It's Not Rocket Science!
It's Not Rocket Science! Five Questions Over Coffee
Five Questions Over Coffee with Hugh Liddle (ep. 32)
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-11:42

Five Questions Over Coffee with Hugh Liddle (ep. 32)

Who is Hugh?

Hugh will help you to learn to make selling easy, fun, and profitable!

Key Takeaways

1. The only place revenue comes from is selling. . And selling is one aspect that can be extremely time consuming. Most business owners don't really want to sell, they don't want to do the selling themselves, they would rather have somebody else do it.

2. Our job as salespeople is not to get other people to do what we want them to do, or think they should do, or even know that they should do it, it is our job to help them do what they want to do.

Valuable Free Resource or Action

find out if Red Cap might be a good coaching service for you or whether we wouldn’t be, you can go to my calendar at BIT.LY/wizard-strategy and you can talk with me for up to an hour. There’s no charge for that.

A video version of this podcast is available on YouTube :

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Transcript

Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

SUMMARY KEYWORDS

selling, sales, valuable, business, problem, business owners, coaching, dot, strategy, people, salespeople, brilliant, concept, book, question, talk, explain, bringing, spending, professional sales people

SPEAKERS

Stuart Webb, Hugh Liddle

Stuart Webb  00:01

cuz that's a that's an insight to say the very least. Sales sales professionals just sounds like an interesting concept. We're all selling, we all sell at various points of the day, don't we, we have to sell ourselves to our spouses, we have to set ourselves with people. So you have a definition of what a sales professional is.

Hugh Liddle  00:25

A sales professional is somebody who helps other people do what they want to do.

Stuart Webb  00:30

Okay, brilliant, I love it. So that's the ideal client, the sales professional, what is the problem that they have when they try to do what they do without the sort of help of somebody like yourself?

Hugh Liddle  00:47

Actually, most of my clients are owners of service oriented businesses. And so selling is extremely important to them. Sales Professional as well, if they own a business, they better be a sales professional, because the only place revenue comes from selling. That's it. And I think the biggest challenge that they have is with time, there are so many things that they have to do as the owner of that business. And selling is one aspect that can be extremely time consuming. So if they don't have some professional sales people, or at least a professional salesperson, working for them, and doing the things that need to be done to bring revenue into the business, they're not able sometimes to get to other things in their business that they really need to be doing and really want to be doing. And I found that most business owners don't really want to sell, they don't want to do the selling themselves, they would rather have somebody else do it. And then there then there's a challenge with that. Because teaching that person how to sell that product or service is time consuming. And until you get that salesperson up to speed, and they're really doing a great job for you. The temptation is to just keep on selling yourself, and you're just right back in the same ballgame, except that you're spending time training somebody else to so it adds to the problem instead of taking away from it.

Stuart Webb  02:17

Recognise 100%, I have a client of mine at the moment and as exactly that problem, they they are, they are very knowledgeable about their product, they really want to get it out to the world, or they don't see how anybody else can possibly explain it as well as they can. But instead of spending some time thinking about the fact that they could be doing other things that were more important to the business as well, you know, then then focusing on some sort of fairly minor sales call that could be selling, you know, the major thing that they're focused on a very minor thing, that's something that somebody else could do. And so as a result, they read, they don't prioritise as they could. And that's a common problem for business owners, isn't it? It's the prioritisation that they fail to understand. That's right. That's, that's it, that's great. And I love the way you you really sort of isolated the real problem. Here, it's great that you got that clarity, because clarity is another great thing about sales. So So given that we've got that problem, the the lack of lack of prioritisation, the lack of time that a business owners got, what's the valuable free action that you can bring to bear on that situation to make to make business owners better able to produce that sort of result that they want to get for their business?

Hugh Liddle  03:41

Well, one free resource is that they can actually schedule a free sales strategy session with me and they can pick my brain for up to an hour. And we can talk about their business, about their sales about what's going well about what's not not going well. And they'll get some great ideas and strategies that they can implement right away. And they'll find out whether coaching with REDCap is a good fit for them or whether it's not. And there isn't any charge for the call. There isn't any obligation to do anything further if they don't want to do anything further. And there's absolutely no pressure whatsoever. It's just a fun, friendly conversation. So they can go direct. They can go directly to my calendar at bit.ly/wizard-strategy. That's bit.ly bi T dot L y slash wizard dash strategy.

Stuart Webb  04:48

I'll tell you why. I'm just putting that now as a ticker to go across the bottom of the screen. Tell me I've got that correct. Q bit dot L y slash wizard dog, the wizard hunting strategy you got terrific. People take a note of that. Because for me an hour of your valuable time here sounds like a hugely valuable free resource for anybody to take your time and to get that great advice on how they can get that priority and that that strategy sorted in their mind on it is hugely valuable. Thank you so much for that. So tell me what is the the valuable contact book or talk that's been most impactful in your experience that you think would be useful to the audience today?

