How to Sell When You Can’t Be in Front of Someone, with Gerry Savage, Four Pillars Consulting Group
John Ray: [00:00:00] And hello again, folks. I’m John Ray with Business RadioX, and I’m here with Gerry Savage. And Jerry is a sales leader and president of Four Pillars Consulting Group. And the question for Gerry is, how do you build business when you can’t be in front of someone?
Gerry Savage: [00:00:23] John, this is a very interesting time in our history. And this is a time when, believe it or not, we really need to strengthen our communication skills better than ever because we can’t be in front of someone. And mostly, we’re doing Zoom calls. And so, it’s very difficult to build relationships.
Gerry Savage: [00:00:41] And one of the ways that you need to do that is that you need to be very observant about who you’re speaking to, how they’re speaking to you, and how are you responding to them because it’s almost like when you meet somebody in person, you’ve got seven seconds before you get an impression. It’s almost the same with Zoom. When they see you, and they see your background, and they see how you’re … are you looking at them? Are you’re fidgeting? Are you talking to them or not? You really need to pay attention and focus on them because people can tell whether you’re generally interested in them or not.
Gerry Savage: [00:01:12] And so, the biggest thing that you can do to move your sales process along is to show them that you’re genuinely interested in them, that you’re focused on them, you’re listening and you’re responding to the things that they ask and speak about.
John Ray: [00:01:27] Great advice, Gerry. Thank you.
Gerry Savage, Four Pillars Consulting Group
Gerry Savage began his sales career over three decades ago in 1985 after serving on active duty in the United States Marines. In 1991 he entered the field of total joint replacement, winning five President Club awards with Zimmer Orthopedics between 1995 and 2003. Gerry went on to become a distributor for Biomet Orthopedics and then eventually served as a Reginal Director for Conformis and Eastern Regional Vice President for MicroPort Orthopedics. Gerry is currently Vice President of Sales for Maxx Orthopedics U.S. He received both his undergraduate and graduate degrees in business administration from Eastern University in St. Davids, Pennsylvania, where he was also an adjunct professor.
Gerry’s book, The Four Pillars of Sales takes you on a real-life journey that gives you the tools necessary to reach the success you desire. Gerry eloquently weaves in his 34 years of sales experience into a unique sales process that identifies your own personality style and that of your customer. You will find yourself communicating effectively with your customers in a natural non-threatening way that finally allows you to build long-lasting relationships.
When not traveling and pursuing his next opportunity to grow business, Gerry looks forward to spending time in Maine with family and friends, writing with his trusted Cavalier King Charles Spaniel, Brady, by his side, or at the barn riding horses. An avid equestrian, his love for horses was passed down from his grandfather and father. He has competed in the hunter ring over fences as an equestrian throughout central Pennsylvania, where he has lived for the last twelve years with his family.
Listen to the complete North Fulton Business Radio interview with Gerry here.
Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management and financial services offices in Mississippi, Alabama, Tennessee, Georgia and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.