WINNING AT SELLING

What is going through a prospects mind during the sales conversation? Are they listening to us or is their mind on its own path? Whatever they are thinking about, it is likely that it is about themselves and not about us?

So take your eyes off of yourself as Scott and I consider, Four Questions Prospects Ask And other tantalizing tidbits on Episode 625 of the Winning at Selling podcast.

I love the saying, "be kind to others you meet, because they are all fighting battles you know nothing about." A life is sales is a life filled with adversities. Our daily goal is to overcome the distractions and convince disagreeable people.

If you want to be stronger and still standing, stay tuned as Bill and I welcome veteran, author and speaker John Kriesel to talk about Overcoming Adversity on episode 624 of the Winning at Selling Podcast.

What goes through a salesperson's mind when they deliver their quote? I'm way behind on my quota, I just have to make this sale. I know the competition is cheaper so… I'm authorized to drop the price as much as 10%, let's go for it. What they fail to understand is that they seldom need to drop their price to close the deal.

So put away that discounted proposal as Scott and I chip away at Do You Really Need to Lower Your Price? And other remarkable revelations on Episode 623 of the Winning at Selling podcast.

Do you have a daily goal? A routine you want to accomplish before leaving your office. Ever get interrupted by someone that steals your unrecoverable time? What was their goal in the disruption. Oh, it was to see if I have a positive response to their uninspiring proposal. What was the point of the proposal? Oh, that was missing.

Listen up for your new daily goal as Bill and I tell you to Stop Touching Base and other inspiring insightson episode 622 of the Winning at Selling Podcast.

Statistics show that referrals are more likely to give you an appointment and more likely to make a purchase. But for many of us, we don't get many referrals to begin with. Why does it seem so hard to do? Our guest will warn us that getting referrals is a process, not an event. And maybe that's where our problems start.

So, lock and load as Scott and I welcome world-class salesperson and selling consultant, Garry Duncan as he takes aim at Professionally Targeting Referrals on Episode 621 of the Winning at Selling podcast.

Ever see the meme about being nice to people because you have no idea about what battles they are fighting? Everyone we talk with is coming from and taking a position about our pending conversation. Ever ask yourself, where are they coming from?

Look both ways as Bill and I discover Where Are They Coming From? and other tantalizing tidbitson episode 620 of the Winning at Selling Podcast.

How does a salesperson make us "want" to buy from them? Is it their great charisma, alluring appearance, dazzling smile, perfectly styled hair? Or is something else entirely? Whatever it is, you and I both need it to make our way in this crazy profession of selling.

So strap on your helmets as Scott and I delve into Developing Trust and other important ideas on Episode 619 of the Winning at Selling podcast.

Every interaction we have with another person creates a split-second impression. They may say – "Who is this" - with interest in wanting to know more. Or "Who is this - and why are they interrupting me. Our actions define and create the curiosity we want others to have in talking more with us.

If you are interested in learning how, stay tuned as Bill and I welcome Wall Street Journal cartoonist, Hall of Fame-nominated marketer and author Stu Heinecke to episode 618 of the Winning at Selling Podcast.

Rats! I thought I was about to close a deal until my client said that he would have to submit the plan to procurement! What does that mean? A bidding war? A long and costly RFP process? Negotiations with a team of master negotiators who are bent on the cheapest product possible? Yes, the thought of dealing with procurement can strike fear into even the most seasoned sales professional.

If you want to learn how to turn the purchasing boogieman into cuddly little lamb keep listening as Scott and I discuss Building Relationships with Procurement and other challenging concepts on Episode 617 of the Winning at Selling podcast.

Selling more and better starts with sounding different than others in the industry. Asking better questions outside of the prospects problem and sharing your solutions will make you sound more interested in learning about the prospect's environment, expectations and priorities.

Set your expectations high as Bill and I discuss the 10 Questions to Ask Your Prospect and other thoughtful ideas on episode 616 of the Winning at Selling Podcast.