Kevin Snow: Sales are Just a Series of Conversations with an Outcome

About Kevin Snow: Kevin is the Owner of Time On Target, a sales expert, and a serious technology geek who knows how to help his clients take their automation game to the next level. With a 20+ year career in business development working with brands like Frontier Communications, Nextel, Salesforce, and BNI, his knowledge, skills, and understanding of communication and technology are getting real results for the businesses he works with. Kevin knows how to integrate digital technology with your sales process authentically and professionally. He'll show you what's been missing in ensuring an effective outreach and trust-building system: part entrepreneur, part salesperson, part technology master, and part Star Wars fan. Check out the latest episode of our Conversational Selling podcast to learn more about Kevin.

In this episode, Nancy and Kevin discuss the following:

• Transition from teaching to selling.
• Kevin's story of pursuing what he studied in college and winding up going in a different direction.
• Increasing sales by understanding and optimizing the sales process. 
• Kevin's tips on being in touch with prospects through automation.
• Why Kevin does not chase clients?
• Selling is making it all about prospects, not about salespeople.

Key Takeaways: 
 

• One of the things that we must help business owners understand when I work with them is that sales are just a series of conversations with an outcome.
• As a business owner, I don't have time to chase clients.
• Sometimes, it's just easier to let them go.
• You understand the pain that I'm going through as a business owner, and you have a potential solution.
• I know that with all the stuff I have going on with two different companies, a couple of podcasts now, and all the other stuff going on in my life, I can't have this huge pipeline filled with Hopium.

"When we do it for a company, all those automation emails come from whichever salesperson is supporting that prospect. So, it sounds like it's coming from the person they know; we're working on that relationship, it's no longer; we've all gotten those emails where it's like, "Hey, we want you to schedule a meeting with our sales team." "I already have a meeting with your sales guy tomorrow; why are you still sending me this stuff?" And it impacts the relationship because you're like, well, "Do they even know what's going on with me? And how important am I if they're not able to manage this type of communication? " – KEVIN.

" The conversation needs to be about what I call the Afters. How are you going to leave that prospect after they do business with you and become a client? What is the quality-of-life change that you're going to give them? How do you keep them from being awake at 2:30 in the morning thinking about work or thinking about family stuff or whatever the issues are that you can solve? I see that a lot of people think, "It's got to impress them with all my accolades." And honestly, none of us care." – KEVIN.
 

"Sales are just having a conversation with someone. It is literally just asking questions and getting them to talk about themselves and then being able to dive into what they're sharing and help them solve stuff. The best salespeople I have ever encountered who have been able to get me to buy are pulling out all the issues I'm having. And then saying, "Well, have you thought about this? What if we did this type of thing?" and they're laying out solutions for me where I can see, "Oh yeah, that would help." As opposed to what a lot of people, especially in the tech field, do is lay out features. And I don't care about features. I care about how it's going to fix my problem. So, that's the thing that people need to remember. It's literally about diving into your prospect's world and leaving them better, even if they don't buy from you if they're in a better position to fix stuff, I still won because they'll remember me later." – KEVIN.

 

Connect with Kevin Snow:

• LinkedIn: https://www.linkedin.com/in/kevinesnow/  
• Time on Target:https://www.time-on-target.com/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/
  

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: [email protected]