WINNING AT SELLING

In complex, relationship sales there is usually more than one person involved in the overall decision to make a change. In addition, to the most common motive and finding three reasons to change, there may also be more than three people affected.

Getting everyone, together to agree and commitment, can be a challenge.

In today’s show, Bill and Scott will discuss Important to Who? Understanding the people and process of the sale, and much more on episode 417 of the Get in the Door Podcast.

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Have you ever asked a question in a customer interview and gotten an answer that made it HARDER to sell your product or service?

Perhaps this happened because you hadn’t prepared questions that lead the customer to understand the unique value that you are bringing to them.

In today’s show, Bill and Scott will explore Advantage Questions. Plus many more topics on episode 416 of the Get in the Door Podcast

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What is the difference between Sales and Marketing?  Who is responsible for generating revenue?

There are many challenges both department struggle with on working together to achieve revenue goals.  However, there are ways for greater cooperation.

In today’s show, our guest Greg Pomerantz will discuss the relationship between sales and marketing. Plus many more topics on episode 415 of the Get in the Door Podcast.

The post #415: Sales and Marketing Should Work Together [NEW Podcast] appeared first on The Prospecting Expert.

CEO – CIO – CFO – all of these executives work in the C-suite. And many sales people have no idea what it takes to get access to them nor how to sell to this high powered group.

But if you can break through the barriers that hold you back and drive the right kind of meeting – you can achieve greatness as a salesperson.

On today’s show, Scott and Bill will discuss Selling to the C-Suite and much more on episode 414 of the Get in the Door Podcast.

The post #414: Selling to the C-Suite [NEW Podcast] appeared first on The Prospecting Expert.

Before starting a training program, I meet with each salesperson and ask them the question, “What does a perfect week look like for you?”

They stammer and reply with, “It depends.”  I ask. “Depends on what?”  “Well, what happens.” They say.  I ask “Who’s in charge of how you trade your time?  You or them?”

On today’s show, Scott and Bill will investigate What is a Perfect Week? and much more on episode 413 of the Get in the Door Podcast.

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Have you ever had a sales call where you felt desperate to close the deal? Where you REALLY needed to make this sale? Or one where you felt the buyer had all of the control? Did you make those deals? Were you able to maintain profit margin or did you end up giving it all away? How we view ourselves and our status in the marketplace can have a great effect on the outcome of a sales call. On today’s show, Scott and Bill will discuss Sales Posture and Confidence and much more on episode 412 of the Get in the Door Podcast.

The post #412: Sales Posture and Confidence [NEW Podcast] appeared first on The Prospecting Expert.

Imagine you the just held the best prospect meeting ever. They asked you all the right questions. You gave them all the right answers. There were no questions. It was a “drop the mic” moment. Silence.

Then they said. “Well, thank you for coming in. I can tell you really know your stuff. You taught me a lot. I can see why so many people pick you. I will think this over and get back to you.” Now you want to pick up the mic and ask – “what happened?”

On today’s show, Scott and Bill will investigate the “I need to think about it” objection and how you can deal with it, and much more on episode 411.

The post #411: I Need To Think About It [NEW Podcast] appeared first on The Prospecting Expert.

Acquiring a new customer can cost 4 to 5 times as much as retaining a current customer. Meanwhile, the success rate of selling new product or services to an existing customer is over 50% whereas the success rate of getting a NEW customer may be as low as 5%. Obviously it is worth our time to concentrate on developing the accounts we already have. On today’s show, Scott and I will discuss Major Account Strategy and a bunch of other information designed for the sales professional on episode 410.

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What is your first reaction to your prospect’s objection? How do you respond in a way to build confidence – in you, your product, and the marketplace? Once we label the objection and follow a process to seek the real reason, we can apply the response in a way to build value, reassurance, and credibility. In this episode, Bill and Scott will investigate Overcoming Objections, how to address them, and much more.

The post #409: Overcoming Objections [NEW Podcast] appeared first on The Prospecting Expert.

Good training is valuable, right? Well trainers think so, but I’m sure that not all of the participants would agree. Determining the value of training based on our “gut” gets us nowhere. But there are systems that will help you understand the real Return On Investment, whether you are the sales manager or the sales person sitting in the class. On today’s show, our special guest, Kristen Taraszewski will give her insights on Measuring Training ROI and much more on episode 408.