WINNING AT SELLING

As salespeople interaction with prospects, market relevance, is constantly being tested. The profession of sales and sales leadership is continuously evolving and if you are not practicing the most current trends – you will struggle with great frustration.

Mark this episode as “Saved” as Bill and I welcome guests Dave Meyer and Trygve Olsen to episode 515 of the Winning at Selling Podcast.

Have you ever slammed down the phone after speaking with an unreasonable customer and wished you could be rid of them forever? Perhaps you could! Not every customer is of value to your company and you might want to consider firing them.

So let’s reflect on our worst customers as Scott and I discuss Should I Fire My Client? and other great ideas on episode 514 of the Winning at Selling Podcast.

Learning happens! This is a small deviation from the common t-shirt. We are influenced by education, experiences and most importantly – debriefing an engagement with others. Combined, Bill and I have over 75 years of multiple encounters.  All have delivered an outcome and we have some advice for you.

Gather around as Bill and I discuss Advice Not Given and other important ideas on episode 513 of the Winning at Selling Podcast.

Every salesperson thinks they’re different. Yet to clients, they often don’t stand out at all, leading to average sales rates of 17% globally. So what are we doing wrong?

Join Scott and me as we look for answers to that question with our special guest, Dale Merrill co-author of Strikingly Different Selling on episode 512 of the Winning at Selling Podcast.

Life is fulfilled by the engaging conversations we have and the actions we take. The results generate life’s experiences. Some brilliant. Some not so much. How can we have better outcomes – and more of them?

Join Bill and I as we discuss “Aligning Brilliance” with our special guest, AmyK Hutchens on episode 511 of the Winning at Selling Podcast.

Tomorrow, tomorrow, I love you tomorrow. You’re only a day away! Annie was optimistic about tomorrow, but with that attitude she won’t get much done today. In reality, tomorrow was designed for procrastinators and never actually comes.

So listen TODAY as Scott and I discuss The Trouble with Tomorrow and other great ideas on episode 510 of the Winning at Selling Podcast.

What is the most important part of making calls?  How much research should we do? What is the goal of the call? That’s just the beginning of our topic today on call planning.

Remember, if they are not hanging up on you, you are not making enough new calls - As Bill and I discuss Call Planning and other important ideas on episode 509 of the Winning at Selling Podcast.

Who knows more about your product or service? You or the prospect?  Who know more about the decision-making process or criteria? You or the prospect? Who knows more and when is the question Bill and I will discuss with our special guest, Anthony Iannarino and his JUST released book: Elite Sales Strategies: A guide to being OneUp, Creating Value, and Becoming Truly Consultative on episode 508 of the Winning at Selling Podcast.

If your plan for following up with that new prospect is “Hey I just called to check in and see what you were thinking.” You need a new plan! Following up is essential to closing the sale but you must have a process that works.

So listen up as Scott and I discuss The Art and Value of Following Up and other great ideas on episode 507 of the Winning at Selling Podcast.

Ever hear “for every action there is a reaction?” March 2020 introduced a tremendous change in our daily routine and now we are experiencing the outcome of those decisions. Change is inevitable however, growth is optional. How to you feel about change?

Don’t change the channel and stay tuned, as Bill and I discuss the Fear of Change and other important ideas on episode 506 of the Winning at Selling Podcast.