Podcasts about it's not what it seems

After a little break, It's Not What It Seems is BACK, and with a new co-host! Meet Tess. She is Alexis' friend who, other than knowing a thing or two about using power tools and knowing how to hustle, has nothing to do with the arts/events/influencer industry. So why is she the new co-host? Tune in to listen to her and Alexis have a laugh at their differing worlds, be refreshed by Tess' candor, and hear the why behind the new addition! If you love it, don't forget to rate and review! 

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts We all want more sales wins, and my guest on this episode of #SellingWithSocial is going to break down a simple framework that will help us get them. Doug Vigliotti is a writer, speaker, podcast host, and consultant. He's the bestselling author of “The Salesperson Paradox,” host of “It's Not What It Seems,” a podcast to inspire open-mindedness, and Managing Member of groundupSALES, a strategic selling partner for small business owners. With over twelve years of customer-facing experience across three different industries and two Fortune 500 companies, he's a well-documented top performer. Join me as Doug and I discuss his book, “The Salesperson Paradox” and how his C.R.I.N.G.E. framework enables sales professionals to simplify their sales approach to attain more sales wins. Join Vengreso at STAR, February 11-13, 2019 to mix and mingle with forward thinking sales executives and thought leaders. We're extending a $250 savings to all Vengreso subscribers. For full details visit: frost.com/vengreso and use discount code MARIO at registration.   Why Did YOU Start Selling? It Was Probably Because Of The Money The vast majority of sales professionals polled would say that they got into sales because of the great opportunity to make money. It’s natural, and there’s nothing wrong with it at all. But Doug points out that our innate “me first” approach has to be abandoned if we want more sales wins. Why is that? Because sales is the art of helping - and you can’t help customers if you’re not thinking of their needs, wants, and problems first. The beautiful thing is that once you get your thinking turned around to a "customer first" perspective to discover and solve their problems, you begin to experience the increase in sales that produces the cash you were hoping for in the first place. Doug shares a number of helpful illustrations and concepts about how it works on this episode, so be sure you listen! Learn To Make Your Buyers C.R.I.N.G.E. For More Sales Wins Doug points out an interesting phenomenon that happens whenever a person says “No” to something they really want. They cringe as they say it, because they want it so bad. He says sellers need to do such a good job presenting their solutions that buyers have to cringe if they are going to say “No” to the offer. He uses the acronym, C.R.I.N.G.E. to help us remember the basic elements that create this kind of cringe-worthy offer. C - Move away from a “me first” mindset and toward a customer first mindset R - Make sure you’re addressing the real problem the buyer has I - Provide immense value through your solution - in time, ease, status, or money terms N - Be convinced that your solution is non-negotiable, something the buyer can’t live without G - Make your offer with good timing by knowing your customer and your competition E - Make it easy for your buyer to say, “Yes” through providing a low barrier of entry Doug goes into detail on each of these, including foundational questions you can ask at each stage to truly discover if your offer is going to make your buyer cringe, so don’t miss it! Personalizing Sales Emails Creates The Opportunity For More Sales Wins If you are still sending out template emails, STOP IT. You’re alienating yourself and your company from the very people you'd like to consider your solutions. You’ve got to take the time required to become familiar with your buyers. You need to know exactly what to say to each of them individually. Here's how you can do that... Doug suggests that you run your email through a quick “litmus test” before you hit “send.” Ask yourself, “Would I say this to the person receiving it if I were to meet them face to face?” If you wouldn’t, you shouldn’t be sending the email. Why, because it's not personalized enough. Personalization is what gets you past the natural skepticism your prospects already have to sales messages. It shows them that you have taken the time to understand them and their problems - that you CARE about who they are and what they need. That’s how you open the door to start a conversation that could lead to a sales win. Simplicity: The Sales Secret Most Of Us Avoid One aspect of Doug’s advice that is so refreshing is that the things he suggests are simple - in fact, his entire C.R.I.N.G.E framework is based on simplicity. Look at any highly successful business - Facebook, Apple, Uber - they have all accomplished virtually the same thing: a simple, reproducible process for selling and delivering their product or service that makes it easy for consumers to buy over and over. The main component of that formula is SIMPLICITY. It’s what makes the product easy to use and understand. It’s what makes the buying process easy. In Doug’s model, the acronym helps us simply keep track of how we are formulating and presenting our sales messaging. Continue listening to hear Doug's list of reasons we DON'T simplify our sales processes, and learn his solutions. Join Vengreso at STAR, February 11-13, 2019 to mix and mingle with forward thinking sales executives and thought leaders. We're extending a $250 savings to all Vengreso subscribers. For full details visit: frost.com/vengreso and use discount code MARIO at registration. Outline of This Episode [2:22] The relevance and impact of Doug’s experience to this topic [6:11] What is the salesperson paradox? [13:05] How the quantity over quality mindset has ruined content and sales overall [15:46] Is simplicity important to the sales process these days? [18:18] Why differentiation is vital to your sales messaging [23:39] How can you create wonderful cringe moments for your clients? Resources Mentioned Visit Doug online at http://DouglasVigliotti.com and http://DVReadingList.com Find Doug on LinkedIn: https://www.linkedin.com/in/douglas-vigliotti-4a286450 Doug on Facebook: https://www.facebook.com/DVWriterSpeaker/ Doug on Instagram: https://www.instagram.com/douglasvigliotti Doug’s book: The Salesperson Paradox: http://a.co/d/8G0YhOH Doug’s all-time favorite movie: Goodfellas: https://www.imdb.com/title/tt0099685/ Outreach: https://www.outreach.io/ SalesLoft: https://salesloft.com/ Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

