Steve Clark's Profitable Persuasion Podcast

A lot of folks think that if they are using a selling system that somehow it impedes them or it ties their hands or somehow takes away their spontaneity and their ability to respond and talk with folks. So that’s not an unusual kind of response I get when I mention the whole thing about a selling system. To help clarify let’s talk for a minute about what a selling system is and what it is not. And I think to give you a perspective on that I’m going to tell you a story about my younger daughte...

About 15% of the salespeople in North America are responsible for selling 65% of everything that is sold. So to say that another way, 65% of every dollar that is generated in sales in North America is generated from approximately 15% of the salespeople. That means the other 85% of the salespeople are scrambling around selling 35% of everything else and what I want to address is how you can become one of that 15% if you’re not already there or if you are already one of that 15%, how you can st...

This year sixty-five cents of every dollar that is sold to purchase goods and services are sold by 15% of the salespeople. What is it that distinguishes these top 15% salespeople from the other 85%? There’s a reason that sixty-five cents of every dollar’s worth of goods and services that were sold this year were sold by fifteen percent of the salespeople. The reason for that is those fifteen percent don’t possess these weaknesses in the same measure that the other eighty-five percent of sales...

If you're gonna maintain focus and achieve what it is that you want to achieve, do more do better, have more time off, growing your business, improve your life, etc., - it all comes back to number one: habits. Habits have made us who we are and where we are in life because of the habits that we are engaged in. Every single thing in terms of the external circumstances of our lives is a result of our habits. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game i...

It is not too much of a stretch of the imagination to say that with the things that we are going to talk about today if you will implement them, there is no reason why you can’t become 25 to 50% more productive than you are without working one single minute more than you are currently. I am not a great believer in working more hours. I am a believer in working fewer hours and making more and in order to do that you have got to be doing the right things. That is the objective here today in ter...

Today, we’re going to be talking about the future of prospecting. How to position yourself as the ultimate expert and keep your pipeline full of high-quality prospects. So, that’s a mouthful. We’ve got a lot to go over and we’re going to spend that time going through that and when we finish today, what you’re going to discover in this session as you tune in here today, you’re really going to discover four things about this whole new paradigm of prospecting, if you will, what I am kind of thin...

Let’s talk about this whole idea of the real reason people buy anything. For you guys, this isn’t going to be totally new, but what we’re going to do is I think we’re going to dig down a little bit deeper today into this whole concept and it is my hope that you will gain a deeper appreciation for the answer to this question about why people buy. So, here is sort of what you will come away with today as a result of this session, what you’re going to discover in today’s session. There are four ...

Probably the most frustrating thing for a sales professional is to give a presentation or a proposal and then receive a stall, a put-off, or a think it over and then waste countless hours following up and chasing after prospects that never make a decision. Sales pros can live with yeses and they can live with nos. But what is a killer are the think-it-overs, stalls, and put-offs.Today we will be learning how to maintain control of the sales process at all times and eliminate stalls, put-offs ...

Let's start with this whole concept of why aren't people more personally productive and why aren't they more profitable or in a nutshell why don't they make more money than they currently make. And probably the second biggest issue that I encounter when I'm coaching or training, be it individual sales people or entrepreneurs, business owners, other consultants. The biggest issue that comes up over and over again, other than prospecting, or filling the pipeline with leads, would be the issue o...

Let’s start with this whole idea about what is mastery. I went to the dictionary and I looked up mastery and it had a couple of different definitions. One was the possession of a body of knowledge and the other was a complete acquisition of skill; it did not use the word “mastery” in either one of those, but it talked about mastery either being someone who possesses a certain body of knowledge or a certain skill set. Now, to me, that’s not a very good definition and I think you probably have ...