January 17, 2010 The most successful sales people are the ones who have learned the value of generating referrals. A successful referral system generates more revenue and costs less than the alternative which is cold calling, advertising and marketing alone. However most sales people don’t know how to go about creating referrals. They lack a systematic approach.
In [...]
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January 10, 2010Statistics show most sales take at least 5 contacts with a client or prospect. In fact, 80% of sales are made on or after the fifth contact. Many sales people never make it to 5. A lot of them stop trying to connect after the first or second attempt. Even worse if a client [...]
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October 26, 2009Burn the Ships!
Are you seeing a decline in your prospecting results? Maybe its because you’re not keeping up with the times. Across the board traditional forms of prospecting are loosing their effectiveness. It might be time to abandon the old methods and move on to new ones.
When Spanish Conquistador Hernando Cortez landed in Mexico, one [...]
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August 4, 2009Jump! How High?
Okay we’ve all been victims to the Jump! How High? Syndrome! This is where during the sales cycle your prospect asks you to jump through hoops and yes we sometimes act out of fear of losing the deal. They may give short deadlines to respond to a request for information, or may ask [...]
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June 15, 2009Take me to the next level
A common problem with many people is getting to the right level of whatever organization you are trying to sell to. Plenty of people will tell you why you need to do it but not many people tell you how. In this episode Joe and Mike tell you how to [...]
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April 13, 2009How much is it?
If you’re fortunate enough to sell something that allows you the flexibility to negotiate price, it is important to maximize the deal while making it more attractive to the buyer. In this episode Joe and Mike discuss various aspects of pricing products and services that you should consider before preparing your [...]
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April 6, 2009 Discovery Centric Selling
Part 4 of a 4 part series
Selling The Discovery Process.
It seems like someone comes up with a new, improved sales process every week. The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a rehashing of [...]
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March 23, 2009 Discovery Centric Selling
Part 2 of a 3 part series
Selling The Discovery Process.
It seems like someone comes up with a new, improved sales process every week. The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a rehashing of [...]
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March 16, 2009 Discovery Centric Selling
Part 1 of a 3 part series
Selling The Discovery Process.
It seems like someone comes up with a new, improved sales process every week. The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a rehashing of [...]
Posted in Discovery, Podcast, Sales Cycle No Comments »
March 9, 2009Every Sales Person’s New Worst Competitor and boy are they tough! Part 2 of a 2 part series on beating the competition?
He’s Here! He’s new in town but he’s big and he’s bad and as far as competitor’s go he is your absolute worst nightmare. If you are in sales, any sales, you have a [...]
Posted in Negotiating Series, Podcast, Proposing No Comments »
March 2, 2009Every Sales Person’s New Worst Competitor and boy are they tough! Part 1 of a 2 part series on beating the competition?
He’s Here! He’s new in town but he’s big and he’s bad and as far as competitor’s go he is your absolute worst nightmare. If you are in sales, any sales, you have a [...]
Posted in Discovery, Down Economy Series, Podcast No Comments »
February 15, 2009You’re the next contestant on
“The price is wrong!
Overcoming The Sales Price Objections!
How many times during a sales process have you heard “your price is too high”, “you’re going to have to do better than that”, “your competitor’s price is much more attractive” or any number of pricing objections?
If you’re like most sales people it happens [...]
Posted in Closing Negotiating, Podcast, Sales Cycle No Comments »
October 27, 2008Getting in the door!
As the saying goes “you can’t shoot the dear from the lodge” meaning you can’t close business sitting in your office. You need to get in front of potential clients to be successful in sales. But how do you get in front of them? How do you get in the door?
In this [...]
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September 15, 2008Stick it to them – Emotional and Stories.
Part 3 of a 3 part series on making sales messages stick.
Face it, some of the most compelling sales messages don’t stick. How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had fallen on [...]
Posted in Discovery, General Skills, Podcast No Comments »
September 7, 2008Stick it to them – Concrete and Credible.
Part 2 of a 3 part series on making sales messages stick.
Face it, some of the most compelling sales messages don’t stick. How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had fallen on [...]
Posted in General Skills, Podcast, Proposing, Qualify, Sales Cycle No Comments »
August 11, 2008Be calling or be bawling!
If you’re not consistently adding new prospects to your pipeline you are not going to be successful long term. Top sales people know that Prospecting is the MOST important aspect of selling.
In this episode Joe and Mike discuss different aspects of prospecting and offer tips on how to be more successful [...]
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August 3, 2008Serving up the big cheese!
Leveraging your senior executives in a sales cycle
During the sales process sometimes it’s necessary to bring in a company evangelist or someone from your senior management team to advance the sale. Unfortunately doing so is fraught with danger – it could negatively effect the sale and/or the person you bring in [...]
