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423: Sales that Shine with Stacey Hall
The dynamic Stacey Hall, Founder and CEO of Success with Stacey Hall, TEDx and Keynote Presenter, and Author of 5 #1 Global Best-Sellers, shares a fresh perspective on business and entrepreneurship in this episode. She reveals her unique "ABCs of sales" and how selling from her comfort zone has propelled her to the top.
Dive into a discussion on empathy-driven sales and learn how shifting away from traditional tactics can result in a more successful outcome. Stacey introduces a modern sales framework that emphasizes alignment, belief, and consistency. Hear about her lighthouse metaphor and understand how to effectively transform connections into prospects.
If authenticity in sales intrigues you, Stacey's take on the matter is a must-listen. Plus, a sneak-peek into networking in the digital era. Tune in for these insights and more!
Episode Highlights:
04:06 - We must treat people like they're human beings. We take the targets off their heads. We stop looking at them as soulless, like all they have the ability to do is say yes or no. We realize that they're dealing with all sorts of issues in their lives. All of us are dealing with issues in our lives. We don't assume that the most important thing in the world to them is our product or our service. We learn to listen rather than be prepared to pitch. And we treat people that we meet wherever we meet them like we would if we were meeting them at a party. That's what I'm talking about. Like when I say to folks, "Would you ever walk into a birthday party wearing a sandwich sign for your business?" You might have business cards in your pocket. I get that. But would you walk into a party with a sandwich sign promoting your business? Everybody I've met says, no, they would not do that. I say, "Well, then why, when you first meet somebody through social media or at a networking event, the very first thing that comes out of your mouth is what you do?"
05:54 - In this day and age, my new version of the ABCs is first, alignment, then belief, then consistency. And I use the metaphor of a lighthouse for what I'm talking about. So, if we think of a lighthouse and how it stands tall, I think you might be able to see mine here. They stand tall and grounded and centered, and they know their spot. And if it was in human form, you'd say, "Okay, they're pleased with their spot. They stay here. They don't try to be a searchlight being in everybody else's space. They know their space." So, the first step of alignment, Elzie, is I have to have a personal story as to why I believe in what I'm selling.
19:48 - Not, oh, I can sell you a pair of shoes. You're doing research? Great. Have you researched this brand? They say, "No, I haven't heard about it." "Are you open to hearing about it? I can get you some research as to why I love them." I'm still not using the word sell because nobody wants to be sold something. Everybody loves to buy something. Everybody loves to know something that other people don't know. So, again, if it's very clear I'm there because I'm selling, I'm still not going to use the word. This is why I sell it. This is why I love it. This is why I use it. This is why I believe in it. This is why I chose to check it out. All those phrases are going to be more human than this is why I sell it. And if the person says, "Yes, I'm open to researching," I'll say, great, where would you like me to send it to you?
20:49 - I sure hope that your way is producing sales satisfaction and success for you. Because my theory is, what I stand on is, we make the best salespeople when we're standing in our own comfort zone. So, there are people who love the competition. They thrive on it. They love to see if they can win somebody over. Okay, great. You've got that marketing style. Have at it. That marketing and that sales style, not me. I'm not even saying we can agree to disagree. I'm saying I celebrate your way of wanting to do it.
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