Inside BS Show

Timestamps:
00:00 How to Spot a Fake Guru
01:07 Fake Gurus Have Aspirational Trappings
03:47 Fake Gurus are Emotionally Manipulative
06:20 Fake Gurus Make Promises That are "Too Good To Be True"
09:56 Fake Gurus Never Give You Actual References
11:09 Fake Gurus Have Zero Experience in Building a Business
12:32 Fake Gurus Don't Have an Original Body of Work
13:13 Fake Gurus Never Put Skin in the Game
15:14 Here are Three Real Gurus Dave Lorenzo Trusts

00:00 Three Most Important Aspects of Consultative Selling
00:20 The Day They Called Security and Threw Me Out
05:17 Consultative Selling Rule 1: Get Your message right. Ask questions in advance
06:00 Consultative Selling Rule 2: Focus on the audience: Why are they stuck?
07:12 Consultative Selling Rule 3: Match delivery to the audience: What's the best way to communicate with them?
09:25 The Secret to Success: Wrap it Up in a story

👉WHAT TO WATCH NEXT👈

Consultative Sales Videos: What is consultative sales? How do you do it? Watch these videos:
https://www.youtube.com/playlist?list...

How to Deal with Difficult Clients

If you've ever had a situation where a client was demanding and downright difficult and you didn't know what to do, Today's Inside BS Show will help you.

One of my clients threatened to sue me because of something that was out of my control. That situation taught me a great deal about handling difficult clients. List to my story.

Timestamps:
00:00 How to Handle Difficult Clients
00:25 A client threatened to sue me
03:40 Step One in Dealing with Difficult Client is Set Expectations Up Front
05:48 Step Two in Dealing with Difficult Client is Focus on Expectations
07:30 Step Three in Dealing with Difficult Client is Listen and Reflect Back
08:47 Step Four in Dealing with Difficult Client is Communicate Frequently
10:00 Step Five in Dealing with Difficult Client is Lead with Empathy
11:23 Secret To Success: What you do when you screw up

B2B Sales Questions You Should Never Ask

It is amazing how often we get in trouble with the words that come out of our mouths. Many times we say things that hurt our chances at a sale because we are nervous, unconfident or intimidated by the prospect. On today's show I'm going to share five questions you should never ask in a B2B sales situation.  Watch this show and remove these questions from your sales script right away.

Timestamps:
00:00 Five B2B Sales Questions You Should Never Ask (Intro)
00:30 When you are nervous, inexperienced or intimidated, you are likely to say something dumb
01:30 You are talking too much in your B2B Sales meetings. Here's how I know.
02:00 The first question you should never ask seems harmless but it is deadly.
03:20 Question number two is a guarantee that you'll lose the deal.
04:50 The third question shows you have a lack of confidence.
06:35 Using a "conditional close" kills your deal for sure.
08:20 Never ever ask question number five. Do this instead.
10:45 The big secret to making questions work in your B2B sales process.

Below are links to the other videos in this Business Development Skills Series:

Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqco
Part 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9o
Part 3: How to Create a Lead Magnet: https://youtu.be/ZQy4s5GaWg8
Part 4: How to Qualify Leads in Sales:  https://youtu.be/rPn31zUlGeI
Part 5: How to Nurture Leads for More Sales https://youtu.be/nH5yJ3EZGg8
Part 6: Your B2B Selling System https://youtu.be/saOovfmz4R0

Timestamps:
00:00 Your B2B Selling System
00:48 Find Your Ideal Clients
02:29 In B2B Sales You Must Use Leverage for Lead Generation
04:13 In B2B Sales you Convert Suspects into Prospects with a Lead Magnet
05:48 To Be Successful in B2B Sales You Must Qualify Every Lead
06:28 To Grow Your Revenue in High Ticket Sales You Must Nurture Leads

Below are links to the other videos in this Business Development Skills Series:

Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqco
Part 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9o
Part 3: How to Create a Lead Magnet: https://youtu.be/ZQy4s5GaWg8
Part 4: How to Qualify Leads in Sales:  https://youtu.be/rPn31zUlGeI
Part 5: How to Nurture Leads for More Sales https://youtu.be/nH5yJ3EZGg8
Part 6: Your B2B Selling System https://youtu.be/saOovfmz4R0

Timestamps:
00:00 How do you nurture sales leads?
00:47 Story About How Dave Lorenzo Missed Out on Million in Sales
01:23 Do a Weekly Email to Your Audience of Prospects
02:27 Use Direct mail to Follow-up with your Sales Leads
03:11 If you Want to Convert More Leads Send an Email with a Video
04:06 To Close More Deals Follow-up Your Email and Direct Mail with a Phone Call
04:41 Send a Personalized Email to All Prospects as the Fifth Step in Your Follow-up Process
05:51 The Secret To Massive Success with Sales Follow-up

Below are links to the other videos in this Business Development Skills Series:

Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqco
Part 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9o
Part 3: How to Create a Lead Magnet: https://youtu.be/ZQy4s5GaWg8
Part 4: How to Qualify Leads in Sales:  https://youtu.be/rPn31zUlGeI

Sales Managers: Teach Your Team How to Qualify Leads in Sales

This episode of the Inside BS Show teaches sales managers how to instruct their sales team on the qualifying process. This is an essential tool for closing more sales deals and making money in sales.

Timestamps:
00:00 How to Qualify Leads in Sales
00:52 What is Sales Qualification?
01:44 What problem do you solve better than anyone else?
03:09 Does the prospect have the ability to make a decision and commit to a deal?
04:49 Does the prospect have money? Can he/she afford you?
05:36 Does the prospect have the urgency to move forward today?
07:00 Shortcut to Success in Qualifying your Prospects

How to Create a Lead Magnet

This is part 3 in our business development skills series. Here are the other shows in this series:

Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqco
Part 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9o
Part 3: How to Create a Lead Magnet: https://youtu.be/ZQy4s5GaWg8

Timestamps:
00:00 How to create a lead magnet in 5 steps
00:30 Why do you need a lead magnet?
02:44 Your Lead Magnet must help people relieve their pain
04:22 Make the Lead Magnet related to the reason your in front of your audience
05:42 The Lead Magnet Must do three things to help advance the business development process
08:40 In your Lead Magnet you must provide an actionable next step
09:21 Share enormous value in your Lead Magnet
11:11 The Secret to Make Your Lead Magnet work hard for you each day

How to Find Prospects for Sales
This is part two in our business development skills series. Here are the other shows in this series:

Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqco
Part 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9o

Timestamps:
00:00 How to Find Prospects for Sales
00:52 How to use speaking engagements to attract sales prospects
02:28 How to use video as a lead generation system
04:42 How to use a podcast to generate new business leads
05:53 How to use social media leads for lead generation
06:54 How to use direct mail for lead generation
08:11 Use this strategy (Dave's Favorite) to generate leads

👉WHAT TO WATCH NEXT👈

Consultative Sales Videos: What is consultative sales? How do you do it? Watch these videos:
https://www.youtube.com/playlist?list...

👉 GET YOUR FREE GIFT FROM DAVE
http://www.RevenueRoadmapGuide.com

How to Create Your Ideal Client Profile and Make Work Fun Again

This is part 1 in a six part business development series. Today we discuss how to create an ideal client profile and why that makes a huge difference in the amount of joy you feel at work. 

When you work with ideal clients everything is easier and your begin to enjoy work again.

Timestamps:
00:00 Five Keys to Identifying Your Ideal Client
01:41 Identifying an Ideal Client Starts with an Industry Focus
04:05 Ideal Clients are Deal Makers (They Have Authority to Make Decisions)
05:29 When Focusing on Ideal Clients Look for Common Pain
07:56 Fastest Way to Attract Ideal Clients is By Generating Word of Mouth with Your Brand
09:08 Your Business is Successful with Ideal Clients if You Fill a Hole in the Market
11:05 Get A Free Gift from Dave to Help Attract High Paying Clients
11:58 The One Strategy that Will Change Everything in Your Business

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