July 8, 2018

David Fisher

Episode 13: Be a Sales Sherpa, with David Fisher

Is selling an activity that is a “necessary evil” in your business? It doesn’t have to be that way. Today we have an expert who knows that selling is not about arm twisting, but about helping people solve problems – and that’s what your organizing and productivity business is all about, right? Guest David Fisher puts your fears to rest about selling, about networking, and presenting yourself as a professional out there in real life and online.

David J.P. Fisher (also known as D. Fish) is a speaker, coach, and author of 7 books, including Hyper-Connected Selling. Building on 20 years of experience as an entrepreneur and sales professional, he combines nuanced strategy and real-world tactics to help professionals become more effective, efficient, and happy.

David’s goal is to help them understand the new landscape of Hyper-Connected Selling, where social media, networking, and old-school sales and communication skills are the key to providing value and staying relevant. He lives in Evanston, IL – next to a huge cemetery which helps him appreciate the value of every day.

What you’ll learn about in this episode:

  • What it means to do hyper-connected selling
  • How selling has evolved
  • If selling has negative connotations, you’re doing it wrong
  • Why building genuine trust is the heart of the sales process
  • How to shift from selling as overcoming objections to helping someone find a solution
  • How to become a Sales Sherpa
  • Making a move from information provider to information translator, so people can make the best buying decision
  • Why it’s ok to NOT be the solution to a client’s problem
  • How to network when you hate networking events
  • How to audit your professional online presence to put your best foot forward

The Golden Nuggets:

“We’re holding on to an old model of selling, where the seller knew more than the buyer. And that just is not the case anymore.” – David Fisher Share on X “My job in sales is to help. My job is to be the person who provides the solution.” – David Fisher Share on X “Instead of thinking that we have to be the information provider, we really should look at being the translator of that information into a better buying decision.” – David Fisher Share on X “Selling requires integrity. There is nothing wrong with saying, ‘Here all this information. I may not be the right solution, but I also might be the right solution.’” – David Fisher Share on X “We can’t truly manage a massive network of close contacts. There's something called Dunbar's number. The premise is that we're only wired to maintain only about 150 human connections at any one time.” – David Fisher Share on X “Take note of what Mark Granoveter shows in The Strength of Weak Ties – most people find work through people they don’t know very well.” – David Fisher Share on X “People don’t spend that much time thinking about us. Since we have such a narrow window, it becomes imperative that we spend time thinking how people are going to view us on and offline.” – David Fisher Share on X “When it comes to personal brand, focus on the question: ‘What is it that people actually need to know about me to make a decision?’” – David Fisher Share on X “No matter what your age, social media is a tool. All that matters is how that tool can help you accomplish something in your business.” – David Fisher Share on X