Hugh Liddle  05:39

Well, the first one is the Bible. And I just think that a part of being successful in business and in sales is the spiritual aspect of things. And whatever your concept is of God, or religion, or whatever, ethics, and morality, and fairness, and all of those kinds of things, are things that are taught in the good book, and that when, when they're applied to a person's life, he upped their game in many, many ways, including in selling. And the second one that really had an impact on my life is a book by Tony Robbins called Awaken the Giant Within. And it's a tremendous book, in that it gives you a lot of valuable information. And there are also a tonne of exercises, at the end of each chapter that you can do to really make those concepts your own, and to apply them in your life. And that's, that's a valuable resource. And any book, if you have something that's not just theory, you can actually put it into practice and put it in practice right away.

Stuart Webb  06:50

Brilliant, brilliant, I love it. Not gonna not gonna criticise at all that the the idea of bringing, because I know that's a hugely difficult concept for a lot of people. They think that sales is not about being ethical and being honest, and integrity, integrity. So often, salesmen are not honest and don't have integrity. I think he's brilliant, you bring that into the coaching that you just mentioned, I think that's actually fantastic. Thank you. So who, you know, we're we're kind of wrapping up a little bit here. And I always at this stage, I always sort of admit my own weakness in this in that I probably didn't think of enough questions to ask you. So I'm going to ask you to ask yourself the question, what's the one question that I should have asked you that I haven't? And don't just leave us with the question, please make sure you answer the question for us.

Hugh Liddle  07:42

Well, that's an easy one. The question is, what's your sales philosophy?

Stuart Webb  07:48

I love it. I love it. I think your question.

Hugh Liddle  07:51

And my sales philosophy is that it is not our job as salespeople to get other people to do what we want them to do, or think they should do, or even know that they should do it, it is our job to help them do what they want to do. And that my way of thinking is the crux of selling, because people don't buy what they need, they buy what they want. Just take a look around at the people, you know, well, and see what kind of stuff they have in their lives that they've purchased and never used, or they've only used it for a little bit and got rid of it. And so people buy what they want. So when you're selling, it makes total sense to ask really great questions and find out what people want and why they want it. What's the emotional trigger underneath that that want? You know, what is it that they want? There's a reason why they want that thing. What is it? So when you find out what they want, and why they want it. And if you can provide it to them. It's it's just a matter of being able to effectively explain to people what's in it for them to do business with you. And that's really what selling is about. It's about asking questions, listening carefully with your ears and your mind and your heart and giving people what they want.

Stuart Webb  09:20

Whew, I love that. I love that explanation of selling. It is really just about bringing people back to that, you know, the servant leadership, isn't it. It's about understanding who it is you're talking to, and then just offering and not trying to push, but offering the solution you've got to the problems that they're describing. And if you can do that accurately, they will be asking you how do I get this thing rather than you pushing anything on? Exactly. That's lovely. I like it has been brilliant. Thank you so much for a few minutes together. I think I think the message you've got is great. I'm just going to put back up. Make a note of that of that where you can get hold of us valuable hour, I really do think an hour is a hugely valuable resource that you should be taking note of. But this huge website, which is red cap, sales coaching, I think I think the name is reflected at the moment on the top of his head, the red cap, sales coaching, go across to recap, sales coaching comm find out some of the really valuable stuff that he's got on his website. And

Hugh Liddle  10:24

the way Stuart I think there's a there's a link on every page, a little button that you can click, and it'll take you to my calendar to

Stuart Webb  10:35

dive in. I was hoping I was hoping that that will be the case you thank you so much for explaining that. There's everybody. If you'd like to stay in touch with what interviews we're doing that are upcoming when you see them on LinkedIn, you see them on Facebook, but you can also get an email from us, which basically explains that they're coming up and you can get on that mailing list by going to TC a dot FYI, forward slash, subscribe, that's TCA dot FYI, forward slash subscribe and stay in touch with people that such as you that have got great messages that are really bringing us great value to you. Thank you so much for the time you spent with us. I really appreciate it. And I look forward to seeing more of your stuff on the internet.

Hugh Liddle  11:16

Thank you, Stuart. And by the way, folks, Stewart is just doing a great job of bringing information to you that is vital if you want to be successful in business. And so share this podcast with people, all of Stewart's podcasts with people and let them know that they have a valuable resource right here.

Stuart Webb  11:36

Thank you very much. We appreciate it very much. Okay. Speak to you very soon. You bet

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It's Not Rocket Science!
It's Not Rocket Science! Five Questions Over Coffee
The mission of It's Not Rocket Science! is to bring a new idea for building business to growth-hungry business leaders and owners who want to do more with less time and so increase their business and influence. We deliver actionable ideas using our “five questions over coffee.”