Influence Understood

By Gerry Gadoury

Strategy ~ Growth ~ Success... more

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FAQs about Influence Understood:

How many episodes does Influence Understood have?

The podcast currently has 131 episodes available.

Influence Understood episodes:

March 20, 2017EP51: 3 Reasons Staffing Salespeople Fail And How To Fix Them!
Episode 51
3 Reasons Staffing Salespeople Fail (And How To Fix Them!)
Show Notes:
Recap of last week: How To Stand Out In 2017 And CRUSH Your Competition
1: Qualifying
2: Objection Handling
The difference between a “situation” and an “objection”
Disengagement objections
Engagement objections
3: Referrals
Weekly Challenge:
Establish a list of qualifying questions based on your research into who YOUR ideal client is and implement this step into your sales process IMMEDIATELY!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
25min
March 13, 2017Ep50: How To Stand Out In 2017 And CRUSH Your Competition
Episode 50
How To Stand Out In 2017 And CRUSH Your Competition
Show Notes:
Recap of last week: How To Deliver A KILLER Sales Story
What is differentiation, and why is it important?
3 Keys to differentiation:
Understand your audience’s wants and needs
Stay focused on the audience
Be consistent
Weekly Challenge:
Review the first 5 episodes of this Podcast.
Apply the principles.
Take your business to the NEXT level!
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
20min
March 06, 2017EP49: How To Deliver A KILLER Sales Story!
Episode 49
How To Deliver A KILLER Sales Story
Show Notes:
Recap of last week: The Power Of Stories In Sales
When Do I Tell My Story?
When you have EARNED the right!
When you understand the prospect’s position, concern, or situation well enough to match a story
When you believe the exchange of time is worth it (for the prospect/client!)
How Do I Tell My Story?
Brevity~ No one has time for a retelling of War And Peace!
Save some good parts (you will OFTEN need them later!)
Timing~ Too fast or too slow makes for a bad story
Weekly Challenge:
Practice, practice, practice. There is no way around this, the more you practice your delivery the more effective you will be at using stories in your sales career.
Some tips:
Role play with team-mates (or friends and significant others!)
Record your story and listen to the timing/delivery
Tell your story in front of a mirror so you can see your delivery
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
20min
February 27, 2017EP 48: The Power Of Stories In Sales
Episode 48
The Power Of Stories In Sales
Show Notes:
Recap of last week: 5 Sales Traps To Avoid In 2017!
Why Is Storytelling Important In Sales?
What Are The Components Of An Effective Business Story?
Identifier (Who is this about?)
Problem (Why are we doing this?)
Solution (How did we solve the problem?)
Result (What did we achieve? OR, What can we do now that we couldn’t do before?)
When Is Storytelling Effective?
After some interest has been achieved or some value has been given
Objection handling
Any time a prospect/customer relates an example that you can tie to an experience of yours
When you want to show that you understand a concept (PROTIP: The experience the story is based on doesn’t need to be YOURS!)
Weekly Challenge:
This week’s challenge is to identify three stories that will resonate the strongest with the core of your audience and flesh out the four components to make sure the story is fully realized then role-play with your team to ensure you can deliver the stories effectively. Once you, and your team, are fluent in this then commit to adding one story a month, using the same process, until you have stories for your whole audience.
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
24min
February 20, 2017 EP47: 5 Sales Traps To Avoid In 2017!
Episode 47
5 Sales Traps To Avoid In 2017!
Show Notes:
Recap of last week: Two Ways Sales Rookies Can Crush Sales Veterans!
1: Thinking small… Stop it!
2: Focusing on the Short-Term
3: Looking for “Silver Bullets”
4: Making (and tolerating!) excuses!
5: Making goals… And then doing things that actively oppose them!
Weekly Challenge:
This list could have been MUCH longer. Take a few minutes and really think about 2017. What do you want to accomplish this year and what are YOU going to do differently to achieve that outcome?
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
23min
February 13, 2017 EP 46: Two Ways Sales Rookies Can CRUSH Sales Veterans!
Episode 46
Two Ways Sales Rookies Can CRUSH Sales Veterans!
Show Notes:
Recap of last week: Sales Success: Avoiding The Success Trap ~ What Successful Sales Veterans Know!
1: Over Thinking
New salespeople don’t “over think” their leads, candidates, resumes, and prospects. They simply pick up the phone and talk. That willingness to reach out gives them more access to people than the veterans, who tend to pre-judge much more heavily.
2: Sales Activity/Tenacity
New salespeople are more likely to follow their manager’s direction without question, which will almost always mean more outreach than veterans. Also, because they don’t yet know what “NO!” sounds like they are more likely to call on people that sales veterans “KNOW” aren’t good prospects (and reap the extra sales that those outreaches yield!)
Podcast: The Unique Selling Voice
Weekly Challenge:
Newbies: Keep on keeping on and don’t get jaded like us old fogies!
Veterans: Watch the new people. While you have technique and experience to share they have fresh eyes and energy to give!
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
22min
February 06, 2017 EP45: Avoiding The Success Trap ~ What Successful Sales Veterans Know!
Episode 45
Avoiding The Success Trap ~ What Successful Sales Veterans Know!
Show Notes:
Recap of last week: Sales Success: The Secret To MASTERING New Account Development!
“Success is not final, failure is not fatal: it is the courage to continue that counts.”
~Often attributed (Falsely!) to Winston Churchill
“Nothing fails like success.”
~Lincoln Stffens
How big a cop-out would it be to make all of my show-notes quotes this week? Hmmmm…

