Get In The Door Podcast | Sales Prospecting Strategies & Tactics Brought To You By Steve Kloyda, The Prospecting Expert

Having no plan is really a plan to fail. But by thinking through our goals we can develop the detailed steps we must accomplish in order to attain that big objective. As the saying goes, “How do you eat an elephant? One bite at a time.” And as a sales professional you will need to analyze, determine and plan out those “bites”. So grab a knife and fork as Scott and I dig into the steps for creating a Personal Sales Strategy on Episode 611 of the Winning at Selling podcast.

We all have different goals and priorities.  Measured on different benchmarks.  Fueled by different motivations. Have you ever met someone and wondered what their motivation is for doing what they do? What’s in it for them?  We present our solutions to prospects with a WIIFM approach, but how about when someone is selling to us. Let’s flip the script as Bill, and I investigate, Who are They Working For?- on episode 610 of the Winning at Selling Podcast.

Dr. Dennis Waitley once said, “You must look within for value, but must look beyond for perspective.” Our customers are looking for value, but to gain their perspective we need to look at the issues from their point of view. Only then can we make a sale that delivers that value. So, get ready to look at the world in a different way as Scott and I welcome author and sales expert Jimmy Z to discuss Shift Your Sales Perspective on Episode 609 of the Winning at Selling podcast.

Do we learn more from successes or failures?  Regret can be a wonderful teacher if we let it. How do with treat regret?  Success can validate us, but failure keeps us in the game – if we get back up.  Do you want to stay in the game and do better in the future?  Don’t regret skipping this episode as Bill, and I reminisce about Memorable Moments - sales lessons learned the hard way on episode 608 of the Winning at Selling Podcast.

Could it be that the key reasons that a salesperson loses a deal is through self-inflicted wounds? Is it possible that the mistakes they make when interacting with a prospect are the very things that cause the sale to be lost or “put on hold”? Get ready for what might be a painful self-examination as Scott and I dive into the topic 5 Ways You Are Hurting Your Sales and other radical ideas on Episode 607 of the Winning at Selling podcast.

What is the difference between sales and marketing? Where does one stop and the other start? Who has the most influence on the decision? Who goes first? I feel like this discussion will be like debating which military branch is most important.  You don’t have to participate, but if you are curious enough to learn more, stay tuned as Bill, and I welcome marketing expert Seth Johnson to discuss Selling in Sync - How sales and marketing can unite to generate more leads and close more deals on episode 606 of the Winning at Selling Podcast.

I heard someone say that they treated their sales territory as if it were their own business. It seemed to make sense to me so I thought Scott and I should discuss the pros and cons of thinking like an entrepreneur. So be ready to take control as Scott and I venture into a capitalist discussion about The Entrepreneurial Salesperson on Episode 605 of the Winning at Selling podcast.

The most successful salespeople will admit the best leads they receive are from referrals.  Referrals serve as evidence of a “transfer of trust.”  What have we shared about building trust in a sales conversation.  It’s the only way you receive honest answers.  When the TIMING is right and TRUST is high, you increase your chances of converting a lead to a commitment.  So, think about who you’d like to refer this episode to - as Bill, and I discuss Referrals: Asking, Giving and Receiving and other miraculous matters on episode 604 of the Winning at Selling Podcast

Some believe that a salesperson is born, not made, while other believe a salesperson is made and not born? Leaving us with the question, are some people psychologically predisposed to be better at selling? Or can anyone, with the proper training and motivation become a high performing sales professional? It’s an interesting question that deserves to be explored. So, take off your tinfoil caps as Scott and I welcome author and sales leader, Mark Hunter: The Sales Hunter to Episode 603 of the Winning at Selling podcast.

Sales is an emotional career.  We trade our time and hope our wager turns into a winning hand.  But not everything is within our control. The marketplace is changing, the economy is in flex.  While we need to keep our head up while moving forward. That may not be as easy as said.  If you want to learn how to manage the changing time, stay tuned as Bill, and I discuss Keeping a Positive Attitude When Sales are Down and other uplifting topics on episode 602 of the Winning at Selling Podcast.

John Maxwell says that “The key to your success is found in your daily routine.” The highest paid and most successful salespeople have developed routines that get them focused on the most crucial tasks to drive their sales. You can change your level of success by developing better work habits. So, pull out your Day Timer as Scott and I discuss Work Habits of Top Sales People and other helpful ideas on Episode 601 of the Winning at Selling podcast.

As the adage goes – the separation is in the preparation.  Add other famous quotes like – Professionals don’t practice on prospects – throw in a sports analogy - and I think you will uncover the theme of today’s show. So, suit up as Bill, and I welcome speaker, author and sportscaster, Joe Schmit to discuss How Sports Professionals Practice on episode 600 of the Winning at Selling Podcast.

Is any sale a good sale or should the salesperson be concerned about profitability? Do you get paid on raw sales amounts or are you compensated on the profitability of the final numbers? Can salespeople be trusted to negotiate the final contract or do the immediate dollar signs get in their eyes. Well, hold on to your wallets as Scott and I discuss Maintaining Your Profit Margin and other valuable lessons on Episode 599 of the Winning at Selling podcast.

Most of the time your prospect is someone else’s client or customer.  You may have a better product or service.  You may even have a better price.  However, it is going to take more than that to convince your prospect to be your next sale.  If you want to change minds, hearts and souls - listen up - as Bill, and I discuss Unseating the Incumbent and other fascinating topics on episode 598 of the Winning at Selling Podcast.

Do you dread the idea of Monday mornings? You know the start to another miserable week at your job. Seldom is the problem the job, instead it’s the people we work with and work for. It has been said that people don’t quit a company, they quit bad managers. If you are experiencing these feelings hold on just a little longer as Scott and I welcome best-selling author and speaker Eric Harkins to discuss Do You Have the Right Leaders in Place for 2024? on Episode 597 of the Winning at Selling podcast.

Ever ask yourself how you won or lost the sale, as you walk back to your car?  As you debrief, what did you concentrate on and want to repeat – or regret and refine before applying again?  What can you control, how can you better prepare and how do you increase your chance of making more sales in less time? If these are questions you ask yourself everyday – today is your day as Bill, and I consider When Good Sales Calls Go Bad on episode 596 of the Winning at Selling Podcast.

Son of a nutcracker! The prospect just told me that they are looking at a couple of other vendors for this deal! I hate it when that happens! I know our product is good but what can I do to win this sale? What you can do my apoplectic sales professional, is take some notes as Scott and I discuss Winning a Competitive Sale and other challenging topics on episode 595 of the Winning at Selling podcast.

Sales is fundamentally an extended conversation with prospects, suppliers, providers, clients, customers, and colleagues. What gets talked about, how it gets talked about, and who is invited to the conversation will determine what will happen or won't. If you want to have better conversation with yourself and others, stay tuned as Bill, and I welcome our guest Susan Scott author of Fierce Conversations & Fierce Leadership to episode 594 of the Winning at Selling Podcast.

It’s coming, in the very near future. It’s just around the corner. You can’t run and you can’t hide. It will be upon you before you know it. That’s right – the new year – 2024 is less than a month away. How will you prepare? Well, a good start would be to listen as Scott and I discuss Get Ready for 2024 and other forward-looking topics on episode 593 of the Winning at Selling podcast.

Seasoned salespeople will adhere to a sales process.  A system with a predictable outcome.  But does that work when selling newly launched products.  Think about it.  What objections and stalls do you hear when selling a new product or service? If I’ve created a new interest in selling newly launched products, turn up the volume, as Bill, and I discuss How to Sell New Products and other interesting ideas on episode 592 of the Winning at Selling Podcast.