Project Main Details
Stop Acting Like a Seller Start Thinking Like a Buyer
This script is a ceo of a company talking about the success he has had with sales and why. This CD is a training seminar on sales tactics. In the finished piece there will actually be 2 voices. A male CEO and a female interviewer. The CEO has written a book to help with this process. 2015-05-12 13:47:33 GMT 2015-05-13 08:00:00 (GMT -06:00) Central Time (US & Canada) Yes (click here to learn more about ) Closed 15 3 0 direct invitation(s) have been sent by the voice seeker resulting in 0 audition(s) and/or proposal(s) so far. Voice123 SmartCast is seeking 15 auditions and/or proposals for this project (approx.) Invitations sent by SmartCast have resulted in 15 audition(s) and/or proposal(s) so far.
• Audio files must be delivered via FTP/Dropbox/Google Drive/cloud
Jerry: Yeah I would be glad to tell you why. I read a book by Jeffrey Gitomer, called The Little Red Book of Selling and in the book he says that people hate to be sold, but they love to buy. And that phrase which I had actually heard before or read before really haunted me because I kept thinking to myself, if people hate to be sold but they love to buy then why do we spend so much time in selling teaching people how to sell? I mean if in the real world what we want is for people to buy in and not be sold then doesn’t that process look different? And as I began to investigate and think about that whole concept, I came to the conclusion that so much of what is taught about selling really focuses on a sales process and a sales process within itself is necessary, and I will talk about a sales process later because its crucial to being successful in selling but its not the only thing. So if you are going to think like a buyer, which is what you want to do because thinking like a buyer opens minds, thinking like a seller closes minds, then I began to ask myself the question what does that look like. And I came to the conclusion that, that looked incredibly different and that’s why I wrote the book Stop Acting Like a Seller and Start Thinking Like a Buyer.
Women: What are the three keys to thinking like a buyer?
Jerry: Well the three keys to thinking like a buyer are first is mindset. And mindset is so important because our beliefs drive our behaviors. So any discussion of selling, which is a behavior, that doesn’t start with mindset is probably incomplete. And what I found is I reading all these books on selling is that very few of them devote much time to mindset, yet mindset is critical to success in selling. The second thing that’s key to thinking like a buyer is a sales process and we offer up a sales process, there is lots of really good sales processes spin selling, integrity selling, there’s any number of them that are really good but you need a sales process to help you navigate the waters during the course of trying to get someone to buy in. And then the third critical component is the concept of building valuable business relationships. And so as I looked at it, I just said if it’s more than process what are the other components and they are mindset on the beginning and relationship building on the back end.
Women: Can you talk a little bit about mindset? Can you give me an example of this in everyday life?
Jerry: Mindset is incredibly important because our beliefs drive our behaviors, and that’s true in every aspect of our life. So what are mindset is when we are doing any job is incredibly important. What I found is that most people don’t examine or think about their mindset as it relates to either selling to someone or trying to get someone to buy in. Now there are lots of examples of how what we believe or our mindset drives our behavior. Well most people teach their children that education is important and doing well in school is important and that’s rooted in the belief that education is important. So if I believe education is important, the behavior I will have it that I will encourage my children to get an education. Many people do lots of things based on what they believe. People go to church because its what they believe. One of the best examples that I can give is from a very successful movie called Guess Who’s Coming to Dinner, with Spencer Tracy, and Katharine Hepburn, and Sidney Poitier. And it was a movie about an interracial couple back in the 60s who wanted to get married and how their parents on both sides were struggling with this issue. And Sidney Poitier, who is African American, was having discussions with his father who was against this union between Sidney Poitier and his love interest in the movie, who happen to be Caucasian. And he is having a discussion with his dad, and his father is just so against this, his mindset that, this is not right its wrong. And Sidney Poitier says in the movie to his father is, “dad the difference between you and me is, that you see yourself as colored man and I see myself as a man.” So that mindset drove both of their behaviors. So there are lots of examples of how our beliefs drive our behaviors. Now in selling what we believe selling is will drive our behaviors. If we ask 100 people to give a definition of selling, which I will talk more about in a minute, you get 100 different answers. Now that means you got a 100 different beliefs. So what we think is that what you believe, what your mindset is, is the foundation upon which you should build anything around interacting with customers or prospects if you are trying to sell them, get them to buy in, influence them, convince them, or persuade them, mindset is the starting point.
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