Stuff About Sales

Listener requested topic!  As much as we are told by sales expert that getting access to the decision maker and gaining influence is one of the most important things that sellers needs to do, the practical reality is that it's not always possible.  In fact, you may be in a sales job where a high percentage of your opportunities don't allow for this.  So what do you do?  We break down some tips to gain influence, work through your point of contact to set you up in the best position to win deals without direct access to a DM.

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In this episode, Hannah and James discuss how to address your competition when it comes up during a sale.  Do you go right in and lay out all the dirt or is there a more effective way to position yourself against your competitors without needing to do that? 

We discuss why going negative is bad, ways to address an incumbent and other competitors without being so direct. Finally if there is no way to get around it, how to address your competition in a positive way that will set you apart.

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According to SalesHacker - "A gatekeeper in sales is someone who intercepts marketing and sales experts before they speak with a company owner or leader. They commonly feature in major firms and corporations, where they listen to a salesperson’s material and determine whether it will benefit the company."

We discuss how to identify a gatekeeper and some some tips on how to get through a gatekeeper to move your sale forward.

Link to Sales Hacker article - https://www.saleshacker.com/getting-past-gatekeeper/

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Salespeople...are you just "checking in"?  In this episode, Hannah and James identify this habit, discuss why you must break this behavior ASAP and some actionable coaching tips and pointers to make your sales follow ups more meaningful!

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In an effort to be agreeable, as salespeople, we do not ask for anything in return..  On this podcast, Hannah and James discuss some ways to keep this top of mind and cover some things that you can ask for in return that aren't monetary to help you win deals.

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