Ultimate Sales Hack - Shut Up and Listen (Guest Max Landesman from Maxin' TV)
SHOW NOTES:
Connect with Max Landesman: Linkedin
Maxin' TV: YouTube Channel - Facebook
Linked Automation: Linkedin
Empathy Map - Download
Other Podcast Mentions:
Linkedin Profinder - Earl Nightingale - Motion Array - Thumbnail Blaster - Camtasia
Nova Southeastern University - Website - MBA program
CONTACT HEATHER:
Zeitzwolfe Accounting: Website - Facebook
Contact Heather: Instagram - LinkedIn
To book a Discovery Call (via Zoom) - Click Here
Using an Empathy Map
When you’re selling from a place of empathy, your mind shifts. Rather than focusing on closing the deal, you’re learning about what problem they need solved. If you as the seller can truly solve their issue, then you are no longer trying to convince the prospect to buy. Instead, you’re just explaining your resolution.
It sounds easy, right? But listening is a skill. Think about all those times when someone is talking and all you want to do is blurt out the answer. But if you continue to listen, probing deeper you are more apt to get to the real root of problem. To help develop this skill, you can use an Empathy Map. I’ve included a link to one in the show notes.
The Empathy Map is a visual, interactive method for unlocking what really matters to your prospect or client so that you can solve their problem more effectively. This tool will force you to listen for key pieces of information. Here’s how it works.
The Empathy Map is broken into different areas where you gather information through listening and probing to get a deeper insight on the issue. The areas are 4 areas at the top and two at the bottom. The tops area consists of the following:
1. Thinking and Feeling – What does the prospect or client think and feel? Are they confused, frustrated, feeling hopeless? What are the emotional drivers?
2. Hear - What does the prospect or client hear? Who influences them, who do they speak to when making a decision?
3. See - What does the prospect or client see? Where are they, what’s their environment?
4. Say & Do - What does the prospect or client say and do? What are they telling you? What are they doing? Are they saying one thing but doing another?
The bottom section of the map are the Pains and Gains.
Pains – Refers to their biggest problems and challenges. Stick to three or less.
Gains – What are the benefits and opportunities in solving the pain.
You should fill out the top section first. Really reflect on what the prospect or client told you. What feelings did they share, what type of values did they convey, and did they say things that were contradictory. If you were on a Zoom call or an in-person meeting, what was their body language? How about their facial expressions? What about voice infections?
To use the empathy map, you can either collect this information while you’re on a call or take notes and fill out the map afterwards. If members of your team were involved in the call, then ask them to fill out an Empathy Map as well or you can create a large scale one on a white board and participate with sticky notes. You can do this virtually as well; I like the cloudbase tool Miro.
You can learn so much more if you take the time to listen and observe.
If you would like to improve your business processes to improve your bottom line, set up a discovery call with Heather to discuss her profit advising.
On this episode of Get the Balance Right, is the second installment of our sales series. Our guest is the outspoken and funny, Max Landesman, who is the host and creator of the Youtube business show Maxin’ TV. His area of expertise is lead generation and sales. He’s a fast-talking entrepreneur, with an MBA, from New Jersey with a booming personality. Max and his twin brother are the co-owners of Linked Automation, a BS-free, results-driven, digital marketing agency.
If you missed last week’s episode, our guest was Nikki Rausch, also known as the Sales Maven who is a sales coach and expert. If you listen to that episode and compare it to this one, you will notice that Max and Nikki have different approaches to sales, yet they’re both phenomenal in what they do. I hope you find this as fascinating as I do. But despite their differing styles, they share some key selling methods. They both listen to their prospect and truly understand their pain points. It’s this act of being an empathetic listener that I think is the key to both of their success.
This episode is chock full of humor, tips and inspiration; but best of all, it’s drenched in Jersey realness. Enjoy!
Interested in being a guest on the podcast? Do you have a podcast and would like to invite Heather Zeitzwolfe to be a guest? If either apply, please fill out our guest request form.
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