Uncopyable Sales Secrets – Kay Miller

Transcript:

Thu, Jul 28, 2022

SUMMARY KEYWORDS 

book , sales , salesperson , people , linkedin , talk , person , thought , sold , orange , kid , prospect , steve , budget blinds , impeller , steve miller , respond , kay , moose , failure

SPEAKERS

Kay Miller & Christopher Smith

Intro

Welcome to the Sales Lead Dog podcast hosted by CRM technology and sales process expert Christopher Smith, talking with sales leaders that have separated themselves from the rest of the pack. Listen to find out how the best of the best achieve success with their team and CRM technology. And remember, unless you are the lead dog, the view never changes.

Christopher Smith

Welcome to sales lead dog. Today I have joining me sales expert and author Kay Miller. Kay, welcome to sales lead dog.

Kay Miller

Thank you very much. I’m very happy to be here.

Christopher Smith

Super excited to have you here. Kay, your book Uncopyable Sales Secrets available on Amazon. So be sure to check that out. Get the book and key. Why did you write a book? Let’s launch right in.

Kay Miller

Why did I write a book? Well, years ago, when I went to college for marketing, I came out and I had I thought I was gonna be qualified for marketing. Well, guess what? I’m qualified for sales. So, this is 1982. I think I’ve got a few years on you. And the job market was really tough. And so, I ended up landing a sales job as the first woman ever hired for a company called Amarok. And it was a cabinet builders hardware division of anchor Hocking, which your might be, as a listener are familiar with. And I went on to, you know, be very successful. And then I was because I was successful in a very male dominated industry. I was hired by another company, I was not the first woman with its company, but I was one of very few. And it was very glamorous, I sold automotive mufflers and catalytic converters. So, I was calling on distributors and, you know, helping to pull you know, you know, product through even to the auto repair shops, and, you know, just the mechanics. And so, I mean, it was really quite the experience as a young woman, you know, you can imagine, my whole book is about being uncopyable. Well, it was kind of it was also it was a gift, as well as a curse, of course, to be, you know, a woman in that industry. Well, a few years later, after working really hard, I was awarded the top sales per salesperson of the year, territory manager of the years, but they called it. So, I had the highest sales in the nation among, you know, a most mostly male sales force. And I’ll tell you, I never would, you know, when I got out of college, I thought, well, I’m going to work for Procter and Gamble. And sell beauty products, you know, never imagined myself kneeling, you know, looking through old mufflers on a garage floor, trying to figure out which ones were could be sent back for defects. So, but you know, I really loved it, I fell in love with sales. You know, I most of the people I worked with, which were men were very good to me, you know, I, of course, have a few stories, but, but overall, they were just great. And so fast forward, my husband and I decided we’re going to start a family. And at the time, both of us were traveling. And even though I had a tariff, my territory was Washington State, pretty much, but we went out of state a lot to help other managed territory managers with projects. And you know, I would bring them in for my territory, too. So, we were both traveling, and one of us had to stop if we’re going to have a family, right. So, Steve had started my husband and started his own business marketing company and speaking. So, we thought, wouldn’t this be great if I we work together? So, I know this is kind of a long answer. But it was really a great deal because I got to be we only have one child, she’s gonna be 30 I can’t believe it, but in a month, but you know, she was a golfer and very active, she ended up playing golf in college. So, I was really able to be part of that her world and you know, have the best of both worlds because I worked with Steve, as his, you know, marketing and salesperson. So, I’m basically pimping out my husband. All that time. So. So meanwhile, Steve wrote some books. First, we were focused on the trade show market. Then he wrote this book called uncopyable. And our both our books are mouthful, how to create an unfair advantage of your competition. That book is focused on marketing, branding and innovation. So, when that did so well, it became number one on Amazon, the publisher between Steve and he said, well, this would be great to apply this uncopyable philosophy to sales. Kay has this really strong sales background. So, As I wrote the book, and you know, it was really well, I should say, I’m not gonna lie, it was fun. But it was grueling, really. And so many people have said, oh, that’s great, I should write a book, just like people say, oh, I should be in business for myself, right. And I wish to learn the piano or something that’s easy. And I have a writing background, I did a lot of freelance writing, here and there, parenting humor and stuff, but it’s still really tough. But I’m very, very happy with the book, it’s really resonated. And I do have the benefit of having so many stories. So, my whole book is story point story point, including my foibles. And you know, the missteps, but also what it took, you know, what I’ve done over the years in various positions to be a number one, salesperson.

