Duct Tape Selling: Think Like a Marketer-Sell Like a Superstar by John Jantsch
John Jantsch has been called the world’s most practical small business expert for marketing ideas and strategies.
John is a marketing consultant, speaker and best selling author of three other books: Duct Tape Marketing, The Commitment Engine, and The Referral Engine.
He is the creator of the Duct Tape Marketing System and Duct Tape Marketing Consulting Network that trains and licenses small business marketing consultants around the world. And, he has a new product that we’ll talk about.
He frequently consults with small and mid-sized businesses helping them create marketing plans and organized marketing systems that smooth the way for steady growth.
His blog was chosen as a Forbes favorite for marketing and small business and his podcast, a top ten marketing show on iTunes, was called a “must listen” by Fast Company magazine.
Huffington Post calls him one of the top 100 “Must Follow” on Twitter and Forbes named Duct Tape Marketing one of the 100 Best Websites for Entrepreneurs.
He is the featured marketing contributor to American Express OPENForum and his practical take on small business is often cited as a resource in publications such as the Wall St. Journal, New York Times, and CNNMoney.
The Host’s Perspective:
So it’s no surprise that marketing has changed dramatically in recent years. In a study by Adobe, 76% of marketers indicated that marketing has changed more in the past two years than the previous 50. But it’s not just marketing that has changed. So has sales. And the reason for that is simply because the way people buy has changed.
Now instead of a buyer initially going to the seller to to research a purchase (and being strong armed by the seller), the buyer can research the purchase themselves on the Internet and avoid having to deal with a salesperson until the very end.
The Internet has turned the traditional act of selling solutions into a commodity act thanks to the unprecedented amount of information available online.
To be successful in sales now you need to think of yourself as a guide in the customer’s buying process rather than an information source. There’s a big difference. Salespeople can no longer provide solutions to obvious problems. What they need to do now is help prospects understand their not so obvious problems, the ones they may not even realize they need to solve.
In “Duct Tape Selling,” John Jantsch, who made a living as a salesman (like his dad) helps you understand all the changes that have occurred and why now to succeed in modern sales, sellers must understand the marketing mindset. It’s no longer enough to view a salesperson’s job as closing. Today’s salesperson must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.
Duct Tape Selling shows you how.
Show Notes:
“Duct Tape Selling: Think Like a Marketer-Sell Like a Superstar” by John Jantsch
“The Practice of Management” by Peter Drucker
“The E Myth” by Michael Gerber
“Invisible Influence” by Jonah Berger (Marketing Book Podcast interview)
Duct Tape Marketing System Version 2.0 (DuctTapeMarketingSystem.com)
John’s Website (DuctTapeMarketing.com)
John’s Recomended Sales Blogs:
Duct Tape Selling by John Jantsch (DuctTapeSelling.com)
EnMast (EnMast.com)
The Sales Blog by Anthony Iannarino (TheSalesBlog.com)
The Bridge Group by Kevin Dorsey (blog.BridgeGroupInc.com)
Smart Selling Tools by Nancy Nardin (SmartSellingTools.com/Smart-Selling-Tools-Blog)
Co-Grow (CollaborativeGrowthNetwork.com/blog)
HubSpot Sales Blog (blog.hubspot.com/sales)
Caskey Sales Training by Bill Caskey (CaskeyOne.com)
French Sales Strategies by Jill Konrath (JillKonrath.com/sales-blog)
Shift Selling Inc. by Craig Elias (ShiftSelling.com/blog)
Top Sales World (TopSalesWorld.com)
Score More Sales by Lori Richardson (ScoreMoreSales.com/blog)
B2B Lead Roundtable by Brian Carroll (B2BLeadBlog.com)
Selling Inbound (SellInbound.com)
RAIN Group Sales Blog (RAINSalesTraining.com/blog)
John Jantsch and Douglas Burdett at the Inbound Conference, Boston, Massachusetts
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