Every human being has rules, or "scripts" that govern their lives. We choose some of them, but many are handed down to us by our parents, and most of the baseline scripts come from our moms. That's a good thing. I love my mom and I know she had my best interests in mind when she was setting up my scripts. That said, choosing a career in sales necessitates deleting a couple of key scripts most of us got from our moms. 

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

You've often heard sales managers tell reps they need to "ask for the order". There is actually something really wrong with that wording, because it can cost you precious leverage. Clients don't buy because you ask for it. They buy because you've moved them to a point where they trust you enough to follow a suggestion to buy, not as a favor to you, but as a response to a consultative recommendation based on their need.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Tom Rowe, VP of Sales at Caroo, comes on to discuss how his experience as a high performing sales person and as a sales leader has affected his vision of the sales profession. We also briefly debate the offensiveness of Packers and Bears logos to fans of the other side of the rivalry and share a few sales war stories. It's a nice casual chat about the sales world. 

More info on Caroo can be found at www.caroo.com

Info on the book Tom recommends can be found at https://hbr.org/books/watkins

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

The dreaded cold call. Maligned and hated by sales people all over the world. There is actually great value we get from making cold calls. I defend the cold call and explain why we should all be doing them.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Steve the Producer and I address some questions submitted by the audience. If you'd like to submit questions for future episodes, [email protected] or our CO linkedin page is the best way to do that.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Brian Bar is a talented sales leader and entrepreneur. His current company, Victory Lap, based in Chicago has set a new bar for setting up entry level sales people for success (78% of Victory Lap graduates stay in their sales job past one year). I've worked with Brian as a both a colleague within a large corporation and in partnership with Victory Lap on sales training projects. Brian and I discuss his vision of professional sales education and the current status of the sales profession. He is a thoughtful and meticulous professional who brings some very interesting ideas to the table.

Victory Lap can be found online at www.VictoryLap.io  

---------------------------------------------------------

Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Perspective is often the culprit to feeling stuck. Like a rock climber that has hit a point where they can neither move forward or go back. A different perspective can often be found by taking one step back (figuratively) and that can often unlock the door. I share some personal experiences on the subject, and how it applies to dealing with clients and prospects.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

The two Steves and I discuss sales persistence, the right approach to looking for sales jobs right now, and I get a really bad charlie horse

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Many sales people see prospecting as a huge negative. It feels awkward and intrusive and involves lots of harsh rejection and conflict. Prospecting doesn't have to be that way, and if you avoid these common mistakes, you can make prospecting an experience that isn't painful, for you or the prospect.

---------------------------------------------------------

Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

2020 caused a lot of changes, many of which are not likely to change back, but instead become permanent new realities. That said, some aspects of prospecting are fundamental and must be considered when adapting to new times. David Kreiger is the founder and president of Sales Roads, a pipeline creation service for companies seeking a simple but effective solution. He joins me on the podcast to discuss prospecting fundamentals and share insights of the new selling reality.

Check out Sales Roads at SalesRoads.com

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/