Podcasting from a moving car in Cork Ireland, for 34 minutes
you’ll hear Roger Overall & Paul O’Mahony
talk about a sales funnel to
“Help you overcome customer resistance“
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In Episode 8 of Season 3, we address a problem every sales-person
knows much too well
We start with a shock
Podcasting from Cork
We’re in Paul’s small 2008 Audi. Driving gingerly along narrow streets – in between parked cars – waving to barbers & hair stylists – without jumping any traffic lights.
This is first time we’ve recorded BusinessJazz Podcast in a mobile studio.
Paul’s broke the law – Roger aided & abetted.
You hear us chatting about …
- Why we’re recording on the move
- Republic of Work (1.10) – it’s not just for startups (2.00)
- Remember the Republic of Work needs to be genuinely attractive
- “I can’t find anything wrong with Republic of Work.” (Roger)
- The Cafe @ Blackrock Castle Observatory was our spiritual home (3.00)
- Today we’re driving towards a business community centre (3.35)
- Remember every business needs to sell: certainly Republic of Work needs to sell what it offers to its ideal customers
- There’s a rumour there might be poetry in business (4.10)
- Remember “Be both Attractive & Sell” – or else your business will fail to fly (4.25)
- Cork City roads are not attractive enough (4.45)
- Barbers & hair-dressers (4.55)
Insight
Drive your business forward
We get stuck into selling…
- Introducing The Sales Funnel (5.20)
- Journey “From Awareness to Selling” (5.50)
- Who do you want to know you exist? (6.45)
- Who has “Desire to solve a problem now” (7.10)
- You have to find out “Who’s ready & able to go ahead?” (7.40)
- When do you say “Here I am – I can solve your problem, as quickly as you need“? (8.25)
- What’s your Quality Standard ? (9.30)
- What is Good Value For Money (GVFM) ? (9.45)
- Clients that want to marry you… (10.20)
- 6 things top class “used car sales people” find out (11.20)
- “In the old days...” (12:00)
- The best sales people send you to another supplier (12:45)
- How to become trustworthy (13.30)
Insight
Sell yourself a funnel
Parking in Cork
- How to listen to a potential customer (14.20)
- Be a “good nice likable person” – establish rapport (15.00)
- How to build depth of friendship
- Be friendly (15.40)
- People like before they buy
- Gather information to guide you towards making a sale (16.20)
- Either a Rolls Royce or a Mini may do (16.40)
- “If you can’t make a sale – make a good reputation“
- Illegal moving of a traffic cone (17.30)
- Risk assessment said it was safe to move it one metre (18.10)
- Make space in crowded market / parking place (19.10)
- Create your own space (1920)
- Innovative law-breaking (19.50)
- Summary (20.28)
Insight
Be attractive as a mover & shaker
- How to address unspoken reservations (2055)
- Matching your competitors (21.25)
- People have doubts (21.45)
- Being let down nicely (22.05)
- Overcoming doubt
- Satisfaction guaranteed (22.15)
- Trusting & Liking (22.25)
- Money back guarantee (23.35)
- “Send us back the wrapper” rant (24.00)
- Valueless guarantees
Insight
There is always something hidden
- The half-drunk bottle story (24.35)
- Lifetime value of a transaction in a supermarket (25.00)
- The €40K transaction
- Imagine filming people entering a supermarket…
- Without a quibble (27.25)
- Wine Corks v Screw-tops (28.10)
- Recycling plastic stoppers (28.20)
- The cork trees in Spain are dying (29.00)
- How to open a bottle without a screwdriver (29.15)
- Cork School of Music 29.45
Insight
That bottle of Rioja is worth €40,000
The next question:
- May we Podcast from Republic of Work in future?
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Appeal to our supporters :
Please tell one person
about #BusinessJazzPodcast
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Our 4 best bits of advice
- Use a Sales Funnel
- First be trusted & loved
- Rapport reigns – foster & nurture it
- Show you’re trustworthy – the most genuinely attractive supplier
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Let’s work together – fondly
@rogeroverall Show and Tell Communications
@omaniblog on Twitter – Phone Paul
@bizjazzpodcast Leave comment on businessjazz.net
@mcfontaine Mark Cotton (sound) AudioWrangler
We’ll be back next week
