. Happy Monday. Thanks for joining us, and it's gonna be you and me one on one. Today, we have a special morning sales huddle edition. I haven't done this in a while. And I've been looking forward to sitting down with you once again, and today we're going to be discussing a few things. Number one, why do so many people hate salesman, but also Why to waste time say a lot word when few word do trick. And that's where we're going to start. So this obviously is an homage to our good friend Kevin Malone. Now, if you're a fan of the TV show The Office like me, you know that Kevin is always coming up with unique and interesting ways of doing things. In one episode, Jim and Pam think something is wrong with Kevin because he only keeps saying parts of sentences and random words in a sporadic manner and thinking something is wrong. They offer to bring him to the hospital. However, they come to find out that Kevin was doing this all intentionally as he thought he had discovered a new and more efficient way of communicating. Why waste time and a lot word when few word do trek. Now if you're a sales professional, believe it or not, you could actually learn a thing or two from Mr. Kevin Malone. Okay, okay. No, I'm not saying you have to go rambling incoherently. But we salespeople have a nasty habit of liking to hear ourselves talk. And as such, we find ourselves spewing verbal vomit on our customers and prospects. Instead of following the Kevin Malone model. I actually I used to have an SDR who I affectionately coined my mini me because I would listen to him on the phone and hear him talking to a prospect. And you'd give these long flowing, articulate value statements, and then

click, they'd hang up. You see, if you're coming out of the world of academia, you've been conditioned to get more information out, versus focusing on the value of what information it is you're putting out. Your prospect has limited time, just like all of us, when they answer the phone, they don't want to hear a long and rambling monologue from a salesperson that they've never spoken to. Rather you have solid 30 to 45 seconds to pique interest, show value, and hopefully establish some next steps. And you don't accomplish that by trying to speak a 700 word essay in your elevator pitch like I used to. You have to think about the issues that your prospect is facing at that very moment that you reach out to them. Enter into the conversations that they are already having internally and then in a succinct and coherent manner. Make your introduction and show value and most importantly, beyond knowing what to say it's also important to know what not to say and when not to say it. Less word can do trick. Just make sure Using right one? All right. All right. So we heard about Kevin Malone and the Kevin Malone approach to using few word to do trick. But what about just your average salesperson? Why is it seen this? So many people just seem to hate salespeople? Well, if you're in the world of sales, and as a sales professional, you know that more often than not, your biggest competition isn't your competitor, the status quo, or even yourself. You know who it is. It's bad salespeople. There are so many snake oil salesmen out there that have created negative perception of what it means to be a true sales professional. We all can think of the used car salesman slapping the roof on the car and telling you that this one has where it counts. Okay, buddy. See, I had the opportunity to sit down with 1000s of buyers over the years in the Greater b2b and b2c space. And here are the top three complaints that your average buyer has with salespeople. Number one, they don't treat them like a priority, and they take their sweet time and getting back to them. Number two, they can feel their salesmen being inauthentic in order to get a sale. And number three, they don't make the prospect feel special or important. Think about that. If you could just address one of those three common complaints, do you think you could see a return in the number of deals you win? You're darn right. Too often we look for the secret sauce, or the magic pill that will make us sales superstars. But in all actuality, what makes a rockstar sales professional is a real, genuine buyer focus individual. So your action item to start this week off is to focus on the things you can do not to make yourself look like a superstar. But to make your prospects feel like superstars. Not only will help you close more business, but you will in turn, help restore the name of all good and honest sales professionals out there. And for that, I thank you for your service. So with that being said, That was two of our morning sales, huddles and yeah, elephant in the room. It has not been five days a week Morning Sales, huddles, hitting your inbox and for that, I must sincerely apologize. See, the reality is I've been getting more back into the swing of things in the sales role. I'm still figuring out my routine. And with that, I've come to realize that I may have bitten off a bit more than I can choose. So what we're doing is instead of doing five Morning Sales huddles in the am you'll be getting around two per week and they're going to be a little bit more thoughtful long written out Morning Sales huddles, and it's going to be really actionable things just like