Data-Driven Selling By Sales Insights Lab Salesinsightslab.com

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/
In this episode of Data Driven Selling by the Sales Insights Lab, host Marc Wayshak dives into the fascinating parallels between martial arts and sales techniques. Drawing from his personal experience in Brazilian jiu-jitsu, Marc explores how the principles of martial arts can dramatically enhance your sales game. From treating your prospect as a training partner to replacing force with skill, Marc shares invaluable insights that can transform your approach to closing deals. Learn how to harness the energy of your prospects, think multiple steps ahead, understand likely outcomes, and develop an intentional training process for long-term success. Whether you're a seasoned salesperson or just starting out, these strategies can help propel you to the top of your field. Stay tuned for a dynamic episode that blends the art of martial mastery with the science of selling.
KEY MOMENTS1. Your prospect is the best training partner2. Replace force with skill3. Let their energy lead where you want to go4. Think many steps ahead5. Understand the likely outcomes6. Intentional training leads to long-term success7. The best athletes often don’t become the best martial artists
TOPICS
Using Prospects as Training Partners- Role of a training partner in martial arts.- Prospects as the best training partners in sales.- Importance of learning from each sales interaction.
Replacing Force with Skill- Common beginner's mistake: using force.- Transition from using force to using skill in martial arts.- Applying skill over force in sales.- The discomfort prospects feel when reps use forceful techniques.
Letting Energy Lead- Traditional selling techniques versus guiding energy.- Embracing objections rather than opposing them.- Steering the prospect’s energy in the desired direction.
Thinking Many Steps Ahead- Advanced martial artists’ ability to think multiple steps ahead.- Parallels in sales: having a process and planning future steps.- Differences between trained and untrained salespeople.
Understanding Likely Outcomes- Predictability of human behavior in martial arts.- Predicting prospects’ responses in sales scenarios.- Preparing for various potential outcomes.
Importance of Intentional Training- Need for a structured training process in martial arts.- Importance of having an intentional training process in sales.- Long-term benefits of consistent and intentional training.
Misconception About Natural Talent- Observations about top martial artists not always being top athletes.- Comparison to sales: natural charisma versus learned skills.- Emphasis on focusing on skill development rather than innate traits.
Conclusion- Summarizing the martial arts approach to closing sales.- Encouragement to focus on skill development and continuous learning.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/
Welcome to Data-Driven Selling, where today our host, Marc Wayshak, dives into the powerful mindsets that distinguish successful and wealthy salespeople from the rest. Marc will share the crucial mental shifts that can elevate your sales game from thinking you're the best to recognizing sales as a strategic game, not a life-or-death struggle. 
Discover why seeing your interactions with top-tier prospects as equal footing encounters is essential and how embracing sales as a game can replace stress with enjoyment and effectiveness. Whether it’s adopting the mantra "The best prospects need me,” or understanding that losing a sale is just part of the game, this episode is packed with transformative insights. Moreover, Marc emphasizes the importance of loving what you do, believing in your product, and having a clear sales plan. Tune in to learn how to shift your mindset and dramatically increase your sales effectiveness and enjoy the pursuit of your sales goals with a renewed vigor and strategy.
Here is a comprehensive sequence of topics covered in the podcast episode "Sales Mindset - The Way Successful & Rich Salespeople Think," with sub-topic bullets detailing the main points discussed under each primary topic:
1. Introduction to Sales Mindsets   - Explanation of common traits among successful and rich salespeople.   - Importance of adopting certain mindsets to reach the top of one’s sales game.
2. Critical Sales Mindsets   - I Am the Best     - Believing in oneself as top in their field.     - The necessity of self-belief to achieve top performance.
   - The Best Prospects Need Me     - Viewing oneself as a solution rather than an annoyance.     - Recognition that certain prospects inherently need what you're offering.
   - Sales Is Just a Game     - Conceptualizing sales as a game to improve engagement and reduce stress.     - Changing perception of sales from a high-stress environment to a playful competition.
   - Can Go Toe to Toe with Any CEO     - Confidence in dealing with high-level executives.     - Not being intimidated by the status of the prospect.
   - If I Lose a Sale, So What?     - Acceptance of losses as part of the sales process.     - Maintaining composure and perspective when a sale falls through.
3. Focusing on Process Over Outcomes   - Activity and Process Over Closing     - Emphasis on consistent activity and refined processes.     - Importance of building a robust pipeline and engaging in effective sales practices.
   - I'll See If You're a Fit     - Evaluating prospects for fit rather than trying to close every possible sale.     - Moving on quickly if a prospect is not a fit.
4. Goal Setting and Planning   - Having a Clear Plan to Sales Goals     - Importance of having specific, measurable steps to reach sales targets.     - Breaking down goals into actionable items like number of meetings and deal sizes.
5. Passion for Selling   - I Love What I Do and Sell     - The necessity of passion and belief in the product for sales success.     - How enjoyment and belief in the product impact sales performance.
6. Conclusion and Additional Resources   - Summarization of key sales mindsets.   - Invitation to access further sales training resources.
Each of these topics provides a detailed overview of the various mindsets and strategies that, according to the podcast, are essential for achieving and maintaining success in sales.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/

