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Tom Hopkins is a sales training legend. Since 1976, Tom Hopkins International has been dedicated to providing the finest sales training strategies and techniques to individuals and companies alike.

On this episode of The Salesman Podcast Tom shares 4 ways you can deal with a potential customer saying “no” to your sales pitch.

Resources:

* TomHopkins.com * Book: When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward

Ken Rutsky helps B2B growth company executives in sales, marketing, and the C-Suite to breakthrough, achieve, and grow market leadership in new and existing markets.

On this episode of The Salesman Podcast Ken explains what he describes the “buyers world view”. In other-words, what they want and their mindset and emotions through that journey.

Resources:

* KenRutsky.com * Book: Launching to Leading: How B2B Market Leaders Create Flashmobs, Marshal Parades and Ignite Movements* Ken on Linkedin* @Ken_Rutsky

Harvey J. Eisenstadt is a sales professional possessing over 50 years of award winning sales and sales management experience.

Samuel D. Osborne is here to bring out the best in young people. He provides engaging presentations to school students.

On this episode of The Salesman Podcast Harvey and Samuel run through the selling fundamentals that has and will never change.

Resources:

* hjesales.com* Harvey on Linkedin* Book: Battle Tested 28 Winning Sales Philosophies * osborneinstitute.com* Samuel on Linkedin* Book: Switch On the Bliss: 7 Keys to Discover Your Purpose

Aaron Schmookler works with business leaders who believe that their people are their greatest asset. He supports them to build structures, habits, and mindsets so their people find fulfillment and reasons to stay.

On today’s episode of The Salesman Podcast Aaron explains whether we actually need relationships to win B2B business or if value is the only thing that matters.

Resources:

* TheYesWorks.com * Aaron on Linkedin* @AaronSchmookler

John Crowley is the co-founder and creator of the Knuckle Dragging Sales System. Author, Speaker, Mentor, Coach and just a Knuckle-Dragging Sales Guy.

On this episode of The Salesman Podcast John shares when and when not to take the leap up to sales management.

Resources:

* Previous episode: #585: SIMPLE 3-Step Sales Process (That Drives HUGE Results) With John Crowley* Knuckledraggingsales.com * John on Linkedin* Book: Knuckle Dragging Sales: A Primitive Process To Make More Money

Joe Morone is a speaker, author and trainer of the SMART sales methods.

On this episode of The Salesman Podcast we get into business cases, customising communication and a step by step process to building consensus in complex B2B accounts.

Resources:

* Worldleaderssales.com* Book: The Smart Sales Method: The CEO’s Guide To Improving Sales Results For B2B Technology Sales Teams* Joe on Linkedin

Contrary

to what most people think, science says that you’re not in control of

all of the decisions that you make each day.

There

are a lot of automatic decision-making processes that go on within

your brain. In this video, you’re going to learn the eight most

impactful of these cognitive biases and how you can use them to your

advantage.

So

if you find that you keep making stupid decisions, seemingly on

autopilot, whether that be in your selling career or just in life in

general, this video is going to explain why that happens and how you

can stop it in its tracks.

Cognitive Biases

Have

you ever wondered why hindsight is such a powerful tool? It’s because

a lot of the decisions we think we make are processed automatically

in our brains. We’re not in control of them.

It’s

only after the decision has been made that we look back with

hindsight and engage the logical part of our brains that we realise

where we went wrong. 

Our

brain does this because it requires less mental energy to make quick,

automatic decisions than it is to ponder every single thing that we

have to do each day. And our brains are as lazy as the average sale

manager. 

No,

but seriously, imagine if you had to think of the pros and cons of

that great big truck, hurtling towards you at 60 miles per hour as

you walk across the street to grab an overpriced latte. 

It’d

mow you down before you even managed to pull out a pen and paper to

think to create the two columns of “benefits of jumping out of

the way”, “benefits of getting flattened and allowing my

wife to cash in on my life insurance”. 

