Selling More By Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting
- Autor: Vários
- Narrador: Vários
- Editora: Podcast
- Duração: 6:20:37
- Mais informações
Informações:
Sinopse
Get Something Different by Doing Something Different. Learn specific, real world, time tested, proven sales strategies and techniques that make it easy for prospects to open up and get out of their own way - telling you all the reasons they should buy.
Episódios
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False Beliefs and Illusions
12/11/2013 Duração: 06min… she made the comment that she liked the way Brute cologne smelled on him. Now fast forward 20 plus years. This friend and I will go out maybe once every other month…and guess what cologne he’s wearing? You guessed it, Brute.
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Send This Email & You Will Close More Sales
06/11/2013 Duração: 10minHere is a real bold statement; Send this email and you will close more sales. Now let’s see if I can live up to it…. You be the judge and jury on this one… Ready?
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The Hungry don’t get fed
29/10/2013 Duração: 07minThe hungry, they don’t get fed… Just because we need a sale doesn't mean we get a sale. In fact the more we need it, the higher the likelihood we won’t do the things that need to be done to get it. Ask the hard questions and clear next steps.
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4 Words that Kill Your Prospecting Calls
22/10/2013 Duração: 07minThis company, their sales strategy was to follow up with individuals who had indicated some level of interest by completing a form on a website and requesting additional information. Sharing their name, phone number and e-mail address. On the surface these should be very hot leads, a no brainier with a high success rate…but this wasn’t happening.
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Essence & Form – Always B Closing or Should We B Closing, part 4 of 4
14/10/2013 Duração: 07minEssence & From, in the world of sales is a silent killer of deals because if the prospect doesn't like or agree with the way you deliver what you offer.. They usually just disappear or go away, never sharing this feedback with you. Leaving us to wonder what happened.
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Commitment – Always B Closing or Should We B Closing, part 3 of 4
10/10/2013 Duração: 08minCommitment; this one seems so obvious it usually gets overlooked… Usually because it’s confused with needs and wants.
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Always B Closing or Should We B Closing - part 2 of 4 TIME
08/10/2013 Duração: 08minTime kills deals. If it turns out that they don’t or won’t have time, when would we like to be able to address this?
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Always B Closing or Should We B Closing – Part 1 of 4 Money
01/10/2013 Duração: 09minShould we be closing implies there are things that we need to understand before we share what we have in specific detail.
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Specific, Repeatable Actions that Produce Predictable, Desired Results.
28/09/2013 Duração: 07minHave you ever left a conversation on the phone or face to face without a clear idea on what is supposed to happen next?
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Your Biggest Competition – Do Nothing
24/09/2013 Duração: 07minHere is one of the hardest questions for salespeople to ask…”Is doing nothing an option?”
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10 Years’ Experience or 1 Year Repeated 10 times?
20/09/2013 Duração: 09minLet’s get clear on what happened and make some specific decisions that will affect our results next time.
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A Trick Question, - Why Should I Buy from You?
16/09/2013 Duração: 08minYou have about as much chance of answering this correctly as you do of winning the lottery, not only that, it sets us up to give the all the wrong answers.
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Your Prospect has a Secret Reason for Not Buying… Here it is.
12/09/2013 Duração: 07minHow many sales have been lost because the person we are talking to didn’t get what we were saying and suddenly felt unsure about their ability to make an informed decision.
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Amateurs Follow Up – Professionals Follow Through
10/09/2013 Duração: 10min“I’m tired of wasting time with people who waste my time...” This is how the conversation started with a new perspective client.
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The 3 letter word that has the power to kill or close your deal,…Why.
08/09/2013 Duração: 09minTraditional selling is push, push, push... feature and benefits. Let me ask you what would happen if you were to step back and ask them why they would be interested?
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Your Voice Mail Greeting… Using it to STOP Phone Tag & Build Credibility
04/09/2013 Duração: 09min“The first step in exceeding your customer's expectations is to know what they are.” - Roy H. Williams You, take control of your day by making decisions about how and where you will spend your time. Stop playing phone tag and start building credibility.
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1 Thing the top 20% of Salespeople do… Prospecting with a Purpose
02/09/2013 Duração: 08min“Success demands singleness of purpose.” - Vince Lombardi There really is a difference in what the top 20% do. Here’s one of them….
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Re-Opening the Conversation
30/08/2013 Duração: 05minIn the past 6 to 9 months, how many bids, quote or presentations did you give where you didn't get a yes but you didn't get a no either…nothing really ever happened?
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Creating an Opportunity…by Asking Better Questions
26/08/2013 Duração: 09minOur job is to help prospects identify the gap between where they are and where they want to be. We can do this is by asking questions that challenge the assumptions they have, creating an opening for them to want something different.
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Take the Pressure Off…..Yourself
22/08/2013 Duração: 08minHow much pressure do we as salespeople put on ourselves unnecessarily? After all literally what do we have control over? It’s been said when two people want to do business together the details can be worked out – but – when two people do not want to do business together the details will always stand in the way.