Dance Like David Danced (Podcast Episode)

Get your groove back. 

This introductory episode is to encourage you to get your joy back. Join me in exploring the purpose of the Victory Groove Podcast and hear the encouraging message the Bible provides for us. 

Lessons explored in this episode:  

  • We are victorious.   
  • Think of how David glorified God by grooving to music and dancing. 
  • Get your joy back. 

Dr. Eli Jones is a Professor of Marketing, Lowry and Peggy Mays Eminent Scholar, and the former Dean of Mays Business School at his alma mater, Texas A&M University.  He served as Dean of three flagship business schools over 13 years. Dean of Mays Business School (2015-2021), Dean of the Sam M. Walton College of Business and holder of the Sam M. Walton Leadership Chair at University of Arkansas (2012-2015), and as Dean of the E. J. Ourso College of Business and the E. J. Ourso Distinguished Professor of Business at Louisiana State University (2008-2012). Prior to becoming a dean, he was on the faculty at the University of Houston as an Assistant Professor, Associate Professor with tenure, Full Professor, Associate Dean for Executive Education Programs, Director of the Program for Excellence in Selling, and founding Executive Director of the Sales Excellence Institute at the University of Houston.  

He has published sales and sales management research in top academic journals and is a co-author of two professional books, Selling ASAP, and Strategic Sales Leadership: Breakthrough Thinking for Breakthrough Results. He just finished writing his new book, Run Toward Your Goliaths, a book about his and his wife’s faith journey. He is a Lifetime Achievement Award recipient by the American Marketing Association’s Sales Special Interest Group and a PhD Project Hall of Fame recipient in 2016.  Also, he is the recipient of Excellence in Teaching awards on the university, national, and international levels having taught strategic selling, advanced professional selling, key accounts selling, sales leadership, and marketing strategy at the undergraduate, MBA levels and in executive programs. Before becoming a professor, Jones worked in sales and sales management for Quaker Oats, Nabisco, and Frito Lay. He is on the boards of Invesco Funds, Insperity, and on the regional board of First Financial Bank.

This podcast will help encourage and inspire you to overcome adversities you may be facing by hearing testimonies from people who have done so.

How to increase openness with your prospective buyer

How to increase openness with your prospective buyer

Correctly reading your prospective buyer’s body language, hand signals, and vocal cues can make the difference between a successful pitch and one that falls flat. Buyer behaviors can be grouped into three categories: red, yellow, and green. Red behaviors indicate that your buyer is not open to you, yellow indicates that your buyer is somewhat open, and green means your buyer is open and willing to hear what you have to say.

Examples of red behaviors are severe crossed arms, bored expression, using negative words like “don’t” and “not” frequently, and only halfway listening. Yellow behaviors include relaxed crossed arms, blank expressions, and what appears to be a faked interest. Green behaviors are typically indicated by open gestures, smiles, and asking questions.
The goal of your sales process is to move your buyer into the green category by using green behaviors yourself. This, coupled with the following sales techniques, provides a simple method to positive sales experiences and successes.

     1.    Give fewer options: It’s hard for a buyer to make a decision with 20 products/services on the table. Make it simpler by grouping like items together into product or service categories.

     2.    Cater to their needs: Buyers like to know that you’ve done your homework and know what their needs are. Make your offer specific to your buyer and discuss how your products or services will benefit their particular business.

     3.    Being likable: People like buying from people they like; so smile and be genuine.

     4.    Connect emotionally: People like to think that they’re rational human beings, but really the decision-making part of the brain is nestled in with the emotional part of the brain, meaning that emotions influence our decisions greatly. Find a way to connect your experiences to theirs.

     5.    Create trust: Position yourself as the expert and show that you’re interested in your prospective buyer’s needs by asking him/her specific questions about their business.

     6.    Be open: Use open-palmed gestures and questions to project transparency and foster trust. Open-ended questions do not allow for just a “yes” or “no”, but instead create conversation that you can continue organically
What tips and techniques do you use to create an open and healthy selling atmosphere?