Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

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Selling Made Simple, Salesman Podcast, This Week In Sales, And More... episodes

  • 3 Tips to Create Urgency in Sales







    Do your sales cycles seem to drag on and on
    and on? Do you attempt to close the sale but you get  knocked back with “maybes” and “I’ll have to
    think about it?”



    Well creating urgency in B2B sales is
    incredibly important and it’s the answer to your issues. If your potential
    customers don’t feel in a rush to purchase from you, then they are
    communicating that they don’t feel like you’re really solving any problem worth
    rushing for.



    So in this video I’m going to share 4 tips that will help you create more urgency in sales so you can reduce the number of maybes you get, without being manipulative or weird. So stay tuned.



    Not being able to create a level of urgency
    with a potential customer is the number one reason why deals “stall”.



    One of the key differences between high
    performing sales professionals that crush targets and those that don’t, is the
    number of “stalled” potential deals in their sales pipelines.



    A potential customer is classed as stalled,
    you’ve tried to close them and they haven’t said “yes” or “no”.



    Stalled deals will kill your chances of
    hitting your sales target and the 4 tips I’m about to share with you will help
    you give them some mometum through increasing the level of urgency.



    Many low performing sales professionals
    waste time telling to sell these stalled individuals and the fact is, that once
    the momentum of the initial discovery calls and solution presentations has
    waned, every week that goes by, it becomes increasingly unlikely that the
    potential customer will ever buy from you.



    So how does you pipeline look? Do you have
    a bunch of stalled accounts in there? If so then this video is going to help.
    17 min
  • BESTOF2019: How To Leverage The “Challenger Sale” (Step By Step Guide) With David Pirt

    David Pirt is a Challenger Sale expert, behavioural science enthusiast and former solider.



    On this episode of The Salesman Podcast David shares a step by step guide to what the Challenger Sale is and how we can implement it’s success principles into our B2B sales game.



    Resources:



    * David on Linkedin*  ChallengerInc.com* Book: The Challenger Sale: How To Take Control of the Customer Conversation
    43 min
  • BESTOF2019: TAKE Your COMPETITORS Accounts With Anthony Iannarino

    Anthony Iannarino is an international speaker, an author, and a sales leader.



    On this episode of the show Anthony is sharing how we can take business from our competitors and essentially “eat their lunch”.



    Resources:



    * Book: Eat Their Lunch: Winning Customers Away from Your Competition* TheSalesBlog.com* @Iannarino
    40 min
  • BESTOF2019 How To Sell To The C-Suite With Josh Braun

    Josh is Co-Founder and CEO of Sales DNA, and former Head of Business Development for Basecamp. He is an expert in helping sales leaders, CEO’s and founders create systems to generate a steady flow of meetings each month with qualified buyers..



    On this episode of The Salesman Podcast Josh explains how to book meetings with and win business from the C-suite.



    Resources:



    * Follow on podcast episode: #636: Selling To The C-Suite (CASE STUDY PART 2) With Josh Braun* Lifetime Access: The Badass B2B Growth Guide* SalesDNA.co* @JoshBraun* Josh on Linkedin
    36 min
  • Why Buyers Are UTTERLY Irrational








    In
    today’s video I’m going to share why
    buyers can seem utterly irrational and
    don’t close the sale, even though it makes complete logical sense
    for them to do so.




    Then
    I’ll tell you how you can overcome this emotional mess that buyers
    find themselves in so you can win more business and crush your sales
    target.





    Have
    you ever been in a sales meeting where everything is going perfectly.
    The potential partner needs your product desperately, they have the
    budget, all the decision makers are in the room, yet the deal falls
    through?





    This
    is because the potential partner is thinking emotionally rather than
    logically. In this video you’re going to learn why this is and how
    you can switch on the logical side of the potential
    partners
    brain so they close the deal and you get paid.





    It’s
    not just potential partners who get emotional when they should be
    thinking logically. All of us do it. It comes down to how the human
    brain is physically wired.




    You see, making decisions on emotion factors is actually the default, go to way of making decisions. This is because the limbic or emotional part of the brain comes before the frontal lobe or the logical part of the brain in it’s wiring.



    Emotional decision making




    Lets
    take a look at this image which shows this visually –








    Here
    is how it works – everything you see, smell, hear, taste and touch
    is picked up by our sensory organs and converted into electrical
    signals. These signals are then fired towards our brain, passing from
    cell to cell through our spinal-cord.




    Eventually
    these signals travel to your frontal lobe, which lives in your
    forehead, which is where rational thinking takes place. The issue is
    that before it reaches the rational part of your brain it passes
    through your limbic system and this is where instant, instinctual,
    emotional responses are produced.