what you heard here today, and much like you've been expecting here from the morning sales huddle just for Brian here he had to lighten the load a little bit especially as we are doing a lot more behind the scenes. I'm so excited to be showing what we're having coming down the pike not only have I had the opportunity just to give you a heads up going out and doing a lot more in person events. For example, it was up in Waukesha, Wisconsin. That's not true as Brookfield, Wisconsin, got the opportunity to speak to hundreds of small business owners and entrepreneurs about how you can protect yourself from big tech censorship, but also big tech in general, but also what else you can look for out there in the greater business world from cyber threats. And how can we best protect small businesses from those threats, but also protect individuals from those threats. Talking to those individuals up there was phenomenal. Also had a great chance to go and speak to some of the the movers and shakers of the up and coming generation at young voices, how to sell your podcast that was a great conversation and roundtable conversation there. And really excited here this coming weekend I'll be making an appearance over at the Libertarian Party of Indiana, I will be doing one of four sessions that will be cycling throughout the day, talking about how to sell your politics to an average person, like an average person and I'm really excited to do that. So if you're going to be at the Indiana State Convention, please do me a favor make sure you stop by one of the four sessions I will be hosting or if you could do me a favor I say or and it's an and go to my booth, my lovely wife will be sitting there and hopefully you can have a chance to not only get one of our don't hurt people don't take people's stuffs bumper sticker. But we'll also have a little sign there. You can use a QR code scanner. It'll bring you right to our website over at proud libertarian and we're gonna have a special discount code for all Indiana State Convention attendees. That's the word attendees. So yes, if you are going to be in Indiana visiting please do me a favor make sure you stop by and also gives The Brian Nichols Show swag. Why not? But with that being said, Folks, that's all I had for you today. By the way have you enjoyed the new format of the show? I'm not sure if many of you have noticed that we've switched things up a little bit here doing a lot more consistency with the YouTube making sure also that the episodes are succinct as possible. So I appreciate I have gotten some feedback there from folks. We've cut the intro. In some instances, not today's episode, I had to go back to the original, just just for fun. But mostly you guys been hearing the newer slice down intro. And I really want to really go back on a lot of feedback. I've heard from you guys, we've been doing these surveys now over The Brian Nichols Show for the past few months. And I've been getting a lot of responses. And by the way, shout out to the amazing trio of folks who won our survey responses there. They should be having a don't hurt people don't take people stuff bumper sticker, either in the mail or arriving shortly. I know our good friend Doug there he shared his picture of his don't hurt people don't see people. Step number six over on Twitter. So glad to see that. But yes, we have heard, you know, one of the things Hey, we love the show, can we shorten up some areas? Areas that's not as much content you know, the areas I hit the skip button. In Trust me, I get it don't I'm not offended. We all do it. We all know the you know how many buttons you have to hit. So I will tell you, I listened to a podcast, the football podcast, you know, I'll tell you, it's the Dallas Cowboys. I'm a Cowboys fan. And you guys all know that because I was lamenting as we lost the playoffs because we sucked this year, we didn't suck, we just suck when it counts. That's what she said. But I have their podcasts I listened to there's like three or four of them. And when it's the season, going through, I have it pretty much memorized that there's three breaks that they usually go to and each one has about a 32nd breaks, I can hear when it goes to commercial, I can skip forward four times. And now I'll pick up right where they're they're getting back in after a commercial break. And I said to myself, well, if I'm doing that I'm sure that there's people who are in my audience who are doing that. So not only going out and trying to make it easier for you guys to listen to. But also we want to make sure as we're growing here, we're making the program as shareable as possible. Because I know right now we're looking at this era of constant content and micro content. You don't want it to in many cases share a three hour episode unless it is Joe Rogan talking to some noted individual or in many cases, not noted individual on he makes them noted. But I would really appreciate if you guys have been enjoying that the change in direction that we've done here at the program, really trying to not only meet you where you're at as my audience, but specifically focusing on bringing in not just the guests, but talking about the trainings and making it much more applicable to what you're doing not just in the world of politics, but in the world of sales, which