Bulletproof Selling

For many salespeople, having all the answers is a mark of pride. Unfortunately, a 'know it all' mindset doesn't work on the battlefield, or in business. In this week's episode, we sat down with Raleigh Wilkins to tackle how to be humble - and to learn what we need to learn to better serve our sales goals and our prospects. 

Salespeople take a lot of pride in how much activity they can generate, but then continue to remain frustrated when all those calls, emails, direct messages, and letters don't produce results. We interviewed Jason Beck and discovered we were looking at our sequences the wrong way. He showed us how to reverse our mindset and allow prospects to drive our sales cycle. To learn how, check out this week's podcast!

Saving time is the top concern of salespeople - because with that time they can prospect more, conduct more outreach and make more sales! To create more time to sell, we have to balance efficiency with becoming too standardized. That's the challenge we brought to Darryl Praill, and you'll love the sales system we built to continuously improve every aspect of your sales scripts and templates!

Social media tends to be the bane of salespeople, their biggest waste of time, or both. We sat down with Jessica Rhodes, a sales leader whose team generates all their conversations through social media messaging, to explain how they drive high-ticket sales from folks who start off not even knowing their service exists! If leveraging social media selling is something you'd like to improve, you'll love this week's podcast!

One of the chief ways we can establish relationships with prospects doesn't come from focusing on what we want to say. Rather, it comes from focusing on our prospects. In this interview with Joe Malmuth, we dive into how to create more time for prospects, generating more time for our prospecting!

The most valuable resource we have is time, and it's the one thing every salesperson wishes they had more of - more time for research, calls, meetings and providing value. We sat down with Matt Woodcock to discuss the best and fastest place any salesperson can reclaim time - and it's all in this week's Bulletproof Selling podcast!

Many salespeople pride themselves on 'delivering value' as part of their sales process, but few can define what value means. According to Paul Reilly, co-author of Value-Based Selling, that's because value is defined differently for every prospect. We sat down with Paul on this episode to dive into how the best salespeople define value before each call to ensure they're customizing that value to each prospect. To access the resources Paul mentioned, visit: https://www.toughtimer.com/book/

When salespeople catch onto the power of sales systems, they're excited but often overwhelmed. Why? It's because there's no place a sales system can't apply, and that means often never beginning to systemize our sales cycle because it's easy to get overwhelmed. We sat down with Joseph Fung and learned that systems can be started today using the challenges that are right in front of us - and it all begins with a great sales checklist. 

Salespeople are always looking for the secret hack, objection turnaround, or lead source - all in the hopes of achieving more sales. We asked Ian Selbie, a sales expert who was once rated among the top salespeople at Apple, about what the secret really was. The answer will surprise you, and in this podcast Ian explains how to stand up a sales system that can provide an a way to address almost any problem a salesperson can encounter.

When prepping for your sales meetings, question matter more than we think. Why do salespeople leave one of the most important elements of their success to chance? That's the question we tackled with Stephen Krines, a sales leader who understands the power questions can have for a salesperson't success.