Fabien Pataud, Attract More Ideal Clients and Close More Sales – InnovaBuzz 308
Fabien Pataud, Million Dollar Converter
In this episode, I’m really excited to have as my guest, Fabien Pataud, who helps coaches, consultants, and business leaders, who aren’t converting enough ideal clients, to implement profitable sales and marketing systems which enables them to attract and convert 2 to 3 new opportunities per month.
Fabien has developed the Sales Disruption 2.0 program to model his success in business & sales over the past decade. He now works with businesses and individuals globally to educate and inspire them into action. Fabien’s passion is to turn you into a high performing sales expert, revolutionising the way you approach life & business, achieving goals you never thought possible.
In our discussion, Fabien and I talked about:
- Seeing objections as reflections – what did you do to bring about the objection,
- Viewing sales as a partnership activity with your client, coming from a servants heart, and
- How to amplify yourself and your creative genius even in sales!
James Hayes in episode 264 introduced us to Fabien.
Listen to the podcast to find out more.
Listen to the Podcast
Show Notes from this episode with Fabien Pataud, Million Dollar Converter
Key points and takeaways from this episode include:
- Never give up until you are extremely confident that you’ve given all that you possibly can.
- There’s a big difference between people liking you and people hiring you.
- Anticipate rejection. Know that there is a high probability that it’s going to be a NO.
- Learn to disrupt. You have to know how to disrupt the thought processes and patterns of how people usually respond. When you understand the natural responses and instincts that people have, you can then craft different strategies around that.
- Rejection is NOT about you. It’s the way in which you deliver and whether you connected with the person or not. It’s never really about you but what you are offering or maybe the client is just not ready yet.
- Go with the mindset that instinctively people would say NO. You have to embrace and accept that these things naturally occur. Human beings are prone to saying NO. It’s our natural way of defending ourselves especially when we’re meeting somebody new or a new idea is being introduced to us.
- Understand what rejection actually means to you personally. Once you can uncover what being rejected means to you and how and why it affects you emotionally, you can then start to build a toolkit that will help you overcome it.
- Objections are reflections of your internal dialogue.
- Feedback is important. All those failures, mistakes, and challenges, especially in sales are clues to your next step. It showcases what you need to immediately work on. Failures are not stumbling blocks. These are your building blocks, and when you step above it, and you can see it, you can get through it.
- Clarify where the client’s uncertainty is coming from to isolate the objection.
- A lot of times what we are thinking is different from what we are saying. It helps to identify your thoughts to what you are saying to make sure that there is synergy and how it is being interpreted. Clarification is key.
- You need to take responsibility as a salesperson. Your role as the expert is to ensure that you are making it easy for your prospect to decide whether it’s a YES or a NO. If there is uncertainty, it means that you haven’t done your job effectively.
- Opening is the new closing. Set up the foundation of the call at the very beginning. Set the expectations at the very beginning to make sure that there is a clear understanding.
- Break up the sales process. Do an inception call. Check-in with the prospect to know where they are right now, what their business looks like, their challenges, where they want to go, and what’s getting in their way. It also helps you know whether they are in a position to invest and who else is involved in the decision-making process. This information helps you set the scene from the beginning to help both you and your prospect to create a structure. Doing this, in the beginning, is key to closing more effectively.
- Every business should have a set of quadrants that a person needs to meet before they invite them to work with them or form a partnership.
- Sales is not selling someone your product and them using it. Sales is a partnership.
- The 4 Key Areas to determine the right client/partner:
- Situation – make sure that their situation is something that you can improve or help them overcome.
- Financial – knowing whether the person has the ability to invest in the growth of his business and what needs to happen for his business to keep earning.
- Emotional – understand where the person is emotionally not just in his business but also outside of his business where he is making an impact.
- Cultural – make sure that there is an alignment in how both of you operate
- Acknowledge when somebody reaches out to you. Make sure that it is a value conversation. Send them resources. Show them the know how without the know how. Show them that you can help solve the problem but also stretch the gap to get them to actually come and work with you.
The Buzz – Our Innovation Round
Here are Fabien’s answers to the questions of our Innovation round. Listen to the interview to get the full scoop.
- #1 thing to be more innovative – Implement it. Having an idea is great but implementing it is where things come to life. Identify your place in innovation. Know your role and find out who you need around you to help you bring the idea to life.
- Best thing for new ideas – Putting out ideas well before they are even constructed. Throw it out to the audience and see what kind of responses you get, and refine it as you go.
- Favourite tool for innovation – Voice memos and whiteboards.
- Keep project/client on track – Accountability and consistent check-ins. Have really small milestones at the beginning to build momentum and encouragement, and then, ramp up the work load once they’ve gotten into a good groove of working with you.
- Differentiate – Amplify yourself. Don’t try to replicate somebody else. Go deep into your own genius and amplify that.
To Be a Leader
Regardless of where you are right now, you are exactly where you need to be. The moment that you can accept that, you’ll find that the journey becomes easier. Anything is possible, and anything that you want is certainly achievable, if you truly want it.
Fabien suggested I interview Tech Investor and Founder of Business Authorities, Johann Nogueira. So Johann, keep an eye on your inbox for an invitation from us to the InnovaBuzz podcast, courtesy of Fabien Pataud.
Cool Things About Fabien
- He’s been a Number 1 sales consultant for 4 years consecutively.
- He’s an international winner of the most profitable real estate office.
- He’s an NLP Master Practitioner.