The Vining Perspective

This episode outlines how to sell against competitors when they slash their prices or offer free options to your prospect.

Today walks through tips and tricks of threading to a C level over the phone. How to break the ice, humanize yourself, humanize their persona and some unique talk tracks to get over the awkwardness and get a meeting scheduled. Talk tracks include leveraging both time and title in a way you may not have considered previously. Happy selling :)

This podcast includes some tone setting visualization to determine your sales confidence, followed by two sentences that will change your sales game whether you are an SDR or AE, who's closing a meeting or a deal. A sure-fire way to take the pressure off the close and get closer to yes.

This podcast is all about determining who is most influential in a multi threaded deal by using decision maps and talking arrows. Most importantly what to do once you have figured it out.

A 5 minute podcast that will arm you with a way to overcome the dreaded words of "I need more time" from a decision maker when you are being halted in a deal.

Sales #1 conversion killer is how they position pricing. Here are 10 minutes in tips on how to close the deal and make pricing discusison a stregth vs weakness in you close ratio.

Today is all about how to bring COI into every deal. That we as sales people often lean on ROI but the truth is that prospects will often not migrate until the pain of the same is much greater than the pain of change. I relate the important of COI vs ROI and discuss specific examples on how to combine the two and also give a trick for penetrating a customer who is telling you the timing isn't right. 

Talking about the magic and charisma of sales today. Discussing the spotlight effect, body language, making people feel important, the power of pause and adding humor to meetings. 

Hello Listeners -

Todays drop is about how to stop adding pain to your meetings and be solutions oriented. I talk real examples from the field positioning our product and how to minimize pain, frontload objections and close swiftly. 

This episode hones in on some ways to set realistic and attainable goals in the year ahead encouraging listeners on how to analyze themselves and a trick to do so.