How we are always selling Pt. 7

Welcome to Leadership Sovereignty the Podcast. I'm your host Terry Baylor along with Ralph Owens. And today, we'll discuss how selling is comprised of understanding the problem, the outcome, and the solution. How authenticity in sales creates trust and credibility and how successful selling is a lifestyle and not just a technique. Enjoy the show.

Right? We can't get through the layers unless we're asking why. Right? And I think really what it boils down to as well Ralph is really selling is not about giving what you think they should do.

That's right.

Right? So I'm gonna tie it into this, right? One of the points in the Inspire Your Buyers, there was a question which was, what are you selling? And the question And so are you selling the problem, the outcome or a solution, right? Well, the answer to it is we're actually selling all three and the order matters.

So I listed them in the proper order. Most times people think we're selling a solution. No. We're selling all three of them. So we wanna identify, this goes back to your point, Ralph.

We wanna identify the problem because that's where all the listening occurs, a lot of listening. Then there's also a lot of listening in understanding what does the customer want the outcome to be? We're not determining the outcome.

Right, that's right.

We're gonna let the customer Okay, so now that you've identified what all the issues are and then we've classified that into one big problem. Okay, this is the one big problem. Then we say, hey, ask further questions. So with this big problem, what do you foresee or how do you foresee the outcome being here? Right.

And so we ask questions to get further down into that.

Right.

And then from there, then we can start to talk about, okay, well this is what we believe our solution would do. But from a big picture perspective and then after we identify that from a big picture perspective, then we can start getting down into what we call the technicalities.

Yeah. So definitely active listening is critical there and building that relationship and trust. The second point is being authentic. Right? Being genuine and sincere in a customer's interactions is essential for building trust and credibility.

I can't tell you how many times I've seen a salesperson come to me who was not authentic, who just was trying to drive a sale. And I could feel it. Even though the words they were saying were accurate and true, I can feel what their intentions were. Right? Because they weren't authentic.

I tell this to people all the time, you know, when you are talking to people and when you are communicating a message, you have to bring your whole self to this. You have to be honest. Right? Because people can feel and sense what your true intentions are irregardless of your words. And there are some of you out there who feel like, no.

They they they they can't feel me out. I'm I'm good enough. I'm a good enough actor to where I can say the right words to get them to do what I want them to do even though that's not my true intention. Well, I'm here to tell you that's not the truth because most people can feel what your true intentions are irregardless of your words. This is why when you see companies who have leaders and CEOs who get up there and lie to their people and tell them, oh, you know, we love you and things of that nature.

The people are like, yeah, right, whatever. Right? Excuse me. It is it is definitely something that is felt, more than it's heard. Probably that's probably the best way to say it.

I mean, but what's your thought on authenticity, Teri?

Yeah, Raf, it goes back to the energy, right? Again, at the end of the day, higher level energy will not transfer to low level energy. And authenticity being true. Again, we dealt with this in the last series that had to do with capacity, empathy, character, integrity. It spells disaster when you have high intellect around the domain.

But then those things that make you you are just lacking. The end of the day, we all don't possess the levels of discernment, right? People have different levels. Sometimes you can At sense the end of the day though, you know what we all do have? Time.

And again, I got to go back to the Bible. It says, you know a tree by the fruit it bears. So again, it may not be within three weeks, but here's the thing, right? This just hit me. You got to understand it's a matter of time.

And if the Bible is referring to fruit, well, okay, so then I may have to wait through the spring, I may have to wait through the summer, but come fall. So I'm looking at about nine months, I'm gonna really get a good sense of who I'm dealing with. Right?

That's right. I'm a

know the tree by the fruit it bears. So I think within a year I'm going to know who I'm dealing with.

Yeah. Yeah. I love that. I love that scripture. Yep.

Yep. Yep. Yep. And the last sub bullet there is the importance of remembering names and faces. Personalizing your interactions by remembering names and details can significantly impact your customers and strengthen your relationships.

