EP 31 - Rob Liano - Transitioning From Field Sales to Telesales

SUMMARY SHORT VERSION

As a business owner, best-selling author, sales strategist, and coach Rob Liano delves into the underpinnings of sales. Rob talks about the importance of scripting prospect calls, the value of service, and keeping the focus on the client. He advises on adapting the core of what works in sales and transitioning between sales fields. Transitioning from music to field sales, then from field sales to telesales, Rob truly grasps the opportunity and embraces the change. Join Rob as he shares insights into his sales journey.

QUOTES

Give people more than what they expect, and you’ll never go wrong – Rob LianoIf something works, if you do it, it keeps working – Rob LianoIf you sell on price, you are going to lose that sale on the price to someone who cuts your price – Rob LianoIf you sell on value, your expertise and service you provide, especially after the sale, when it matters most, you’re going to be able to turn customer satisfaction into customer loyalty. – Rob LianoPutting yourself in the position to learn and grow is crucial. – Jake LynnIt’s ultimately your responsibility for your success – Rob LianoGrasp the opportunity or embrace the change, or you will miss out on the opportunity – Rob LianoRepetition is what breeds confidence – Rob Liano

KEY POINTS

Why it is important to use a script as a rookieHow important is tonality on the phone?The meaning of a client Focus on the interests and care of the clientChasing Maybe’s and asking the right questions upfront How to transition from one area of sales to another. Being an interactive salesperson Why mentality is key to sales How to build value in your offer The impact of the Corona The two sides of sales A Hot tip for people doing telesalesGetting a client who is quite there, over the humpHow to approach a telesales gig

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