Ira Bowman is an amazing man. As he said on the show, he wants to live his life to the fullest, be a positive influence along the way and help people where he can.
Ira is the founder of #ProjectHelpYouGrow and 9-5 Monday to Friday he helps his clients, in the greater San Francisco area, succeed through large format printing.
Ira can be reached at:
You are saying we need to put work into things?
In today's episode, I talked about being prepared. The more prepared you are going into any meeting, with anyone, the more valuable you become. You become someone who is interesting because you are interested in the person you are meeting with.
Doing the research helps things go better in the beginning?
Absolutely. If you walk into the meeting, having done your research, you know what questions to ask and to whom. Never assume, even if you have done a lot of research on a person or company, that you know everything. What doing the research does is allow you to ask intelligent questions to find out if your assumptions are actually correct and help you find out how you can help the person across the table.
How much time do you need to put into this beforehand research?
This really depends on what you have to gain. If you are going after a million dollar, or multi-million dollar contract, you probably can never do enough research. If you are going in to meet someone for the first time and just doing an initial discovery call, then an hour's worth of research may suffice.
What things do we need to know about our clients?
This really depends on what your objectives are. I work with my clients to help them communicate more effectively and provide workshops on personal branding for sales and leadership teams. It is in my best interest to know as much about the business that I am meeting with.
Would that really be a compliment to be known as a born salesman?
Some people use this as a backhanded compliment. Telling someone that they are a natural salesperson is an insult that some people use because they have never encountered professional salespeople before. Sales does not have to have a slimy or negative connotation.
Remember, everything is sold!
Great salespeople are those who can empathize, understand a client's needs and works with them to achieve their goals.
How can you get hired to sell something you don’t know what it is?
I am a believer that sales is sales and product knowledge (for the most part) is two weeks. People can learn enough about almost any product to be able to sell it if they are a great salesperson. If they understand how to develop influence through trust and build relationships, anything can be sold.
What I am getting out of this is we should sell from the buyers' point of view?
You should always sell from a buyer's point of view. People do not care about your problems or the fact that you need to make a sale to feed your kids, they care about their problems and if you can fix them.
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