From Technical Skills to Sales Skills - Learning to Sell When You're Not a Born Seller with Nick Strain
Building Your Sales Engine
<p>Mark McGraw talks with Nickolas "Nick" Strain, Senior Wealth Advisor at Halbert Hargrove.</p>
<p>Press play to learn how Nick "fell" into sales and how the Sandler Selling System has helped him close more deals.</p>
<p>To find our handout for this episode, click <a href="https://www.buildingyoursalesengine.com/giveaway6" rel="nofollow">here</a>.</p>
<p>You'll hear about the two Sandler Rules Nick is a fan of, and what you need to do to achieve sales success.</p>
<p>Whether you have been in sales for a couple of months or for several years, you'll walk away with some principles that will improve your sales process, and any type of exchange: with prospects, with team members, and even in your personal life!</p>
<ul>
<li>Nick Strain doesn't see himself as a born salesperson, but rather as someone who "fell" into selling.</li>
<li>At the beginning of his journey at Halbert Hargrove Nick's focus was on being a good financial advisor and wealth planner.</li>
<li>Mark McGraw talks about how pretty much everybody has to go through a belief curve where their capabilities are greater than their beliefs.</li>
<li>Nick and Mark discuss the key role processes have, especially when it comes to meetings and sales conversations.</li>
<li>Nick has two Sandler rules he's really fond of: "Don't believe everything you think" and "You don't have to like it, you just have to do it."</li>
<li>As Nick puts it: "To be successful, we just have to do little things that might not be the most fun and enjoyable, but are impactful and important for us to do."</li>
<li>When it comes to sales, Nick focuses on understanding how he can be helpful and add value to prospects and clients.</li>
<li>Nick opens up on how the sales process at Halbert Hargrove has evolved and now relies on two steps.</li>
<li>Sometimes, people with a technical background end up getting in their own way when having a call with a prospect.</li>
<li>Nick takes back the curtain and talks about the different components of his sales process – including what he does to hold himself accountable.</li>
<li>You don't ever really complete a course… It's about practicing the art of selling.</li>
</ul>
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<p>Mentioned in This Episode:</p>
<p><a href="http://buildingyoursalesengine.com/follow" rel="nofollow">BuildingYourSalesEngine.com/follow</a></p>
<p><a href="http://sandler.com" rel="nofollow">Sandler.com</a></p>
<p><a href="http://www.buildingyoursalesengine.com/sandler" rel="nofollow">BuildingYourSalesEngine.com/sandler</a></p>
<p><a href="https://www.halberthargrove.com/member/nickolas-r-strain/" rel="nofollow">Nick Strain</a></p>
<p><a href="https://www.halberthargrove.com/" rel="nofollow">Halbert Hargrove</a></p>
<p><a href="http://buildingyoursalesengine.com/6" rel="nofollow">BuildingYourSalesEngine.com/6</a></p>