KO Sales Coach

By Steve Stearns

At the K.O. Sales Coach we're digging in to proven selling techniques that increase your earning potential and take your sales career to the next level. Get sales training, selling strategies, tips a... more

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FAQs about KO Sales Coach:

How many episodes does KO Sales Coach have?

The podcast currently has 71 episodes available.

KO Sales Coach episodes:

November 12, 2015Embrace Your Inner Baby and Sell More
A Skill You've Had Since You Were a Baby
Ever heard anyone say “she’s a born salesperson or he was born to sell”....maybe they’ve even said that about you? Well, I don’t know whether you were born to sell or not but there is a skill we all learn shortly after we’re born that top salespeople use everyday to excel in sales......
On Today's Show You'll discover...
... how something you’ve done since you were a baby can help you build stronger rapport with your customers;
... help you have a greater understanding of what your they want;
... and help you close more sales with a variety of different customer types.
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What is Mirroring
Mirroring is when one person adopts the physical and verbal behaviors of another. You know, things like like facial expressions, body language, rate of speech, phrases, volume and even the rate of someone’s breathing...these are all things that we subconsciously mirror with people who are close to us.
So how does mirroring help you build rapport?
In sales you use mirroring to improve the communication with your customer. When you’re speaking in a way your customer prefers they feel more comfortable and can clearly focus on what you’re saying without being distracted.
It’s important to remember that mirroring is not about copying the customer, it’s about adopting a subtle change in your communication style that matches their style.
Five Ways to Mirror Your Customer
Body Language
Rate of Speech
Loudness
Tone
Keywords and Phrasing
You can learn to mirror people even when they’re style is very different than yours. When you do, you’ll improve your ability to connect naturally. When you make a strong connection and you're communicating on the same level your chances of making the sale go WAY UP!
Today's One Two Punch
Mirror Your Customer to Improve Communication and Make More Sales
Ways to subscribe to The K.O. Sales Coach
If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!
Click here to subscribe in iTunes
Click here to subscribe via RSS
Click here to subscribe via Stitcher
Feedback
We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!
Email: [email protected]
Use our SpeakPipe Page! to send a FREE voice-mail right from your computer, tablet or phone!
...more
8min
November 05, 2015The Magic Phrase Salespeople Want to Know
What Are They Saying?
In every sales organization there are those salespeople...you know the ones, they’re always on top of the leaderboard. They’re almost legendary and then there are the stories.... “how did she close that sale? That was an impossible situation and somehow he turned it around....I need to know what he’s saying.”
On today's show discover:
... the magic phrase I learned after analyzing the sales presentations of a top salesman;
... the secret to turning those impossible situations around;
... and how you can close more sales and benefit from what I learned.
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How I Discovered the Magic Phrase
As the head of a call center training department I listened to recording from our top salesperson to find out what he was saying to turn around impossible sales situations.
I found his magic phrase and this is what he said:
"It's like Milk, you don't know if it works, until you try it."
Where's the Magic?
The magic was in what he did not what he said.
Customers buy from people they know, like and trust....and that was his big secret. He spent time getting to know his customer, and getting them to like him. That's how he turned around so many impossible situations.
Today's One Two Punch
Get them to like and trust you and make sales like magic
Ways to subscribe to The K.O. Sales Coach
If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!
Click here to subscribe in iTunes
Click here to subscribe via RSS
Click here to subscribe via Stitcher
Feedback
We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!
Email: [email protected]
Use our SpeakPipe Page! to send a FREE voice-mail right from your computer, tablet or phone!
...more
7min
October 29, 2015How to Make Control Buyers Your Favorite Type of Customer
Control Buyers
For many salespeople, control buyers are the most challenging....but they don’t need to be.
On today's show discover:
... where control buyers are coming from so you have a better understanding and appreciation for their approach;
...how to tell if you’re interacting with a control buyer so you can respond appropriately;
...some ideas for successfully selling to control buyers!
Subscribe and Review in iTunes
Where do Control buyers come from?
Many control buyers are aggressive and their take charge attitude has a lot do with a fear of being disrespected, bullied or taken advantage of. It really has nothing to do with you they’ve just learned that the best way to deal with salespeople is to come out swinging.
What's the best way to handle a Control buyer?
The worst thing you can do is react forcefully...it’s only going to confirm their fears and cause them to get more aggressive. A better approach is to show them you’re different.
Show them:
You’re respectful
You aren’t going to bully them
and you certainly aren’t going to take advantage of them....
Show them they have nothing to fear from you.
Characteristics of Control buyers
Control buyers may:
seem aggressive;
they might interrupt;
and may even come right out and say something like “Look, I don’t have a lot of time so here’s how this is going to go....”
get right to the point;
look for immediate results;
focus on positives,
be logical,
efficient and
may like making choices.
They ask good questions and expect straight-forward, logical answers. Most of all they need to feel they have control of the process.
More ways to connect with Control buyers
Get right to the point
Stress Quick Results
Answer Questions Directly
Follow answers with logical questions
Let them feel they have control
Today’s one two punch
Adjust your approach for more success with control buyers
Ways to subscribe to The K.O. Sales Coach
If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!
Click here to subscribe in iTunes
Click here to subscribe via RSS
Click here to subscribe via Stitcher
Feedback
We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!
Email: [email protected]
Use our SpeakPipe Page! to send a FREE voice-mail right from your computer, tablet or phone!
...more
7min
October 22, 2015The Power of You
Implying Ownership in Sales
If the goal of your sales presentation is for your customer to own it, it would be really helpful if you could get them to start thinking about it as theirs from the beginning right? Well YOU have the power to do just that and...
on today's show you'll discover...
... how rephrasing your communication can help your customer feel more connected to your product;
...how implying ownership throughout the sale can increase your close rate;
...and how even small changes in the way you communicate can have a big impact on your sales success!
Leave a Rating and Review in iTunes
Keys to Implying Ownership
1 ) Keep your customer involved.
When you’re customer is talking they are engaged and excited and they feel like they are part of the process.
2) Use words like "You" and "Your"
Imply ownership by using you and your throughout your presentation to help your customer imagine owning the product.
If the goal of the sale is for the customer to own the product:
imply ownership throughout the sale
keep them involved in the process
and use phrases that include “you” and “your”
You’ll have your customer thinking about taking your product home long before you ever talk to them about how fantastic it is!
It’s a subtle thing but don’t underestimate the power of you!
Today's One Two Punch:
Imply Ownership and Close More Sales
Ways to subscribe to The K.O. Sales Coach
If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!
Click here to subscribe in iTunes
Click here to subscribe via RSS
Click here to subscribe via Stitcher
Feedback
We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!
Email: [email protected]
Use our SpeakPipe Page! to send a FREE voice-mail right from your computer, tablet or phone!
...more
6min
October 15, 2015How to Make Way More Money Cross Selling
Today’s show is brought to you by the letters A, B , C and X because we’re talking about cross selling today and the fundamentals that make it a big money maker for you.
On today’s show discover:
…how cross selling benefits everyone, especially you;
…how to cross sell without making your customer cross;
…and a simple proven method for cross selling more and making more commission today!
Leave a Rating and Review in iTunes

