High-performing salespersons are great communicators who can understand the true needs of their clients. These salespersons also have the genuine intention to build trust and develop long lasting seller-client relationships. They are great storytellers not of their own stories, but of their client’s. Building trust. Developing relationships. Selling better. We will learn the secrets of high-performing salespersons with Mike Montague as our guest.

Mike is the Global Head of Content of Sandler Sales Training System, one of the leading sales systems in the world. He is also the voice behind the How to Succeed and Playful Humans podcasts and the co-author of LinkedIn the Sandler Way.

Tune in! Get right into the episode and learn from Mike to succeed in sales with great communication!

In this Episode:

[00:01 - 07:04] Opening Segment

Boost your EQ by 10% and your sales by 20%!
Free e-course link below
I introduce and welcome Mike Montague
His sales journey started before college
The benefit of doing sales early

[07:05 - 16:48] Don’t Be Yourself Always

The importance of self-awareness
Where you are now
Where you want to go
What’s the best way to communicate?
Understand your preferences
Treat people how they want to be treated
Don’t be yourself always
Pay attention to what works and what doesn’t
Listen intently to what the person is saying
Take a second to think of a better response
The benefits of selling remotely
You can look smart by only being prepared
Prepare a checklist
New skills in presenting your products
Opening a collaborative document
Pre-recorded video

[16:49- 28:00] Tell Their Story Better

Powerful communication tools and how to leverage them
Calendly
Vidyard
Highspot
Gong
The secrets to build trust with clients
Don’t sell unless the client wants it
Tell the client what’s next
Keys for a great sales presentation
Tell their story, not yours

[28:01 - 40:03] Think About the Client’s Interests

Questions to ask in a sales call
Discovery
Impact
Decision-making
Budget
How you ask your client matters
Business impact
Return on investment
The difference between good and bad salespersons
Business vs client interests
Communicate personal and professional growth
Goal-setting
Communication
Sales
leadership
Passion project on air
Rediscover the kid in you
Enjoy life as an adult

[40:04 - 45:21] Listening Comes First

The most impactful conversation of your life?
Conversation with their local pastor
One communication skill you wish you had more of in the past?
Listening
Influencing people
Who is the best communicator you know?
Seth Godin, Dave Ramsey
His cousin

[45:22 - 46:52] Closing Segment

How to find Mike
Links below
Final Words

Tweetable Quotes:

“The best way to resonate with somebody in a presentation is to tell their story better than they can tell it themselves.” - Mike Montague

“There’s a big difference between talking with a friend in person and having dinner and seeing what they did on vacation on Facebook.” - Mike Montague

Resources Mentioned:

E-Learning Opportunities:

FREE e-course on mastering body language and micro expressions here
Sandler’s E-Learning Library here
Grab a free e-book copy of LinkedIn the Sandler Way here.

Email mike.montague@sandler.com to connect with Mike. Check out his blog site and LinkedIn and listen to his podcasts: How to Succeed Podcast and Playful Humans Podcast. Visit their website and their social media pages to learn more: Facebook, LinkedIn, Twitter, YouTube, and Instagram.

You can connect with me on LinkedIn, Twitter, Instagram, and Facebook. Join The Communication Nation and learn from others in the community. Feel free to email me at gregrice79@yahoo.com, I’d love to hear from you!

Want more help with your digital marketing? Go to my website https://gregjrice.com/inflection/ and let’s have a conversation.

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