Christopher Smith

Now, what is different about your sales book, versus the plethora of sales books that are out there? What makes your book unique?

Kay Miller

Well, that’s a really good question. I think that one of my answers, probably the biggest answer is that I’ve heard it said that this is the most fun sales book you’ll ever read. And there are so many sales books, and I’ve read all of them, oh, I was huge. Brian Tracy fan, you know, and all the big guns, right? I don’t know that the information is really all that different. It’s how it’s explained. You know, and I’ve got books that are, you know, a lot of compilations a lot of salespeople, you know, with their, you know, but it’s kind of the platitudes, and you should do this, and you should do that. Whereas I, you know, I tell a story for every point. So, to help you remember it. So, I think, my book, it has does have some new information. So, I’m not going to say that it’s all the same stuff. But you know, people might say, oh, I’ve read or heard this before. And what I like to do is challenge them and say that you do it. Because oh, you know, if you have kids, I know mom. Yes. Does that mean you’re doing it? need reminders and encouragement, and hearing things in new ways?

Christopher Smith

And that’s so important that it’s not enough just to know about it, or to read about it, but you got to do it. Right?

Kay Miller

Exactly. Kind of like we all know, what we should eat and how we should exercise. And we don’t always do.

Christopher Smith

That’s right. It’s so much easier to say, oh, I know what to eat and what to do. But, yeah, devils in the details. Tell me about how you structure the book, because I think that’s, you know, when you create a book like this, imagine you put a lot of thought into that, can you walk us through that, you know, how the book is structured?

Kay Miller

You know, I will and you know, I think my experience as a student helped me with this, you know, because a lot of this is organization. And, and when you think about, you know, I’m sure you’re the same way, you know, how are you so successful at what you do, you know, you do it, and a lot of it, you’re on autopilot. But then if someone says we’ll break it down and teach me and show me. So basically, this is a great tip for anyone who’s putting something together post it notes. In fact, I’m now developing a course based on the book and my whole, behind the scenes, I’ve got the whole wall lined with post it notes, which you do have to add tape to, or they fall off. But you know, I really went through the book in sections like what you know, mindset, fear, because I think anytime you’re really pushing yourself, even if you’re experienced in if you’re very experienced when you’re really going through the big going for the big fish and pushing yourself. There’s some fear there. So, I talked about the mindset, you know, getting through fear. I talked about the uncopyable sales philosophy, which is really a win win, you know, door to door salespeople have sold me everything from cleaning supplies to one time I was pregnant, and I had really bad acid indigestion. This guy came and sold me a crate of grapefruit and oranges. And my husband’s like, why don’t you find that like, I don’t know. But you know, they’re one and done. It’s gone. So, the sales that we deal with, I’m sure everybody listening is a relationship that you want them to buy more you want them to buy again, you want them to refer people. So that is, you know, I go through the you know, the attitude, but then I go through the actual strategies. One of them is as we talked about, just before the call, how to get in the door, you know, we like to say it uncopyable look at what everyone else is doing and don’t do it. Because if you want to get in the door and everyone else is reaching out on LinkedIn with an unsolicited message or emailing or you know, cold calling, you have to be different. So, I talked about getting in the door, and I do have a giveaway that we can talk about, and you’ll see you’ll hear about, about actual things that I’ve used that others have used. So, then I go through the sales process, finally, to the closing, which in my book is actually a very short section, because it’s not about the clothes, it’s about getting to meet those needs till ideally, the customer says, I want to, I want that, I need that. Right.

