WINNING AT SELLING

How many times during the day – in a sales call, prospecting for new clients, conducting a presentation, or leading a meeting – is it vital for you to ask for something you want to achieve your goals? Yet many of us don’t…we don't ask for what we want. Rather, we sabotage ourselves through bad communications habits that act as roadblocks to achieving our goals.

 Asking is a simple skill, but it is not easy to master and there is no exaggerating its benefit. Stay tuned as Bill and I welcome best-selling author and selling expert, John Baker, author of The Asking Formula to episode 575 of the Winning at Selling Podcast.

Some employees are fortunate to have their organizations provide a comprehensive and ongoing development program in which they can participate. But for many salespeople and those of you who are solopreneurs, these is no comprehensive program. So, what do you do?

If your smart, you’ll pay special attention as Scott and I discuss Take Control of Your Own Development on episode 574 of the Winning at Selling podcast.

How are decisions really made? We know people love to buy but hate to be sold. With every decision there is a criteria, process, and motivation, and a person involved. What else do we need to know? What are their priorities, beliefs, preferences and in what situations do they thrive, and others they want to cry.

Let’s gather around and talk about how we can approach everyone differently and still achieve the same goal as Bill and I discuss DiSC Selling on episode 573 of the Winning at Selling Podcast.

There are many issues which cause us to be fearful. Darkness, loud sounds, heights and closed in spaces can all cause this feeling. In sales we might suffer from a fear of rejection or failure or crazy enough, success. I doubt if anyone is completely fearless and could have survived past the age of 12. Fear and caution are very good at keeping us alive. But an over abundance of caution can keep us locked in to mediocrity.

So get out from under your bed and tune in to episode 572 of the Winning at Selling podcast as Scott and I welcome David Cornell founder of Cultivate Courage.

What do you concentrate on during the day? What do you dwell on? What is your motivation? We all have an internal operating system built on a set of beliefs and powered by our true motivation.

Let's get motivated and get into alignment as Bill and I consider Uncovering Motivation on episode 571 of the Winning at Selling Podcast.

Are you unhappy with your company or your sales position? Do you feel that there are better opportunities out there for the taking? Is your company not treating you right? You are not alone in these feelings. Many sales professionals wonder what they should do.

So examine with Scott and I if you’re in a good or bad position as we discuss Should I Stay or Should I Go? and other cool stuff on episode 570 of the Winning at Selling Podcast.

Creating influential conversations is the goal of every salesperson.  The outcome is a collaboration between the prospect and salesperson, agreeing on the exchange of value for a price.  Sometimes salespeople need to negotiate to create and define what’s most valuable in the exchange.

 Let’s spend some time together and crack the collaboration code as Bill and I welcome Nan Gesche to episode 569 of the Winning at Selling Podcast.

Achieving and maintaining the right mindset is crucial to your success in sales. It gets you up before you can get down and sustains you when the process gets hard. But what is the right mindset and how can I get myself to that position?

So “clear the mechanism” as Scott and I discuss The Mindset of a Sales Professional and other interesting tidbits on episode 568 of the Winning at Selling Podcast.

Persuasion and influence is not always a prepared presentation, it’s an overall process — a process of learning about your criteria, audience, building their trust, and building a case that addresses their interests.  Today, we will address six techniques you can apply to persuade a prospect, customer or client to invest their funds when budgets are tight.

 In the words of Zig Ziglar, get out your talking pad - as Bill and I discuss 6 Pitching Techniques to Use When Budgets Are Tight and other interesting topics on episode 567 of the Winning at Selling Podcast.

We are all a combination of strengths and weaknesses. Our strengths allow us to get tasks done quickly with a feeling of competence while our weaknesses can cause us frustration, procrastination and consternation. The question is, what do we do about this conundrum and how do improve our performance?  

 Let’s start by pulling out your strength assessment as Scott and I welcome our guest, Rebecca Gebhardt to episode 566 of the Winning at Selling Podcast.