WINNING AT SELLING

There is a difference between can and will.  Some salespeople can close, but don’t.  There is also a difference between can, will and should.  Salespeople that can and will sell, should sell what to whom?  Defining the ‘what’ and ‘whom’ is the start of defining your objectives.

In the words of Zig Ziglar, get out your talking pad as Bill and 'The Professor' discuss Defining Objectives and much more on episode 435 of the Get in the Door Podcast.

So, you call yourself a sales professional! And that might be true, in that you get paid to do what you do. But are you at the top of your game or are you satisfied to play at an amateur level. We know that professional athlete’s practice and exercise so that on game day they can be the very best, the most elite of those who play the sport. Shouldn’t we strive for that level of competence in our sales careers? 

So light your torches and pull up your tights as Scott and Bill discuss on How You Sell – Keys to Professional Behavior and much more on episode 434.

Ever look at a company’s that failed and know why it happened long before the lights went out – or sometimes you hear about it later and wonder why.  On this very episode, Bill and I will talk about the autopsies of companies that are no longer with us.

Pour yourself a cup of chamomile tea as Bill and I discuss Reason Sales Departments Fail and much more on episode 433 of the Get in the Door Podcast.

Are you more interested in work/life balance than on getting the job done? Does your morning routine include a big cup of coffee and extended internet news? Are long walks on the beach and 2 hour lunches part of you daily schedule? If that’s true for you, quit sales and become a politician! Because success at sales means consistent effort and diligence. But the rewards are great if you are willing to do the work! Find you show notes at http://www.GetintheDoorPodcast.com

So buckle up for a spirited conversation on The Hard Work of Selling and much more on episode 432.

Information is essential for open and relevant conversations. Asking each other questions is a mutual activity. What type of questions progress the sales process, which ones stall it out and which ones can kill it all together.

You may need a wooden spoon between your teeth as Bill and Scott discuss How to Deliver Difficult News and much more on episode 431.  Find you show notes at www.GetintheDoorPodcast.com

Are you a logical salesperson who relies on facts, features and benefits to make the sale, but ignores the emotional side of the sales process?

Or perhaps you are a relationship salesperson who focusses on being liked to close the deal. In either case you can benefit by learning more about the psychological side of influence and selling.

So get yourself focused for a great discussion:  Take Advantage of Cialdini’s Six Principles of Influence (part 2) and much more on episode 430. Find out show notes at: Http://www.GetInTheDoorPodcast.com

Sales is leadership and leadership is persuasion; Appealing to others greater good and working with them to achieve their goals.

That takes action through influence. Which is convincing others to take action.

So grab a notepad and your favorite beverage as we discuss Cialdini’s Six Principles of Influence – Part 1 of 2 on episode 429. Go to: GetInTheDoorPodcast.com

Are you a VENDOR, a PROBLEM SOLVER, a BUSINESS RESOURCE or a STRATEGIC RESOURCE? And what does each of these descriptions mean to us as sales professionals?

Our book club is starting the book BEYOND SELLING VALUE which discusses these selling levels. Fortunately, we have one of the co-authors, Dan Kosch with to tell us about these descriptions and how we can improve our own selling skills.

So grab a notepad and your favorite beverage as we discuss Beyond Selling Value on episode 428. Go to GetInTheDoorPodcast.com

The post #428: Beyond Selling Value with Co-Author Dan Kosch appeared first on The Prospecting Expert.