Christopher Smith

Right. I like how you structured it in terms of really appreciated when I went through, you basically split the book into two sections, with Section One are all the things that you need to do before we even make contact? And that is, there’s a lot of work, there’s a lot of stuff you have to do in there. Can you break that down a little bit more for us?

Kay Miller

Well, you know, I think the mindset is really huge. Because sales, you know, it’s not only do you deal with the fear, the fear, but you deal with the rejection. Now, I don’t really get into the logistics of how to fill your pipeline and, you know, have prospects, you know, but right now, you can watch what I do, because I have a book that my publisher has invested in, and guess what the next step is, they want me to sell this book. So, I am selling this book. And the way I’m doing that is to provide something that I hope will be very valuable. And you know, I’m really over delivering in that. And if people are interested, I will get them to what we call raise their hand. You know, I’ve done cold calls. I’m actually pretty gutsy with it, but I don’t like it. And I don’t you know, it’s not really the most effective way to sell. So, it’s much better to, you know, get the interest of your prospect define that. That’s a huge part of it, too. Because opportunity costs means that for every moment, you’re spending on a prospect that isn’t really your prospect, you’re wasting time dealing with somebody who is so really defining your market who you want to do business with, and then getting them to raise their hand. And we call our target market in this uncopyable framework, the moose and you can see my big picture of the moose behind us. Behind me and all our clients, I have a mastermind different groups without even thinking about it. If we talk about oh, we want to present this, or you’d have some promotion or some package. The first question we all say as well, who was your moose? Before you know who your moose says you can’t really do anything?

Christopher Smith

Yeah, so true. One of the things I really liked about your book was the section on developing your personal brand. Your lot about developing your brand promises and it’s always from the perspective of the company or what you’re selling. You took a deeper and went into your personal brand promise. Can you talk about that?

Kay Miller

Well, yes, I can. And you’ll notice I’m wearing orange and all our books; all our products are orange. When we mail something, it’s orange. So that is you know, really it doesn’t make me a better necessarily or but it’s memorable. It is so memorable that we have clients in fact, I don’t think I have a right here, but somebody just sent me a really nice pen. This is not it. This is a cheap little Sharpie, but a really nice orange rollerball pen because they say when they think of orange, they think of Steve and me. And, you know, one of my friends recently said, you know, okay, we’ve been friends since seventh grade. You don’t look that great in orange.

Christopher Smith

Well, right now, we’re committed.

Kay Miller

Yeah, I’m committed. And, you know, in the old days, we had, oh, here’s my pen. Hello, I have it. There it is. Um, and so in the old days, we had multiple colors. We thought, well, we’re just gonna go with one we asked our daughter Kelly, which one do you like? She said, orange, we went with it. So that is a simple thing that I have encouraged people to do. You could if you’re crazy enough, pick a color and go big. You know, my Apple watch. I always have orange on so it’s a differentiator. And I recently I told you I went to the speaker’s conference. And they said, if a client or customer of yours or prospect would describe you, what three words would they say about you that they couldn’t say about anyone else? And I have those three words, moose, uncopyable and orange. So that is my brand. Now of course I have some great stories in the book that you know, I have other people as well as what I did to just really knock it out of the park. You know, you’ll read in the story about how I learned how to install a muffler and I was, you know, covered in sweat and An oil and, you know, welding mask because I wanted to know what the customer was going through, I wanted to prove myself and show them I’m not just, you know, some college kid that’s just like, Okay, I’m gonna get this job. So, they’re, they’re your actions but also I challenge you watching this to say, Okay, what would be the three words that would describe me that when describe anyone else

Christopher Smith

I love because it is it is all about standing out in a very big crowd. You mentioned, you know, one of my pet peeves is LinkedIn engagement. It seemed to be the hot thing during COVID. And it just there’s the approaches everything that I’m seeing there, it’s, it’s the same. There’s really nothing special about it, or is unique about it, or it’s just noise.

