When a prospect or customer agrees to meet with you, agrees to give you 30 or 45 minutes of their time, what is it that they expect to get from this investment? We do know that 2/3 of the buying journey is done on-line, so it isn’t basic product knowledge that the prospect is looking for And based on surveys, the top 5 words that are used to describe salespeople are: Pushy, Untrustworthy, Annoying, Time, and Greedy! Apparently, salespeople aren’t making a very good impression at those appointment. So be prepared to take some notes as Scott and I discuss Bringing Value to the Appointment and other great ideas on episode 516 of the Winning at Selling Podcast.

June 2022 - Bringing Value to the Appointment

Welcome to the Winning at Selling Podcast.  Your hosts Bill Hellkamp and Scott “Professor Plum.”

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

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 Selling more and better starts with sounding different than others in the industry.  Asking better questions outside of the prospects problem and sharing your solutions will make you sound more interested in learning about the prospect’s environment, expectations and priorities.    Set your expectations high as Bill and I discuss the 10 Questions to Ask Your Prospect and other thoughtful ideas on episode 616 of the Winning at Selling Podcast.

May 2024 - 10 Questions to Ask Your New Prospect

Is your sales conversation the same as it was 5 years ago? Do you still have that tired company pitch that extols the virtues of your organization? Are you caught in the cycle of fact-benefit-confirmation? Is your customer supposed to provide the information and you match up the solution? Well, it’s time to change your approach. If you want to keep from falling further behind the sales curve tune in as Scott and I welcome our guest Anthony Iannarino to tell us Why You Must Be One-Up Now on Episode 615 of the Winning at Selling podcast.

May 2024 - Special Guest Anthony Iannarino

 Have you ever worked in a company that just seems to be off balance with its people?  Like a car with a misaligned front end.  You are limited in how fast you can go.  Where do you begin to look to find the problem? Is the problem the process, or the people and how they interact with each other?   Listen up as your problem-hunters - Bill and I take on dysfunction in an Overview of the 5 Dysfunctions of a Team on episode 614 of the Winning at Selling Podcast.

May 2024 - Overview of the 5 Dysfunctions of a Team

A-B-C. A-always, B-be, C-closing. Always be closing! Always be closing!! A-I-D-A. Attention, interest, decision, action. Attention -- do I have your attention? Interest -- are you interested? I know you are.  You close or you hit the bricks! Decision -- have you made your decision? And action. A-I-D-A; get out there!! You got the prospects comin' in; you think they came in to get out of the rain? Guy doesn't walk on the lot unless he wants to buy. Sitting out there waiting to give you their money! Are you gonna take it? Are you man enough to take it? So, do I have your ATTENTION!? If you are INTERESTED, make the DECISION to listen as Scott and I take ACTION about Closing the Deal on Episode 613 of the Winning at Selling podcast.

Apr 2024 - Closing the Deal

 As the adage goes - We battle our head and heart constantly in our day to day actions.  Often when we don’t see the results of our intentions or actions and we get down on ourselves.  Some have said, Nobody can be harder on me than me.  And I’m one of those people.  So, if this also applies to you.   Take a break and give yourself a break as Bill, and I Welcome our guest, Dr. Andrea Hollingsworth to discuss Inner Critic vs. Inner Advocate on episode 612 of the Winning at Selling Podcast.

June 2022 - Bringing Value to the Appointment

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