WINNING AT SELLING

Have you ever been in a client meeting and had to stop because the prospect ran out of time? Bummer, right? How about those meetings where you and the prospect can’t seem to get on the same page and you leave feeling confused? Double bummer! Many salespeople have disappointing meetings because they don’t take the time to set expectations with the prospect at the beginning of the meeting.

So get on the edge of your seat as Scott and I discuss Sales Process Part 5 – Setting Expectations and other great ideas on episode 465 of the Winning at Selling Podcast.

We all know, as a salesperson, we ask more questions than deliver statements, but do we know the answers are truthful?  Some say the first step in the sales process defines the relationship and the mutual exchange of information.

So, gather around as we as Bill and I discuss Sales Process Part 4 -Creating Trust and Rapport.  That and much more on episode 464 of the Winning at Selling Podcast

In coaching and training salespeople I often ask them what they dislike most about their job. The #1 answer: Cold Calling or prospecting. I will be the first to admit that it can be hard and frustrating work. But if you don’t learn to do it well, you will never succeed as a salesperson.

So pull out that list of prospects as Scott and I discuss Sales Process Part 3 - Prospecting and other great ideas on episode 463 of the Winning at Selling Podcast.

When a client initiates the conversation or reacts with interest and curiosity to something we initiated, we are in the qualifying phase. During this time, we move together to discuss value and demonstrate trust in a meaningful conversation between the salesperson and the prospect.

If you feel strung along and misled, this one’s for you - as Bill and I discuss Sales Process Part 2 - Qualifying.  That and much more on episode 460 of the Winning at Selling Podcast.

Before you create a contact list, attempt to prospect, or go to an appointment you may want to take a few hours to make sure you are contacting the right people and talking to them about the things that matter. Many salespeople don’t do this and waste time and resources going after prospects that can’t or won’t buy from them.

So let’s learn why it doesn’t pay to “round up the usual suspects” as Scott and I discuss Sales Process Part 1 - Strategy and other great ideas on episode 461 of the Winning at Selling Podcast.

Too often salespeople position their products and services as commodities.  Leading with price, discounting value, and selling out their reputation.  This is all done before the prospect answers one question.  The marketplace has change.  Have you?!

If you are in sales leadership, gather your team and turn up the volume as Bill and I discuss Delivering on the Customer Experience with our special guest Joe Pine.  That and much more on episode 460 of the Winning at Selling Podcast.

Topic 1:  Bill:

Between us, Scott and I have over 60 years of experience in selling and 50 years training others to sell. Needless to say, when we offer to tell you our most important selling ideas, you might want to pay attention!

So, get out your notepads and sharpen your pencils as Scott and I discuss Our Top Tips for Selling More and other great ideas on episode 459 of the Winning at Selling Podcast.

Compensation is the reward for work and risk.  Sales leadership has a standing goal of rewarding the behavior you want to instill and inspire. And strategy will determine the greatest profit margin and market domination. How can we align strategy, compensation, and revenue projections?

Look into the archives and retrieve that business plan and let’s update the strategy, compensation and relaunch our products and services as Bill and I discuss Sales Compensation Plans That and much more on episode 458 of the Winning at Selling Podcast.

So, your sale just ended up with procurement, right? Well that doesn’t mean the end of the deal, or the end of profitability. A purchasing agent can be a daunting foe, or a great ally. It all depends on how you handle them and how you help them “get it right”.

Don’t let that purchasing agent get you down. Instead, get empowered as Scott and I discuss The Challenge of Procurement and much more on episode 457 of the Winning at Selling Podcast.

The interaction of sales is a unique setting because often you are trying to motivate yourself, your team and prospects. Motivation means to “move emotionally.” To achieve maximum motivation and productivity for you and others, it’s important to consider and engage the different types of motivation.

Get prepared to be moved emotionally as Bill and I discuss What is your Motivation? That and much more on episode 456 of the Winning at Selling Podcast.