Bulletproof Selling

Instead of being the one who is always trying to discover information about prospects, what if they came to you to turn over that same information? That's what we discussed with Doug Sandler, a master of interview-based sales. We reveal how to systemize interview-based sales as a powerful tactic to develop relationships, provide value to your industry and make selling Bulletproof!

Many salespeople put their focus on what to say during their sales meetings, but top sales leaders understand success is often defined before the meeting ever happens. We sat down with Bob Bolton, a sales leader in the advertising sales industry about how he shortens his sales cycle - and that of his salespeople - by ensuring they're prepped for success before they ever meet with their prospects. 

If salespeople could get more of one thing, it would be time. Time to make more calls, send more emails, and have more meetings. However, with only 24 hours in the day, how do we scale ourselves so we can continue to build relationships and add value? That’s what we discussed with Ed ‘The Rainmaker’ Robinson on our featured livestream!

If you've ever had a deal stall because a prospect needed an answer you didn't have or wanted time to 'think about it', you know how frustrating the world of sales can be. We sat down with Bruce Evans to discuss how his team builds responses to common objections, concerns and prospect challenges before they need them and proactively build those 'sales stories' into prospect communications. 

Salespeople spend whole careers chasing 'unicorn' customers - those who are easy to do business with and are also the most profitable. Instead of waiting decades to stumble across this sought-after type of prospect, we sat down with David Shriner-Kahn and built a system to define what a 'profitable prospect' is for ourselves and get out there to find them!

Salespeople often feel they have to talk about the value of their product or service in order to sell, but in this interview with storytelling expert John Livesay, we learned there's another way. This week, we focus on learning how to share our customers' stories rather than our own. 
To access the resources John mentioned in the interview, visit www.johnlivesay.com/freeelevatorstory

If salespeople aren't beginning their conversations with a plan, they're planning to fail. That's what we spoke about with Jim Bowman, a leader who's grown his team to almost 100 people. One of his keys to success is not letting the great stories his salespeople gather go to waste, and ensuring those stories are used is the topic of this week's podcast!

Many sales leaders spend most of their time 'parachuting' into their team's sales, salvaging those who are at risk of being lost. Unfortunately, this game of whack-a-mole does little for the salesperson in the long-term and nothing for the team. When we sat down with the CEO of systems, Josh Fonger, we walked through how to solve sales problems on every team once, so that salespeople (and their leaders) never had to deal with those problems again.

While salespeople are tasked with creating conversations, only the best realize it's also their job to keep the conversation going. That means owning the next step after every interaction, and that's the topic we covered with sales leader Matt Tolbert on this episode of Bulletproof Selling!

Stay in sales long enough, and you'll have to deliver bad news to a prospect. It's what happens next that makes or breaks the relationship - and the sale. How to deliver bad news and still close the sale is exactly what we discussed with Ingo Heiland on this episode of Bulletproof Selling!