CMR-3-Interview-Grant-Tanner-Conversion-Marketing-Radio-Ben-Willson.mp3

[00:00:03] Welcome to Conversion Marketing Radio. Uncovering the secrets of how to convert your dream clients Into paying customers. If you're here To learn about maximizing Your business, Without wasting money on "Vanity" results, then consider subscribing to this podcast. And Now, Here's Your Host, Ben Willson.

[00:00:24] Hey Guys, Welcome to Conversion Marketing Radio. I am super excited for today we have a special guest on the show. His name is Grant Tanner; someone that I've known for quite a while and is an absolute rock star at selling. He's also taken into the Internet marketing world and even quit his job recently to do so. And I can not believe that the Internet is just trying to prepare itself for brands and he's able to do what he does selling on the Internet.

[00:01:00] It's just going to change everything. So welcome Grant. Thank you. Absolutely.

[00:01:07] I know Grant from when him and I used to be at the small consulting agency in the health care industry and Grant actually was he came in to be a business development guy and to absolutely change the way that the company was selling their services. And so I wanted to kind of pick Grant's brain because he's known for selling being some of the best sellers and all his companies and businesses that he's been in. And see what some of his tactics strategies his secrets are of how to close any deals.

[00:01:41] Yeah absolutely.

[00:01:43] So before you get into a sale is there any secrets any tricks you do anything to get your mind repaired.

[00:01:55] Yeah I mean depending on the context right. So.

[00:01:59] I like to look at sales and some of my formal sales training is you want to look it's you know I've I've been formally trained as more of consultative or more consulting as opposed to selling like you're like teaching people or you want to have a conversation with someone.

[00:02:18] OK. And really the whole thing is you want to.

[00:02:23] This you want to you want to find the facts you want to discover their issues.

[00:02:28] You want to learn about their needs and you want to really when it comes down to is what is driving them right. What is their ultimate motivation?

[00:02:40] And so there is there is some formal sales training is called Find.

[00:02:44] If I end the facts issues issued these drivers and that can be more of a foundation or a way of selling.

[00:02:52] Right. So we use that we use that in the financial industry a lot of people would come in and kind of start with the facts. Hey what brings you into my office today and why are you here and what can I do for you. You know sitting down and having a conversation and yet they come in and say hey here's my issue right the lay down an issue and they say Oh well I am wanting to open up college savings account for my kid or I want to do this or that. And then you go from the issue to me. OK so really the ultimate need is you're going to need some X amount of money you're going to need X you know down in the future and ultimately you want to kind of get to the whys you know like why is that.

[00:03:34] Why is that even important to you.

[00:03:36] And then they can open up and say oh well it's always been my dream to pay for my children's college education because I want to see them succeed in life and that's on my bucket list. Right.

[00:03:47] And so you can get to that as you can discover really what drives them and what motivates them or another way of saying it is a lot of people sum it up is the one word in what pain. Right.

[00:03:59] What is the prospects. Pain. Right. What's the pain point?

[00:04:05

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Conversion Marketing RadioBy Ben WillsonOct 22, 2019