SSP 029: Top Performer Sales Tips with Fred Diamond

Todays guest is Executive Director of the Institute for Excellence in Sales (IES) Fred Diamond.
Fred connects the top sales speakers, authors, and trainers in the world, such as Neil Rackham, Tom Snyder, Jill Konrath, and Mark Hunter, to sales leaders to conduct sales workshops to help selling professionals get more successful.


Key Takeaways:
The customer is in control more than ever before.
The customer within minutes can find information in minutes.
The great sales reps…
  • Have a passion for their customers
  • Understand what their customers are really trying to achieve
  • Understand their customers business and bring them solutions to the problems they face
Get up early, eliminate excuses, work around obstacles and be committed to getting better.
2 types of sales pros:
  • Those that continually improve
  • This that think they are good enough
Fred Diamond Sales Tips:
  • Always Be Learning
  • Get better
  • Work on your craft
  • Put science behind it
  • Be more energetic
  • Make your customer better
  • Build your referral network
Massive Action Tips
  1. Get a coach or mentor
  2. Get clear on how you want to position yourself in the marketplace
  3. Be a solution provider instead of a “hawker of things.
If your in sales, even if you work for the best company you still work for yourself. Your the VP.
Instead of being just a sales guy, become “The Go to Person”.
To take yourself to the next level you need to understand the challenges the customer goes through every single day.
Book Recommendations:
Collen Stanley – Emotional Intelligence
Jeb Blount – Fanatical Prospecting
Mark Hunter – High Profit Prospecting
How to connect with Fred:
Twitter: @IESBD


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**The Real M.Mason** A Sales Professional since 2000 but didn't begin to see success till after 2007 when I declared, decreed, and claimed I would become an Elite Sales Professional and put all my energy and effort into that goal. Upon completion which included lots of trial, error and failure as well as patience, maturity and success I felt driven to share my journey with others and in 2013 joined the Learning & Development Team as a sales trainer for AT&T. **Questions I'm Still Answering** **Wheres the Energy, Enthusiasm and Sense of Urgency in sales reps?** **Why do sales reps settle for mediocrity and complain instead of striving for excellence?** **Why do we insist on using the same old worn out methods from times past instead of upgrading to strategies that fit the context of todays customer and marketplace?** *How I Nerd Out* I nerd out on text books, audio books, podcasts, inspirational/motivation speaking; pretty much anything related to growth and development. *Things I Cant Live Without* My iPhone, iPad, MacBook, headphones, Evernote, 15 minutes of meditation a day. *People I Can't Live Without* My wife Michele, daughter Jayla and son Ashton. *Key Contributors* Grandfather who taught me the fundamentals of life. Basketball which taught me the importance of practice, repetition, and teamwork and a long list of authors that helped fill in the gaps. *What Drives Me* Doing everything I put my hands on with excellence. Motivating, encouraging, inspiring others to find and express the greatness that's already within them. Mastery.

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