Jeffrey Lipsius has been a sales trainer for over 30 years. His new book, “Selling To The Point” introduces a new way to improve salesperson performance. Salespeople trained by Jeffrey have great customer relationships, enjoy selling more, and have cumulatively sold over 2 Billion dollars worth of product.
Entrepreneurial Role Models:
When business started difficulties overcame:
“When I was working for someone else, I could be more specialised. When you’re an entrepreneur, you’re everything, and that was a bit of challenge. I think one thing I do have in my favour is even though I can’t do everything well, I’ve had an ability to pick good people, and I think that’s one of the keys of entrepreneurialism. Also, Tim Gallway, I had him as a role model, and was able to pick his brain about how his inner game applies to selling. So I would say knowing when I’m just in over my head on something and being able to find someone good is an important skill”…[Listen for More]
Favourite Books:
The Inner Game of Tennis: The Classic Guide to the Mental Side of Peak Performance Book by W. Timothy Gallwey
Also mentioned:
Selling to the Point: Because The Information Age Demands a New Way to Sell Book by Jeffrey Lipsius
Favourite Quote:
“You don’t know what you don’t know”
Recommended Online Resources:
Audiobooks Audible Inc. Download digital audiobooks online and listen on your iPhone, Android or Windows device. 200000+ downloadable Audible audio books…
LinkedIn 400 million+ members | Manage your professional identity. Build and engage with your professional network. Access knowledge, insights and opportunities.
Best Advice to Other Entrepreneurs:
Selling To The Point, sales training and consulting
More About Jeffrey Lipsius:
“Learn how to find good people, don’t try to do everything yourself. Learn how to spend time with someone and tell if they’re going to be the right person to help you out, rather than struggling to do something on your own. As much as possible learn to work as a team with other people, and trust the perspectives of other people”…[Listen for More]
Neil’s Quote at the Beginning:
“I get asked enough questions, I try not to ask too many questions.” Derek Jeter
Other Quotes From the Chat with Jeffrey Lipsius:
- “The point of selling isn’t selling; the point of selling is buying”
- “Something that’s not really talked about in sales training is how much salespeople have to rely on customers taking independent initiative after the salesperson leaves”
- “What drives me is the ability to bring the best performance out of people”
- “The most important thing isn’t whether the customer trusts you; it’s whether the customer trusts themselves”
- “You never know if a delay might actually work to your advantage”
- “A good functioning team of people have to have the same goal”
- “I don’t know if I was enjoying it as much as I could because I was distracted trying to rush it along”
- “I’ve learned to trust my gut feeling more and more over time”
- “Stay healthy, take your antioxidants, and keep your dream alive”
- “Customers will interfere with their own good decision making. They need a coach, like a salesperson, to help the customer make the best decision. Now if you’re a customer, why would you want to talk to a salesperson? Because you feel that salesperson is going to help you make a better decision. Does the salesperson know that, most of the time no. The salesperson just wants you to buy the product, regardless of suitability, and this is the main cause of friction between salespeople and customers. What I’m saying is apply a little mindfulness to what you’re doing, and you’ll actually perform better”
- “If you’re the source of enthusiasm, what happens when you leave, the enthusiasm leaves with you. If you’re trying to impose your influence and take as much control of the buying conversation as possible, what’s going to happen when you’re gone is that the enthusiasm, the reason for buying, which was maybe the customer’s feeling for you as the salesperson, is gone because you’re gone and then they’re stuck with a product that they really haven’t developed a relationship with, because you took over the presentation”
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