Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting

By Bob Marx | Selling More by Talking Less

What's Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting about?

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.

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Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting episodes:

08.14.2014
Stop Making Decisions for People You Don’t Know
Mind reading is costing you sales, income, opportunity and it’s limiting your options.
04.28.2014
Want to close more sales? – Start asking stupid questions.
Your 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.
04.15.2014
Are you finished before you start?
This 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".
04.09.2014
Who is Closest to Money
The 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.
03.25.2014
Is Your Voice Mail Greeting Setting You Up to Fail
Call any office in America today get someone's voice mail and you will likely hear some version of: "Hi, you've reached the desk of ______; I'm either on the phone or away from my desk. Please leave me your name and...
03.18.2014
10 Email Ideas for Salespeople
Nowadays, 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:
03.05.2014
[ video ] The Big Lie
03.04.2014
The Big Lie We All Bought into...
As 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,...
02.13.2014
A Big blinding flash of something so Obvious it’s easy to miss and it’s Stealing Your Deals
This 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.
02.04.2014
Do this 1 thing and turn frustrating, useless - waste of time follow-up calls into conversations that make money.
What 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...
01.17.2014
Let's Talk About Money...
How 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...
01.12.2014
3 Ideas to Make it Happen on Purpose
At 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.
01.04.2014
Selling the Influencer - part 3 of 5, Speaking their Language
Whenever I'm selling to this style, I get a little nervous. Here's Why...
12.22.2013
Selling to a Dominant Communicator, part 2 of 5 - Speaking their language
This is one of the smallest but most important styles for us in sales to be able to connect with.
12.20.2013
Speaking their Language part 1 of 5
We 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.
12.10.2013
The Selling Professionals Network, Tom Desloge
Name: Tom Desloge Company: STL Metallizing Industry: Machinery Job Title: Director of Sales & Marketing
12.02.2013
Are You Selling Up-Hill?
Knowing 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.
11.26.2013
The Selling Professionals Network, Tom Nolan
Check this out - This is interesting.. The Selling Professionals Network, Interviews with Top Performing people in sales with a track record for getting it done!
11.20.2013
Why We Don't Close More Referral Business
There 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.
11.12.2013
False Beliefs and Illusions
… she made the comment that she liked the way Brute cologne smelled on him. Now fast forward 20 plus years. This friend and I will go out maybe once every other month…and guess what cologne he’s wearing? You guessed it, Brute.
11.06.2013
Send This Email & You Will Close More Sales
Here is a real bold statement; Send this email and you will close more sales. Now let’s see if I can live up to it…. You be the judge and jury on this one… Ready?
10.29.2013
The Hungry don’t get fed
The hungry, they don’t get fed… Just because we need a sale doesn't mean we get a sale. In fact the more we need it, the higher the likelihood we won’t do the things that need to be done to...
10.22.2013
4 Words that Kill Your Prospecting Calls
This company, their sales strategy was to follow up with individuals who had indicated some level of interest by completing a form on a website and requesting additional information. Sharing their name, phone number and e-mail address. On the surface these...
10.14.2013
Essence & Form – Always B Closing or Should We B Closing, part 4 of 4
Essence & From, in the world of sales is a silent killer of deals because if the prospect doesn't like or agree with the way you deliver what you offer.. They usually just disappear or go away, never sharing this feedback...
10.10.2013
Commitment – Always B Closing or Should We B Closing, part 3 of 4
Commitment; this one seems so obvious it usually gets overlooked… Usually because it’s confused with needs and wants.
10.08.2013
Always B Closing or Should We B Closing - part 2 of 4 TIME
Time kills deals. If it turns out that they don’t or won’t have time, when would we like to be able to address this?
10.01.2013
Always B Closing or Should We B Closing – Part 1 of 4 Money
Should we be closing implies there are things that we need to understand before we share what we have in specific detail.
09.28.2013
Specific, Repeatable Actions that Produce Predictable, Desired Results.
Have you ever left a conversation on the phone or face to face without a clear idea on what is supposed to happen next?
09.24.2013
Your Biggest Competition – Do Nothing
Here is one of the hardest questions for salespeople to ask…”Is doing nothing an option?”
09.20.2013
10 Years’ Experience or 1 Year Repeated 10 times?
Let’s get clear on what happened and make some specific decisions that will affect our results next time.
09.16.2013
A Trick Question, - Why Should I Buy from You?
You have about as much chance of answering this correctly as you do of winning the lottery, not only that, it sets us up to give the all the wrong answers.
09.12.2013
Your Prospect has a Secret Reason for Not Buying… Here it is.
How many sales have been lost because the person we are talking to didn’t get what we were saying and suddenly felt unsure about their ability to make an informed decision.
09.10.2013
Amateurs Follow Up – Professionals Follow Through
“I’m tired of wasting time with people who waste my time...” This is how the conversation started with a new perspective client.
09.08.2013
The 3 letter word that has the power to kill or close your deal,…Why.
Traditional selling is push, push, push... feature and benefits. Let me ask you what would happen if you were to step back and ask them why they would be interested?
09.04.2013
Your Voice Mail Greeting… Using it to STOP Phone Tag & Build Credibility
“The first step in exceeding your customer's expectations is to know what they are.” - Roy H. Williams You, take control of your day by making decisions about how and where you will spend your time. Stop playing phone tag and start...
09.02.2013
1 Thing the top 20% of Salespeople do… Prospecting with a Purpose
“Success demands singleness of purpose.” - Vince Lombardi There really is a difference in what the top 20% do. Here’s one of them….
08.30.2013
Re-Opening the Conversation
In the past 6 to 9 months, how many bids, quote or presentations did you give where you didn't get a yes but you didn't get a no either…nothing really ever happened?
08.26.2013
Creating an Opportunity…by Asking Better Questions
Our job is to help prospects identify the gap between where they are and where they want to be. We can do this is by asking questions that challenge the assumptions they have, creating an opening for them to want something...
08.22.2013
Take the Pressure Off…..Yourself
How much pressure do we as salespeople put on ourselves unnecessarily? After all literally what do we have control over? It’s been said when two people want to do business together the details can be worked out – but – when...
08.21.2013
1 Question that Grabs their Attention…and Keeps You on the Same Page
Think about when you’re on the phone. Better yet, think about the last sales call you made…were you simultaneously online clicking though different web pages? YouTube, Facebook maybe CNN? How about playing games on your phone? You may or may not...
08.21.2013
Voice Mail – The Secret Formula to Move the Process Forward and Build Credibility
Let your competition roll the dice and hope they get a return call…then have to decide if they should just keep pretending their being ignored. You stay in the driver seat by telling them the next time you’ll be calling, setting...
08.20.2013
Voice Mail – The Secret Formula to Move the Process Forward and Build Credibility
Let your competition roll the dice and hope they get a return call…then have to decide if they should just keep pretending their being ignored. You stay in the driver seat by telling them the next time you’ll be calling, setting...
08.19.2013
Don't Be The Hero.....Yet
Imagine a conversation with a potential customer. They are talking about what they looking for. If we've done our job as salespeople they are now even talking about why they need it. In an effort to sound competent and in control we let...
08.15.2013
3 Magic Questions to Ask That Build Rapport
It’s been said the quality of our conversation is in direct proportion to the quality of the questions we ask. Here are 3 questions that will do just that.