    This physical journey of firing neurons ensures that you experience things emotionally before you can reason with the emotion and think logically about the situation. There is constant communication between the rational and emotional parts of the brain but the emotional side of things gets information first, which always skews the output towards emotion.



    Rewire their brains



    So
    what we need to do is rewire the decision making system of our
    potential partners to do this –








    We’ve
    added an extra step of THINKING about the initial emotional response
    the potential partner wants to throw at us and then getting them to
    consciously choose their next action rather than acting instantly.




    You
    can’t stop them thinking emotionally or even illogically but you
    can nudge them into consciously adding a second layer of logic to
    these thoughts after they occur.




    To
    do this you’re going to mirror their emotional state and slowly
    drag it towards logic.




    Now
    lets think of the sales process from the potential partners side. It
    looks a little something like this –








    They’re
    going about their day, everything is looking pretty logical. Then
    they find an issue,
    15 min
  • How to Change Someone’s Mind – 7 Persuasion Skills







    Trying to change someone’s mind is something that we have all tried to do, but most people fail at influencing others.



    Learning ability to change other peoples minds is integral having success in life. Because you will never have success in life you are always following other people’s plans, you need to learn to influence them so that you can follow your own.



    How to change someone’s mind




    So
    in this video I’m going to give you seven, powerful and actionable
    rules to follow when you’re trying to influence someone and change
    their mind.





    Rule
    one – go for no




    When
    you are butting heads with someone else and trying to influence their
    opinions, they know that you’re trying to get them to say “yes”.
    The long this goes on, there is an increasing pressure as this person
    avoids saying yes, and the level of involvement from their increases
    until a point where they may never admit defeat at all.







    As you can see on this diagram, as more and more ego and emotion gets put into the conversation, the pressure for the individual to say no and disagree with you goes up and up. All until it reaches a point of no return where they just think “f-it” and they’ll never openly admit to changing their mind, just to spite you.




    Have
    you ever lied about being wrong, just so you wouldn’t look bad?
    That’s you reaching the “f-you” point.




    So
    instead, you’re going to relieve all this pressure by influencing
    them to say “no” instead of pushing them towards yes which is
    what they’re expecting you to do.





    When
    someone says “no” it can be an incredible relief for them, it can
    feel like you’ve taken a weight right off their shoulders, and it
    also gives them the perception of control, which in turn allows them
    to drop the emotion from the discussion and come back to a more
    logical conversation.




    “No”
    can actually means many things. For example it could mean –



    *
    You’re
    make me feel uncomfortable
    *
    I
    do not understands
    *
    I
    don’t think I can afford it
    *
    I
    need more information
    *
    I
    disagree right now but I could change my mind





    So
    take a moment from trying to debate the individual and ask the
    question…



    “What about this does not work for you?”.




    This
    immediately pulls the conversation towards what’s stopping them
    from believing you which is half the battle won.





    Rule
    two – don’t argue




    Next
    where people go wrong when trying to change someone elses mind is
    that they allow the conversation to escalate into an argument before
    they get to a point at which they can influence the other person.




    Most
    people assume wrongly that if they can prove their points logically,
    common sense will take over and the other person will admit that they
    were wrong. The issue is, emotions play a much larger impact on our
    decisions of what we believe than what people’s logical brains do.




    Just
    because you are technically correct and perhaps you have more data
    supporting your outcome and maybe you even have the backing of other
    ...
    21 min
  • BESTOF2019: What Is GAP Selling? With Keenan

    On this best of 2019 episode of the Salesman Podcast Jim Keenan explains exactly what “GAP Selling” is and how we can use it to win more business.



    Resources:



    * BOOK: Gap
    Selling: Getting the Customer to Yes: How Problem-Centric Selling
    Increases Sales by Changing Everything You Know About Relationships,
    Overcoming Objections, Closing and Price* ASalesGuy.com* Keenan on Linkedin* @Keenan



    Previous episodes –



    * 610: Using GAP SELLING To Make Objections And Closing OBSOLETE With Keenan* The SECRETS To Sales Motivation With Jim Keenan* 198: Get Passionate Or GTFO! With Jim Keenan* Why Your Personal Brand is EVERYTHING In Sales With Jim Keenan
    42 min
  • BESTOF2019: Using COMEDY To Get PROSPECTS ATTENTION With Marty Wilson

    This is the first in our annual best of the year series of shows. We really enjoyed recording with Marty and there was a tonne of actionable advice.



    Marty Wilson is a former pharmacist who became an award-winning advertising copywriter then a full-time stand-up comedian for 8 years before becoming a best-selling author and in-demand speaker.



    On this episode of the Salesman Podcast Marty explains how humour can be used as a tool in B2B sales to break through the noise and get noticed.





    Resources:





    * MartinWilson.com* @MWilsondotcom* Marty on Linkedin
    46 min

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