EP0102: Harry Spaight – Sales and Emotional Intelligence

Welcome to another episode of the SaaS Fuel™ podcast, where we serve up insights and strategies for scaling your SaaS business. Today, we're diving into the world of sales with a twist of wit and a dash of dignity. Our guest today, Harry Spaight, is here to teach us how to sell with style and grace. From missionary work to mastering complex sales, Harry has seen it all and is ready to spill the beans on how to sell without being pushy. Harry emphasizes the importance of mindset, serving others, and building relationships in sales and discusses the process of hiring sales reps and finding the right sales leader, as well as the synergy between sales and service teams. 

So grab your backpack, sharpen your pencils, and get ready to take some notes, because class is in session. Let's dive into this episode and learn how to sell with dignity.

Key Takeaways

[00:04:32] – Buying SaaS can feel risky.

[00:05:12] – Curate a confident sales experience.

[00:14:04] – Mindset is key in sales.

[00:18:03] – Sales is about serving others.

[00:23:32] – Sales team drives the economy.

[00:29:09] – Hiring salespeople requires leadership and accountability.

[00:34:42] – Recruit great people from service industries.

[00:41:01] – Build synergy between sales and service.

[00:49:20] – Align goals and incentivize sales.

[00:53:07] – A growth mindset is crucial.

Tweetable Quotes

“But then when they do reach out to sales, and even before they do, it's our job to curate an experience that makes them feel confident, makes them feel validated, makes them feel like they're in the right place, not dumb or inadequate or wandering into the wrong room.” – 00:05:23 Jeff Mains

“But if they don't ask, that's okay, because of the laws of reciprocation. I'm a big believer that if you do the right things, you serve others, you will get your payment.” – 00:18:09 – Harry Spaight

“I think that's one of the most gratifying things about being an entrepreneur is changing lives for clients, changing lives for employees, seeing a trajectory because that's my story as well.” – 00:37:43 Jeff Mains

“You just got to take responsibility and you can't throw someone else under the bus.” – 00:42:30 Harry Spaight

“When you get good on the service side of things where the service folks can spot out opportunities because the salesperson will say things like, hey, if you see this, I've got something for you. If you see this, let me know and here's a gift certificate for a great restaurant or something.” – 00:41:09 Harry Spaight

“Selling is just having conversations and helping people.” – 00:16:09 Jeff Mains

SaaS Leadership Lessons

  1. Lead with a servant mindset: Adopt a servant mindset and prioritize serving your team and customers. Focus on providing value, supporting their growth, and creating a positive work environment.
  2. Embrace incremental progress: Recognize that building a high-performing sales team takes time and effort. Encourage your team to make incremental progress and continuously improve their skills and performance.
  3. Look for potential in unexpected places: Don't limit your search for sales talent to traditional sources. Look for individuals who demonstrate strong customer service skills, work ethic, and a willingness to learn. 
  4. Foster collaboration between sales and service: Break down silos and encourage collaboration between sales and service teams. 
  5. Provide coaching and training: Invest in coaching and training for both salespeople and sales leaders. Sales leaders should receive coaching on effective leadership techniques and how to develop their team members. 
  6. Foster a culture of accountability where team members take ownership of their responsibilities and outcomes. Encourage open communication, transparency, and a sense of personal responsibility for individual and team success.
  7. Lead by example: As a sales leader, lead by example and embody the qualities and behaviors you expect from your team. Demonstrate integrity, professionalism, and a strong work ethic to inspire and motivate your team members.

Guest Resources

Harry Spaight (Linkedin): https://www.linkedin.com/in/harryspaight

Selling With Dignity (Website): https://sellingwithdignity.com/

Selling With Dignity (Book): https://www.amazon.com/Selling-Dignity-Harry-Spaight/dp/1956353011

Resources Mentioned

Selling With Dignity (Website): https://sellingwithdignity.com/

Selling With Dignity (Book): https://www.amazon.com/Selling-Dignity-Harry-Spaight/dp/1956353011

Alex Hormozi: https://www.instagram.com/hormozi/

Episode Sponsor

If you want to turn your sales process into an awesome buying process, check out today’s sponsor the book Small Fish Big Pond: Building a World-Class Business That Swims Circles Around Competitors. What can we SaaS leaders learn from fish? Small Fish Big Pond delivers powerful marketing and leadership lessons guaranteed to enhance your marketing message, wrap value around clients, and guide their buying journey to conclude that your company is the only solution for them. It includes step-by-step frameworks and time-tested growth principles to attract ideal clients, convert them, and transform them into your brand ambassadors. Pick up the print, ebook, or audio today at smallfishbigpond.com, Amazon, or your favorite book source.  All book profits go to charity and always have. We were in Hawaii the past few weeks and came home last week.  I’m sure you’ve seen the fires on Maui. Total devastation in a heavily populated, busy area. If you want to help, check out the Hawaii Community Foundation ORG or Red Cross. Both are on-site and very involved in day-to-day relief efforts. All profits for August will go to Maui relief in addition to what we’re giving.

Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

Champion Leadership Group – https://championleadership.com/

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