20 Nobody Cares About Your Product with Phil Murphy

It seems everyone is asking “Why do customers buy” these days.  It’s easy to get excited by the latest shiny object in your toolkit, but …NEWSFLASH… nobody cares about your product.  They care about their needs that your product might meet and they care about whether or not they like doing business with you…plain and simple!

Success requires you to wake up, show up, and follow up. Do that and you'll beat 70% of sales… Click To Tweet

Sales reps will enjoy this discussion with Phil, but Sales Managers will play it over and over again.  If you have responsibility for more than yourself in your organization, grab a notebook.  You won’t want to miss one single nugget of value on this one.

Discussed in This Episode

Sponsor Information

6th Annual Golf Fore Chosen Vision Marathon

Significant Quotes

19 How to be an SDR Superstar with Morgan J Ingram

Morgan J Ingram joins us on this week’s episode of The Why and The Buy.  Morgan started recording his journey as a new sales development rep a year ago on a YouTube channel called The SDR Chronicles.  If you have ever expressed concern about millennials in the workplace, if you are responsible for hiring a workforce that includes millennials, or if you are a millennial trying to make a difference in the workplace – you MUST listen to this episode.

I thought, if I could get through the hard parts now, everything else in life would be so much… Click To Tweet

<powerpress>

Discussed in This Episode

6th Annual Golf Fore Chosen Vision Marathon

Significant Quotes

18 The Possibility Habit with Scott Ginsberg

Are you creating possibility with every encounter?  How memorable are you to those you meet?  Every situation presents an opportunity.  The possibilities in front of us are endless if we’re willing to be a little more innovative and a little less imitative. 

“..innovation is to creativity like execution is to ideas” – Scott Ginsberg quoting Henrik Zillmer

In this episode of The Why and The Buy, we interview Scott Ginsberg, the Nametag guy.  Scott has an unusual claim to fame, he has worn a nametag for almost 7000 days or the equivalent of 17 years…WOW!  If that wasn’t enough, he even had the nametag tattooed on his chest just in case the stickiness wore off.  Don’t be fooled though, this is not a discussion about marketing gimmicks, we cover all manner of topics including:

  • What does “this” make possible?
  • Being innovative vs imitative
  • Confessions of a recovering people pleaser

Discussed in This Episode

Significant Quotes

17 No Is Not Forever – Objection Handling with Don “The Idea Guy”

What do you do when you hear “No”?  Do you just walk away or do you use it as a springboard for the next conversation?  We love it when Don “The Idea Guy” Snyder visits us on an episode of The Why and The Buy podcast.  He always has a unique perspective and gets us thinking in different ways.

In this episode, we dissect what “No” means and why you should look at this little two letter word through new lenses.

“NO…it’s just one word. Expect it, prepare for it…adjust”

In this episode, we cover such scintillating topics as:

  • Why “NO” is like Sonar on a submarine
  • Tools you can use to practice objection handling in your next sales meeting
  • What to do after you have lost a sale
  • Top 3 strategies for handling objections

Discussed in This Episode

Significant Quotes

16 Fun – You Gotta Have It!

Another mini-sode in the can!  Jeff and Christie have a ton of fun in this short episode that is all about FUN! In fact, we say fun 63 times in this short episode.

So why an episode on fun you ask?  Well, we believe you’ve got to have fun to make sales worthwhile.  We don’t know a single successful sales person that just collects a paycheck and if you do, don’t be surprised if your customers start running for the hills.  Don’t let yourself become robotic in your interactions and make it your mission to ensure others have fun too.

If you aren't having fun, you are doing something wrong. Work hard, sell hard, but have fun… Click To Tweet

 

Discussed in This Episode

No books to recommend this time.  Just listen to the episode and laugh with us!

Significant Quotes

15 The World is Not Flat with Shannon Peng

In this episode, we discuss the importance of digital authenticity with Shannon Peng.  A self-described “Digital Gladiator”, Shannon Peng has created a strong following in social media by being unapologetically real in everything she posts.

“The world is not flat, so your content shouldn’t be flat either.” – Shannon Peng

Shannon talks with us about why social media matters and how it has helped her be more authentic.  Some of the topics we tackle include

  • Content ADD and the Social Zombie Apocalypse
  • The Power of Originality
  • Authenticity in a Digital World
  • Staying Relevant and Creating Epic Moments

Discussed in This Episode

Significant Quotes

14 Servant Leadership with Alejandro Tornato

Servant leadership is a very popular topic in management training these days. Robert Greenleaf coined the term 35 years ago, but the concept is still vital and empowering. Granted, “servant” doesn’t sound nearly as powerful as “boss,” but it has the potential to deliver far more of what most of us are really after: influence.  The reason is simple. When you have a servant mentality, it’s not about you.