What is Cross Selling?
Cross selling is offering your customer another product that either enhances the product they are buying or addresses another need you uncover during your conversation.
Who benefits from cross selling?
Cross selling is an important part of the sales process because it provides a positive customer experience and maximizes your opportunity at the same time. It’s a win for the customer, you and your company!
The ABCs of X-selling
A = X-sell After You Close
B = Be Brief and Assumptive
C = Close the X-sell
Two proven methods to cross sell more!
Offer every time
Offer a matching supply
Today's One - Two Punch
Offer a X-sell Every time to make more money
Ways to subscribe to The K.O. Sales Coach
If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!
Click here to subscribe in iTunes
Click here to subscribe via RSS
Click here to subscribe via Stitcher
Feedback
We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!
Email: [email protected]
Use our SpeakPipe Page! to send a FREE voice-mail right from your computer, tablet or phone!
Get Full Show Notes at KOSalesCoach.net/cross
...more
10min
October 08, 2015How to Stand Out with the Best Customer Experience
Best Customer Experience
Competition is great for customers but what about you? How do you stand-out and convince your customer that buying from you is the best option? Well, on today’s show you'll discover...
...why price isn’t the only thing customers consider when deciding where to buy;
...how to standout above the competition;
...and ideas for improving your customer’s experience.
Leave a Rating and Review in iTunes
For Full Show Notes: KOSalesCoach.net/experience
...more
7min
October 01, 2015Silence, One of the Best Sales Techniques Ever
Best Sales Technique
Silence is an often overlooked communication tool that top salespeople use to keep their customers engaged and moving toward the close.
On today’s show you’ll discover…
…when to use silence to convert shoppers into buyers;
…how to avoid common mistakes and
…why silence is One of the Best Sales Techniques Ever;
Leave a Rating and Review in iTunes
For Full Show Notes visit KOSalesCoach.net/silence
...more
8min
September 24, 2015How to Make More Sales with a Llama
Maintain Sales Control
Have you ever had one of those customers that just seems to run you ragged with questions? What’s in it? Where does it come from? How long have you been selling this?
If this has happened to you before, you know what it’s like to lose control of the sale.
On today's show discover:
...how to determine who is really in control;
...a proven technique for answering customer questions while maintaining rapport;
...and how to regain & maintain sales control at any point in the process;
Leave a Rating and Review in iTunes
For Full Show Notes: KOSalesCoach.net/llama
...more
6min
September 17, 2015Help, My Customer Isn’t Talking
My Customer Isn’t Talking
She just wouldn’t tell me anything. That customer just didn’t want to talk. How am I supposed to build value when they won’t have a conversation with me? If you’ve ever heard a colleague say things like this or even said these things yourself you may be a victim of a conversation killer. But there is good news…
On today’s show discover:
… three different conversation killers that may be impacting your sales;
… what to do if your customer isn’t talking;
… the very best way to improve customer communication.
Leave a Rating and Review in iTunes
Full Show notes: KOSalesCoach.net/talk
...more
7min
September 10, 2015Impulse Buying - How to Make the Sale
Impulse Buying
If you’ve ever gone into a store to buy something and came out with that and more you may have experienced an impulse buy! Chances are REALLY good you’ve done this because 70% of people in a recent survey said they occasionally purchased items they didn’t need or plan to buy, and another 15% said they did it frequently. Impulse buying and impulse buyers are great, they practically sell themselves. However, I’ve seen good sales people, miss opportunities because they didn’t recognize and respond properly to an impulsive buyer.
On today's show discover:
... why people buy impulsively;
... how to tell if you’re talking with an impulse buyer;
... and the best way to approach an impulse buyer to make the sale.
[powerpress]
Leave a Rating and Review in iTunes
Full Show notes: KOSalesCoach.Net/impulse-buying
...more
6min

FAQs about KO Sales Coach:

How many episodes does KO Sales Coach have?

The podcast currently has 71 episodes available.