Ep 59 What do you mean by Relationship Selling? Clay Neves

The #Biz4GoodShow

Episode 59: Clay Neves

“What do you mean by Relationship Selling?”

www.Biz4GoodShow.com #BeGoodDoGood

March 1, 2018

#LiveStream #Biz4GoodShow #BeGoodDoGood

#Marketing #SmallBusiness #Entrepreneur

www.Biz4GoodShow.com

Welcome to….

Wait, wait…

Quietly, “Welcome to the B4G Show” –Ryan Intro

For a change….

With another amazing guest: Clay Neves

What do you mean by relationship selling?

Bet we’re gonna find out.

His thunder is copyrighted, and yur in trouble.

We’re gonna have some fun today, because Clay is a lot of fun. Insanely Dynamic.

Everybody knows Bobby loves saying .Com ☺

Welcome to the #Biz4GoodShow!

With your hosts…

Bobby Glen James

the Ryan Pilkington!

Clay Neves brings over 32 years of sales management experience to hiring, training, and managing the profitable growth of your sales staff. He has planned, staffed, trained and managed profitable sales programs for Fortune 500 companies like Citibank, Pacific Bell, and Showtime, with a record for achievement at the corporate level including 867% sales growth with that company earning an Inc. 500 award and Utah 100 for business growth.

He has also spoken extensively, and trained hundreds of small business professionals who don’t come from a sales or sales management background, throughout the US and Canada to achieve more consistency, predictability and control over sales results by taking their sales efforts beyond themselves and growing their businesses. He is a past Chamber of Commerce President and Club President of the Utah Chapter of CEO Space International, taking his relationship building and prosperity networking worldwide.

Discover the ART and SCIENCE of multiplying clients – consistently, predictably, and profitably, through the principles, practices, and processes of Personal Sales DynamicsTM.

Last question of the 4:

You seem to specialize in what you call RELATIONSHIP SELLING. What do you mean by that?

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Ryan shares a funny story. Bobby’s first time to hear this story.

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Guest Interview: Clay Neves

We have a real live audience.

Clay sings “Amazing Guest” right there in the studio!

Bobby and Clay have spoken at events together going on three years. Clay is the real deal, when it comes to class. Everyone listen to Clay. Sage Advice….

Clay tells about himself. (see bio)

Clay works with small business owners. Most do not come from a sales background. However, selling is important in business. With 32 years of sales management experience, and last 11 years at a VP level. Forecasting, budgeting and managing an entire sales division to meet goals. There are many components to making it work. Understanding the gears and levels…knowing sales are predictable.

“Art and Science of multiplying clients. Art makes it fun, Science makes it certain” –Clay

About Clay the man…just had his first grand-daughter. Was 10 weeks early. Miracle baby doing absolutely well now at 10 months. Holding fingers she can walk.

His mission to put the personal back in sales…and why his company name is Personal Sales Dynamics. If you aren’t talking to the person, you are clueless about what they want. Long term, sustainable, and prosperous relationships. Value to value on an ongoing basis.

That’s Clay’s Mission.

What does Biz4Good mean to Clay?

Money is important and how we keep score, but if we take care of the relationships, the business takes care of itself. Maintaining and building value exchange. A problem with small business owners, building relationships makes them think of more clients. But, in business the value is in building the relationships. You need all those people around you.

Connecting is so important. Referrals go both ways. The Wealth of Friends is Clay’s new book.

He goes over the steps to build relationships in lieu of money. It all comes back full circle from relationships. Everyone have strengths to enhance. He then shares relationships necessary to build a business. Mother, smother, raise it like a child, grow up and be independent. Mother, smother, raise it like a child, grow up and be independent. Your relationship with your business. First relationship should be with employees and contractors. Doing what needs to be done that aren’t your highest purpose or value. Sometimes you have to outsource and delegate. Building an enterprise. No such thing as an enterprise of one.

You need referral partners. You and they refer customers. Or affinity partners that actually earn money as an affiliate. Convert leads. Send business back and forth and make commissions. We also need vendors and suppliers. Always looking for new products. More products mean we can sale more things without doing more than necessary.

Expertise from someone you can hire as a consultant. Many questions to ask first.

Need an attorney and accountant in place. Making sure everything is done. Financial partners, too. It could be anyone….

Sales process is needed, just like a customer. It’s not just a sale where you are giving money for a product. This is value exchange. You are getting something of value that is more than what you are giving. It’s all about human relations and what people value.

It could be anything that makes someone valuable to someone else. Just like personal relationships. Growing trust. Comon Ground. Common Interest. Value Exchange.

What do you mean by relationship selling?

This is it. Most small businesses don’t have the experience with sales. Like a new person playing chess. Going straight for the King…

Like Clay’s courtship with his wife. Building trust over time. 32 years later…still trusting.

Steps, strategies, and systems involved in making this happen.

Contact Clay: by shaking his hand first…not by his ears.

801.792-7929 or emal: clay@personalsalesdynamics.com

www.PersonalSalesDynamics.com

All listeners will receive a free 7 day test drive in his online academy. Go to Clay’s website and training link. The online sales training academy is there. Register by selecting the 7 day free trial. Let us know you heard it on the #Biz4GoodShow and get even more extras!

Discover the ART and SCIENCE of multiplying clients – consistently, predictably, and profitably, through the principles, practices, and processes of Personal Sales DynamicsTM.

Last question of the 4:

You seem to specialize in what you call RELATIONSHIP SELLING. What do you mean by that?

Ryan, take us out:

#BeGoodDoGood

Biz4good show is a fun podcast that dives deep and interviews like-minded, passionate people doing good in business and promotes that true success is love”.

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