In business, until you have enough sales, you have no other problems. — Jason Bonds
North GA Business Owners! If you want to step up your selling game, this North Georgia Business Radio segment is for you!
Our special guest is Keith Guernsey. Keith is a multi-talented individual, known to many of our listeners for his inspiring books and his incredible journey as a three-time cancer survivor.
What you may not know is that Keith has a background as a top sales leader. Keith brings a wealth of knowledge to the table and is committed to sharing effective sales management strategies with us.
His experiences are sure to provide insightful and actionable advice for small business owners seeking to enhance their sales team performance and help drive their success.
Keith’s diverse expertise and commitment to making a difference make him the perfect guest to help kick off this multi-part series on sales!
Some highlights from the show…
- Mastering Sales Management Strategies: Sales secrets from a 40-year sales veteran to help boost your small business sales team’s performance and driving revenue growth.
- Elevate Your Fundraising Game: Discover innovative and effective ideas for maximizing your event’s impact and reaching new fundraising heights. Recently Keith helped Relay for Life raise over $100,000 for the American Cancer Society!!!
- Networking Secrets for B2B Sales Success: Keith is sharing some powerful tips to supercharge your B2B networking efforts and forge valuable connections that help drive sales.
- Navigating the Impact of COVID-19 on Sales: Learn how to take advantage of, adapt and thrive in the new sales landscape. Mastering the art of turning challenges into opportunities for success.
- Effective Celebration of Sales Team Success: Find out how to motivate and celebrate your sales team’s achievements in ways that foster a culture of success and drive continued performance.
Connect with Keith…
email – thegurns2005@yahoo.com
phone/text – 978 – 973 – 5691
Check out Keith’s books on Amazon
Connect with Phil Bonelli:
https://www.facebook.com/Hopewell-Farms-GA-105614501707618/
https://www.instagram.com/hopewellfarmsga/
https://www.hopewellfarmsga.com/
Connect with Beau Henderson:
https://www.facebook.com/RichLifeAdvisors
https://www.facebook.com/NorthGARadioX
Key Moments from the Show
00:00:32 – Relay for Life and American Cancer Society update
Keith Guernsey discusses the success of the recent Relay for Life event and shares contact information for those interested in participating in future American Cancer Society events.
00:03:06 – The Gurns and Cancer Survival
Phil and Keith discuss cancer survival and resources available for those battling cancer, emphasizing the importance of not letting financial constraints hinder treatment.
00:07:39 – The Importance of Showing Up and Sales Strategies
Keith emphasizes the importance of consistency and showing up in sales roles, highlighting the significance of solving problems and meeting needs through sales strategies.
00:12:36 – Networking and Expertise in Sales
The conversation explores the importance of networking, being recognized as an expert in your field, and the challenges of cold calling in sales, especially in the context of remote work and automated call systems.
00:14:09 – Overcoming Technological Hindrances in Sales
Keith discusses the technological hindrances and the challenges of reaching the gatekeeper, especially with the prevalence of voicemail as a barrier to direct communication.
00:14:56 – Direct Outreach vs. Networking
The discussion explores the different ways to reach out to prospects, including face-to-face visits, calls, electronic communication, and networking. The importance of finding a balance between direct outreach and networking is emphasized.
00:16:15 – The Power of Persistence in Sales
Keith shares personal experiences of reaching out to CEOs directly and the impact of persistence in getting a response. The importance of persistence and consistency in sales efforts is highlighted.
00:20:42 – Transitioning from Sales to Sales Management
Keith discusses the transition from sales to managing salespeople, emphasizing the importance of leading by example, providing support, and creating opportunities for sales team success.
00:25:34 – Key Attributes of a Successful Salesperson
The conversation explores the essential attributes of a successful salesperson, including discipline, consistency, self-awareness, and the ability to learn from both successes and failures. The importance of celebrating successes and learning from setbacks is highlighted.
00:29:24 – Celebrating Successes in Sales
Keith Guernsey emphasizes the importance of celebrating successes in sales, regardless of wins or losses. He also shares the advice of his mentor, Bob Spencer, about how to handle sales setbacks and keep the team motivated.
00:30:30 – Handling Sales Setbacks
Guernsey discusses the importance of evaluating the reasons behind lost sales and providing constructive feedback to salespeople. He also highlights the need to support and pump up the team, taking into consideration any patterns in sales losses.
00:34:01 – Belief in What You’re Selling
Guernsey stresses the importance of believing in the product or service being sold. He shares his own experience with a business roundtable advisors, emphasizing the need to genuinely believe in what you’re selling to make sales enjoyable and rewarding.
00:36:18 – Persistence and Consistency in Sales
The conversation focuses on the importance of having a system and process in sales. Guernsey highlights the need for persistence and consistency in reaching out to prospects, as well as the importance of multiple touchpoints to increase the likelihood of a sale.
00:39:29 – Product Knowledge and Solving Problems
Guernsey emphasizes the significance of product knowledge and expertise in sales. He discusses the role of a salesperson in solving problems and providing value to customers, highlighting the need for a thorough understanding of the product or service being offered.
