WINNING AT SELLING

We've all seen it. Perhaps it's the baseball pitcher who gives up 5 runs in the 2nd inning and of the sudden his arm is too sore to continue. Or maybe it's the marathon runner who sees that she is too far behind to win and suddenly comes up lame. These are examples of the loser's limp, the athlete who exaggerates an injury when they are facing defeat. Giving in to the loser's limp can destroy your ambition and so it must confronted and overcome.

Don't skulk away with a phantom hearing problem, but stay tuned as Scott and I dig into The Loser's Limp and other fascinating fact on Episode 635 of the Winning at Selling podcast.

After you deliver the best presentation possible you receive a "think it over," This happens when a prospect, instead of making a decision during a sales conversation, asks for more time to consider the offer. This response can often signal hesitation, uncertainty, or the need for more information. It can also be a polite way of avoiding a direct "no." What did you leave out? What are they dwelling on? What risk is the prospect taking when not buying today? What would you do differently if given a do over?

Think about joining Bill and I as we discuss What Are They Thinking About? and other terrific topics on episode 634 of the Winning at Selling Podcast.

The great coach John Wooden said, "True leaders accept responsibility for the outcomes of their decisions and actions." And leadership expert, John Maxwell stated that, "A leader who doesn't take accountability for their actions is like a ship without a captain." While we know that accountability is important, we don't always know how to make it the cultural norm in our organizations.

So take some personal responsibility to listen as Scott and I welcome best-selling author and leadership coach, Paul Batz to discuss Building a Culture of Healthy Accountability on Episode 633 of the Winning at Selling podcast.

Words represent our thoughts and intentions. Expectations and obligations are expressed through words. With a career in sales, words are the currency of commerce and the better we communicate the more successful we are in selling.

Let's start defining some expectations as Bill and I discuss 5 Words and Concepts and other memorable musings on episode 632 of the Winning at Selling Podcast.

We've all had to deal with them. The sales process is going along fine until the prospect's true colors come out and you have a problem personality to contend with. Perhaps it's the person who won't make a decision or the guy who's trying to prove how smart he is, or the woman who must have the best deal in all the world. So, what do you do?

Of course you listen in as Scott and I struggle to Deal with the Toughest B2B Customers and other concerning considerations on Episode 631 of the Winning at Selling podcast.

The Top 10% of sales reps don't stop working because it's 5 p.m. or the weekend. They understand that the work they put in outside of the workday makes the difference between being at the top or being part of the other 90%. The work they put in outside of work is to sharpen their mental, physical, and spiritual game so they can perform at their best professionally. They know - to own their own income and create the life they deserve and desire, they need to be at the top of their game every day.

If you want to learn how to make this happen, stay tuned as Bill and I discuss The Work to Get to the Top - Doesn't Happen at Work and other interesting information on episode 630 of the Winning at Selling Podcast.

Scott and I are often asked what an employer should look for when hiring a new salesperson. So often they want to find someone with industry experience. But if there is anything they can teach them internally, it is about the industry. And everyone is used to gaining product knowledge when they get a new job. From our point of view, the hardest thing to modify is someone's character traits. But what are the traits that make up the best salespeople?

It's time for some serious introspection as Scott and I add up the Six Strengths of a Superior Salesperson to and other memorable musings on Episode 629 of the Winning at Selling podcast.

The Sales department is built on relationships and operations. Both are needed to generate the desired results. However, if your sales team fails, your organization could be in jeopardy of maintaining or growing revenues. If this is the case, leadership must identify the threats and change the sales culture.

If you want to transform your culture, create more opportunities and leverage the opportunities you create, stay tuned as Bill and I discuss the 6 Reasons Sales Departments Fail and other interesting information on episode 628 of the Winning at Selling Podcast.

Artificial Intelligence is on everyone's mind. How will it affect my job? Is it being used on me? Can I get any advantage from it? For those of us in sales it the question might be, "How can I use AI to reach more prospects and win more deals?" Fortunately for you, our guest has the answers to these important questions.

So slip on your thinking caps as Scott and I welcome author, speaker and information guru Sam Richter to Episode 627 of the Winning at Selling podcast.

Business Practices, Industry Knowledge and Trade Concepts are idle theories without a seasoned guide. Someone who has done it, been there and learned from past successes and failures. A guide who can identify a sharp edge, a tempting short cut or career ending move before it happens.

If you're looking for a guide and accepting applications, stay tuned as Bill and I discuss The Gift of Mentorship and other magnificent material on episode 626 of the Winning at Selling Podcast.