WINNING AT SELLING

Which is better?  Give something to someone – or teach them how to find it themselves? There is a parable about a fish in this question.  And why does this story upset and enable prospects.

So, grab your fishing rod and tackle box as Bill and I discuss Stop Helping People and much more on episode 445 of the Get in the Door Podcast.

Social media is a juggernaut in the personal and business landscapes. Twitter, Facebook, Instagram and numerous others are a part of most people’s everyday lives. But as a purely business platform, none of these are as important as LinkedIn. Chances are you have a LinkedIn account, but are you using it as well as you could. Does it present you in the most advantageous way and is it creating new business for you as it should?

Listen for answers to these important questions as Scott and Bill welcome LinkedIn expert, JoAnne Funch to discuss LinkedIn - Your 24/7 Sales Tool and much more on episode 444 of the Get in the Door Podcast.

What makes you different and better?  Different does not mean better.  It just means, not the same as.  Could be better.  Could be worst.  Why should someone buy from You, and buy Now?

So open your mind up to wonder and imagination as Bill and I discuss Creating a Strong Value Proposition and much more on episode 443 of the Get in the Door Podcast.

Who are you and what do you stand for? What is the exceptional and important value that you bring to the marketplace? The sales model is changing, and customers are looking for more from their relationships with a company and its representatives. More depth and more trust. Can you give that to them?

So, put on your marketing caps as Scott and I discuss Personal Branding and much more on episode 442 of the Get in the Door Podcast.

Often I ask salespeople what is the most important step in the sales process.  I usually hear multiple answers.  My answer is the first step.  Without it nothing else happens.

Gather around the campfire as Bill and I discuss Building Rapport with Prospects and much more on episode 441 of the Get in the Door Podcast.

It’s tough out there, you know. Client’s won’t take my calls and when I do get hold of someone I can’t get the appointment. Sales are slow because of the lockdown and I don’t know if I can hang on. The weather is terrible too and when it gets like this my leg hurts… Well I don’t need to go on, because you’ve heard it all before.

What you can do to combat these feelings by Staying Mentally Strong is what Scott and I discuss, that and much more on episode 440 of the Get in the Door Podcast.

Ever scratch your head and ask yourself, why did I do that OR what was I thinking? 

Well, it’s quite possible, you were not thinking, rather acting out of existence and the subconscious.  These are legit reasons; however, they may not hold up in court or in a conversation with your sales manager.

We are so lucky to have a neuroscientist with us today to discuss the brain, why it follows and how you can make it work for you.  So put your phone on silent, grab a notebook and pen and take notes as Bill and I discuss Why the Brain Buys with Dr. Terry Wu and much more on episode 439 of the Get in the Door Podcast.

The sale is moving forward nicely. You’ve had some great discovery sessions and have put together a solid proposal. Now as you are discussing the details you hit a snag. One of the key influencers raises an objection. How do you deal with it? What answer do you give? Handling key objections should be a part of your preparation as you move toward the close of a sale.

So put on your helmets and tighten your chinstraps as Scott and Bill discuss Handling the BIG Objections and much more on episode 438 of the Get in the Door Podcast.

For most of us, 2020 will go down as a year of adaptation.  Some goals were met, others abandon.  Without options, we feel helpless, which leads to hopeless.  A terrible state.  Based on your current outcomes, what goals will you commit to next year, next week or even tomorrow?

Let’s start a wish list of the areas in your life you want to transform, as Bill and I discuss Goal Setting and much more on episode 437 of the Get in the Door Podcast.

When I ask salespeople why their customers change vendors the number one answer I get is price. But when you look at B to B surveys the reality is much different. One survey I saw showed that only 15% left because of dissatisfaction with the product or price. The REAL number one answer – 67% of customers leave because they don’t feel valued by the vendor. How do we fix this? Well one way is to develop better relationships with our customers.

So fasten your seatbelts, it’s going to be a bumpy night when Scott and I discuss Quickly Creating Rapport and much more on episode 436 of the Get in the Door Podcast.