Karl's Appearance on The Cash Flow Contractor Podcast

Most salespeople are more effective when they are empowered to take ownership, make decisions, and build relations

“Who’s your ideal customer?”

One of Karl’s favorite exercises with salespeople starts with that simple question: who is your ideal customer?

Oftentimes, the answers he gets are met with a series of traits:

• Somebody in X industry
  
• Somebody looking to use multiple services
  
• Somebody with X job title
  
• Somebody with connections to multiple other potential customers
  
• Somebody looking to buy immediately
  
• Somebody with long-term potential
  

“Okay,” Karl adds. “Imagine you’re on a plane. You’ve got a seat in first class, the weather is great, it’s going to be an easy flight. Your ideal customer sits down next to you. They don’t put on their headphones or turn away. Instead, they say hello and mention that they always end up talking to their seatmate on the plane - let them know if it starts to bother you. It’s a dream scenario. Who just sat down next to you?”

A lot of salespeople know exactly who it is.

“Oh, it’s Mary Beth from XXX company.”

“I’d want it to be the CFO of XXX company.”

“Jeremy Brennen from XXX, hands down would be my dream seat mate.”

Then, Karl asks them the real question. “If you already know who your dream customer is, why haven’t you reached out?”

If you already know who that ideal person is, why are you waiting for a chance encounter when you could be putting some intentional focus towards winning their business?

On the Unlocking Sales Success episode of The Cash Flow Contractor podcast, Karl dives into the five steps of Iceberg Selling, why repeating what a customer shares with you helps build your connection, and how the same strategies that help you connect with customers will help you become a better manager for your team. Check it out now on Apple Podcasts!