Joe Da Silva, The Highrise Concept
In this episode, I’m excited to welcome to the Innovabuzz Podcast, Joe Da Silva, a business and sales professional, speaker, trainer and coach, and host of the Joe Da Silva Podcast for Your Business and Personal Success.
Joe offers coaching and training programs which take incremental steps for any business and salesperson to make the leap to become more efficient, effective and productive. His unique programs takes into account the various experience levels of individuals in their business and sales careers by showing the way to the “Penthouse of their own Highrise.”
We had a lot of fun discussing how to make sales “not icky, and the behaviors and attitude needed to become more proficient, productive and profitable.
Sheila Sutherland on episode 119 suggested we interview Joe.
Listen to the Podcast
Show Notes from this episode with Joe Da Silva, The Highrise Concept
Key points and take-aways from this episode include:
- Don’t let the NO get you down. What you focus on is what makes it important. Go for the NO!
- 93% of communication is nonverbal. Only 7% is actually words. 93% comes from your tonality and your body language. We have to be cognisant of what our body is telling the client because they are reading your body before you say a single word.
- The first step in any sales funnel is to find the person that needs, wants and can afford your product. That is the whole premise of sales.
- Time is the most precious commodity that we have because we can’t make it, re-manufacture it or take it back. We are all here for a certain limited amount of time. The less we waste it the more we get to use it for our own benefit.
- CAP – Customer Approval Protocol.
- Sales is about questioning. You never give statements. You only ask questions. You have to conduct very on point, effective questioning techniques because that is where you will find all your research.
- When you go in for the first time to see a client, the worst thing you can do during the first meeting is sell. You are not there to sell. The first meeting is only to gather information.
- You could have a really super bad marketing campaign but if you have a good sales team, they could compensate for that. You can have the most phenomenal marketing campaign, but if you have a bad sales team, they will destroy the marketing campaign.
- There is a major difference between a salesperson and a sales professional. A sales professional does not take NO as a rejection. They just keep going. A sales professional knows that the best sales call you could make is the one that you don’t.
- If you do not have the right attitude, you will never do the right behaviour. And by not doing the behavior, you will never get the technique.
- Never track numbers instead track behaviours. If you are on the right behaviour, your numbers will come.
- Open ended questions are questions that make people think.
- The number one question that will kill a sales quicker than anything else is “tell me what you do”.
- Nothing will diminish trust quicker than a bull faced lie right from the start.
- People love to talk about themselves. Actively listen for any clues and anything you don’t know that you can now file away. Dig deeper and deeper. The deeper you can get, the better you can get at it.
- Go with the attitude of overabundance. “I don’t need you, you need me”, that is the attitude you must begin with because it takes all the pressure off you. When you have that attitude of overabundance you become at ease and it is easier to ask the real tough question.
- Nothing is ever a bad idea.
The Buzz – Our Innovation Round
Here are Joe’s answers to the questions of our Innovation round. Listen to the interview to get the full scoop.
- #1 thing to be more innovative – Work on the creativity. Creativity is something that can actually be learned. It is thinking outside the box. Let your mind just go and spitball it.
- Best thing for new ideas – I’ve got mentors and coaches that I work with. Any coach that you decide to work with who does not have a coach, is not a coach for you. Coaches need coaches in order to help them. I take my ideas and I tell it to one of my mentors or coaches, and then brainstorm and challenge each other with responses.
- Favourite tool for innovation – Reading.
- Keep project / client on track – The true follow-up – all the stuff that happens after sale.
- Differentiate – DUMB Principle – Different, Unique, Memorable, and Believable. The DUMBer you are the more successful you will be. In order to differentiate yourself, the number one thing you can do first of all, is to work on your own self. Work on your attitude and be completely different than anyone else.
To Be a Leader
You are in a business and you cannot see the forest for the trees because you are too focused on a tree. You cannot see all those those other trees that are surrounding you. Get some coaching. Get some mentoring. Get somebody from the outside to look at your business, to look at you and get you to take a look at some of the forests instead of just concentrating on that one tree.
Joe suggested I interview Carol Metz Murray, a Business Empowerment Coach and Chief Strategist of Shift Happens – Embrace IT. So Carol, keep an eye on your inbox, for an invitation from us to the InnovaBuzz podcast, courtesy of Joe Da Silva.
Cool things about Joe:
- He started his sales career in 1974 by selling encyclopedias door to door in Calgary as a summer job to raise tuition for UBC.
- He is an Everwise mentor, a company that connects high performing professionals with mentors outside their current companies based on matching skills and interests.
- He has reached the highest achievement in Toastmasters International as a Distinguished Toastmaster, and has coached fellow Toastmasters during the various levels of competition to the International Champion of Public Speaking.