Sales Logic - Selling Strategies That Work

Lightning Round:  Top 10 Ways to Consistently Build Your Sales Skills

Question: Marvin from Daytona Beach, FL asks, “I have been in insurance sales all my life—started really when I was a kid. This industry is getting tough—rules, regulations, and the list goes on. I am a traditional sales guy; golf tournaments, chamber events, taking clients out for a beer. My strategies are just not working anymore—why?”

Book: The Digital Selling Handbook - Bill Stinet 

Lightning Round:  Top 10 Ways to Prospect Effectively

Question: Nathaniel Friday from Nigeria asks, “How do you gain market share in a highly competitive marketplace, like Nigeria?” 

Book: Insight Selling by Mike Schultz

❖ Send your questions to Meridith and Mark at [email protected] 

💡 Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!

Lightning Round:  10 Ways to Close More Sales

Question: Ronnie from Tucson asks, “I have a very low closing ratio when compared to everyone else in my company.  I push like crazy to get deals to close but they never do.  My boss has told me it has to improve or I’m going to be terminated. What am I doing wrong?”

Book:  Secrets of Closing the Sale by Zig Ziglar, updated by Dr. Mufazzal Lakdawala

It’s time to get real about the role of social media in your sales strategy. 

Join us Sept. 23 at 4 p.m. for a FREE webinar with Brynne Tillman, the “LinkedIn Whisperer.” Register here!

❖ Have you gotten Mark’s new book? 33 days of sales wisdom multiplied by your own reflections and evaluations.📗 Find ‘The Making of a Mind for Sales’ on Amazon now!

Hot Topic: Top 10 Ways to Use STORY in Sales

Question: Eric from Toronto asks, “I have been in sales for more than 30 years—insurance industry. I just joined a new agency owned by corporate, and they are trying to make me use THEIR sales strategy. I don't need it— they insist. Any advice? I am good at sales, and don't need their help.”

Book:  Rejection Proof, Jia Jiang

Wish you could role-play with a “customer” before you actually call? Now available: Sales Logic Role Play. One of the many perks of the Sales Logic Mastermind. Find out more here!

Lightning Round: Top 10 Ways to Standout on Social Media

Question: Ben Ibarra asks on Spotify: "I work in the toy industry selling to mass market. Since Covid, getting buyers to accept a meeting or call or even respond to emails has become much harder. How do I get a buyer's attention without spamming them with emails?"

Book: Secrets of Master Closers by Mike Kaplan

💡 Heard about the Sales Logic Brain or Sales Logic Role Play? These are just some of the amazing features of the Sales Logic Mastermind. Find out how to join here. 

❖ Send your questions to Meridith and Mark at [email protected] 

Lightning Round: 10 Ways to Stay Focused During Tough Times

Question: Alanna from Seattle asks, “It’s always been hard getting customers to stay engaged, but this past year it has become harder than ever. Is it me or has something changed I’m not aware of?”

Book: Selling in a Post-Trust World by Larry Levine

❖ Send your questions to Meridith and Mark at [email protected]

Lightning Round: 10 Ways to Build Your Sales Confidence

Question: John from San Diego asks, “I am a bit of a news junkie, and watching this week everyone is talking about the stock market going down and interest rate cuts coming. I work in the restaurant industry—is there anything I should be doing to prepare for the change in market conditions, how will my customers be impacted?”

Book: Selling Your Way - Kristie Jones 

❖ Send your questions to Meridith and Mark at [email protected] 

📢 Join Mark and Meridith for the Sales Logic Expert Exchange, this month with Victor Antonio as he shares how to increase customer value by creating a seamless buying experience. 

Tune in live Monday, August 26th at 3pm CT! Register for this free webinar here. 

Lightning Round: Best Places to Find Ideas for Content Creation

Question: Regina in Milwaukee says, “I’m in manufacturing sales, things are getting slow. We just had our mid-year meeting and they came down with the bad news. With inflation, interest rates, election year, sales are slowing, and now they’re cutting our budget. Fewer trade shows, fewer golf events, fewer lunches, and the list goes on and on. How am I supposed to make my quota if I don’t have money to spend?”

Book: High Road Leadership: Bringing People Together in a World that Divides by John C. Maxwell

💡What would a mindset journal for salespeople look like?

The Making of a Mind for Sales is your sales accountability partner in book form. 

Get it now on Amazon!

❖ Send your questions to Meridith and Mark at [email protected]

Lightning Round: 10 Hardest Sales Lessons You Have Ever Learned

Question: Ramona from Ventura CA asks, “I am feeling the pressure in my current role—the coming election has impacted my clients, their budgets, projects getting cut, and I think just fear. I don't know what to do or how to handle it. Ideas?”

Book: Ignite Your Sales Strategy by Kevin Jones

Learn more about joining the Sales Logic Mastermind here!

Lightning Round: Top 10 Things You Can Gain from Our Mastermind

Question: Cindy from Little Rock, AR asks, “I am brand new to sales—moving out of IT. I want to learn from the best—is it better to get a coach or join a mastermind?”

Learn more about joining the Sales Logic Mastermind here!