Bulletproof Selling

Have you ever tried to convince a prospect to care about the features or benefits of what you sell? And how did that go? It's true that prospects only care about the things that could affect them, and if they don't understand how what you sell does that, you'll struggle to sell. To understand how to research and communicate the information prospects care about, we sat down with Sanjay Dhebar, a professor of sales and marketing who showed us that to engage prospects, we must understand what should be keeping them up at night. It's all in this week's Bulletproof Selling podcast!

Unhappy people don't tend to do well in sales, and there's a reason: People want to have conversations, relationships, and buying experiences that leave them feeling good about their choices. To learn how we can positively elevate our prospects in every conversation, we sat down with Mark Bowden, an international expert in leveraging body language. He's consulted with the leaders of nations, but he was willing to share with us some simple things salespeople can systemize to make more sales by lifting up our prospects in every conversation! It's all in this week's Bulletproof Selling podcast!

Salespeople often struggle through sales scripts and pre-built 'pitches' their companies provide them, wondering why the highest performers in their organization often go off-script. To learn how we can make any sales pitch our own, we sat down with Caelan Huntress, creative director of Stellar Platforms and author of the book Marketing Yourself. He showed us how to inject more personality into our pitches, and it's all on this week's Bulletproof Selling Podcast!

Sales is a tough job if we think we're responsible for controlling the actions of others. Often, however, top salespeople place their focus on the things in their schedules, outreach and day that are within their control. This mindset shift can make the difference during times when prospects aren't picking up the phone despite our best efforts. To learn how to maintain or regain a sense of control in our sales careers, we sat down with Susie Mathieson, a sales trainer, and coach who understands the psychology of successful salespeople. We built a system you can use to identify where you do have control in sales and to take advantage of it! It's all in this week's Bulletproof Selling Podcast.

Systems are part of nature and for the best salespeople, part of how they sell. When scientists conduct experiments in the natural world, they're looking for things that reliably repeat – a lesson salespeople can benefit from. To learn how to apply science to systemize our way out of losing sales, we sat down with David Hoffeld, author of The Science Of Selling and Sell More With Science. He showed us a simple system to leverage science in the way we sell and ensure we never lose a sale for the same reason again! It's all in this week's Bulletproof Selling podcast!

A famous saying is 'Knowing is half the battle,' and it's a saying that the best salespeople take seriously. Showing up to a sales meeting already knowing about your prospect, their goals and their challenges positions you ahead of every other salesperson who has to build their prospect's profile on the fly. To learn how it's done, we sat down with Ben Shimol, a cybersecurity leader with Cider Security and former R&D leader with the Israel Security Forces. He helped us build a system that any salesperson can use to develop a prospect target package that is guaranteed to advance the sale!

Sales is a relationship business, but many salespeople sacrifice the sale to maintain the relationship. It is possible to have both and be seen as an equal partners. That's why we sat down with Leon McCowan, creator of The Sales Dojo, to learn how to keep ourselves out of the friend zone with our clients. It's a great system that ensures we're seen as equal partners, and it's all on this week's Bulletproof Selling podcast!

When salespeople get desperate, they really turn on the charm. Unfortunately, buyers can smell it a mile away and it shuts down more sales opportunities than it creates. To learn how we can overcome the need to be likeable in how we sell while still serving our prospects, we sat down with Douglas Cole, author of The Sales MBA. He shared a simple system to ensure we keep prospects - instead of ourselves – the center of attention!

There's a saying that 'you can't teach an old dog new tricks', and we've seen that apply to a lot of senior salespeople. After all, why fix what isn't broken? In this week's interview, we sat down with Charles Reiling, CEO of Coastal One Advisors, to learn how he ensures his team of experienced salespeople never stop learning and growing. He's found it's the cure for the boredom that often keeps salespeople from enjoying their work more, and he shared his system with us on this week's Bulletproof Selling podcast!

There’s a saying that ‘you can’t teach an old dog new tricks’, and we’ve seen that apply to a lot of senior salespeople. After all, why fix what isn’t broken? In this week’s interview, we sat down with Charles Reiling, CEO of Coastal One Advisors, to learn how he ensures his team of experienced salespeople never stop learning and growing. He’s found it’s the cure for the boredom that often keeps salespeople from enjoying their work more, and he shared his system with us on this week’s Bulletproof Selling podcast!