Stick 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 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 two techniques to effectively communicate your sales message; Concrete and Credible.

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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/

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

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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 fiscal year. In tough economic times every customer will be looking to save money. Third, and perhaps the most important, reduce their risk! This is especially acute in a down economy. No one wants to take on additional risk when times are tough.

This week Mike and Joe talk with Jeb Blount, author of PowerPrinciples and founder of SalesGravy.com about Understanding Your Customer’s needs throughout this turbulent period.

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Sales Podcast and Sales Blog

Part One of Selling in a down economy maintaining a positive attitude

Part Three of Selling in a down economy a proven strategy for success

This Episode is Sponsored by:

Accelerated Sales Training, Inc.
Helping You Develop More Business Through
LIVE Cold Call Sales & Telesales Training Workshops

This weeks Master : Jeb Blount, Founder of www.salesgravy.com
Jeb is author of the bestselling sales motivation book PowerPrinciples and the founder of the popular internet sales community SalesGravy.com

The Sales Guy’s Quick and Dirty Tips for Getting the Deal Done

Notes:

Check out Jott

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

Related posts:

1. Sales Strategies and Tactics for staying in front of clients and prospects

Sales Podcast Sales Blog

This weeks Master is:

Warren Greshes, President of Speaking of Success:
And Author of “The best damn sales book ever”
http://www.greshesblog.com/
http://greshes.net/

Sales Podcast and Blog Show Notes:

ROI Selling Workshop with Michael Nick added to June 5th SLAM 2007 Pre-Conference

In this highly interactive workshop based on the best selling book ROI Selling, Michael Nick will cover two major issues every software sales professional and executive faces: “How do we define, prove and measure our value?” And, “How do we implement a consistent value based selling approach within sales, marketing & professional services?”

The goal of this workshop is to provide an ROI blueprint to address the sales roadblocks your company is facing today. The workshop is broken into three segments:

Each participant of your team will gain a better understanding of why buy, why now, and why from you. Your deliverable from this exercise is the ROI Selling Value Matrix.

Next, you will build a series of questions that your sales force can use to capture prospect key pains, current cost of status quo and estimating the value your organization can deliver.

Finally, we discuss how to position ROI throughout your unique sales process. 

This workshop will help you reduce discounting, shorten sales cycles and sell larger broader software deals.

Each participant receives a copy of ROI Selling and a workbook consisting of templates, training materials, and presentation materials. Cost is $295 per participant. Held Tuesday June 5th (1pm – 5pm).

Registration Contact: Tom Hayes
(414) 708-0847
www.roi4sales.com

SightLogix

We are also looking for two regional managers to oversee the east and west coast territories respectively.  They would work with our network of Manufacturer’s Reps.  We are looking for strong sales management ability, preferable in the security space but sales skill is most important.  Any help you can give is appreciated

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

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Sales Podcast and Sales Blog Episode 83 May 7th 2007
SalesRoundup.com

Related posts:

1. Sales Strategies and Tactics for staying in front of clients and prospects

Sales Podcast Sales Blog

This weeks Master is:

Ron La Vine, MBA is president and founder of:
Accelerated Sales Training, Inc.http://www.ast-incorp.com/

Sales Podcast Show Notes:

Direct Sales Opp – Content Management SW company. $100K base, $255K at plan. Prefer persons located in Boston – but territory covers North East Coast. Product automates translation of web content enabling companies to market globally at considerably lower cost.

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

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Sales Podcast and Sales Blog Episode 83 May 7th 2007
SalesRoundup.com

Related posts:

1. Sales Strategies and Tactics for staying in front of clients and prospects

This weeks Master is:

Greg Alexander, Managing Director of Sales Benchmark Index
www.salesbenchmarkindex.com

How good is your sales organization? Are you better than your competition? Would you see value in knowing this answer? Sales Benchmarking delivers the answer — For each of the key leading sales metrics, you can measure and compare yourself externally against your peers

Sales Podcast Show Notes:

Direct Sales Opp – Content Management SW company.  $100K base, $255K at plan.  Prefer persons located in Boston – but territory covers North East Coast.  Product automates translation of web content enabling companies to market globally at considerably lower cost.

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

Listen to this weeks Sales Podcast

  MP3 Stream    Download MP3

Sales Podcast Episode 82 April 30th 2007
SalesRoundup.com

Related posts:

1. Sales Strategies and Tactics for staying in front of clients and prospects

“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 in value-added, complex sales build high-performing and thoroughly professional sales teams with the knowledge, ability and tools to create value for their customers and consistently deliver outstanding business results.

Sales Podcast Show Notes:

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

Listen to this weeks Sales Podcast Titled: Show Title

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