Sales Today

Is a focus on closing a bit old fashioned? Matt quickly answers that and is clear about what is unprofessional versus what is elite behaviour in selling.

He practices what he preaches with a mission to help salespeople get better at closing, as he believes this is their duty and the best way to serve customers.

His advice of 'do not solve' is surprising but makes sense as he outlines the importance of having the right intent as a sale progresses.

Is he crazy when he talks about having '40,000 brain cells in the heart'? You can be the judge of that.

Connect with Matt and Fred on LinkedIn, and learn more at: https://linktr.ee/fredcopestake

#sales #closing #procurement #modernselling #customerservice

One size fits all doesn't even work for socks, so it won't in sales.

Steve shares his thoughts on how 'people buy from companies of people' and gives a great example of trust.

He talks about the number of priorites senior executives have and how to affect those.

We also ponder why SEO doesn't work and Swindon won't win the Premiership...

Key insights include: trust is earned, help customers succeed, and making teams work.

Learn more at https://linktr.ee/fredcopestake and connect with Steve at https://www.linkedin.com/in/stevehallsydney/

Success in sales is about execution – everything else is just talk!

Tibor Shanto emphasises how salespeople need to demonstrate how the 'do' works, rather than jumping on a bandwagon of the next exciting thing.

The customer should be at the centre of the conversation, as the days of 'nudge nudge, wink wink' are behind us.

Indeed, he argues that the Trusted Advisor is also a dated concept in todays networked environment.

Is he right that we are losing the 'art of sales'?

Learn more at https://linktr.ee/fredcopestake

#sales #marketing #salestips #success

Podcast sponsored by Remaster Media.

Lee is a bestselling author of six books, including Sales Differentiation and Hire Right, Higher Profits.

His latest Sell Different! presents all-new strategies to outsmart, outmaneuver, and outsell the competition.

His take on closing, handiing objections and talking about pain points is refreshing.

Plus he shares the strategic selling opportunity 99.999% of salespeople miss.

Learn more at https://linktr.ee/fredcopestake.

Read the first chapter of Lee's latest book at https://www.salesarchitects.com/selldifferent/

Chris has had a facetime with his own brain. It is all part of an approach to create awareness in a clever and amusing way. Why? Because he enjoys it and it works. Whether the intention is personal branding or pure lead generation, he has seen the success of using video and having some fun. He talks about creating content to use at a more individual level as well as to a wider audience and how salespeople would be foolish to miss the opportunity video offers.

Learn more from Chris here:

https://share.vidyard.com/watch/3NmRZEewfPTPudjWtcMiu5

https://share.vidyard.com/watch/Ee9jwBargHqcUVeMGvS4wc

https://share.vidyard.com/watch/pBjJo6zziX5znZ6ZMXgnEf

Sales has changed, and if we don't keep up with it, our potential for failure will increase. In this episode, Fred talks about the challenges of modern selling across three areas: 1. Busy, busy, busy 2. Oldy worldy 3. Muddled mindset, and specifically how you can use partnering skills (PQ) to become more collaborative. Learn more at https://linktr.ee/fredcopestake.

Creating content makes a difference. This is why Will Aitken is in a new role that intends to 'do some honour to the sales profession'. He was offered this based on the content he produced.

In this episode, he shares how he made this form of communication really work for him when things started to happening and conversations moved on from where he left them... all because of what he was posting.

When customers are booking demos and asking for you in person it shows that this is time well spent. With authenticity, consistency, and elements, Will shares his ideas on getting going in a fast-developing area that sales professionals would do well to understand and embrace.

Connect with your host Fred Copestake at https://linktr.ee/fredcopestake.

Niraj talks about his crimes against human rights and his disappointment in the actions of salespeople. However, he is neither really a tyrant or negative person and shares his enthusiasm for good selling. Listen for solid advice on how to make a positive impact on customers with a mindset to serve the person.

Key insights include: No magic dust, Considered communication, and Business is relationships.

Connect with Niraj Kapur on LinkedIn, and with Fred Copestake at https://linktr.ee/fredcopestake.

Mark says it is a shame we even have to talk about trust in sales, and maybe we do as salespeople might not actually trust themselves. Yet building trust is key, not least because a higher degree of trust often leads to a lower need to negotiate. Salespeople need to get ahead of the game as customers don't buy things for today.

Key insights include: Trust is currency of business, Doing damage to your reputation, and Go three levels deep.

Connect with Mark on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake.

Gabrielle explains what a 'SaaStress' is then uses the associated mystical powers to deliver an episode packed full of value.

Beginning with a two-stage approach to building, we then go on a magical tour of what good selling entails with some great advice on internal relationships. The conversation turns to management - and if 'hippy dippy' is the right way to describe the approach then more managers need to take an interest in this!

Key insights include: reporting first = reporting best, be present in the moment, and 'recognise, respond, react'.

Connect with Gabrielle on LinkedIn, and with your host Fred at https://linktr.ee/fredcopestake.