WINNING AT SELLING

You won the deal, now it’s time to execute on the agreement.  Implementation and onboarding come with matching all the clients’ problems with your solutions.  Is it possible for there to be misunderstanding and change orders?

Does this sound familiar?  If so, stay tuned, as Bill and I discuss – After Sales Issues – Implementation and other great ideas on episode 475 of the Winning at Selling Podcast

What do you fear? In the words of our guest, “There is another fear that is a stumbling block for us all. What’s more, it is a far more personally destructive fear. I’m referring to the fear of change.”

Do you fear change? Well, you are about to find out as Scott and I welcome Author and Sales Expert Rob Jolles to episode 474 of the Winning at Selling Podcast.

We demonstrate value and commitment in our follow-up of emails, proposals and when the prospect goes silent.  We can still maintain control in the conversation and win the sale based on our actions.

If you have experienced any of these situations, stay tuned, as Bill and I discuss – After Sales Issues – Follow Up and other great ideas on episode 473 of the Winning at Selling Podcast.

Just about every salesperson has heard this Alec Baldwin clip from the movie Glengarry, Glenn Ross. But is the hard close really the way to go in sales and is successful selling all about the close as some sales gurus would have you believe?

Well, I guarantee you that Scott and I will have some strong opinions as we discuss Sales Process Part 10 – Closing the Deal and other great ideas on episode 472 of the Winning at Selling Podcast.

7 Tips to winning clients, 15 tips for great proposals, How to present proposals in 15 steps (with pictures).  There is no shortage of tips of presenting proposals but are they effective.  Remember, proposals don’t sell, people do!

Thanks for joining us today, as Bill and I discuss – Step 9 in the sales process – presenting your solution, and other great ideas on episode 471 of the Winning at Selling Podcast.

Studies have shown that many sales professionals are hesitant to talk about price with their client. And when the client final brings it up, the salesperson lacks the confidence to be credible.

 So, hold on to your wallets as Scott and I discuss Sales Process Part 8 – Budget and other great ideas on episode 470 of the Winning at Selling Podcast.

What goes into the process of making decisions?  How do people decide? Often it is the criteria, the context and the contrast.  Do you know the process your prospect goes through in making decisions?

Join Bill and I as we discuss the decision-making process and other great ideas on episode 469 of the Winning at Selling Podcast.

What is the difference between working smarter vs, harder?  Do you want to be efficient or effective? How is value determined? How hard should you pressure the prospect to close the sale?

Bill and I are pleased, lucky, blessed, however you want to express a strong sincere appreciation to welcome Anthony Iannarino to our show today to discuss sales in today’s marketplace and other great ideas on episode 468 of the Winning at Selling Podcast.

We’ve all heard it before, people buy emotionally and justify it intellectually.

And we need to remember, if we jump too quick to emotional triggers and the prospect gets defensive. Customers do not make decisions on Needs.  They make decisions on Problems. Even more important, when changing a person’s behavior, consequences are more influential than value.

Put on some comfortable shoe as Bill and I take you around the block, one more time as we discuss Sales Process Part 6 - Questioning Techniques.  That and much more on episode 467 of the Winning at Selling Podcast.

Think back to the last time you negotiated with a customer. How did it go? Were you disappointed with the results? Did you feel like the customer won, and you lost? Or did you feel like you got the better side of the deal? Could you have done better, and is there a way that both, you and the client, would be satisfied with the final contract?

Scott and I are pleased to welcome Michael Gregory to discuss these important questions about negotiating closure and other great ideas on episode 466 of the Winning at Selling Podcast.