In today’s episode, our host, Donald Kelly, speaks with guest Tim Rohrer. Rohrer has years of experience in radio advertisement and is the author of “Sales Lessons From the World’s Greatest Mentor.” Discover how he learned the hard way that time kills sales.

Time can kill sales: How is this possible?

• Tim shares his first loss while working as a radio advertisement before the days of social media. During that time, it was essential for a salesperson to have personal conversations with prospective clients. Tim found the perfect client and connected with him. He returned to his office to create a proposal and place it in a file until the meeting day.

• However, Tim saw him two days later, and the client asked him a question in an odd way. Tim didn’t think much about it, but his gut told him he should. When the meeting day came, he soon discovered why closing a deal is crucial when you have prospective customers where you want them.

• Always close a deal quickly and use tools to help you do so. For example, consider creating sales templates to give potential clients an idea of what they’re getting into. Then have them come in the very next day to have them sign the contract.

 Strike while the iron is hot!

• Those within real estate know, more than likely, there will always be two decision-makers when closing a deal. You show them everything they need to know to help them decide immediately.

• However, one potential client says we must consider it, and the other agrees. Do you let them leave so they think about it? 

• The short answer to this is no! Tim shares why you must keep questioning them when they tell you we’ll think about it.

 What if the decision-makers are away?

• Tim shares why salespeople need to improve their communication and presentation skills. You won’t always be selling directly to the decision-makers. Sometimes you have to deal with the influencers. 

• Influencers are your future salespeople. However, they’re not as good as you!

• Tim shares how you can help them remember key points of your presentation, so they’ll do an excellent resale to the decision makers.

“Be ready to do business today with people who say yes” - Tim Rohrer

 Resources

Tim Rohrer’s Book: Sales Lessons From The World’s Greatest Mentor 

Tom Freeze’s Book: question-based selling

 Website: TimJMRohrer.com

 Sponsorship Offers

1. This episode is brought to you in part by LinkedIn.

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2. This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

 Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com