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July 14, 2008How to make the most out of sales meetings
during the summer time lul in activity
Its summer (at least in the USA) which means people are more relaxed, going on vacations and loosing any sense of urgency about doing business. If you’re a sales person summer often has a negative effect on your ability to close [...]
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May 26, 2008There are a few basic behaviors that top salespeople should follow in tough economic times to sustain their performance. First, make your customer’s goals your personal objectives. Demonstrate how your product or service will advance their ambitions. Only propose solutions that solve their business problems! Second, justify all proposals with payback beginning in the current [...]
Posted in Down Economy Series, Podcast, Qualify No Comments »
April 13, 2008Deal or No Deal Part 3
Dealing with Procurement Bullies
Don’t leave money on the table
Did you ever get the feeling right after you closed a deal that you could have made the deal bigger? And how many times have you run into the bully from procurement when its time to negotiate? In episode three of a [...]
Posted in Closing Negotiating, Negotiating Series, Podcast, Sales Cycle No Comments »
April 6, 2008Deal or no Deal Part 2
Win the Negotiation Before It Starts
The best chess players are the ones who think several moves ahead and consider every possible countermove their opponent can make. The same is true for professional negotiators! The better you plan for an upcoming negotiation the better your chances of getting the deal and [...]
Posted in Closing Negotiating, Negotiating Series, Podcast, Sales Cycle No Comments »
March 30, 2008Deal or no Deal
Negotiating with Yourself,
NOT a Good Idea.
Do you leverage existing clients to help you close new business? In this episode Joe and Mike discuss how to turna good client into a good reference and how best to utilize references during the Sales Process to help you close more business faster.
Sales Podcast and [...]
Posted in Closing Negotiating, Negotiating Series, Podcast, Sales Cycle No Comments »
February 24, 2008Leveraging what you’ve discovered to advance the sales cycle
Part three of a three part series on discovery
Do you know how to navigate through a long discovery meeting? Do you know how to end a discovery meeting? In this final part of a three part series on discovery Mike and Joe tell you how to structure [...]
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February 17, 2008Asking the Right Questions
Part two of a three part series on Discovery
Do you know what is the most important information a salesperson needs to know about a prospect or client? Do you know how to get that information? In part two of this three part series on discovery Mike and Joe talk about what information [...]
Posted in Discovery, Podcast, Sales Cycle No Comments »
February 10, 2008Keeping the door open!
Part one of a three part series on Discovery
You got your first meeting with the prospect. Now what are you going to do? Most sales professionals will tell you about the value of doing discovery but how many of us actually do it effectively? How many times have you or a sales [...]
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November 4, 2007The Shortest Route to the Money.
The quicker the sales process the faster you make money and the more sales processes you can get engaged in hence the more money you make. In this episdoe Joe and Mike talk about strategies you can use to accelerate the sales process..
Sales Podcast and Sales Blog
This weeks Master is:
Jim [...]
Posted in General Skills, Podcast, Proposing, Sales Cycle No Comments »
October 29, 2007Stop em from going (or staying) Silent.
The sales process is moving along great when all of a sudden the prospect goes silent/stops communicating/won’t return your calls. What do you do? In this episdoe Joe and Mike talk about strategies and tactics you can use to get the prospect reengaged and talking again.
Sales Podcast and Sales [...]
Posted in General Skills, Podcast, Prospecting, Sales Cycle No Comments »
September 23, 2007Sometimes you have to buy it to sell it!
Buying deals from your clients
Closing business sooner rather than later is always a good thing. But sometimes clients aren’t ready to buy. Joe and Mike discuss sales strategies for closing business early to maximize year end sales results by buying it from the client
Sales Podcast and Sales [...]
Posted in Closing Negotiating, Podcast, Sales Cycle No Comments »
July 15, 2007Presentation Nirvana! What will they really remember about your sales presentation and the products and/or services you sell? Joe and Mike talk about how sales professionals can hone their presentation skills to make a lasting impression and,more importantly, make more sales.
Sales Podcast and Sales Blog
This weeks Master is:
Patricia Fripp
http://www.fripp.com/
Patricia Fripp is an award-winning speaker, sales [...]
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July 2, 2007Open Sesame! Getting in the door – How to land that initial meeting.
The purpose of Cold Calling is most often to get that initial meeting. However many Sales Methodologies don’t tell you how to land it.  Joe and Mike talk about how Sales professionals go about getting that first meeting and how to select or [...]
Posted in Podcast, Prospecting, Sales Cycle No Comments »
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