Take 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 penetrate an organization and actually provide you tips for selling higher!

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This week’s Master is Andrea Sittig-Rolf – The Blitz Master

This week’s post on the SalesActionPlan Blog

Sales Chess Versus Sales Checkers

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
salesactionplan.com salesroundup.com

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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 the same old stuff.

In part four of this four part series Joe and Mike discuss how to complete the discovery centric selling process and walk you through some real life examples of what the process looks like.

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This week’s Master: Mike & Joe

Show Notes:

Be sure to post to our new companion blog SalesActionPlan

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog

SalesActionPlan.com
SalesRoundup.com

No related posts.

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 the same old stuff.

In part two of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field – in actual sales situations – with early indications showing a marked improvement in sales close ratios.

Listen to this weeks Sales Podcast

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This week’s Master: Mike & Joe

Show Notes:

Be sure to post to our new companion blog SalesActionPlan

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog

SalesActionPlan.com
SalesRoundup.com

No related posts.

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 the same old stuff.   In part one of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field – in actual sales situations – with early indications showing a marked improvement in sales close ratios.

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

This week’s Master: Mike & Joe

Show Notes:

Be sure to post to our new companion blog SalesActionPlan

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog

SalesActionPlan.com
SalesRoundup.com

No related posts.

Every 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 new WORST competitor and you better learn how to deal with it quick!.  In part one of this two part episode on the new competitor Joe and Mike discuss who the competitor is and the steps you need to take in the qualification process to help you overcome him.

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This week’s Master: Michael Nick President ROI4Sales

Show Notes:

Take the quick powerpoint poll

This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program.  Go to their website to learn more at
www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.

Be sure to post to our new companion blog SalesActionPlan

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog

SalesActionPlan.com
SalesRoundup.com

No related posts.

Stick 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 deaf ears?  How many times did you think given the facts the sale would be a “no brainer” for the buyer, but it wasn’t?  Why do some sales messages just seem to die?  The most compelling reasons for someone to buy from you can be lost if the message isn’t presented right. It’s not about the content being presented it’s about the context of the presention. 

This series is based on the book “Made to Stick” by Chip and Dan Heath which is all  about why some ideas survive and others die. Part two of this three part series on  making your “sales message stick”! Joe and Mike discuss making your sales message emotional and how to use stories to make the message stick.

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 This week’s Master is: No Masters This week. Get The Book Make To Stick by:
Chip Heath
Professor, Graduate School of Business, Stanford University
Dan Heath
Consultant, The Aspen Instituteby

This week’s Show Notes: http://madetostick.com/

How to Start a Business from Scratch e-Book
http://www.sales-getter.com/

Cold Calling College—Live free preview call with The Queen of Cold Calling, Wendy Weiss

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

No related posts.

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 the discovery meeting, how to finish it and offer lots of tips that will help ensure you have a successful meeting.

Sales Podcast and Sales Blog

This weeks Master : Listener Dave from Toronto Canada

Dave talks about the Relationship between Discovery and Closing.

Sales Podcast Show Notes:

Announcement Jim Ullery our buddy is holding another PROFESSIONAL SELLING SKILLS  class April 8, 9 & 10, 2008 in Albany, NY
Call Jim at 518-869-8600

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Sales Podcast and Sales Blog
SalesRoundup.com

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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 you need to focus on when doing discovery, the types of questions you need to ask, how to leverage your knowledge to barter for the information you want and how to know definitively whether or not you’re talking to the right person.

Sales Podcast and Sales Blog

This weeks Master : Brian J. Bieler Author “The Sales Operator”
Website: www.powerfulsteps.com

Brian has more than thirty five years of business, sales, and entrepreneur experience including running 8 companies. He began his career selling copy paper and by twenty-five was supervising a sales team in midtown Manhattan. By thirty years old he was running his first company.

Brian is author of three business books; Powerful Steps, Rich and Free and The Sales Operator published January, 2008.

Sales Podcast Show Notes:

Announcement Jim Ullery our buddy is holding another PROFESSIONAL SELLING SKILLS  class April 8, 9 & 10, 2008 in Albany, NY
Call Jim at 518-869-8600

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Jump! How High? Selling

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 person you know gone in to a discovery meeting only to make a sales pitch before knowing what the prospect’s problem really is? In part one of this three part series Mike and Joe talk about how to start a discovery meeting, the value of keeping the discovery door open and how to identify when its time to move to the next phase of the sales cycle.

Sales Podcast and Sales Blog

This weeks Master :

Wendy Weiss The Queen of Cold Calling
Website: www.queenofcoldcalling.com

Wendy Weiss, “The Queen of Cold Calling,” is an author, speaker, sales trainer, and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development.  She’s been featured in BusinessWeek, Entrepreneur Magazine, Selling Power, Sales & Marketing Management and various other business and sales publications. She is also a featured author in two recently released books, Masters of Sales and Top Dog Sales Secrets.

Wendy is the author of the self-study program, Cold Calling College and the book, Cold Calling for Women. You’ll also want to visit her site, www.queenofcoldcalling.com to download the free, special report, “How to Write an Effective Cold Calling Script.” Gain confidence, reach more prospects, close more sales and make more money..

Sales Podcast Show Notes:

Announcement Jim Ullery our buddy is holding another PROFESSIONAL SELLING SKILLS  class April 8, 9 & 10, 2008 in Albany, NY
Call Jim at 518-869-8600

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Selling Consulting – On Time On Budget or Die!