Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

Have you ever heard a pricing objection? Have you ever been told your product or service is too expensive?

Many times, when it comes to dealing with the investment in your stuff, you are getting in your own way. In this episode, we talk about:

1. Handling budget in the right order

2. Talking to prospects who are willing and able

3. What we're often doing wrong

Salespeople get in their own way all the time.

Markku Kauppinen, CEO of FinxS Assessments, says that it's because we put too much pressure on our buyer to adapt to our preferred communication style.

In this episode, you'll learn:

Dave Blake, CEO of ClientSuccess, works with organizations constantly on how to turn challenges into growth opportunities.

His meeting with Dell didn't get off to a solid start. His consultant began showing a presentation...on a MacBook.

You'll have to hear how Dave got his team out of it.

He teaches us that sometimes a tough challenge can be the best time to strengthen a relationship if you have the right recovery strategy.

Sales is hard enough (and he's got the tales to prove it) so it makes emphasizing your company's ability to service, retain, and expand that much more important.

In this episode, you will learn:

Joe Ingram helps salespeople get that next deal. He says that people don't always need to like us to buy from us.

He teaches us that getting people to like us is secondary to building trust. To build trust, you've got to get results.

Joe tells an epic story about the mental shift that happened to him when calling on a prospect in the automotive industry.

In this episode, you'll learn:

Have you ever sold something that didn't work?

It's easy to let service disruptions or product blind spots take us from "we can do anything" to "we can't do anything."

It can affect your mindset. Dave Doherty and Josh Shirley unpack how salespeople conduct calls differently when they let disruptions put them into a mindset of limitation versus a mindset of possibility.

In this episode, you'll learn a three step process for re-coding your mindset around delivery problems.

Do you have excited prospects who disappear when it's time to decide?

How do you know when you're finished qualifying a prospect?

Hear Dave and Josh take a common benefit for many solutions and explore how to take an intellectual curiosity to an emotional impact (when there is one).

In this episode, you'll learn:

Are you an under-resourced Rev-Ops professional?

Are you using Rev-Ops correctly? If you are a Revenue Operations professional, how do you know you support your staff?

Rosalyn Santa Elena tells Rev-Ops this:

"Your job is to know the business and know the customer better than anyone else. In order to enable and support the life-cycle, you have to know how it works."

Rosalyn Santa Elena is the Founder and Chief Revenue Operations Officer of the Rev-Ops Collective. She's worked at companies both big and small - hear her Sales Tales in this episode.

In this episode, you'll learn:

90% of every interaction with another person happens below the surface - or at the subconscious level.

One method of understanding what happens inside that 90% is Transactional Analysis - developed by Eric Byrne in the 1950s.

On today's episode, Dave and Josh break down sales interactions using Transactional Analysis. In this episode, you'll learn:

1. How some beliefs that serve you can also hurt you in sales.

2. What to do when the prospect (or you) becomes emotional.

3. Why we are OK with hearing "I want to think about it and get back to you" as an answer.

4. A new way to understand how to manage expectations and get decisions.

Is there a wrong enneagram type for a sales role?

Jim Gum teaches us that all people place a different emphasis on thinking, feeling, and acting. In this episode of Sales Tales, he helps us understand how the enneagram can be an enlightening methodology to help you understand your customers AND the people you work with.

Sales Tales Episode 28: Jim Gum - Enneagram for Salespeople, Where Communication Breakdowns Happen on Calls

In this episode, you'll learn:

The roles enneagram types gravitate to in the workplace

All enneagram types can have a place in sales

Where communication breakdowns occur on sales calls

David Mattson went on his first sales call with David Sandler 30 years ago.

He almost quit.

In Episode 27 of Sales Tales, David Mattson returns to give David Doherty and me a series of vignettes about selling. In this series of Tales, you'll hear: