Get In The Door Podcast | Sales Prospecting Strategies & Tactics Brought To You By Steve Kloyda, The Prospecting Expert

Setting goals is crucial to success. But the truth is that many people don’t set goals and if they do, they seldom write them down. Are you a goal setter or could the lack of goal setting be keeping you from getting that big commission check? Let’s analyze our success process as Scott and I discuss Setting Goals and Hitting Quotas and other great ideas on episode 533 of the Winning at Selling Podcast.

What do you do when the prospect hesitates, when they start coming up with objections to the deal? Do you have a plan? Is there still a play to be made? And why did this have to happen? I thought it was all going so well, and now the deal is going down the drain – along with my hefty commission check! If this feels familiar to you, it’s time to zone in as Scott and I discuss Getting to a Decision and other great ideas on episode 532 of the Winning at Selling Podcast.

What is the most important step in the sales process? Some say the first one. Others respond with the Interview step. Seasoned salespeople reply with ‘the close.’  All of these are important, but without active listening you will not make a difference in someone’s life by selling them your best offering – and could make their lives worse. So listen up as Bill and I address Active Listening and other great ideas on episode 531 of the Winning at Selling Podcast.

Do you follow your manager or leader?  What’s the difference between leaders and managers? What makes good one, better ones, and the best ones? And why do people want to follow the best, no matter the role? How can you create better leaders or better followers? Listen up as the Professor is “off the leash” with our special guest, Steve Keating on episode 530 of the Winning at Selling Podcast.

The conversation between prospects and salespeople is constantly changing. Imagine a full count in a baseball game with 3 balls and 2 strikes, bottom of the ninth, tied score with 2 outs. The pressure, on the pitcher to throw another strike and win the game; and the batter to deliver a hit and stay in the game. How can we reduce the pressure of sales and maximize successful outcomes? So listen up for answers as Bill and I address Questions from Listeners and other great ideas on episode 529 of the Winning at Selling Podcast.

What do prospects look for in a salesperson? I submit following through on promises.  This requires accountability to ourselves, our employers and most importantly prospects, so they become clients. Stay tuned to learn how to overcome your fear of accountability, as Bill and I discuss What is Accountability? And other great ideas on episode 528 of the Winning at Selling Podcast.

What are “best Practices” when it comes to the world of selling. We all want to be individuals, and sell in unique ways. But in reality, there are effective processes and some that just don’t work. Today we have an opportunity to learn form the successes of other salespeople. So, put on your critical listening headphones as Scott and I discuss 10 Astounding Selling Statistics Part 2 and other great ideas on episode 527 of the Winning at Selling Podcast.

As sales professionals we can sometimes feel as if we are alone in the world of business. That what we experience and how we feel are all wrapped in our unique bubble. But that’s not true. There are millions of salespeople out there dealing with the same issues and emotions as we do. And periodically those sales professionals are surveyed to better understand what they are going through in their daily business lives. So, crack open a cold one as Scott and I discuss 10 Astounding Selling Statistics - Part ONE - and other great ideas on episode 526 of the Winning at Selling Podcast.

As a consumer, we are battling with price increases on our essentials; food, gas, housing. We explore options, but don’t find relief.  Is it possible, as salespeople, we must impose a price increase on our customers?  Are they exploring options?  How will we know?  How can we keep our customer after a price hike? Lower your expectations, as Bill and I discuss Selling a Price Increase on episode 525 of the Winning at Selling Podcast.

Do you want to sell more? Of course you do! That’s why you listen to this podcast. The question is, do you sell scientifically? That’s a pretty good question and I’m not sure if I could answer yes to it. But this episode’s guest will be able to help us find an answer and a better way to sell. So, put on your white lab coat as Scott and I discuss Selling More with Science with author and sales trainer, David Hoffeld on episode 524 of the Winning at Selling Podcast.

That’s not Fair - is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes. Learn the valuable lessons learned through undesired outcomes, as Bill and I discuss That’s Not Fair on episode 523 of the Winning at Selling Podcast.

Salespeople are busy! Contacting, prospecting, networking, appointments, creating proposals, following up and hopefully closing a deal will keep the best salespeople busy for 40, 50 or even 60 hours each week. But is all of that time productive and could we get just as much done in less time if we were better organized and efficient? So, if you can find the time, and more importantly, if you can’t, join Scott and me as we discuss Maximizing Your Day on episode 522 of the Winning at Selling Podcast.

Negotiating is not just cutting the price and giving up all your profits. It is an exchange of value within a conversation with the people involved, and the process they follow.  Is this a strategy or a game prospect’s play with salespeople? Learn how to play the game and win, as Bill and I welcome our guest – Dr. Reed Holden: Author of Negotiating with Backbone on episode 521 of the Winning at Selling Podcast.

Many people start their selling careers by accident, believing it to be a way to make a little money until they get a “real” job, only to find that it’s an exciting and rewarding profession. Once you have determined to dedicate your life to selling, you find out that it is also complex and challenging. That’s when the real learning begins.  If you have discovered that you don’t know everything about selling, join Scott and I as we answer Questions from Our Listeners on episode 520 of the Winning at Selling Podcast. 

Everything that has a beginning has an ending.  Sometimes you pick the timing, sometimes someone else makes the decision. This axiom goes for your home, job, car and people you meet on life’s journey.  Keep in mind, you always have options.  The question is, “What’s the best option?” Let’s explore all of life’s options as Bill and I discuss The Great Resignation on episode 519 of the Winning at Selling Podcast.

There is no doubt that the quality and value of your product or service is of paramount importance to you customers and prospects. But the quality of the salesperson is highly important as well. As a matter of fact, many customers buy into the salesperson FIRST – then into the product. With that in mind it may be a good idea to promote yourself into the marketplace as much as you market your service. So if you want to increase your industry presence, pay close attention as Scott and I welcome our guest, Beau Nordby to discuss How to Market Yourself and other great ideas on episode 518 of the Winning at Selling Podcast.