S5E25: Tips and Techniques on Becoming a Better Salesperson image

“In order to get what you want as a sales professional, you have to connect with the person who has it, and that person is your client.” Lon Graham My guest is Lon Graham, who's a speaker coaching advocate. Lon speaks to sales teams, coaches, sales leaders, and is an advocate for the sales professionals. He is also an award winning sales and leadership professional. His message of how to get the sales that you want comes from over 25 years of experience in healthcare, corporate programs and events, as well as the airline industry. Lon is as an active member of the National Speakers Association. Sales is hard, and there are two statistics that prove that. The first statistic is that sales has the highest turnover where a third of sales force leave every year, and this is 10 points higher than any other profession. The second statistic is that the average tenure of a sales professional is a year and a half. There is a transformational power in being nice to people. If you start out by being nice to people, and talk to them, and spend a little bit of time getting to know them, they're going to be more inclined to want to talk to you, and then they're going to give you a chance to come back. The four C's is a framework is designed to get people become better at sales. The first C is Choice which addresses how to choose what it is that you want. The next C is Commit, which addresses the steps to take for you to make progress towards that goal. The third C is Connect which is about knowing who to connect with. The fourth C is celebrate, which is about recognizing the progress that you've made, and acknowledging wins. In order to get what you want as a sales professional, you have to connect with the person who has it, and that person is your client. What makes sales so hard is how to connect with your client. The starting point is meeting your client in their story, and understanding what they're doing, and what they're dealing with, so that you can provide solutions to the challenges that they face. When you do that,