Kay Miller

Yeah, it is noise. And I did something just a few weeks ago that I’d like to share on LinkedIn and I want to go bigger with this. It just kind of happened that we wanted to get new blinds for our house. And I’m sure you’ve heard of Budget Blinds the franchise. So, I have seen signs in the neighborhood and I called the Budget Blinds owner and he came over. He was awesome. We ended up getting blinds for one level of our house and he really was the least nonce, the least salesy person salesperson, I think I’ve dealt with, he said, what is your budget? Because even though we say budget lines, we would work with a low budget, or of course what we went the high budget. And but he said, but I will give you the choices within your range, right? Well, when he was done, were so happy I called him I said we want blinds for the downstairs, and we want window treatments for the whole house. So, he came back he got a huge sale, wonderful to work with LinkedIn, here’s where this ties in. I was wanting to write a testimonial and help him out. And also, I love to find stories about uncopyable. Salespeople. So, I wrote an article in length in on LinkedIn. And it’s practically a love letter to his wife. And it’s so it’s absolutely true. So, I sent that I tagged I sent it to him. And he said, can we share that with our social media? And in the article, I said, yes, what you did was fits exactly what I talked about in chapter three of uncopyable sales. So, he wants to share that with his network. I tagged Budget Blinds, so I’m getting all kinds of Budget Blinds people, you know, other franchisees saying, this is great. And I still I’m gonna still keep pushing this. So, what do you think of that for using LinkedIn? With a Twist?

Christopher Smith

Oh, yeah, yeah. But it’s, again, it’s not about you’re not making it about you. You’re making it about, you know, someone else. But by doing that, it’s just a different approach. It’s about pulling people to you as a versus, you know, versus you chasing after people and saying, connect with me, connect with me and talk to me, because I can help you and I can solve this problem. You know, it’s just you’re shifting everything on its head.

Kay Miller

And it’s still a win win. I mean, I use phrase Win win in the book. And I know that that’s an old phrase, hackneyed phrase, but, but it’s so true. I mean, I can help them, and I want to help them. And this will help me too, because of my, my book is mentioned. And, you know, I thought, you know, who else can I look for in my business connections to say, Gee, can I write you a book review, instead of me always say, well, you write a book review, you know, and then naturally, you know, it’s the reciprocation, you want to help people to help you. But it’s also like I said, it’s just a win win. So, opposite to what you just described. I just hate that. I hate it when people reach out to say, oh, I noticed, you know, and they have this little, you know, blurb that they supposedly checked you out. And it’s just we hate that. If we hate it, everybody else is gonna hate it too, right?

Christopher Smith

Oh, yeah, it’s the same approach. We have some connections in common. So, I thought I’d reach out who it’s like the people that knock on my door and say, hey, we’re installing gutters at one of your neighbors. So, we thought we’d stop by, and I’d love to just say really, who just have that blank? Oh, it’s a house over this way. You know, I know everybody who, you know, it’s like, come on, be authentic. Be real. Talk to me as a human.

Kay Miller

Right. That’s funny. We did I think it was last summer. Just get a blank mailing will be in your neighborhood working on, you know, whatever, cutting trees or whatever. And, you know, I mean, if they send a mailer and get people to wait, raise their hands, that might be their strategy, and that’s fine. But yeah, you’re right. It’s gonna be authentic. Because we can see through that we’re not idiots anymore. I don’t know where I probably was.

Christopher Smith

Oh, yeah, it’s, I mean, like, you got to do the effort you got up, you got to put things out there. But you also there’s no silver bullets. There’s no magic wand, you can wave, you have to do the hard work. And you talk about that doing the hard work that you kind of emphasize that throughout the book. Can you talk more about that perspective? And how that developed in your own career?

