How 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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There 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 »

Deal 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 [...]

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Deal 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 [...]

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Deal 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 Sales [...]

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Leveraging 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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Asking 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 [...]

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Keeping 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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The 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 »

Stop 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 [...]

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Sometimes 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 [...]

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Presentation 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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Open 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 »

Believe it or not confrontation CAN be used as a tactical sales tool in your sales process.  Complex sales cycles can get stalled when clients and/or prospects procrastinate or take steps/make decisions based on incorrect information that jeopardize the sale.  Sometimes you need to confront them to get the sales process back on track.
Sales Podcast [...]

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Increase your close ratio and effectiveness in the complex sales process by utilizing sales techniques that enable you to disqualify prospects earlier in the sales cycle that are not good Sales Opportunities. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability to qualify prospects. Learn about profiling your customer, [...]

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Navigating through a decision by committee is the most difficult complex sales you will ever experience. If you find yourself in this type of sales cycle there are some key sales techniques you should employ to improve your close ratio. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability [...]

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This week Mike and Joe talk about The best questions to ask during the different phases of the sales cycle: prospecting, discovery, persuasion, closing, negotiation, etc..
“A good sales person is one who employs the Socratic approach to discovering the truth” said Mike???

This weeks Master is:
Jack Malcolm, President
Falcon Performance Group, Inc.
Falcon Performance Group helps companies involved [...]

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