In this episode of "Data Driven Selling," hosted by Marc Wayshak, we delve into a common challenge faced by sales reps and business owners: the "This is Too Expensive" objection from prospects. Marc provides seven strategic keys to effectively handle this objection, emphasizing a shift in both mindset and tactics. The episode is rich with actionable advice aimed at helping listeners not only overcome the objection but also ensure they are aligning their sales process to showcase the value of their offerings clearly.
 "7 Keys to Handling the 'This is Too Expensive' Objection" by Marc Wayshak covers a comprehensive guide to navigating price objections in sales. 
Here’s a breakdown of the primary topics covered, with sub-topic bullets for each:
1. Determine How You Got Here- Exploration of the sales process to identify potential improvements.- Understanding that price objections often stem from a perceived lack of value.
2. Own Your High Price Upfront- The strategy of proudly owning and justifying a higher price point.- Discussion on the negative implications of competing on price in your industry.
3. Remember That 20% Must Be DQ'd- Categorizing prospects into three buckets based on their price sensitivity and value perception.- Emphasis on immediately disqualifying the bottom 20% who are price-focused.
4. Slow It Down- Tactical approach to pause and slow down the conversation upon encountering the objection.- The importance of not rushing into defensive or justifying responses.
5. Ask What Prompts You to Say That- Turning the objection back to the prospect to understand their perspective.- The value of listening and prompting further explanation from the prospect.
6. Dig Deeper- The importance of digging into the objection to truly understand the prospect's concerns.- How effective questioning can reveal the underlying reasons for the objection.
7. Can I Throw Some Ideas at You?- Strategies for collaboratively exploring potential solutions or alternatives with the prospect.- Seeking permission to offer ideas, enhancing the receptiveness of the prospect.
Conclusion and Additional Resources- Summary of the key strategies to handle the "This is too expensive" objection.- Invitation to access additional free training material to improve closing skills without price objection.
Each of these topics collectively aims to equip sales professionals with strategic responses and a deeper understanding of handling price objections effectively, turning potential setbacks into opportunities for value demonstration and closing sales.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/
Welcome back to another educational episode of "Data Driven Insights." I'm your host, Marc Wayshak, and today we're joined by the head coach at the Sales Insights Lab, Coach Tiffany Torres. 
In this episode, Marc and Tiffany discuss the significance and benefits of targeting larger deals in sales, challenging common assumptions, and realigning mindsets toward high-stakes opportunities. Marc Wayshak begins by explaining three ways to increase sales: more prospects, higher closing rates, and bigger deals, emphasizing that the latter is often overlooked despite its potential impact on revenue.
Coach Tiffany advises sales professionals to focus on the value of the problems they solve for prospects rather than just the cost of their product or service. By doing so, salespeople can effectively communicate the worth of their offering in relation to the prospect's challenge, creating an opportunity to discuss and justify higher budgets.
The conversation shifts to strategies for increasing deal sizes, such as dynamic pricing, offering tiered service packages, and targeting bigger companies with larger budgets. They highlight the importance of understanding the prospect's language and tailoring the value proposition accordingly.
Marc and Tiffany advise on pipeline management, emphasizing the need to cultivate multiple large opportunities so any single deal doesn't become disproportionately crucial, a concept likened to balancing on a beam at different heights. With a full pipeline, salespeople can operate from a position of power, less concerned about individual losses and more focused on the many opportunities ahead.
Finally, they wrap up with a discussion on adopting a "some will, some won't, so what" attitude, recognizing when to move on from a lost prospect, and how small increases in average sales size can lead to significant overall growth.
Listeners are also invited to access a free video training to learn a five-step formula to close more deals, available at closing training.
Key Topics:1. Introduction to Wholesale Hunting2. Benefits of Targeting Big Deals3. Strategies to Increase Sales4. Approaches to Increase Average Sales Size5. Pricing Tactics 6. Strategy in Selling Big Deals7. The Importance of Mindset8. Pricing Structures and Optionality9. Benefits of Multiple Options in Offering10. Working with Larger Companies11. Importance of a Full Pipeline12. Analogy of the Beam and Height
00:00 Focusing on increasing sales and landing bigger deals.04:40 Analyzing the decision-making process for high-cost items.07:29 Bigger sales challenge mindsets, worth and confidence.11:14 Expanding options leads to successful sales strategy.14:40 Multiple dates reduce pressure, increase opportunities, comfort.16:50 Focus on closing good deals, not lost ones.
  