Kay Miller

Well, I mean, I think she, you know, thinking back even to being a kid, you know, I touched on a couple of the few of the entrepreneurial pursuits when I was a kid. Well, when we were kids, it wasn’t the cushy lifestyle, right? I mean, my daughter is a millennial. She’s like, I hate it. When people say Millennials are lazy, you know. And she actually is a very hard worker, she works in outside sales for Maui, Jim sunglasses calling on golf courses. So, you certainly cannot, you know, generally should not generalize the generations. That’s a tongue twister. But you know, I think as a kid, you know, I was a hard worker, I was, you know, good, good kid, I gotten a few, you know, gotten some trouble here and there, went to Washington State University, which is a huge party school. But I was just a hard worker, I have a good work ethic. And I remember, I still, this is kind of weird, because it’s so long ago. But I still have the reviews that my bosses wrote for me years and years ago. And that was one of the things that they said, she’s a good communicator, and she has a really good work ethic. And you know, you just can’t get ahead in life if you want to Slack. So, I just don’t think anybody listening to this podcast, taking the time to want to learn and grow and be better. I know that any one in your audience does want to work hard. And they want to do do well by the people they’re serving. And so, it’s just really work ethic is important, you know, keeping your word I talked a lot about trust building. And I, I still, I can never get over the fact that when I call sometimes people will say, Thanks for getting back to me. In fact, and not only as a salesperson, but I have been, you know, being on a lot. I’m on a lot of podcasts. And I had reached out to someone that, you know, helps people get on podcasts. Well, I went with someone else. But a week ago or so she emailed me, she said, you know, we haven’t talked, are you still interested in this? I said, I responded right away. I said, as a matter of fact, I found someone else. Thanks for following up, that’s a really good sign of the sign of a good salesperson. She was just amazed that I took the time to respond. And it took me 30 seconds.

Christopher Smith

So no, I tell you, it’s another way to stand out. I remember I was watching some sales training a while back. And they talked about the speed of response. You know, if someone’s reaching out to you, it’s because they’re expressing they need help, you know, and the quicker you respond, that is a way to differentiate in the person who’s presenting sort of similar story where they were like, they made it their mantra, if someone was hitting them up on their website, they were going to respond within 30 minutes, if not sooner, like they wanted to respond right away. And more often than not, whoever submitted the requests when they actually started that conversation, when they’re like, I am amazed at how quickly you respond. You won’t believe how many companies I’ve reached out to, and I never heard from them.

Kay Miller

I know I love that that is great. And what an easy way, you know, people are looking and looking, where can we get the advantage. And you’re saying that it can be as simple as responding right away. And it doesn’t even have to be? And here are the answers to all your questions. It could be Hey, I see you, I hear you. Same thing when you’re shopping. And you know, the person working at the checkout stand just ignores you, instead of saying, hey, I’ll be with you in a minute. You know, that’s huge. Just the little things. Yeah.

Christopher Smith

Just saying, hey, how’s your day going? You know, connecting on a human level before you start the pitch. That’s another one of my pet peeves, where occasionally I find no, it’s an answer call, I’ll answer just because I want to hear the pitch and see how they do it. And kind of critique. And I’m amazed how many times people just launch right into a pitch without asking a basic question of, you know, is it okay? If I take five minutes of your time or, you know, asking permission, or, you know, trying to engage with me as a human. I’m going right in, I’ve got my little window, I’m gonna take it and I’m just gonna start my pitch.

Kay Miller

That’s I mean, and you know, one way to might be to think about Would you ever do that to a friend, or even a client or is somebody respected now so no, no bueno.

Christopher Smith

I heard a person I was talking to four asked her to present at a learning event I was putting on. And she was really, really good about engaging over LinkedIn. And I asked her like, what is your strategy for engaging over LinkedIn? Because people generally suck at it. And her response was, I talked to them on LinkedIn as if like, we’re at a cocktail party. And I’m just meeting them for the first time. I want to know who they are, I want to know, their background, where are they from? What are they interested in, blah, blah blah, I want to know who they are engaged with them as a person. And I’m gonna take my time, I’m not going to rush into this aspect, it may take three weeks for me, before we even get to the sales part of the deal. And usually, it’s the person I’m engaging with, that brings it up, not me. And I’m like, that is brilliant. You know, I mean, that’s really again, doing what you talk about here in the book, you know, that it’s really separating yourself and making it a win win making it about the relationship, as opposed to the sale.

