Jane Powers has over 20 years of sales experience, and now she empowers marketers around the world to up their sales tactics. On this episode of the Garlic Marketing Show, Ian and Jane Powers discuss the importance of authentic selling in generating leads. This is the difference between failing to connect with your audience and positioning yourself as an expert in your field.
Sales skills aren’t just limited to those who are directly involved with selling. Powers argues everyone in a business could benefit from learning the ins and outs of sales. Sales might get a bad rep in the marketing world, but it’s vital throughout the entire business strategy. Even if you’re not selling something, you can benefit from sales training.
The Myth of “Good” and “Bad” Leads
There are no such things as “good” or “bad” leads. There are just leads. All leads are good leads, Powers believes. Just because a lead doesn’t commit easily doesn’t mean it’s a “bad” lead. It’s up to you as a sales expert to ask the right questions to determine if this lead is right for your business.
The way Powers generates leads is through her process called “Position Me” and
Position Them.” First, you must position yourself as the expert. Establish what you have to offer, then you can move on to “Position Them.” When you “Position Them,” you help your audience understand their own pain points so you can decide the best way to help them with your product or service.
Sell From Within
“You will never overcome an objection you agree with,” Powers says. It’s all about bringing your own experience with you. Feelings and experience belong in selling. Appeal to your customers by connecting with their experience.
Go into each sales situation with the right emotions and the right experience prepared. You need to authentically sell in the language of the buyer using real emotion. Selling isn’t about you, but it’s about the customer.
To learn more about Jane Powers experience in sales and her unique selling strategy, listen to the full episode here. Don’t forget to subscribe to never miss an update with the latest tips from expert marketers!
What You’ll Learn:
- Authentic Selling
- “Position Me” and “Position Them”
- Code to close
Connect with Jane Powers:
Links and Resources:
- Episode 101: The Campfire Effect with Chris Smith
- Episode 100: Marketing Your Hero Story with Dr. Chris Zaino
- Episode 99: How one Doctor Built a $200,000 A Month Healthcare Business in 6 months using Video and Facebook Ads