Selling More By Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting
- Autor: Vários
- Narrador: Vários
- Editora: Podcast
- Duração: 6:20:37
- Mais informações
Informações:
Sinopse
Get Something Different by Doing Something Different. Learn specific, real world, time tested, proven sales strategies and techniques that make it easy for prospects to open up and get out of their own way - telling you all the reasons they should buy.
Episódios
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Getting Ready To Get Ready…
19/02/2015 Duração: 08minMaking the transition from getting everything ready to go and actually taking the next step can be a lot harder than it sounds. Laying the groundwork feels so darn productive… because it is! Leaving the getting ready mode has a sense of uncertainty and often leaves many caught in a frustrating circle.
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Stop Making Decisions for People You Don’t Know
14/08/2014 Duração: 06minMind reading is costing you sales, income, opportunity and it’s limiting your options.
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Want to close more sales? – Start asking stupid questions.
28/04/2014 Duração: 06minYour competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.
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Are you finished before you start?
15/04/2014 Duração: 06minThis is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut".
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Who is Closest to Money
09/04/2014 Duração: 06minThe process was slowing down early on in the selling process… specifically in the initial communication phase. Meetings, phone calls were ending without a specific next step to move forward.
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3 Ways to Beef Up Sales...Immediately
24/03/2014 Duração: 08minLast week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle. Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.
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10 Email Ideas for Salespeople
18/03/2014 Duração: 10minNowadays, marketing has been made much easier. With a strong email list and some few ideas, you're set to give your business all the prospects you’ll ever need. Here’s a quick 10 point list:
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The Big Lie We All Bought into...
04/03/2014 Duração: 06minAs professionals it’s our job to connect the right people with the right information in the right way – a way that makes it easy to say yes if there’s a fit. This means that when we’re prospecting for new opportunities, what were really looking for are the people that are open to having a conversation.
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A Big blinding flash of something so Obvious it’s easy to miss and it’s Stealing Your Deals
13/02/2014 Duração: 08minThis is something so simple it gets overlooked time and time again so it creates longer sales cycles, leaves us wondering what we’re doing wrong and literally steals money out of our pocket every time we do it.
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Do this 1 thing and turn frustrating, useless - waste of time follow-up calls into conversations that make money.
04/02/2014 Duração: 11minWhat I’m getting ready to share with you is a simple tool you can use to take the follow up calls you’re already making and transform them into laser focused discussions that get your prospects to start telling you why they need what you have and literally asking “What’s the next step?”…
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Getting Out of Your Own Way
23/01/2014 Duração: 05minWhat separates good sales people from those who struggle is their ability to learn how to get out of their own way.
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Let's Talk About Money...
17/01/2014How comfortable are you talking about Money? Asking for it… telling people how much it is or just bringing the subject up all together? I’m asking because it’s not unusual for the subject to make many of us uncomfortable and it shows up in the way we sell.
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3 Ideas to Make it Happen on Purpose
12/01/2014 Duração: 09minAt the beginning of the year or whenever I start working with a new coaching client there is an exercise that has proven over time to be very profitable to walk through. - I call it Where and When.
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Selling the Influencer - part 3 of 5, Speaking their Language
04/01/2014 Duração: 08minWhenever I'm selling to this style, I get a little nervous. Here's Why...
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Selling to a Dominant Communicator, part 2 of 5 - Speaking their language
22/12/2013 Duração: 08minThis is one of the smallest but most important styles for us in sales to be able to connect with.
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Speaking their Language part 1 of 5
20/12/2013 Duração: 07minWe want to get a clear understanding of who we’re talking to and how to speak the same language…. Making sure our communication gets us the response we want.
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The Selling Professionals Network, Tom Desloge
10/12/2013 Duração: 21minName: Tom Desloge Company: STL Metallizing Industry: Machinery Job Title: Director of Sales & Marketing
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Are You Selling Up-Hill?
02/12/2013 Duração: 08minKnowing who to invest time with and when can make the difference between being a “me too” player and the ability to add real value and be the hero.
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The Selling Professionals Network, Tom Nolan
26/11/2013 Duração: 16minCheck this out - This is interesting.. The Selling Professionals Network, Interviews with Top Performing people in sales with a track record for getting it done!
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Why We Don't Close More Referral Business
20/11/2013 Duração: 06minThere an interesting dynamic many salespeople drop into when dealing someone who has come to them on the recommendation of someone else. They abandon their sales process.