Speaker Sales Systems

Call reluctance is something all salespeople face, but we've seen it especially endemic in the business of speaking. We discovered it comes from considering calls as only having two outcomes- make the sale or get rejected. After 8,000+ sales calls, we learned there's a way to ensure we make every conversation or voicemail a way for us to get closer to getting the gig and it's all here in the only podcast for professional speaking sales!

While many speakers are focused on getting booked, the most successful speakers know that getting paid is just as important. In this episode of Speaker Sales Systems, we dive into the payment term negotiation ladder and show speakers how to ensure they're getting paid sooner while achieving maximum value for their clients. 

In you're taking the initiative in your speaking business and reaching to people who can hire you to speak, you will encounter objections. For most speakers, they kill the chance to make an impact or an income from that gig. However, we realized that salespeople have been dealing with objections for years and have a way of overcoming them. In this episode of Speaker Sales Systems, we go over our most commonly-heard objections and how we ensure we never lose a deal for the same objection again!

Speaking sales, like any sales, has rainmakers and rain barrels. The first take the initiative on their revenue and the second passively accept whatever comes along. What many speakers don't know is that being a rainmaker is not a secret, and it is also an active state. A speaker who stops doing rainmaker things will revert back to being a rain barrel. In this podcast, we differentiate between the two and tell listeners how to ensure they become - and remain - rainmakers with their speaker sales. 

There's a difference between the way a busy speaker and a desperate speaker approach sales. The busy speaker makes their potential clients 'earn' their talk, ensuring there's a fit for budget, availability and audience before sending a proposal. A desperate speaker does the opposite, and rarely gets the gigs they pursue. In this episode, we deconstruct the mentality behind making all of our prospects 'earn' their way into our pipeline, proposals and even to get on their stages.

While most speakers are focused on ensuring folks know their name, the best salespeople approach it differently. There's another name that simultaneously unlocks the name of decision makers, potential budgets, decision making process and timeline - the names of the speakers an organization has hired in the past! In this episode, we reveal how to find those important names and how to use them in your speaking sales conversations!

If you conduct enough outreach, eventually you'll run into rude people. They're a part of sales, but don't have to shut down your chances of speaking. In this week's Speaker Sales Systems episode, we're walking through the different types of rude prospects a speaker is likely to encounter and what to do with each of them to redirect and salvage the sale. 

For many speakers, their biggest challenge isn't their expertise - it's their sales conversations! This week, we dive into one of the most powerful techniques we can use when reaching out to the folks who can hire us. It seems contradictory, but by losing the sale before we ever pick up the phone, we're better positioned to win it. 

If you've every heard someone tell you, "Send me info about your talk/topic and we'll keep it on file," then you were likely missing a key element of getting someone excited about your talk: You didn't elicit their interest. So how do we discover EXACTLY what a decision maker needs a speaker to deliver at their event, and how do we connect our talk to that specific outcome? We answer it all in this week's Speaker Sales Systems podcast!

COVID-19 not only changed businesses and the events industry, it also changed the way people buy speakers' services. In this episode of Speaker Sales Systems, we go over what we've learned needs to happen before, during and after sales conversations to ensure we maximize our fees and the impact we can have with a live or virtual audience in a COVID world.