What's Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting about?

Download our free app to listen on your phone

Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting episodes:

Stop Making Decisions for People You Don’t Know

Want to close more sales? – Start asking stupid questions.

Are you finished before you start?

Who is Closest to Money

Is Your Voice Mail Greeting Setting You Up to Fail

10 Email Ideas for Salespeople

[ video ] The Big Lie

The Big Lie We All Bought into...

A Big blinding flash of something so Obvious it’s easy to miss and it’s Stealing Your Deals

Do this 1 thing and turn frustrating, useless - waste of time follow-up calls into conversations that make money.

Let's Talk About Money...

3 Ideas to Make it Happen on Purpose

Selling the Influencer - part 3 of 5, Speaking their Language

Selling to a Dominant Communicator, part 2 of 5 - Speaking their language

Speaking their Language part 1 of 5

The Selling Professionals Network, Tom Desloge

Are You Selling Up-Hill?

The Selling Professionals Network, Tom Nolan

Why We Don't Close More Referral Business

False Beliefs and Illusions

Send This Email & You Will Close More Sales

The Hungry don’t get fed

4 Words that Kill Your Prospecting Calls

Essence & Form – Always B Closing or Should We B Closing, part 4 of 4

Commitment – Always B Closing or Should We B Closing, part 3 of 4

Always B Closing or Should We B Closing - part 2 of 4 TIME

Always B Closing or Should We B Closing – Part 1 of 4 Money

Specific, Repeatable Actions that Produce Predictable, Desired Results.

Your Biggest Competition – Do Nothing

10 Years’ Experience or 1 Year Repeated 10 times?

A Trick Question, - Why Should I Buy from You?

Your Prospect has a Secret Reason for Not Buying… Here it is.

Amateurs Follow Up – Professionals Follow Through

The 3 letter word that has the power to kill or close your deal,…Why.

Your Voice Mail Greeting… Using it to STOP Phone Tag & Build Credibility

1 Thing the top 20% of Salespeople do… Prospecting with a Purpose

Re-Opening the Conversation

Creating an Opportunity…by Asking Better Questions

Take the Pressure Off…..Yourself

1 Question that Grabs their Attention…and Keeps You on the Same Page

Voice Mail – The Secret Formula to Move the Process Forward and Build Credibility

Voice Mail – The Secret Formula to Move the Process Forward and Build Credibility

Don't Be The Hero.....Yet

3 Magic Questions to Ask That Build Rapport