The Sales Fix Podcast

Prospects will often ask about price before you've even discussed their needs. Understand that this is a trap, and don't fall into it. 

Episode brought to you by Refract. www.refract.ai

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/

A very common question I get from sales reps and sales leaders alike is how to handle prospects that showed interest or even requested a proposal before freezing up and not responding. I cover the concept of "Tonic Immobility" and how it is likely making extreme attempts to reach your prospects ineffective and counter productive. Understanding what is happening at a very primal level allows us to pick a different approach to unfreezing those stalled sales.

Episode brought to you by Origin Maine Company www.originmaine.com

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/

Kevin has been in sales for many years, leading national sales organizations, as well as running the Sales Training and Development department of the fastest company to a billion dollar valuation in US history. He currently works as the central sales and business development brain for a venture capital group started by the founder of Audible. 

Kevin and I discuss some fundamental sales success concepts, such as combating the status quo trap, AKA the cost of doing nothing, and mapping out your sales success plan using backward math. 

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

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 sometimes have to handle objections based on your customer's past experience, and sometimes that negative experience isn't even with you, or your company. Here's my LOC process to help reset the conversation before addressing these kind of objections.

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/

Show  Producer Steve Corda and fellow sales professional Steven Davis join me to discuss what the purpose of a good "Discovery" or "Needs Assessment" is and on understanding the psychology of what is going when we ask the right questions and solicit the right answers. The basic positioning of a sales interaction is crucial to having healthy and ethical conversations with prospects.

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/

We all wear masks in our daily lives. Understanding that and accepting the purposeful wearing of masks in our sales roles allows us to keep the rejection we face as sales people away from who we are as human beings. I share my "Travis" mask with all of you.

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/

There's a worldwide economic downturn right now, caused by the COVID-19 pandemic. Many people and many companies are reacting based on panic and not based on clear thinking and understanding of the total economic implications of this situation. Bill advises on his approach and mindset during these scary times. Many of you have already been furloughed or let go. What do you do now? What should your thinking be like? We discuss these concepts and Bill offers some great suggestions on controlling your thinking and making sure you focus on actions that help you in the long term.

Bill's  company website is CorporateStrategies.Sandler.com and he can be reached at [email protected] if you want to take advantage of the generous offer he extends to Sales Fix Podcast listeners.

=======================================

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/

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/