185 - Unlocking Sales Success: Iceberg Selling and Building Lasting Relationships with Karl Becker
Have you ever wondered what makes the best salespeople successful? Why some people can get deals done and create opportunities over and over again? Karl Becker joins us to share his sales strategies and principles from his book 'Iceberg Selling’. It’s a refreshing conversation that will make you rethink your sales approach and your approach to business and life.
Time Stamps
01:34 - The Impact of Holidays on Business
03:37 - Introducing Sales Expert Carl
03:43 - Karl's Approach to Sales
05:26 - Karl's Background and Journey into Sales
08:03 - Applying Iceberg Selling in Different Sales Scenarios
09:42 - The Concept of Iceberg Selling
12:58 - Doing the Research
14:32 - Setting Yourself Up For Success
16:29 - Getting Clear On The Person's Iceberg
18:05 - Repeat Back What You Said
20:13 - Sales Misconceptions
23:15 - Head Trash
31:26 - The Lifetime-Value & Being-of-Service Mindsets
41:06 - The Ownership and Drivership Mindsets
44:18 - Challenges in Instilling Mindsets into Your Team
48:20 - The Abundance Mindset
50:57 - Uncovering The Needs of Your Sales Team
52:42 - Challenges in Construction Sales
57:35 - Setting Your Sales Team for Success
01:03:14 - The Hat Trick
01:05:38 - Karl Becker's Books & Contact Info
01:08:16 - Episode Takeaways
Quotable Moments from Karl Becker
"We only see about 10% of what's going on. You only see about 10% above the waterline. The other 90% is under the iceberg."
"Selling is being of service."
"Oftentimes I find that selling is really about communicating and helping people understand a new reality or move towards something that they want."
"Selling isn't this manipulation thing. Selling is caring and helping people understand and giving them a path forward."
"You are your own leader. It's up to you to make it happen."
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Resources
More from Karl Becker
Improving Sales Performance Website
Iceberg Selling Website
“Iceberg Selling” Book
“Set Up to Win” Book
“Sales & Marketing Alignment” Book
Email Karl Becker
Connect with Karl on LinkedIn
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