January 2025

This Week in Copiers Twenty Years Ago

Second Week of January 2005

Real Copier Sales

The sales professional should have ask if weekend service was important to the prospects business and why to gain a greater understanding of what is important to the customer. Then agree the the concerns the customer has are valid and then share how he/she (the sales professional) can.......read more

Enjoy These awesome copiers threads from 20 Years Ago

"Nothing ever becomes real till it is experienced."

John Keats, English Romantic Poet

This quote brings to the forefront the idea that personal experiences become essential for understanding and interpreting reality.

John Keats believed that the simple observation or knowledge of something does not make it truly real or meaningful; rather, it's through direct engagement and experience that one fully comprehends and appreciates life.

Applying the foundational meaning behind this quote forms the basis of our time together, and why I believe the inspirational experiences you create as a sales professional can significantly boost your sales growth.

In today's sales landscape, where your clients and future clients are more informed and trust is at a premium, creating meaningful and inspirational experiences is no longer optional, it’s essential.

Inspirational experiences move beyond transactional exchanges to forge deep emotional connections that keep clients and future ones engaged, loyal, and excited about working with you.

These experiences resonate on a human level, making everyone feel seen, valued, and understood.

Drawing from the principles of Selling in a Post-Trust World, we're going to dive into three impactful ways to use inspirational experiences to grow your sales.

"A mind that is stretched by a new experience can never go back to its old dimensions"

Oliver Wendell Holmes, Jr.

Are you ready to stretch the minds and hearts of your clients and future clients?

The journey starts now, let's go:

1. Creating Memorable First Impressions

Sigmund Freud once said,

"The first impression is often made in a heartbeat, and yet can echo throughout a lifetime."

Mirror moment:

• How are you managing your first impressions?

Inspirational experiences begin with the very first interaction you have with someone.

These initial moments will either lay the foundation for a trusted relationship or become a missed opportunity to connect on a deeper, more meaningful level.

In a world where authenticity and sincerity are rare commodities, standing out requires being genuinely engaged and relevant from the start.

Feelings do matter. The emotional mood you create during early interactions plays a pivotal role in how your perceived.

If these interactions feel mechanical or transactional, disengagement will instantaneously happen. However, when these moments are crafted with intention and care, they become the spark plug for long-term, meaningful connections.

Question for you... How can you build these inspirational first impressions?

Personalize Your Outreach

Generic approaches don't cut it in today’s environment. Invest time in understanding your clients and future client's industry, business, and specific challenges.

Tailor your outreach to demonstrate that you’ve done your homework and that you're genuinely interested in helping them succeed.

As an example, instead of sending a broad generic-riddled email about your services, mention a specific challenge point they’ve expressed publicly, such as in an earnings call, industry report or from a simple internet search.

It could go something like this:

Generic: We provide solutions to help businesses grow.

Personalized: I noticed in your recent interview (insert where you saw it) that increasing your operations efficiently is a priority for you this next quarter. Would you be open to some ideas and insights to help your team achieve that goal?

Lead with Empathy

The best salespeople out there are also great listeners. Show people that you genuinely care about their business by asking thoughtful, open-ended questions. Avoid diving into a sales pitch too quickly.

Prioritize understanding their needs and concerns before offering solutions.

Validate their feelings by acknowledging their struggles and offering encouragement.

It could go something like this:

Can you share more about… or What’s been the most significant challenge with… This invites them to open up.

Deliver Value Early and Often

Trust starts with giving before asking.

Provide something meaningful before requesting a meeting or pitching your product.

Whether it’s sharing a relevant case study, offering an insight about industry trends, or connecting them with a useful resource, these small gestures establish you as a valuable professional from the outset.

It could be something as simple as:

• A brief white paper on a topic they’re exploring.
• A quick tip based on their current business focus.
• A referral to someone who can address a challenge outside your expertise.

A strong, emotional first impression is more than just a good start, it becomes the foundation of trust.

When you show up prepared, empathetic, and value-driven, you demonstrate that you’re not just there to sell but to serve. This approach positions you as a trusted professional rather than just another salesperson vying for attention, an empty suit.

2. Transform Meetings into Moments of Discovery

David Doubilet once said,

"Every day is not just another assignment; it is a small, but contained voyage of discovery."

Mirror moment:

• How are you turning your client and future client interactions into voyages of discovery?

Inspirational experiences aren’t just about what you say, they’re about how you make people feel. It's about creating moments that illicit trust, collaboration, and excitement.

One of the most effective ways to create these experiences is by transforming routine meetings into engaging and collaborative discovery sessions.

Rather than viewing these meetings as opportunities to present your offerings, treat them as moments to co-create solutions.

You can transform these meetings by:

Asking More Meaningful Questions

The questions you ask set the tone for the entire meeting. Avoid the typical surface-level questions such as, what are your challenges?

Instead, ask thought-provoking questions to encourage reflection and to invite sharing their vision.

It could go something like this:

• What would an ideal outcome look like for you and your team over the next six months?
• If you could remove one major barrier to achieving your goals, what would it be?
• How would removing this barrier impact your business?

By demonstrating curiosity and care, you're not only gathering valuable insights but also showing people that their success is your priority.

Collaborating, Not Selling

Create transformation by turning the meeting from a monologue about your offerings into a collaborative venture where you work together to identify solutions.

Use this time together to brainstorm ideas, explore possibilities, and align on strategies that address their needs.

It could go something like this:

• How does this approach resonate with your goals? or What adjustments would make this plan work better for your team?

Involvement in shaping the solution builds trust and fosters a sense of ownership.

Visualization

Help people picture the tangible outcomes of working with you. Use storytelling, analogies, and visual aids to demonstrate how your solutions can address their challenges and unlock opportunities.

