In Between Sales Calls

How Julia Shapiro Asked Tough Questions to Reel in a Slow-Moving Client: Deal Breakdown Bonus Episode

The questions you learn to ask throughout the years in sales become one of your most valuable tools. That tool comes from being battle-tested. Being able to recognize the scenario/situation from previous deals, and knowing exactly what to ask to catch it before it goes off the rails and is lost. 

A lot of the time those questions are tough. It takes confidence, courage, and advanced sales knowledge to know just what to ask. 

On today's Deal Breakdown Podcast, Julia Shapiro showcases her advanced sales skills and ability to ask her client's the difficult questions that take a client moving at a glacier pace to full speed closing. 

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

How Jesse Found A Way To Use His Own Solution To Create Urgency In His Deal: Deal Breakdown Bonus Episode

Is your company missing out on closing all the business they can bring in?

It could be.

But how could you know for sure?

How could you know what words and phrases regularly speed up your sales cycle?

How could you know which words indicate the highest level of interest a buyer of your product might have?

These were answers Jesse Hunt helped his client solve for their business in today’s Deal Breakdown podcast. 

Learn how Jesse did all this and found a way to use his own solution to discover how to create urgency and bring the deal in before the end of the month. 

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

What grade would you give yourself on the quality of the proposals you present?

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Use this scale:

“F” –  Just a page with pricing on it.

All the way up to…

“A” –  It sells for you when you’re not there. 

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Regardless of what your grade is…it can always improve.

In this sales training episode of the In Between Sales Calls podcast, we talk about the 6 questions every proposal must answer.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

How do you have a great sales year?

Have 12 great sales months.

How do you have a great sales month?

Have 20 great sales days.

Is it as simple as that sounds?

It can be.

What if you don’t have a great day planned?

Heck, what if you don’t have anything planned?

Can you still save the day?

In this sales training episode of In Between Sales Calls podcast, I share 10 practical tips, that you can implement immediately, on how to make a great day out of nothing.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

How Sarah Bryan closed a deal despite the CEO walking out on the presentation: Deal Breakdown Bonus Episode

Having the CEO walk out in the middle of a demo is typically the nail in the coffin for a deal. But, not for Sarah Bryan.

Her next level professionalism, respectful persistence, and incredible due diligence with this client is nothing short of a top performer.

Follow along on her roller coaster of a deal and learn how she made it happen against the odds (including COVID).

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

How Christine Story Won Over An Account By Being Patient, Persistent, and Professional: Deal Breakdown Bonus Episode

“I realize we are unhappy with our current vendor, but we have decided to give them one more chance to fix things.” 

That’s a tough thing to hear as a salesperson.

Especially when it means you lost the deal AND you must wait 3 to 5 years for their contract to expire for the next chance at their business. 

What happens if it takes over 8 years?

In this episode of The Deal Breakdown podcast, Christine Story, shows what it means to be patient, persistent and professional in winning over an account that kept giving her bad news.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

Most sales organizations have lackluster on boarding programs. 

The company spends so much time and money to ensure they get the right candidate to join the team, only to leave them high and dry once they start. 

It’s not always apparent if there are problems.  However, there are the obvious red flags to watch out for.

In this sales training episode of the In Between Sales Calls podcast, we cover 5 signs that you are running or involved in a broken sales on boarding program.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

“It always comes down to price…”

“The customer thinks our offerings are the same…”

“There’s no way I can sell value!”

It may seem hopeless.

But the best salespeople know something you don’t.

It’s that differentiating yourself is easier than you think and doesn’t require much effort.

In the first bonus sales training episode of the In Between Sales Calls Podcast, Jason Scoggins shares a practical tip on how you can stand out from the pack and improve your results in your sales career.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers

“I would never give up on my sales rep.”

This is said by most sales managers that mean well.

Except, it’s a lot easier said than done.

Helping our people when they are struggling is something we have to dive in and dig deep to fix. 

This sales training episode of the In Between Sales Calls podcast, we will give you some ideas on how you could go about supporting our people when they need us the most. 

More from Modern Sales Training:

• Modern Sales Training website: "Sales Training with Proven Results"
• Modern Sales Academy: "Courses that develop top performing sales teams"
• Outliers Community: Join Derek in his private coaching community dedicated to becoming sales income outliers.
• Deal Breakdown Interviews: full episode list
• In Between Sales Calls podcast full episode list

How Ashley Used Tools to Level Up Her Skills & Then Closed The Fastest Deal In Her Company’s History: Deal Breakdown Bonus Episode

There are many roads to success in sales. 

You could always...

Follow the process you’ve been shown. 

Use the tools you’ve been given. 

Apply the training you’ve been taught. 

But not everyone reaches that success. 

We make it too complicated. 

Could it really be that simple?

For Ash Cochran it was. 

In this episode of The Deal Breakdown podcast 

Ash shares how she actually followed the process, used the tools and applied what she was taught...

To close the fastest deal in her company’s history.

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Take your sales results to an OUTLIER status.

Outliers Community: Join Derek in his private coaching community dedicated to achieving record breaking sales results in performance and income. Commit to becoming an OUTLIER.

www.modernsalestraining.com/Outliers