Sales Logic - Selling Strategies That Work

Our strategies for prospecting during the holiday season.

Lightning Round: Top 10 Strategies to Hold an Effective Sales Meeting 

Question: Bill King from Texas asks, “What advice do you have for prospecting around the holidays?”

Book: High-Profit Prospecting by Mark Hunter 

❖ 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: Top 10 BEST Sales Advice You Have Ever Been Given

Question: Rene from Baton Rouge asks, “I am new to sales, this is just my second job. I am excited about this opportunity—bigger territory, more commission—but there is just one problem. My manager is old school. He wants me to use the phone. That makes me uncomfortable. I have never made sales calls, always used email, in person, or even text. Where do I start? And more importantly do I have to do this?”

Book: Pick Up the Phone and Sell by Alex Goldfyn

🤍 Please donate to help Western NC at www.828strong.com

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

Lightning Round: Top 10 Ways to Sell Through the Holidays

Question: Carl in Bozeman, Montana asks, “I'm new in sales, having moved from engineering to the sales side of the company and I am excited about it. I have been given a brand new territory for our company, so much opportunity it is almost overwhelming. Where do I start? What is the best use of my time?”

Book: New Sales Simplified by Mike Weinberg

🤍 Please donate to help Western NC at www.828strong.com

❖ 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: Top 10 Ways to Increase the Value You Give to Customers

Question: Davis Brow from Chicago asks, “My clientele is civil construction, which is very seasonal in the Midwest. When I follow up too much, I risk being annoying. When I try to give them time & space, it becomes easier to forget about their need for our service. In addition to better discovery, do you have any advice on best practices for following up after a proposal is sent? I've looked for books on the topic and nothing has caught my eye. Since I've struggled to find solutions on my own, I assumed I should ask the experts. You and Mark always have sound advice on all things sales.”

Book: The Automatic Follow-up Formula by Dorothy Vernon Brown

🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine. 

Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it. 

October 28th at 4 p.m. EST! Don’t miss it. Register here. 

🤍 Please donate to help Western NC at www.828strong.com

Lightning Round:  10 Ways to Make Sales Relationships More Meaningful

Question: Tammy from Phoenix asks, “My boss is pushing us to use AI for everything we do. Feels like my job is at risk. My clients love me. We sell cyber security services and they need personal service. It’s a big reason they buy from me. What should I do?”

Book: Selling from the Heart by Larry Levine

🤍 Please donate to help Western NC at www.828strong.com

🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine. 

Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it. 

October 28th at 4 p.m. EST! Don’t miss it. Register here. 

Lightning Round:  Top 10 Strategies to Build Your Personal Brand

Question: Donna from Asheville NC asks, “I have a salesperson who is a rockstar when it comes to setting appointments. She is definitely talking to our target market - many of the prospects know her name. They all seem excited to talk, and then they don't show up. It's maddening because the schedule is so busy right now, that setting time for those calls is even a challenge - and then we have to reschedule. And yes - we send confirmation emails and even phone calls. But just today, two people didn't show up and one of them was an inbound lead! Any ideas?”

Book: High Profit Prospecting by Mark Hunter

🤍 Please donate to help Western NC at www.828strong.com

🧠 Register now for the Sales Logic Expert Exchange! This month: Larry Levine. 

Topic: what it truly takes to succeed in a post-trust world, where traditional sales tactics no longer cut it. 

October 28th at 4 p.m. EST! Don’t miss it. Register here.

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!