WINNING AT SELLING

A career as a sales professional is peppered with constant decisions in behaviors and responses.  Answers can contradict themselves on the same topic.  Making the source questionable.  Today we have the authority of sales process, sales management, and contributors to achieving sales goals.

Be prepared for a sales transformation as Bill and I discuss Sales Management That Works with author, Harvard professor, and sales management expert, Frank Cespedes. That and much more on episode 455 of the Winning at Selling Podcast.

Well, Bill, thanks for putting this proposal together. It looks really good, but I need to think about it for a bit. I’ll give you a call in a couple of weeks – OK? But it’s NOT OK, is it? It sucks because you can feel the sale slipping away into an endless series of calls, delays and put offs. But what can you do about it now? The customer just took over the sale!

So shake of those negative feelings as Scott and I discuss Dealing with Customers Who Delay and much more on episode 454 of the Winning at Selling Podcast.

It’s been said, “Change is inevitable.” And if you’ve been in sales the past few years, you know that to be true. The customer’s buying process has changed and so must the way that we sell.

So buckle up you buckaroos as Scott and I discuss How is sales changing? and much more on episode 453 of the Winning at Selling Podcast.

It has been said; the riches are in the niches. How would you describe your niche?  List three attributes of your perfect fit prospect. Each salesperson runs their own company and everyone sells against time.  How can you run efficiently and effectively, to close the most amount of business, at the highest commission possible, with the least amount of time invested?

Open up your genealogy journal as Bill and I discuss, What is a Perfect Fit? and much more on episode 452 of the Get in the Door Podcast.

So, you think you want to be a sales person? But do you have what it takes? And can you overcome some of the challenges that have thwarted others who thought they wanted a career in sales as well?

“So think big, think positive and never show any sign of weakness” as Scott and I discuss Should You Be in Sales? and much more on episode 451 of the Get in the Door Podcast.

There is a strong wave of technology infiltrating the sales roles.  Both in being more efficient in our daily behavior and by the prospect in limiting the interaction with a salesperson.  This direction will not go away; however, we can use technology to improve and increase our results and overall success in our role of selling.

Bill and Scott know better than to go at it alone on this topic, so we asked an expert guest: Kitty Hart to join us to discuss, Technology, Friend or Foe: and much more on episode 450 of the Get in the Door Podcast.

Ah, the company pitch! The chance for the salesperson to tell the prospect how wonderful their company is, whether they want to hear it or not. With that in mind, does your company pitch positively affect the client or does it turn them away?

So clear the mechanism as Scott and I discuss Your Company Pitch and much more on episode 449 of the Get in the Door Podcast.

The last step in hiring salespeople is the onboarding process.  Screening, interviewing, and selecting the best candidate can be wasted when integrating a new salesperson into a company culture, if setting the expectation, creating accountability, and enforcing consequences are need established from day one.

So, open your mind and get into the present as Bill and I discuss Successful Onboarding and much more on episode 448 of the Get in the Door Podcast.

We all know that product knowledge is important. After all, we don’t want to go into an appointment and not know what we are talking about. But the most accomplished salespeople go beyond knowing about their product to knowing about the industry. In this way they can bring new and valuable information to their customers.

Listen for answers to these important questions as Scott and I discuss Becoming an Industry Expert and much more on episode 447 of the Get in the Door Podcast.

The Covid lockdown has changed the way we do business. Many of our methods for staying in contact with our customers have gone by the wayside. We are a full year into the problem and waiting for it to go away is a losing strategy. It’s time to develop new approaches and processes for building our customer relationships.

So try not to get your knickers in a knot as I discuss Customer Contact During Lockdown with special guest, Peter Beaumont. That and much more on episode 446 of the Get in the Door Podcast.