Removing self-interest and personal glory from your motivation on the job is the single most important thing you can do to inspire trust.

When you focus first on the success of your organization and your team, it comes through clearly. Alejandro Tornato talks with us about what you need to do be a Servant Leader.  It’s simple really:

  • Ask more questions
  • Listen more carefully
  • Actively value others’ needs and contributions

Discussed in This Episode

Significant Quotes

“There are far too many people in this world who claim the title of leader and do not display the elements of true leadership”

Tweet: There are far too many people in this world who claim the title of leader and do not display the elements of true leadership @alejowordpower

“A servant leader is someone who is putting all of his or her creativity and capability into helping others grow”

Tweet: A servant leader is someone who is putting all of his or her creativity and capability into helping others grow @alejowordpower

13 Eliminate the Noise – Putting Sales Distractions on Mute

“I’m late, I’m late for a very important date. No time to say hello, goodbye. I’m late, I’m late, I’m late.” Too many of us feel like the White Rabbit in Alice in Wonderland these days.  Busy…busy…busy…We are all just so busy.  Unfortunately, ‘busyness’ does not equate to business and your level of success will be determined by your focus.

Distractions come in all shapes and sizes.  Sometimes they are big and are forced upon us when a loved one is sick or a car breaks down. These distractions deserve our attention and are usually not the culprit of our lack of sales success. More often, the most impactful distractions are sneaky.  They are small, meaningless daily detours; time spent with the wrong people, the wrong technology, or the wrong focus.

“Where do you draw the line between what is productive and what is productive procrastination?”

Although it isn’t possible or even recommended to eliminate all distractions, you can minimize their impact on your overall success:

  • Steer clear of Time Wasters and Naysayers
  • Put technology in it’s place
  • Flip the script in your head
  • Feed your mind

Discussed in This Episode

Significant Quotes

Don’t give your time to people who don’t deserve it…ignore idiots and zealots – Jeffrey Gitomer

Tweet: Don’t give your time to people who don’t deserve it…ignore idiots and zealots #Gitomer #eliminatethenoise

Flip the script – What if the customer says no? becomes What if the customer says yes? What does that make possible?

Tweet: Flip the script – What if the customer says no? becomes What if the customer says yes?  What does this make possible? #eliminatethenoise

12 Everyone Sells Something with Liz Wendling

Liz Wendling joins us in The Why and The Buy podcast studio this week.  Author of Everyone Sells Something and The Unstoppable Business Woman, Liz shares her insights on selling in the modern world.

Much like a magnet, you are either attracting business or you are repelling it with your sales and marketing messages – Liz

There are so many gems in this episode, we can’t possibly list all of the salient points Liz makes here.  Some highlights to listen for:

  • Why movies like Glengarry Glen Ross have skewed our view of sales
  • Why serving, listening, and sharing are not selling
  • Why technology is killing your business

Discussed in This Episode

Significant Quotes

They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work

Tweet: They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work

The hard work is in the discovery..once you do it, you will reap the rewards over and over

Tweet: The hard work is in the https://ctt.ec/GSumf+ you do it, you will reap the rewards over and over #everyonesells #thewhyandthebuy

You have a choice, hate selling and go broke or learn to love it and sell in a way that honors everyone involved

Tweet: You have a choice, hate selling and go broke or learn to love it and sell in a way that honors everyone involved #everyonesells

11 – The American Dream with Kristina Evans

In this episode, Kristina Evans shares her social media journey and how she went from 200 LinkedIn followers to over 10,000 in less than one year.

I get a great sense of fulfillment sharing with others and I’m okay if I ruffle a few feathers now and then – Kristina

Kristina doesn’t share a magic formula for success on LinkedIn, in fact, she has had a lot of content that fell flat with no engagement.  She does, however, share some insights on how to engage effectively.  Some of the topics we cover include:

  • The importance of authenticity
  • How to manage disagreement
  • Just hit publish

Discussed in This Episode

Significant Quotes

Don’t try to be perfect, be authentic – Kristina

Tweet: Don’t try to be perfect, be authentic – @thekristinashow  #thewhyandthebuy  #theamericandream

There is that thing we get paid to do and that thing we love to do – Christie

Tweet: There is that thing we get paid to do and that thing that we love to do @walterschristie #thewhyandthebuy #theamericandream

Sometimes the enemy of good is perfect…sometimes action is more important – Jeff

Tweet: Sometimes the enemy of good is perfect…sometimes action is more important @jeffbajorek #thewhyandthebuy #theamericandream