026: High Output Selling with Howard Olsen
Howard Olsen is a leading sales speaker, trainer and consultant with over 30 years of sales, management and entrepreneurial experience. Howard's track record is a testament to his real-world knowledge and extensive expertise in knowing how to apply it. His career is defined by the relentless pursuit of excellence and strategies that build unshakeable, business winning trust. He is impassioned about lifting the proficiency and agility in others by using his experience to inspire and encourage them with practical road-maps to increased success.
Howard breaks down the important aspects of sales into two words, trust and relevance, with everything else revolving around it. David also talks with him about the line of questioning used when conducting initial interviews with clients and how you can structure your fees based on that initial line of questioning.
In This Episode, You'll Learn…
- Some 'low-output' habits
- Creating trust and relevance
- Talk about the problem before the price
- People buy outcomes, not products or services
- Ways to de-commoditize yourself
- 2 dirty words in selling
Links and Resources Mentioned in This Episode