WINNING AT SELLING

How is your self-worth defined? By WHAT you DO or WHO you ARE?

Often we will fail in the role we play - what we DO - but we should never feel like a failure - who we ARE. Because you can never outperform a negative self-image. On a scale of 1 to 10, if you feel like a 7 you cannot perform a an 8 or higher.

So grab a cup of your favorite beverage as Bill and Scott discuss Who You Are and What You Do and much more on episode 427. Go to: GetInTheDoorPodcast.com

As a sales comes to it's culmination the buyer may ask for concessions – often a lowering of price. What is the salesperson to do? Hold her ground and maintain the price and the profitability or find some way to respond positively to the buyer’s request? Should negotiation play a part in the salesperson’s tool kit or is it an invitation for price cutting?

Scott and Bill believe we have very different points of view on this topic, so let’s see there are some fireworks as we discuss Negotiation Training for Salespeople: Point-Counterpoint. All that and more on episode 426.

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Every day we take on adversity. Some days more than others. Some time it is initiated by us, others from someone else.

If we don’t manage and leverage adversity productivity, we will either grow or become stagnate through unconscious complacency.

So get focused and ready to learn as Bill and Scott discuss Complacency with special guest, Ronn Lehmann and much more on episode 425 of the Get in the Door Podcast.

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Neglected, ignored, taken for granted, just a number. This is how many customers feel when doing business. And because of this, they are vulnerable to the next salesperson that comes along.

Or maybe they are actively looking for an alternative supplier. But we’re sure this isn’t true for you, is it?

So think about your customers while Scott and Bill discuss the topic of Building Stronger Client Relationships and much more on episode 424 of Get In The Door Podcast.

The post #424: Building Stronger Client Relationships [Podcast] appeared first on The Prospecting Expert.

Our beliefs create an internal operating system. How we act. When we are silent. And when we don’t take action. This process defines our truths, gives us confidence, and delivers our results.

Do you believe you deserve results?  Learn how powerful thoughts, attitudes and beliefs are everyday of your life.

So make sure your ear buds are firmly in place, as Bill and I discuss "Believing works when you are involved in the believing" and much more on episode 423 of Get In The Door Podcast.

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Let’s be honest with each other, there’s something about selling that scares you! When you find yourself in a situation where you have to do that “thing” you can feel your heart beat a little faster and your palms start to sweat.

At this point you can either drive yourself forward or find another task to do. But if you find another task it puts one more chip into your wall of confidence and hurts your ability to move the sale forward.

This podcast episode's topic this week is You Must Overcome FEAR and how we can work through it. All that and more on episode 422.

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Most relationship-based sales don’t happen on the first call. Often the first call is the first step in the sales process. The bigger the sale, the longer the process and the more steps.

Each step is an investment of time and energy, with a shared risk on both sides of the table. How can we increase the likelihood of winning the sale with each step?

So get ready to learn more about Follow-through or Foul Up and much more on episode 421

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I got an appointment with the right person. The appointment went great and I asked penetrating and essential questions. My proposal was spot on and the client seemed really interested in our value proposition.

But here it is 3 weeks later and I still don’t have the deal. What’s up with that?

In this podcast, Scott and Bill will have a conversation with Steve Keating, a well-respected sales professional and trainer on the topic of I’m Doing the Work, Why Don’t I Get the Deal?

The post #420: I’m Doing the Work, Why Don’t I Get the Deal? [Podcast] appeared first on The Prospecting Expert.

There are people you know; and people you don’t. If we leverage the people we know, to get introduced to the people we don’t know, we will shorten the sales cycle, increase the closing ratio and increase your prospect base – faster and cheaper than any other form of marketing.

In this podcast, Scott and Bill will discuss The Power of Referrals and much more on episode 419.

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Since I’m in sales and paid to be a salesperson then it only follows that I’m a professional, right?

While that might technically be true, both statistics and personal experience tell us that only about 15 to 20 percent of salespeople are truly professionals.

In this podcast, Scott and Bill will talk about the 5 key attributes that make the difference between a Sales Professional and an Amateur. So buckle up for episode 418 of the Get in the Door Podcast.

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