So

with that said, let’s jump into the eight cognitive biases or short

cuts that all of our brains take each day – 

One

– Anchoring

bias

The

first cognitive bias is called the anchoring bias, and it comes about

because humans will always rely more heavily on the first lot of

information that they receive to make decisions over any subsequent

lots of information that comes their way. 

The

issue is, the first lot of information isn’t always going to be most

reliable. 

For

example, if I’m selling a product and I tell you it’s worth £20,000

a month, then two days later I come to you with a credible story that

I can now offer it to you for the low, low price of £10,000 a month,

it seemed like a complete bargain. This is because your judgement on

what pricing is fair is based on the initial information that you

received. 

This

is an example of how “anchoring” is used as a tool of

influence. Many organisations sell their products by anchoring a

fictitious price that the product never actually sells for. Then they

pitch the lower price afterwards to secure a deal.

This

can also be used more subtly too. For example, if I ask you whether

the tallest building on the planet was more or less than a thousand

feet high, I’ve already anchored this number in your brain which can

skew your response.

So

have a guess, pause the video and leave a comment below on how high

you think the worlds tallest building is.

Have

Tukan Das is the CEO at LeadSift who help B2B companies identify more relevant sales based on intent.

On today’s episode of The Salesman Podcast Tukan explains how to massively increase your cold outreach reply rate and how to turbo charge your sales prospecting efforts.

Resources:

* Leadsift.com* Tukan on Linkedin* @tdas

Elyse Archer is a personal brand strategist who is obsessed with helping you stand out in the market place.

On this episode of the show, Elyse explains how you can leverage your unique personal brand to stand out of the crowd and so get more attention from your potential customers.

Resources:

* ElyseArcher.com* BrandBuildersGroup.com* Elyse on Linkedin* @elysearcher

Noel Wax is a former CBS Sports executive turned entrepreneur. Noel is the President and co-founder of GroundSwell Group.

On this episode of the show with Noel we’re working through some of the most useful but underrated sales success habits.

Resources:

* GroundSwellGroup.com* Noel on Linkedin* @iamnwax

Transcript:

Speaker 1: Coming up on today’s episode of the salesman podcast…

Speaker 2: My number one success habit is what I call owning your morning writing. The playbook, and I’m going to talk about it from a business perspective, will because I think there’s a lot of books and stories and podcasts and things out there about how important it is for you to do things in the morning, make your bed, meditate, all that stuff from a business perspective. Once you get all that out of the way, own the first and I’ll just put a number. I own the first two hours of your business.

Speaker 1: Hello sales nation and willpower and host of the salesman podcast, the world’s most listened to, B to B sales show. If you haven’t already, make sure to click subscribe and with that let’s meet today’s guests.

Speaker 2: Hi everyone. I am Nolax IMV, CEO and cofounder of a company called groundswell group. We operate in the world of socially responsible marketing, both as an agency and a platform, incredibly fun, exciting work that we’re doing trying to change the world. You can find me all over social, LinkedIn, Twitter, Facebook. You can find us at groundswell group. Dot.

Speaker 1: On this episode of the show with the legend. That is, no, we’re diving into the most important sales success habits. We’re dive into some that are particularly counter intuitive, some of the incredibly underrated and some that will just be so foundational that if you’re not doing it and will have a dramatic impact on a hundred year sales career, but your life in general moving forward. And so with all that said, with that bear hype right there, let’s jump right in. What is the most important success habits that you know, you see an engineer to yourself and you see in and over successful people as well.

Speaker 2: I so badly wanted to give you two answers as well, but I am gonna honour the question and give just one and it is a really, really important one and I’m grateful for you asking the question cause it reminds me how important this is. Um, my number one success habit is what I call owning your morning. I’m writing the playbook and I’m going to talk about it from a business perspective will because I think there’s a lot of books and stories and podcasts and things out there about how important it is for you to do things in the morning, make your bed, meditate, all that stuff from a business perspective, once you get all that out of the way, own the first and I’ll just put a number. I own the first two hours of your business day, whether that’s eight 30 to 10 30 we are all exposed to so many distractions and we are so reactive to things and a business partner, a colleague, a friend sends an email or a text and all of a sudden you’re off in a new direc...