Professional Sales Tips you'll learn today on The Sales Podcast...

• PhD Organizational Leadership
• Former professor
• Was in sales before he got into scholarship
• Did well in sales for 12 years
• He wanted to leave a legacy, so he switched from selling to scholarship
• Are you a sales professional or someone who sells?
• "It's all my fault." That means I own the solution.
• If it's all "their" fault, then they own the solution, so I'm trapped and I've smuggled away the solution to my problem.

Related episodes and posts

• Dr. Mark Goulston Says You Should Never Split The Difference
• The Insurance Doctor Will See You Now

• "If you think we are too expensive then I have done a terrible job of explaining the value we offer." (Or the customer doesn't need what I'm selling.)
• 100% of the time I have an action to take.
• We feed our negative feelings too well
• If you're not making quota, you're probably not going to get into a sales leadership position
• Bring in an outside person as a manager if you want to change the culture
• Your organization is thriving if the top salespeople are earning more than the manager
• Stress the emotional part of the sale, especially in real estate
  • Go see their current home
  • Go room to room
  • Ask them questions about their current home and the layout and their feelings about each room
• Get better at discovery calls
• Get to the emotions
• Understand their motives
• People get wound up on the answer when they're shopping
  • Don't say, "What is it that you hate?"
  • Ask, "How did you come to that conclusion?"
• 91% of all job separations are due to cultural issues
• 9% are due to skills
• Too many people interview their new hires on the 9%
• His past sales manager would ask salespeople who had expensive hobbies

Sales Growth Tools Mentioned In The Sales Podcast

• Visit Sales Conservatory