This makes the conversation not only more engaging and relatable, but it creates an emotional connection.

It could be something as simple as:

• Sharing a case study that mirrors their situation.
• Using visuals such as charts, diagrams, or mock-ups to bring ideas to life.
• Painting a picture with words: “Imagine in six months, your team is hitting these key performance metrics while spending less time on manual tasks.”

By embracing this shift, you turn every interaction into an opportunity to serve, inspire, and co-create success. This reinforces your role as a true professional in their success.

3. Deliver Post-Sale Wow Moments

Jeffrey Gitomer once said,

"Create a story of WOW that will be retold."

Mirror moment:

• How are you creating the WOW after the sale?

The process isn’t over when the deal is signed. In fact, this is where the most meaningful phase of your relationship begins. Moving from satisfaction to loyalty hinges on your ability to deliver an exceptional post-sale experience.

By going above and beyond, you solidify trust, foster goodwill, and create a lasting emotional connection.

True sales professionals think beyond the transaction and focus on building long-term, transformational relationships.

Celebrate Wins Together

Acknowledging achievements reinforces the meaningful value you bring and strengthens the emotional bond. Celebrating milestones, big or small, shows that you genuinely care about their success and are invested in their journey.

It could be as simple as:

• Sending a handwritten note or a personalized gift.
• Host a virtual or in-person celebration to honor the mutual success.
• Share their achievements on your social media (with permission), spotlighting their progress and giving them public recognition.

These gestures not only inspire loyalty, they also turn these people into enthusiastic advocates for your brand.

Share Insights

Continuously adding meaningful value after the sale positions you as a trusted professional.

By providing insights or resources, you demonstrate your commitment to their ongoing growth and success.

It could be as simple as:

• Providing industry-specific reports or trends.
• Invitations to webinars, training sessions, or exclusive networking events.
• Advice or strategies based on new developments in their business or industry.

Providing actionable, relevant insights ensures that people see you as a reliable source of knowledge and guidance.

Crave Feedback, Act on It

Asking for feedback demonstrates that you value people's opinions and are committed to improving their experience.

Acting on their suggestions reinforces your dedication to excellence and fosters a deeper sense of trust.

It could be as simple as:

• Conducting regularly scheduled visits to ask how your product or service is performing.
• Informal conversations to uncover opportunities for improvement.
• Swiftly acting on feedback and inform them about the steps you’ve taken to address their suggestions.

When people see that their input matters, they’re more likely to remain loyal and recommend you to others.

Celebrating wins, sharing insights, and acting on feedback, inspires trust and reinforces your role as a true professional. These small but impactful efforts create a ripple effect, turning satisfied clients into raving fans who fuel your business’s growth with referrals and repeat business.

How do you want to be remembered after the sale?

The Trust Formula: The Foundation of Inspirational Experiences

At the heart of these strategies is the Trust Formula: Authentic Relationships (AR) + Meaningful Value (MV), multiplied by Inspirational Experiences (IE) and Disciplined Habits (DH).

Inspirational experiences act as the multiplier, amplifying the authenticity and meaningful value you bring to the table. They help bridge the trust gap and create the deep connections that are essential for long-term sales success.

Bringing Our Time Together to an End

In a post-trust world, creating inspirational experiences becomes the key to breaking through the noise and connecting with people on a deeper level.

By focusing on memorable first impressions, transforming meetings into moments of discovery, and delivering post-sale wow moments, you not only inspire people but also drive sales growth in a meaningful and sustainable way.

The choice is yours... Will you be an empty suit focused on transactions, or a heartfelt sales professional who inspires trust and loyalty through inspirational experiences?

When you embrace the latter, your sales career will transform, and so will your relationships with your clients.

Ed Marsh 🇺🇸 is a seasoned consultant specializing in revenue growth for B2B industrial companies. With a deep background in management, marketing, and sales, Ed integrates strategy, governance, customer success, and technology into a unified system for revenue growth through his Overall Revenue Effectiveness™ Methodology. A former Airborne Infantry Officer and Johns Hopkins University graduate, Ed also hosts the Industrial Growth Institute podcast and partners with major marketing and sales technology platforms.

SHOW SUMMARY

In this Selling From the Heart Podcast episode, Darrell Amy, CEPA, VCG and I discuss bridging the gap between sales and marketing with Ed Marsh. As an expert in aligning these critical teams, Ed shares actionable strategies for fostering collaboration, following up on leads, and leveraging marketing materials. The conversation highlights the importance of viewing the buyer’s perspective, expressing gratitude, and creating a unified approach to achieve better results in 2025.

KEY TAKEAWAYS

Follow-up Matters: Sales teams should follow up on all leads and provide actionable feedback to marketing teams.

Leverage Marketing Materials: Sales reps must use and contribute to the development of sales enablement resources.

Buyer-Centric Approach: Both sales and marketing teams should prioritize the buyer’s perspective to deliver a cohesive experience.

Strengthen Relationships: Salespeople should build strong relationships with marketing teams to foster better collaboration.

Express Gratitude: Acknowledging the efforts of marketing and support teams can bridge relational divides and improve teamwork.

QUOTES TO REMEMBER

"You can't sell from the heart if sales isn't genuinely in your heart." — Ed Marsh

"Follow up on the leads and provide feedback. Let marketing know that their work matters." — Ed Marsh

"Gratitude bridges the relational divide." — Ed Marsh

"Every time you have a conversation, think about the buyer's perspective." — Ed Marsh📌FOLLOW THE CONVERSATION

Learn more about Darrell and Larry:

➡️Darrell's LinkedIn: / darrellamy

➡️Larry's LinkedIn: / larrylevine1992

➡️Website: https://www.sellingfromtheheart.net/

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