Is manipulation a bad thing? Its often one of the labels put on sales people, and not in a complimentary way. Some quick thoughts on understanding the impact intent has on something like manipulation.

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/

Tim and I first met in 2003, when he hired me for a sales position. He's been my boss, my friend, my mentor, my coach and my business partner. I ask him the standard three questions:

How did you get into sales?

What do you love about sales?

What do you think the biggest mistake(s) to avoid are in sales?

Then I ask him custom question on how he interviews, how he gives people the hard feedback. It's a good informal talk on some solid sales concepts.

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 Corona Virus and how different people are reacting to it differently is a powerful moment in sales learning. Everyone has different "tripwires", or tipping points. Just look how some people panicked early, and some have yet to really react at all. That's a great observation to apply to your sales game.

Show music 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/

Show Producer Steve Corda and fellow sales professional Steven Davis join me for a discussion around the fundamental beliefs and clear thinking necessary for success in sales. Believing the myth that sales people are an intrusion and that customers will find what they need without sales people is the first land mine not to step on if you want to be in sales.

We reference the classic and seminal sales book "The Sandler Rules" by Dave Mattson during the show. Highly recommend it if you make a living in sales.  

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/

What is the intent of a prospecting call? Many people make these calls with the intent of making a sale, but that's skipping a crucial step, and causing many prospects to freeze up or cut you off, because their most precious commodity isn't money. It is time.

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/