Diary of an IT Sales Expert

In this episode, James talks about the importance of a sales plan, what they are and why you need one.

Sales Plans are vital, and James covers a lot in this episode, as mentioned he also has a video on YouTube about how to create the PERFECT sales plan, you can find that here: https://youtu.be/g5RhKYZvOMY

In addition to this, James is about to launch an in-depth course, to help you create your own Sales Plan, this course is coming soon (at the time of posting) and to see if you are likely to succeed with a sales plan complete the quiz here: https://www.ineedasalesplan.com/

Finally, as mentioned please subscribe for more weekly sales related podcast episodes, and if you enjoy the podcast be sure to give us a review on your podcast provider.

In this episode, James gives his views on what separates the best from the rest in sales, breaking this down into the 4 things that he believes the best salespeople do. These Points are:

1 - Being able to listen and show empathy.

2 - Being able to ask the right question, in the right way at the right time.

3 - Being able to probe beneath the surface.

4 - Doing the right thing, not the easy thing.

If you have enjoyed this podcast be sure to subscribe for more weekly episodes, and if you are enjoying this podcast or finding it helpful then be sure to give us a review.

As you may have heard in the podcast, I am also launching a course "How to create a Sales Plan", if you would like to find out more or you are unsure if a sales plan is right for you visit: https://www.ineedasalesplan.com/

In this episode, James gives his insights on whether "old school" sales techniques work. This follows a conversation James has had with a salesperson who has an old-school style. James give his thoughts and the reasons why he thinks they do not work.

If you have enjoyed this podcast be sure to subscribe for more weekly episodes, and if you are enjoying this podcast or finding it helpful then be sure to give us a review.

As you may have heard in the podcast, I am also launching a course "How to create a Sales Plan", if you would like to find out more or you are unsure if a sales plan is right for you visit: https://www.ineedasalesplan.com/

In this episode, James talks about what he calls the hidden 10%. When we show passion, calm, and empathy along with engaging in the right way with the buyer they will want to work with you. The hidden 10% is about building a strong relationship with buyers so they feel that you are the right choice even if that means making a slightly higher investment.

If you have enjoyed this podcast be sure to subscribe for more weekly episodes, and if you are enjoying this podcast or finding it helpful then be sure to give us a review.

As you may have heard in the podcast, I am also launching a course "How to create a Sales Plan", if you would like to find out more or you are unsure if a sales plan is right for you visit: https://www.ineedasalesplan.com/

In this podcast episode, James talks about the issue of people not responding to your e-mails. This is something that many salespeople struggle with, you've put in the time and effort but it has been wasted. there are a few key points to get a better success rate, they are:

1) Offer them VALUE.

2) Be Self Aware.

3) Understand the sales cycle, and be sure to follow up.

4 Be personalised.

There are several ways to fix this, so be sure to listen and if you find it helpful please give us a review to let me know!

If you would like to find out more about my sales plan course, then please visit: https://www.ineedasalesplan.com/ the course is coming soon (it may already be launched by the time you listen).

Finally, don't forget to subscribe for more weekly sales-related episodes.

And again if you've enjoyed the podcast, be sure to check out the hundreds of videos I have created for YouTube to help YOU in sales: https://www.youtube.com/@JamesWhiteSales

In this podcast episode, James talks about your 2024 goals now we are getting much further into the year. He asks how you are doing with them and gives some advice that he has found helpful when it comes to keeping consistent and achieving your goals.

If you've enjoyed this podcast, be sure to subscribe on your podcast platform for more weekly episodes.

As you may have heard, James is launching a course all about building the PERFECT sales plan for your business. Think you need a sales plan? Do not guess take our quiz to see if you need a plan here: https://www.ineedasalesplan.com/

Alternatively, if you would like to speak to James about his sales coaching, visit his website here: https://www.jameswhite.business/

In this podcast episode, James is joined by Bobby Sahota a Financial Planner & Business Development Director at Attivo (independent financial planners). Bobby works with Individuals and Business owners to Grow, Enhance & Protect what’s most important to them. Bobby was nominated for The Times Top Rated IFA from 2019 to 2024. As you can tell from her track record Bobby is truly amazing at selling financial products which is why James invited her onto the podcast to discuss her approach, her career and what makes Bobby so successful in the financial services space.

