Chris Michel, A Sales Process is like a Baking Recipe – InnovaBuzz 521

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Chris Michel, Coach Chris Consulting

Our guest in this episode is Chris Michel, founder of Coach Chris Consulting, Sales and Business Coach and author of the Red Chair Experience.

Chris is a son, a brother, a father, and now a grandfather, who grew up west of Chicago. Like most, he has had his ups and downs during his life journey. His spiritual walk has led him to develop a desire to not only work on his own ethical, consultative sales and business path, but to also help others in their mindful, virtuous journey in sales and business.

Chris has worked in sales, sales management, and general management for over 30 years. He has developed training programs over the years and continues to work with companies and individuals, contributing to their improvement and success.

In our conversation Chris talked to me about

  • Value selling – who your customer is and what value are they seeking
  • Building a sales process and how everything we do is, in fact, a process
  • His Red Chair Experience

Maxine Cunningham who appeared in episode 306 and episode 500c introduced us to Chris.

Listen to the podcast to find out more.

Listen to the Podcast

A business process is a recipe – a baking recipe, where the order is important. Once you get the process set, you are able to modify it to suit. @CoachChrisCMC on #InnovaBuzz podcast Click To Tweet

Show Notes from this episode with Chris Michel, Coach Chris Consulting

Key points and takeaways from this episode include:

  • The book, The Red Chair Experience shares Chris’ contemplations on business, life and other things in a way that’s intended as an inspiration and a gentle nudge from a friend.
  • We all need our alone time to refocus or find balance in our lives. The Red Chair Experience reframes the conversations we have with ourselves to ask “What did I do right?”  and “What can I do better?”
  • It’s important to begin the sales process with understanding who our product or service can help.
  • If we are selling something, what matters is the value it has to the person who is the ideal buyer.
  • There are usually just a handful of questions our ideal buyer will have about our product or service.
  • Bricks and mortar businesses are learning to sell virtually, by using sound sales processes.
  • Documenting and following  a proven  and repeatable process enables you to save time and potentially rapidly grow your business.
  • Processes are not set in stone – they should be constantly improved and refined.
  • We all follow processes every day – there’s a process for getting up in the morning and going to bed at night!
  • A business process is a recipe – a baking recipe, where the order is important. Once you get the process set, you are able to modify it to suit.
  • The world is changing – it used to be all about me, me, me…. And now most people realize that we need other people.
If we are selling something, what matters is the value it has to the person who is the ideal buyer. @CoachChrisCMC on #InnovaBuzz podcast Click To Tweet

The Buzz – Our Innovation Round 

Here are Chris’ answers to the questions of our innovation round. Listen to the conversation to get the full scoop.

  1. #1 thing to be more innovative – Listen to understand.
  2. Best thing for new ideas – Collaboration – work with other people. Speak to people from all over the world, with different backgrounds and perspectives.
  3. Favourite tool for innovation – Time blocking with a timer and my calendar.
  4. Keep project/client on track –  Having conversations with people that they might not have with themselves. Be the coach.
  5. Differentiate – Collaboration and working out how I can contribute to others.

Action

Figure out how you can contribute to people.  Ask the question “How can I contribute to what you are doing? Then work out how to ask the right follow up questions.

Reach Out

You can reach out and thank Chris through his website.

Suggested Guest

Chris suggested we have a conversation with sales coach and author of “Selling with Dignity”, Harry Spaight on a future InnovaBuzz Podcast episode.

Links

Cool Things About Chris

  • When he is not working, he gives back to his community, primarily with Habitat for Humanity, where he can be found most Saturdays.
  • Chris has performed stand up comedy.
It’s important to begin the sales process with understanding who our product or service can help. @CoachChrisCMC on #InnovaBuzz podcast Click To Tweet

Listen to the Podcast

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Jürgen Strauss

Dr. Jürgen Strauss is a transformational marketing strategist, podcaster, speaker, the chief innovator and founder of Innovabiz who partner with innovative, exceptional business coaches and consultants to enable you to build visibility, professional credibility and a deep connection with your ideal, dream clients, so that you will achieve growth and be able to make a difference to more ideal clients. Jürgen's mantra is Let's Make Marketing Human again. He believes that marketing is the art and science of creating and sustaining exceptional, remarkable customer experiences and relationships. You can find Jürgen on LinkedIn, as well as on Innovabiz' Twitter, Facebook, The InnovaBuzz Podcast, The Tales of Marketing Transformation Show and his personal Photography website.

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