The days of the “spray and pray” method of selling are over. Nobody wants to be sold to, and bland, generic pitches are a dime a dozen. So how can you set yourself apart and improve your closing rates? Today, your host Donald Kelly asks Kay Miller, author of “Uncopyable Sales Secrets,” exactly that. Listen in to find out how you can identify, and sell to, YOUR Moose. Don’t forget to scroll down for an exclusive offer just for TSE Podcast listeners!

Miller’s Background

• Miller broke through the glass ceiling in a male-dominated field, becoming successful in a short time
• Got hired by Walker Exhaust, the largest automotive muffler manufacturer in the country, and became the top salesperson in the U.S., earning her the nickname “Muffler Mama”

What is a Moose? How do I Identify Mine?

• Your “moose” is your perfect customer. For a moose-hunter, the moose is their target. Any time spent hunting other animals is time they can’t spend moose hunting.
• Study your “moose”. Learn your ideal customer’s aspirations and needs so you can best understand how to help them.
• Search for success. Who are your best clients? Who is a pleasure to work with? Try to find yourself more customers like that – people who align with your vision and want your help.

How Do You Set Yourself Apart?

• Find unique ways to reach out to customers – snail mail? A video recording? Homing pigeons? Just kidding on that last one, but you do have to be special to be noticed.
• Personalize your outreach methods so the customer knows you are reaching out to them specifically while staying true to your brand.
• Once you’ve got their attention, don’t talk too much. Listen to the customer, ask questions, and figure out how you can help them.

“Take off your selling hat and imagine what your customer is going through. How would you feel if you got that pitch?” - Kay Miller

 Resources

Check out “5 Proven Secrets to Get in the Door” by Kay Miller - a free resource just for TSE listeners!

“Uncopyable Sales Secrets” by Kay Miller on Amazon

“Would You Marry You?” by 

Kay Miller on Linkedin (no pitches, please!)

UncopyableSales.com

 Sponsorship Offers

1. This episode is brought to you in part by Scratchpad.

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com. 

2.            This episode is brought to you in part by LinkedIn.

Cold calling will not work if you’re using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE.

3.            This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. 

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.