|
Karl joined Justin Stoddart on the Think Bigger Real Estate podcast to dig into what makes sales meaningful and effective in an age of automation: real human connection. While many salespeople are tempted by the promise of working faster using technology, especially AI, Karl and Justin make a compelling case that being human is your competitive advantage.
In this conversation, Karl shares candid stories and experiences in relationship-driven industries, where going beyond surface-level interactions leads to trust and lasting impact. He explains how to use Iceberg Selling to build rapport with curiosity and authenticity, be more present, and apply emotional intelligence to every client interaction. Whether it’s taking the time to understand a client’s life, brainstorming ways to provide value beyond your core service, or shifting from an impersonal list of clients to a focused network of trusted partners, Karl offers a grounded, real-world roadmap to selling with depth and intention. He even tackles the tension between being efficient versus being effective, reminding us that while we should be efficient with our work, we should never be efficient with people. Listen to the full conversation on your favorite podcast app, visit Think Bigger Real Estate's podcast page or watch the video above to explore how you can be more present, show more empathy, and add more value to your sales approach. If you were taking your family or friends on a road trip, you wouldn't just get in the car and start driving in a random direction. At the very least, you'd first agree on where you were going. Then, as the driver, it's your responsibility to plan your route and any stops along the way.
As a salesperson, you're a guide, helping your customer reach their desired outcome. So why not plan in advance the same way you would if you were any other type of guide? Khalil Benalioulhaj and Martin Holland invited Karl on their podcast, the Cash Flow Contractor, to talk about how Iceberg Selling helps you prepare to be the best guide you can be to your customers. To show someone how to reach a desired outcome, you first need to share a vision. Karl, Khalil, and Martin discuss how salespeople, and entrepreneurs working in a sales capacity, can co-create that vision with their customers and lay out the path from the starting point to that eventual outcome. This episode applies the principles of Iceberg Selling to the construction industry and its unique set of challenges. So, how can exploring the 90% below the surface apply to services like commercial and residential building or remodels? Watch the interview on YouTube or visit their website for links to your favorite podcast platforms.  Is your entire sales process built around "solution selling?" Or do you solution sell at least part of the time? If so, then it's important to demonstrate to your prospect that you can create real value for them. Show you're committed to finding not just a solution, but the best possible solution to their problem.
One great tactic that can help you take your solution selling to the next level is called the "trial balloon." Let's talk about how this simple, proven construct can really propel your conversations forward, and aid in your value-creation proposition. What is the Trial Balloon Strategy? The term "trial balloon" originated during the 1700s. The Montgolfiere brothers in France were striving to create a working hot-air balloon. Obviously, they didn't want to risk life and limb by taking off in a hot-air balloon without some assurance that it would actually stay aloft! Thus, they sent up trial balloons to test their design before finally committing to a journey of their own. In marketing terms, the basic concept is the same. The trial balloon strategy is a technique in which you put an idea "up in the atmosphere," and see what your prospect thinks about it. Most prospects don't want to quickly commit to a contract or agreement unless they first have some assurance that they'll get real value in return. As you "float" ideas to them, and they see the value in your ideas, their trust in you will gradually grow. This process gradually gets you much closer to a final sale. How Does It Work for Solution Selling? It's important to realize that sending up a "trial balloon" for your prospect may require some quick pivoting on your end. After all, if your prospect isn't enthusiastic about one idea, then it's vital that you transition to another idea before they lose interest completely. (This is why you should always have multiple ideas in your arsenal, especially in the initial stages of your relationship with the client.) So how exactly does the trial balloon technique work? Here's one possibility: Imagine you're talking to a new prospect named Rick. He's already told you about the main pain points he wants to address. You could say something like: "Thank you for sharing your situation with me. I really appreciate your straightforwardness. I do want to create some value for you, and I have some ideas. So what I'd like to do is get my team together, sit down with you, and share these ideas before we finalize a proposal. I just want to make sure that I'm on the same wavelength as you. Would that be okay?" Nine times out of 10, Rick is going to say "yes" to your suggestion. Then, after you and your team have strategized on which ideas to present, you can share those with him. Trial balloon ideas are like rungs on a ladder that ultimately lead to a sale — the more ideas Rick likes, the easier it will be for you to provide him with a customized solution to his problem. Each step increases the possibility that he'll do business with your company. Watch me explain this concept in this video tutorial. Trial Balloons Work at Every Stage in the Buyer's Journey The great thing about trial balloons is that they work all the time! Whether you're dealing with a current client, or with someone who's just entered your funnel, you can always use this technique to get a pulse on where they are, and what they're looking for. A "trial balloon" strategy should be part of your consultative selling toolbox. If you make good use of this technique, you'll almost certainly see your sales performance improve dramatically. If you'd like more insights on how you can improve your sales leadership, contact us. Or sign up for our newsletter for more valuable resources. |
Meet Me
Archives
August 2025
Categories
All
|
RSS Feed
We are headquartered in Colorado with domestic and international teammates and clients. Please use the contact form on this page to inquire about any of our books, podcasts appearances, speaking engagements and workshops, any of our offerings, or simply to connect.
|
|
© Improving Sales Performance. All Rights Reserved.