If you have enjoyed this podcast, be sure to subscribe on your podcast provider for more weekly sales-related episodes from Sales Expert James White and guests.

James interrupted this episode to let you know about his upcoming course, how to write the perfect sales plan. James has years of experience in working in sales across the board but has a lot of experience selling financial products. Do you need a sales plan? Don't guess take the quiz to find out here: https://www.ineedasalesplan.com/

If you would like to connect with James or Bobby the links to their LinkedIn are below:

Bobby: https://www.linkedin.com/in/bobbysahota/

James: https://www.linkedin.com/in/jameswhitesales/

And of course, if you would like to find out more about the financial services that Bobby and her team offer you can visit the Attivo website here: https://attivo.co.uk/

In this episode, James talks about cold calling, do cold calls or as James likes to call them (if they are done right) Targeted Calls still work in 2024? James gives his opinions as well as some valuable tips on how you can engage with your target customers.

If you have enjoyed this episode be sure to subscribe for more weekly sales-related episodes.

You may have heard during the episode that James is launching a course about how to create the PERFECT Sales Plan. Do you think a sales plan might help? Don't guess, take our free scorecard quiz to see if a sales plan would benefit your business here: https://www.ineedasalesplan.com/

In this episode, James covers a topic that many ask him about. That is “Why am I not closing deals”, James gives an honest account of why you might not be closing a deal, talking honesty about how a higher value deal could mean more work than closing in the early stages.

James breaks this down into reasons why you might not be closing a deal, they are:

1)  Understanding the true outcome of the first meeting, often we think the meeting has gone really well, when in fact we may have missed key signs. This is all about emotional intelligence, have you read the signals and be self-aware enough to understand how that meeting really went?

2) The buyer simply isn’t in enough pain – we buy because of a pain, or a desire. If that pain is not enough then you are fighting a losing battle. How much does your buyer want the solution you offer?

3) Priority – how high up is your solution to your buyer? Are there other problems a higher priority on their list, most companies or people will have a certain budget to spend, and naturally we prioritise what we need to around our budget. We can establish this by asking great questions.

4) Passion - is this something that your buyer is passionate about? Do they truly care about the problem or solution that you offer, again by asking great questions we can establish this and understand how important our solution is to our buyer.

5) Belief and Trust - Does your buyer truly believe that you will solve their problem, do they trust you to truly deliver their desired outcome for them? Case studies are extremely powerful but we need to ensure our buyer understands how our solution will benefit them.

If you have enjoyed this podcast be sure to subscribe for more weekly sales-related podcasts.

We also have a weekly newsletter, “How to get in your buyers mind” designed to help you understand what your buyer is thinking and help you achieve sales success. You can sign up for the newsletter here: https://www.jameswhite.business/newsletter-sign-up/

And finally, did you know that James is soon launching a course, all about how to build the PERFECT sales plan for your business! If you would like to be kept informed, visit the website here: https://www.jameswhite.business/sales-plan-waiting-list/

In this episode, James talks about the 3 key points as to how a business can fail. This follows the news of a big British business called Bodyshop going into administration. James talks about why he believes this happens, and talks about the experiences of his father (a sales director), and other CEOs.

James breaks down and analyses some of the biggest businesses to fail, taking points we can all take to improve and keep on top of our industries.

Want help from James the sales expert to write the perfect sales plan? James is launching a course all around building the perfect sales plan, if you would like to find out more visit: https://www.jameswhite.business/sales-plan-waiting-list/

If you have enjoyed this podcast, be sure to subscribe for more weekly episodes.