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/

Welcome back to another educational episode of "Data Driven Insights." I'm your host, Marc Wayshak, and today we're joined by the head coach at the Sales Insights Lab, the insightful Coach Tiffany Torres. 
Together, we're diving deep into a skill that often flies under the radar yet holds the power to dramatically shift the outcomes of your sales calls: mastering tonality to disarm your prospects. 
You'll hear real-world insights into the widespread overcompensation of salespeople's enthusiasm, why this can sabotage your efforts, and the proven strategies for adjusting your tone to one that's engaging and authentic. From Tiffany's eye-opening statistics on call success rates to our touching on the crucial doctor's mindset approach, this episode is packed with actionable advice. Are you ready to learn how to strike the right note with your prospects and revolutionize your sales approach? Listen in as we uncover the secrets to turning your voice into a compelling tool for connection and sales success.
00:00 Different approaches and tonality affect effectiveness.04:38 The speaker discusses the tone difference between talking to a prospect and a personal connection in an office setting.09:12 Doctors must balance friendliness with professional boundaries, while sales should be based on delivering value and not just relationships.12:14 Focus on progress, not perfection in sales. Recognize failure is part of the process.13:18 Trust in learning process, approach tasks strategically.
Key takeaways:
**The Power of Tonality**: Learn how the right tone can triple your effectiveness, transforming 1-in-80 calls to 1-in-20 for setting appointments.  **Value vs Enthusiasm**: Discover why oozing genuine value trumps fake enthusiasm every time, and why prospects prefer insights over excitement.
 **Practice Makes Perfect**: Embrace the importance of role-play in mastering the art of disarmament through tonality—minimize stakes, maximize comfort.

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/
Welcome back to another episode of Data Driven Insights. I'm your host, Marc Wayshak, joined by our esteemed head sales coach, Coach Tiffany. Today, we're diving into a fascinating discussion that every salesperson needs to hear: "How to Create Immense Value in Sales Conversations." 
This episode peels back the layers of traditional selling techniques to show you a revolutionary approach that speaks directly to the buyer's needs. We'll dismiss old-school, pitch-focused methods and move toward a genuine, conversation-driven strategy that empowers prospects to unpack their own value. 
Expect to explore the crucial differences between simply agreeing with a client and engaging them in a deeper dialogue that leads to understanding their unique challenges. Coach Tiffany and I will guide you through real-life scenarios, equipping you with the insights to transform your sales conversations from one-sided presentations to collaborative exchanges that lead to better outcomes for everyone involved. 
So, if you're ready to enhance your sales process and empower your clients, tune in and let's unlock the secrets of creating immense value together.
00:00 Prioritize initial value in sales interactions.03:42 Avoid waiting for opportunity, focus on understanding.09:38 Against strict rules, prefers understanding real costs.10:25 Roa calculators project a sales dictatorship: guide prospects.13:26 Creating understanding, building value, and commitment.
Here are 3 key takeaways to transform your sales approach:
- **Unpack the Prospect's Perspective**: Step into their shoes. Your role is to guide them through their own challenges, not dictate the journey with your solutions. This builds trust and positions you as a partner rather than just a vendor.
- **Dialogue Over Monologue**: Engage in a conversation, not a pitch. Ask probing questions to understand the pain points deeply. When you let prospects articulate their issues, they’re more likely to see the value in your tailored solutions.
-  **Expertise Through Inquiry**: Admitting that you don’t have all the answers might feel counterintuitive, but it’s actually a powerful demonstration of expertise. It shows you're attentive, you care, and you're committed to understanding their unique situation.