Listen to Sell: Active Listening Skills to Build Trust and Close More Deals

The Modern Selling Podcast

Do you want to know the secret to building genuine connections with your customers and improving your sales numbers at scale? We're about to share the solution with you so that you can achieve that result.

We are sure you've been told to focus on product information, tricks of selling, and not your mindset or motivation. But deep down, you know this approach isn't getting you the results you want. You're feeling stuck, frustrated, and struggling to hit your sales targets. Isn't it time to find a better way to unlock your true potential and achieve the success you deserve?

Discover how active listening and a shift in mindset can revolutionize your sales performance. Get ready to be inspired and take your sales to new heights. Keep listening for the full story.

Did you know that a former school teacher turned salesperson tripled his sales in just 30 to 60 days simply by shifting his mindset? And what if I told you that the key to his success wasn't just about learning new skills, but about understanding his purpose and values? This unexpected transformation is just one of the powerful stories shared in the book "Listen to Sell" by Mike Esterday, CEO of Integrity Solutions.

This is Mike Esterday's story:

The spark that ignited Mike Esterday's journey into the realm of active listening and sales was kindled by a personal experience that underscored the profound value of genuine connection. As he trod the intricate pathways of sales, he encountered instances where empathetic understanding was pivotal. This epiphany kindled a fervent passion within him to unravel the intricacies of active listening, propelling him to explore its profound impact on fostering authentic client relationships. The pivotal moment that propelled him on this odyssey resonates with a universal quest for forging meaningful connections in the sales sphere. Mike's narrative stands as a testament to the transformative influence of active listening, demonstrating how a singular realization can revolutionize an individual's approach to sales and relationship cultivation.

In this episode of The Modern Selling Podcast, Mario Martinez Jr. engages in a thought-provoking conversation with Mike Esterday, the CEO of Integrity Solutions and co-author of the book "Listen to Sell". Esterday shares valuable insights into the importance of active listening in sales, emphasizing the need for elevated skills in today's marketplace.

He also highlights the negative stereotype attached to sales and stresses the significance of redefining selling as identifying needs, filling needs, and creating value for people. The conversation delves into the concept of three key conversations every salesperson needs to have, focusing on the impact of internal dialogue, coaching, and mentorship.

Esterday's emphasis on mindset, achievement drive, and the human touch in sales offers practical and actionable insights for sales professionals aiming to enhance their approach and drive better outcomes. The episode provides a holistic understanding of what it takes to succeed in sales, encompassing not only product knowledge and skills but also the deeper components of mindset, motivation, and belief in one's abilities.

Most people want to be part of a journey, want to be part of a story. They're actually drawn to people who are transparent, tell the truth. They're open with that. - Mike Esterday

Mike Esterday, the CEO of Integrity Solutions, is the guest for this episode of The Modern Selling Podcast. He brings over three decades of experience in sales and sales coaching to the table. Growing up on a farm in Illinois and starting his sales career selling books door to door on straight commission, Mike's journey in sales began early. With a passion for helping companies globally improve their sales and sales coaching skills, he co-authored the book "Listen to Sell," drawing from his extensive knowledge and expertise. His unique background and practical insights make him an invaluable resource for understanding the importance of active listening in sales and building genuine relationships with customers.

In this episode, you will learn how:

• Mastering active listening will transform your sales conversations and build genuine connections with customers.

• To discover the key to overcoming self-limiting beliefs in sales and unlocking your full potential.

• To elevate your sales coaching skills to lead and motivate your team to achieve global success.

• To uncover effective strategies for leading your sales team to new heights and achieving remarkable results.

• To create value through customer-focused selling and become a trusted advisor to your clients.

The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG.io 00:01:24 - Introduction to Integrity Solutions 00:04:33 - Personal Anecdote 00:05:43 - The Role of Salespeople 00:11:15 - The Three Conversations 00:14:55 - Setting Expectations for Achievement Drive 00:16:16 - Achieving Stretch Goals 00:19:11 - Overcoming Negative Self-Talk 00:21:26 - Importance of Active Listening 00:25:11 - Mindset and Sales Training 00:29:33 - Overcoming Negative Self-Talk in Sales 00:30:48 - The Role of the Salesperson in the Age of Technology 00:31:40 - Strategies to Overcome Self-Limiting Beliefs 00:36:19 - The Importance of Selling with Stories 00:38:26 - The Role of a Sales Leader 00:43:59 - The Power of Transparency and Storytelling in Sales 00:44:51 - Customer Engagement and Motivation 00:45:38 - Identifying Customer Needs and Solving Problems 00:46:00 - Where to Find the Book "Listen to Sell" 00:46:47 - Connecting with Mike

Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces himself and his company Vengreso, the creator of FlyMSG. He shares that the podcast will feature sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale. 00:01:24 - Introduction to Integrity Solutions Mike Esterday introduces himself as the CEO of Integrity Solutions, a company that focuses on improving sales and sales coaching skills. He shares that they work with companies globally and have been in the industry for over 35 years. 00:04:33 - Personal Anecdote Mike Esterday shares a personal anecdote about getting arrested for selling books door to door when he was 18. He emphasizes the importance of shifting the mindset about what professional selling truly entails. 00:05:43 - The Role of Salespeople Mike Esterday discusses the importance of salespeople in today's market, emphasizing the need for elevated skills to interact with customers who have access to extensive information. He believes that salespeople are critical and not fading in relevance. 00:11:15 - The Three Conversations Mike Esterday introduces the concept of the three conversations every salesperson needs to have: the conversation with the customer, the conversation with oneself, and the conversation with a manager, coach, or mentor. He highlights the impact of mindset and coaching on sales success. 00:14:55 - Setting Expectations for Achievement Drive Mike talks about setting clear expectations for his son's academic performance and the importance of effort and accountability. 00:16:16 - Achieving Stretch Goals Mike shares the lessons he hopes his son learned, including the importance of pushing hard, visualizing goals, and having an accountability partner. 00:19:11 - Overcoming Negative Self-Talk Mike emphasizes the impact of negative self-talk and the importance of surrounding oneself with positive influences to achieve more. 00:21:26 - Importance of Active Listening Mike discusses the significance of active listening in sales and how it can help build rapport and trust with customers. 00:25:11 - Mindset and Sales Training Mike addresses the gap in sales training, emphasizing the importance of mindset, motivation, and confidence over just product knowledge and selling skills. 00:29:33 - Overcoming Negative Self-Talk in Sales The conversation addresses the importance of overcoming negative self-talk in sales and how individuals deserve, can achieve, and are able to attain success. It emphasizes the need to break down barriers and have the right mindset, motivation, and confidence. 00:30:48 - The Role of the Salesperson in the Age of Technology Despite advancements in technology, the salesperson remains the most important factor in sales. The conversation highlights the importance of the salesperson's mindset, commitment, and continuous improvement in facing challenges and achieving success. 00:31:40 - Strategies to Overcome Self-Limiting Beliefs The discussion focuses on strategies for overcoming self-limiting beliefs that hinder sales performance. It emphasizes the importance of building confidence through small successes and understanding the impact on customers, even if it's not their own story. 00:36:19 - The Importance of Selling with Stories The conversation emphasizes the need for internal sales training programs that focus on selling with stories. It underscores the value of articulating the business problem that the salesperson solves and understanding the buyer's love language. 00:38:26 - The Role of a Sales Leader The conversation highlights the role of sales leaders in diagnosing and addressing skill and will issues in their team. It emphasizes the importance of asking questions, listening, understanding motivation, and aligning with the purpose of the salesperson. 00:43:59 - The Power of Transparency and Storytelling in Sales Mike emphasizes the importance of transparency and storytelling in sales. He shares how sharing the journey with customers and being transparent about challenges can help build a strong connection and trust. 00:44:51 - Customer Engagement and Motivation Mike discusses how customers are drawn to transparency, truth, and being part of a journey. He highlights the importance of customer engagement and motivation in sales. 00:45:38 - Identifying Customer Needs and Solving Problems Mike and the host discuss the importance of identifying customer needs and solving problems. They emphasize the value of understanding customer needs and being able to tell success stories to the next group of customers. 00:46:00 - Where to Find the Book "Listen to Sell" Mike shares where listeners can find his book "Listen to Sell," including options like Amazon, Barnes and Noble, and his website. He also mentions the availability of free preview pages and additional content on his website. 00:46:47 - Connecting with Mike Mike shares that LinkedIn is the best way to connect with him and encourages listeners to reach out with any questions. The host advises listeners to send a personalized connection request on LinkedIn to ensure Mike knows where they heard about him.

Mastering Active Listening Effective sales professionals understand the importance of active listening, as it enables them to truly understand their customers' needs and concerns. By actively listening, salespeople can build rapport, establish trust, and tailor their solutions to meet the specific requirements of each customer. Mastering active listening not only enhances communication but also leads to more successful sales interactions.

Overcoming Self-Limiting Beliefs Sales success is often hindered by self-limiting beliefs that prevent individuals from achieving their full potential. Overcoming these mental barriers is crucial for sales professionals to unlock their capabilities, boost confidence, and drive performance. By challenging and replacing negative thoughts with empowering beliefs, individuals can push past limitations and achieve greater success in their sales endeavors.

Elevating Sales Leadership Strong sales leadership plays a pivotal role in fostering a culture of excellence and driving team performance. Effective sales leaders prioritize coaching, mentorship, and development to enhance the skills and motivation of their team members. Elevating sales leadership involves creating a supportive environment that encourages growth, collaboration, and continuous improvement to achieve sustainable sales success.

The resources mentioned in this episode are:

• Get the book Listen to Sell by Mike Esterday on Amazon, Barnes & Noble, or at listentosellbook.com for a preview and purchase.

• Access free sales training and coaching resources at integritysolutions.com, including blogs, videos, and other content.

• Connect with Mike Esterday on LinkedIn by sending a personalized connection request mentioning the Modern Selling Podcast.

• Download FlyMSG for free to save 20 hours or more in a month and increase productivity with a text expander and personal writing assistant.

• Give the Modern Selling Podcast a five-star rating and review on iTunes to show your support and help others discover the podcast.