075 | Douglas Vigliotti Shares What To Learn from Angry Customers Douglas Vigliotti is a writer, speaker, and consultant. He's the bestselling author of The Salesperson Paradox and host of It's Not What It Seems, a podcast to inspire open-mindedness. He's the Managing Member of groundupSALES, a strategic selling partner for small business owners. With over twelve years of customer-facing experience, across three different industries, and two Fortune 500 companies—Automatic Data Processing and Johnson & Johnson—he's always been a well-documented top performer. He strongly believes simplicity is the secret to reproducibility, engagement, and performance. Are you working ONLY with your ideal clients, or are you taking on every client that comes your way? In the beginning of any business, we get excited and start taking on any and all customers that come our way, but if you don’t set boundaries in regards to who you will and won’t work with, you’re going to end up working with clients that leave you feeling resentful. This week’s guest, Douglas Vigliotti, joins Success Unfiltered to share how he’s employed the sales technique, “sales prevention.” Douglas looks at the long-term strategic implications of working with clients that aren’t ideal. By using sales prevention, and setting up his boundaries early, Douglas now ensures that every client he works with is a dream client. If you’re not familiar with what “sales prevention” is and the positive impact it can have on your business, then this episode of Success Unfiltered is a MUST LISTEN! Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Douglas Vigliotti for taking the time to chat with Michelle. Be sure to join us next week for our next new episode! P.S. It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? My FREE guide “Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk” will show you how! Here are a few key secrets we talked about in this episode: Michelle introduces Douglas Vigliotti. Douglas shares a brief summary of who he is and what he does. The first crushing NO that Douglas experienced happened while he was working for ADP, a payroll services company. At the time, Douglas had a “me first” mentality which led to some sales trouble. He shares the full story in this episode. Douglas shares three ways that he overcame the “me first” mentality. “It’s important to get to NO. Understanding that NO’s are points on the natural learning curve of selling whatever you’re selling.” ~ Douglas Vigliotti When Douglas left ADP, he decided to work for another individual in software sales. This opportunity didn’t last long because of some behind the scenes things that happened. However, being let go from this company, propelled Douglas to begin pursuing his healthcare sales career, something he’d been wanting to do for awhile. Douglas advises that if you hear a NO, the best thing you can do is take a step back and plan out your next move. Douglas believes that simplicity aids in reproducibility. He explains what he means in this episode! A fear-risk analysis is the tool that Douglas uses to evaluate what his clients are afraid of and what the risk involved with that fear is. Douglas shares that his most accomplished NO came from being recruited for the software sales job. Through that NO, he learned that failure isn’t fatal. Douglas turns people away and tells prospects NO all the time. He knows who he firmly wants to work with and will only work with those ideal clients. For those that are afraid to turn business away, even if it isn’t ideal, Douglas shares some amazing wisdom. Douglas shares what he would tell his younger self. Connect with Douglas Vigliotti: Douglas’ Website Douglas’ Book Facebook Instagram LinkedIn P.S. It’s OK To Say NO To Less-Than-Ideal Clients. Trust me, it’s better for EVERYONE to know straight up if a client relationship is a disaster waiting to happen. It’ll save both parties a lot of time, aggravation, and heartache (not to mention money!). Stop wasting your time with mismatched prospects, and start inviting only the RIGHT clients in. How do you do it? My FREE guide “Ideal Clients ONLY: 5 Steps To Pre-Qualifying Prospects And Clients BEFORE The Sales Talk” will show you how. Music produced by Deejay-O  www.iamdeejayo.com  

In this episode of the, It's Not What It Seems podcast, I have a compassionate conversation with Mark Goulston, MD. Mark is the author of Talking to Crazy: How to Deal with the Irrational and Impossible People in Your Life.  *See show notes at douglasvigliotti.com/podcast/6-markgoulston **Enter to win a 3-book gift pack at douglasvigliotti.com/freebooks