Kay Miller

Exactly. And, you know, another thing that we like to say my husband loves to say his name is Steve Miller, by the way, not the Rockstar, Steve Miller has. Awesome.

Christopher Smith

And he’s your rock star, right?

Kay Miller

He’s my rock star. People said, Is he the Steve Miller like? Well, I think so. But you know, as far as what we’re talking about there with, you know, talking too much instead of listening or being interested. I think that’s been brilliant at the basics, which Steve loves to say. But I also think that’s comes under the cat, it fits under the category of things that we know, but we don’t do. And sometimes we don’t do that. And it’s, and I understand because as salespeople, we think our solution is just the best. It’s fantastic. You know, it might be that we really want, you know, we think this person needs it. So, it’s not always because they’re Schmuck, and they want to cram it down your throat, it’s just we’ve got to be aware of, you know, that human connection.

Christopher Smith

Oh, yeah. Again, it’s people buying right? And obviously, gotta connect at that human level. Um, if there’s three things you want people to take away from your book, what are those three things?

Kay Miller

Three things, I am ready to go here. And I think it’s a great one. I’m going to start out with that, because sometimes I get to three, and I can’t remember the third one. So, one thing I mentioned kind of briefly in the book, but I think it’s so powerful. And that is to call at least one or maybe more of your current customers and just say, hey, can you tell me in your words, why you buy because they know your product is what more expensive or takes longer to deliver whatever the objections you might come across. They know all those things, but they decided to buy you anyway. So, I think it’s so worth and you know, people love to talk and teach and explain. And if you call a customer and say, will you tell me in your words, why you buy me from me, I think you’ll get some just absolute gold. The second one is, think about what your brand is, can you come up with one or two or three words that would describe you that would not describe anyone else. We have a client we just love and he’s very quirky. And he is a ketchup fanatic. He is known for going to Ruth’s Chris and they have to get poured in a bowl. So, it’s all fancy, you know, it, he’s got this little quirky thing that he kind of runs with, and he’ll send keychains with ketchup bottles on it and, and different things. So, it doesn’t always have to be, oh, listen to the time that I, you know, walked across broken glass to deliver my product, you know, it can be something quirky and memorable. And then the last one, which I’m a talker, I know how hard this is. And you know, podcasts are fun because they actually get to talk. But listen, you know, especially when you’re negotiating when you’re giving someone to think about be don’t be afraid of silence. Don’t be afraid of silence. I mean, when we intro this podcast who said we’re gonna be quiet for five seconds? That seems like a long time, doesn’t it? So, but people can be thinking, and they don’t, you know, don’t buy back, don’t buy back the sale. Think you know, listen, and don’t be afraid of silence.

Christopher Smith

That is my personal struggle, my personal demon silence in the sales process. You know, that’s where the anxiety comes in. The fear comes in the, you know, because what are they thinking? There’s, there’s a lot you can do with your brain in that little period of silence. Yes. How did you overcome that as in your career as a salesperson?

Kay Miller

Well, I’m gonna be perfectly honest, I still haven’t, I still haven’t totally overcome it. You know, knowing, like I said, Knowing is part of it doing is it is different. I’m not perfect, you know, and for anybody listening, if you think I am a perfect salesperson, even when I got to the number one, oh my gosh, I had disasters and fixing things and getting up in the middle of the night to take trucks down. So, you know, it’s just, you know, that’s why I love the people that are in your audience who want to learn and read and be reminded, because we all have a long way to go, I think including me. So, I’m not there yet. I’m better and better and better. And if I live to be 100, I might be really good.

Christopher Smith

Let’s squeeze one more topic in here failure. You talk about failure in the book. And that it’s an essential component. It’s not it’s not what we like as salespeople, but it’s part of being a salesperson is failure. Can you talk about failure?

