Jul 30, 2018
Executive sales trainer David
Reeser visits the show to take the fear out of selling. He shares
his thoughts on the mindset required to have helpful sales
conversations without fear. We discuss his Victory Mindset concepts
and get to role-play a sales conversation that follows a 4-Step
process anyone can follow in their business.
While sales is applicable to any
step on the The Pronto Path, the fear of sales conversations holds
many back from growing their company. In this episode, David shares
different ways to think about sales in order to change our mindset
and therefore our actions when it comes to approaching
sales.
As Andy did, you might have
gotten into the tax business because you thought there would be
minimal sales required since everyone needs to do their taxes. The
reality is, sales is becoming ever more important in the
competitive landscape and knowing how to simply and effectively
sell will be key to your success.
To learn more, and for the
complete show notes, visit:
http://taxpronation.com/13
Quotables:
- [04:43] “Where I’ve seen some individuals fall
short is that they’re so focused on the occupation of the task they
want to do that they forget that we’re actually human beings.”
—David Reeser
- [05:00] “A proper sales strategy is built on a
sincere desire to help others and communicate your value.” —David
Reeser
- [06:04] “I think sales is more powerful than
just getting business done.” —David Reeser
- [11:12] “If you cannot see it in your mind, you
cannot hold it in your hand.” —Steve Harvey
- [14:08] “Everyone is on the sales team!” —David
Reeser
In This Conversation We Cover:
- [03:21] The non-salesy appeal for Andy wanting
to get into the tax industry in the first place
- [04:00] David’s thoughts on the proper mindset
about sales in general
- [04:43] “Where I’ve seen some individuals fall
short is that they’re so focused on the occupation of the task that
they want to do that they forget that we’re actually human beings.”
—David Reeser
- [05:00] “A proper sales strategy is built on a
sincere desire to help others and communicate your value.” —David
Reeser
- [05:11] The 4 Step Sales Process David
teaches
- [05:38] How to close the sale with a really
simple, and positive, question
- [06:04] “I think sales is more powerful than
just getting business done.” —David Reeser
- [06:25] The key first thing you need to have
sales conversations
- [07:57] Andy shares how tax professionals can
build up their confidence in sales over time
- [08:50] How to feel good about what you do and
sell, even if you don’t believe it’s world-changing
- [09:29] Different thoughts on “Fake It Until
You Make It” mindset
- [11:12] “If you cannot see it in your mind, you
cannot hold it in your hand.” —Steve Harvey
- [12:47] David shares how to talk about your
value and your strategic desire to help others
- [13:36] What David really teaches
- [14:08] “Everyone is on the sales team!” —David
Reeser
- [14:48] Jeff asks David to explain his meaning
of the word strategic when it comes to sales
- [15:14] David shares his pet peeve with the
phrase “deal with people”
- [16:38] David uses a medical analogy to paint
the picture of how to build trust in sales
- 17:40] 58% of Pronto tax pros said they enjoyed
helping people the most over all other benefits of the tax
business
- [18:29] David and Andy walk through a role-play
sales conversation
- [27:38] Jeff jumps in to explain the
personality dynamics of the two actors in the role-play
- [30:35] David shares his Victory Mindset
training concept
- [31:41] Andy shares his thoughts on how the
role-play went and the key lessons
- [32:38] Why professionals know how they do
business and stick to it
- [33:15] David urges listeners to rethink how
they think about sales
- [34:04] What if I am not a
“people-person?”
- [34:47] David shares why he believes high
Emotional Quotient (EQ) is not required in sales
- [37:29] How to find pain or opportunity with a
prospect
- [40:14] The power of loose
connections
- [41:41] The difference between selling as a
large brand or a small independent company
- [43:02] The importance of knowing the thing you
are solving for your client
- [45:22] The implications of defining success
for your business
- [47:16] David’s Pronto Tax School Sales Course for
Independent Tax Professionals
Tax Pro Nation is sponsored
by Pronto Tax School, Inc. Sponsored links include:
The Pronto Path
infographic
http://taxpronation.com/path
Basic Income Tax (Federal)
course link:
http://taxpronation.com/basic
Business Tax Verified online
course link
http://taxpronation.com/business
To sponsor an episode,
please email hello@taxpronation.com
Tax Pro Nation is produced
by Podcast Masters