The Easier Way to Sell Presents... Close the Deal Without Selling

In Episode 20 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger

• Learn why the gap between ordinary and extraordinary is smaller than you think.
• Discover how habit affects your ability to learn.
• Take a novel look at how your habits are formed
• Review of skills learned after you became an adult?
• Learn the easier way to start a business conversation.

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Good Selling

In Episode 19 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger

• Discover all available channels for effective communication.
• Eye movement helps you determine the channel on which your prospect is processing information.
• The words used by your prospect helps you determine the channel on which he, or she is processing information.
• An interview with Larry Gantverg, a friend and a former sales manager. who introduced the Easier Way to Sell to his sales team.

Good Selling

In Episode 18 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger

• Looking back at the birth of the Easier Way to Sell.
• When you ask open ended questions instead of delivering a canned sales presentation...do you feel like an interrogator? 
• You're smart. Are your goals S.M.A.R.T.?
• Countering your "Someday, Maybe, I Hope" state of mind

Good Selling

In Episode 17 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger

• How to discover your prospect's motive for asking a question
• Your competitor has a set of Features & Benefits they use to sell their product or service. How different is your list?
• The emotional response to your problem statement is the key to effective prospecting.
• Tips from a 25 year user of this sales system.

Good Selling

In Episode 16 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger

• First... a true story, and a short lesson in how not to sell.
• You figured out your goal. Now what?
• The Structure of Results helps structure your results.
• How Merlin the Magician can help you succeed.
• America put a man on the Moon in 1969. This had never been done before. How did they create the plan?

Good Selling

In Episode 15 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger

• I talk about one of my favorite topics, besides baseball, which is the movies, as a metaphor for your sales activities.
• One of the best movies about sales is, Glengarry Glen Ross.
• Watch and consider all the techniques for selling and prospecting they discuss.
• Second, disregard and never use the techniques discussed in the movie.
• Avoid the traditional techniques offered in this film and reduce your sales stress.
• We close the episode with a check-up of your understanding and readiness to use the The Easier Way to Sell. 

Good Selling

In Episode 14 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger

• Is there a right way to sell? 
• Telling ain't Selling
• How to use The Bell Curve of Life to chart your success
• Find out if you have this costly Sales Malady.

Telling when you're selling is less effective than selling when you're selling. Especially when you're using The Easier Way to Sell.

Good Selling

In Episode 13 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger

• Commitment vs. Intention -
• Trying is not doing.
  • The more you try the harder it is to do.
• More Listening Tips
• Two questions for yourself
  • Who should I be talking to?
  • What is the purpose of my communication?
• More OEQ's
• A closed-ended to open-ended exercise
• Your results are you responsibility

Good Selling

In Episode 12 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger

• More OEQs = Additional Communications Options-
• The need for sales rules-
• Never give away valuable information unless it's part of your business plan- 
• Echo, or Mirror listening-
• The Language of Success- 
• The clout of Negative Commands-
• Sales Myths - Just because you believe something is true, doesn't make it true. It just makes it true for you.-

Good Selling

In Episode 11 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger

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• Additional O.E.Q.s help you remain in a problem-solving mode. (pg. 185)
• Remember it's not about convincing... it's about uncovering and satisfying needs.
• Bridging is an effective response to someone requesting that you do both A and B. (Pg.171)
• An easier way to effectively set appointments. (Pg. 333)
• Meet people at their model of the universe. 
• Remember... Air on. Window off. (Pg. 348)
• Use the secret sauce of mirroring and matching to overcome problems created by cross-channel communication.
• It's not so much what you say, but how you say it. (pg.367)

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Good Selling