Kay Miller

Well, I mean, there are so many motivational quotes, I think I use Michael Jordan, you know, you don’t, you don’t hit any of the shots that you don’t take. Failure is definitely part of success. And the more you can raise your tolerance for failure, the more you’ll succeed, you know, it’s a numbers game. And so, I mean, I’ve got a lot of tactics or strategies I use in the book, like affirmations. Music, for me is huge. I do yoga, pilates, things to get my mindset, right. But, you know, there’s also a very famous book go for No, I mean, every No, you get takes you closer to Yes. So, if you want to read my book, and, and, you know, I can dive into what has helped me even taking you know, risks and feeling strong and the rest of your life, you know, like, say, I work out, I do things that just keep me feeling good about myself. Because sales is lonely, even if you’re in a company like I was, these people are your competitors, right? So, it’s a solo endeavor for most people. So, you just have to wrap your head around it and say, you know what, the more nose I get the more yeses I’ll get. Gotta play the long game.

Christopher Smith

That’s right. I like that. Kay, really appreciate you coming on sales lead dog. The book uncopyable sales secrets available on Amazon? Yes, wherever books are sold, wherever books are sold. If people want to reach out connect with UK, what’s the best way for them to do that?

Kay Miller

Well, my email is Kay at uncopyable sales.com. So, email me anytime. I don’t know if I can get back to you 30 minutes, but I’ll tell you what, you know, it’ll be less than 24 hours.

Christopher Smith

That’s awesome. Let’s talk about the special offer for sales lead dog listeners.

Kay Miller

Yes, I put together a giveaway. And I pulled some information from the book, I added some I put in a whole bunch of pictures and examples that I’ve actually used, you know, one thing I say is send a greeting this, uh, sorry, I should say, the whole subject of this giveaway is how to get in the door. And unless you get in the door, you can’t make a sale, you’ve got to get their attention. So, I give actual examples of things you can do. I’ll give one right now is send a greeting card, which is very inexpensive. But I have a special twist on that. I explain more and have you known, actual examples, photos of examples in that. So, I really think it’s actually you know, it’s really packed with things that you can use. So, I hope you get that. You know, Chris will provide the link.

Christopher Smith

Yep. So be sure to check out the show notes. We’ll have all that information there. You can get that special offer impeller crm.com forward slash sales lead dog. You’ll find Kay’s episode along with all our other episodes is sales lead dog, so be sure to check that out. Kay, thank you for coming on sales lead dog and welcome to the pack.

Kay Miller

Thank you so much. I love dogs by the way, we don’t have any currently, but I love dogs. So, thank you so much. And thank you to all your listeners and viewers. You know, I really wish you all the best in your sales endeavors.

Christopher Smith

And go coos go go

Outro

As we end this discussion on Sales Lead Dog, be sure to subscribe to catch all our episodes on social media. Follow us on LinkedIn, Facebook, and Instagram. Watch the videos on YouTube and you can also find our episodes on our website at empellercrm.com/salesleaddog. Sales Lead Dog is supported by Empellor CRM, delivering objectively better CRM for business guaranteed.

Quotes

• “I ended up landing a sales job as the first woman ever hired for a company called Amerok.” (1:16-1:24)
• “I think that one of my answers, probably the biggest answer is that I’ve heard it said that this is the most fun sales book you’ll ever read.” (6:09-6:19)
• “They said, if a client or customer of yours or prospect would describe you, what three words would they say about you that they couldn’t say about anyone else? And I have those three words: moose, uncopyable and orange.” (14:23-14:40)
• “Especially when you’re negotiating when you’re giving someone time to think about it- don’t be afraid of silence.” (29:09-29:15)

 

Links

Kay Miller LinkedIn
Adventure LLC LinkedIn
Uncopyable Sales Secrets Book

Empellor CRM LinkedIn
Empellor CRM Website
Empellor CRM Twitter