will be going towards a big announcement we're going to have here as we get towards the springtime. So stay tuned there for the the big announcement. But other than that, guys, thank you from the bottom of my heart, q1 we're wrapping up here as we get towards a march and it's hard to imagine we're already two months in to the year which it's it's crazy that we are two months into the year with the move it's it's really gone by fast. To be very frank and going back into sales has been a lot too. So you know, I thank you all for your patience and understanding as I haven't been able to give you the number of shows I promised at the end of last year with a seven days a week rat five days a week. So we're getting there. Fingers crossed, we'll get to our seven again, as I kind of get my schedule reestablished. But also, as you see, again, what we're doing behind the scenes, we have so many exciting things to prepare for to not only get excited about from the political world, but the world of sales Hint, hint. And, guys, I cannot thank you enough because it's not without you guys that this is possible. I am truly humbled by the number of people who reach out on a consistent basis, saying how much value they get from the program from the morning sales huddles just from the content we're doing over on social media. So I thank you for everybody who does reach out. And for everybody who has gone out of their way to give us a five star rating review. I read every review. I appreciate it from the bottom of my heart. And folks if you want to go ahead and be one of the hundreds of folks who have gone out of their way to give a quick five star rating and review two ways you can do it. Number one, if you're on Apple podcast, go to Apple podcasts and go leave us a five star review there or you can go to the Brian Nichols show.com Click the leave us a review button and you can give us a quick five star review and tell folks why you listen to the program. I can't emphasize that enough. And I'll wrap with this story sell we know that and why not tell your story. There's somebody out there who sees themselves in you and here's their their journey their story in your journey and your story. So tell your story you have a story to tell which you do everybody has a story to tell go out and tell that story. So I want to leave you with that and also be your authentic self which sneak peek to tomorrow's morning sales huddle which will be hitting your inboxes I promise early am so with that being said thank you for joining us on a little bit different have a morning sales huddle Brian Nichols show, but hey, I had a lot of fun. Hopefully you had a lot of fun too. And if you did, please give me a shout at being Nichols liberty, let me know Twitter and Facebook. But with that being said, it's Brian Nichols signing off. You're on The Brian Nichols Show. We'll see you tomorrow.

Thanks for listening to the Brian Nichols show. Find more episodes at the Brian Nichols show.com If you enjoyed today's episode, don't forget to subscribe. Want to help us reach more people? Give the show a five star review and tell your friends to subscribe to find us at Brian Nichols show.com and download the show on Apple podcast, Spotify or wherever you listen to podcasts. Follow me on social media at V. Nichols liberty and consider donating to the show at the Brian Nichols show.com forward slash support. The Brian Nichols Show is supported by viewers like you. Thank you to our patrons Darryl Schmitz, Michael Lima, Michel Mankiewicz hodi John's pregnant caster and the we're libertarians network. trust the experts we're all in this together if it saves one life, raise your hand if you've heard any of those tiresome phrases over the past year and a half. I know my hand is currently raised millions of people across dozens of industries were labeled on essential and forced the lockdown with livelihoods in futures crushed in an instant and as government has continued to expand its power and leverage fear to turn neighbor against neighbor a group of filmmakers have taken a stand and are determined to help set the record straight on the importance of following the actual science of the pandemic follow the science on lockdowns and liberty from the sound mind trade group is a brand new Docu series highlighting the stories of those negatively impacted over the past year and a half by ineffective government policies enacted in the name of following the science with noted experts like Nick Hudson from Panda the pandemic data analytics organization healthcare policy advisors like Scott Atlas and telling stories of business owners families and just your average everyday person harmed by these government mandates follow the science on lock downs and liberty is giving us a chance to make sure the true stories of the pandemic are told so please help us at The Brian Nichols Show in supporting the sound mind creative group with notable figures in the liberty movement like Dr. Tom Woods donating 1000s of their own dollars to this project. You know just how important this project is. So head the Brian Nichols show.com forward slash follow the science to donate and catch their brand new trailer to the Docu series one more time. That's Brian Nichols show.com forward slash follow the science

Transcribed by https://otter.ai