And I find that to be true. I think in How to Win Friends and Influence People, he also talks about remembering names along the way. Told this story that a friend of mine said to me about a gentleman who was a foreman in a, a plant. I believe I told this story on another podcast, and how, you know, over the years, you know, he would go around and the people that he knew that he met and the people that worked for him and that he knew, he would take the time to, remember their names. And then basically fast forward, it it it came down to, he died And the church was just overflowing with people.

So many people came to, say their goodbyes to this gentleman. And, the widow got up and talked about how, you know, you all thought that he actually remembered your names, but he actually wrote down on a little card that he carried in his pocket all the details about each individual interaction. You know, Bob has a wife. He has three kids. The name is, you know, Tom, Jenny, and and Paul.

The kids played softball. You know, he would take the time. And here and here's the key. And I think this is the piece that you have to understand. He actually literally took time to write down the details of each interaction with each person so that when he came back to them, he could look at the card, he could say, okay, that's right.

Tom has, you know, these these many kids and they done this. Hey, Tom. How the kids doing? Blah blah blah blah blah. The piece that is the most powerful for me out of that is the intention.

Right? You know, so many people were overwhelmed because they really thought that he just remembered everybody's name via memory. The the his wife told how he actually took little pieces of card I mean, little, cards that he kept in his front pocket and wrote down each interaction. That takes time and that takes effort. Right?

It takes time and it takes effort to remember people, to remember their names, to remember the stories that they tell you about their families and things of that nature. But I guarantee you, because I've seen this in my own life, when you do, you can build such a better connection. You build trust, which strengthens the relationship when you deal with people, when you take the time to remember the details about their life. It's a very very very significant, tool that you should add to your arsenal. Right?

You know, some people are just like, oh man, I can barely remember, that person's name. Okay. Well then do what you need to do to remember that person's name. Write it down. Right?

Take some time to either record a note or something so that you can remember the significant things about that individual because their name and the things that they share to you that they share with you are significant to them. So the fact that you take the time to remember those and you can recall those when you come back into a conversation with them helps to strengthen and build their relationship. Terry Terry, what are your thoughts on that?

Ralph, I think that is a great story. And I think it goes back to what we were talking about in the very beginning. I think there is a level of enthusiasm that he was just engaging, and we talked about enthusiasm means intentionality. How it plays out is gonna be different ways. This is one of the greatest stories that I've heard in terms of how it's played out.

Right? In terms of enthusiasm, right? I mean, come on. I mean, how intentional He was serving Here's the other thing he was doing. He was serving his gift.

He was serving his gift to the world, man. And he made he made everyone feel like they were that like, you know, they were king for the day. When they got in front of him, it was an experience because everyone documented their experience with this gentleman. That's a great example of enthusiasm. It's just not He wasn't, hey, how you doing?

No, it was, how's your family? What's your name? What's your kid's name? And then here's the deal, he went back in private and did that. Wasn't taking the notes in front of him.

That's right. That's right. Intentionality. Yep.

So he made solving the big problem. The big problem was that I see in that was getting to know everyone and their family. Right?

Yeah, yeah. And that was good.

If I had to make his four words or less knowing more than you.

That's pretty good.

You know what I'm So he took the time and got inside there. No, that is an amazing story again. He would Raph, what was he selling? He was selling love. You know what I'm saying?

I mean, people felt love when they walked away from him.

And he built relationships and trust, right? Because when you're a leader, relationships and trust then you can get people to do beyond the minimum. Right? You can get them to not be just a nine to five person because they're vested in you and the relationship that you've built with them. Right?

It's essential. It's essential.

Oh Rapha, I just changed my four words. Building relationships and trust.

Yeah. That's right. That's right. That's right. Yeah.

But think about that. He had to impact hundreds of people. So it had to be a lifestyle for him. It wasn't just a technique. Right?

Know, it was just something he just naturally did. Yeah.

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