Weekly Challenge:
Get your head right! If you are a senior salesperson or veteran entrepreneur, take heed! If you are new to the game then keep an eye out for this insidious problem!
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
23min
January 30, 2017EP44: The Secret To MASTERING New Account Development
Episode 44
The Secret To MASTERING New Account Development!
Show Notes:
Recap of last week: Sales Success: 5 Keys To Maximizing Your Sales Career
New Account Development Mastery:
Assumption 1: You have taken the time to KNOW your Ideal Customer
Podcast: http://www.influenceunderstood.com/podcast/episode-2-3-components-successful-business/
The Campaign:
Initial Conversation (Cold Call!) // Voice Mail
Email Outreach (Introduction) ~ PROTIP: Reference the prior contact/outreach!
Initial Conversation (Cold Call!) // Voice Mail
LinkedIN Invitation
Initial Conversation (Cold Call!) // Voice Mail
Email Outreach (Valuable Content Rich)
Initial Conversation (Cold Call!) // Voice Mail
Email Outreach (Valuable Content Rich)
Initial Conversation (Cold Call!) // Voice Mail
Email Outreach (Video Link)
Initial Conversation (Cold Call!) // Voice Mail
Direct Mail (Hand Written Note)
Initial Conversation (Cold Call!) // Voice Mail
Email Outreach (Funny ~NOT OFFENSIVE!)
Initial Conversation (Cold Call!) // Voice Mail
Email Outreach (Valuable Content Rich)
Initial Conversation (Cold Call!) // Voice Mail
Alternative Outreaches:
Qualification Conversations
Client Visits
Job/Work Orders

Weekly Challenge:
This week your challenge is to take the sample/example above and make it your own. The concept and strategy are what is important in this episode not the tactic. Take the principles and apply it to your business and the needs/wants of your ideal customer.
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
26min
January 23, 2017EP43: 5 Keys To Maximizing Your Sales Career
Episode 43
5 Keys To Maximizing Your Sales Career
Show Notes:
Recap of last week: Sales Success: 4 Steps To Take Before You Hire
5 Keys:
Understand this is a CAREER not a JOB
Maximize your training (and supplement once you’ve got your foundation!)
Don’t break the rules!! ~Until you understand them
...more
28min
January 16, 2017EP42: 4 Steps To Take Before You Hire
Episode 42
4 Steps To Take Before You Hire
Show Notes:
Recap of last week: Sales Success: 5 Tips To Crush Your 2017 Sales Goals
4 Steps:
Define Your Ideal Customer
Create Your Sales Process
Establish Your Metrics & Goals
Decide On Your Compensation Plan
Weekly Challenge:
This week your challenge is to follow the four steps above and then create a Job Scorecard based on the four steps. If you don’t know what a Job Scorecard is then read, “Who, The A Hiring Method,” by Geoff Smart. Extremely impactful read. I’d even say career changing! (Geoff Smart is not a sponsor and I make nothing if you buy the book ~~ BUY THE BOOK!)
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
25min

FAQs about Influence Understood:

How many episodes does Influence Understood have?

The podcast currently has 131 episodes available.