Building Breakaway Performers: Recent Episodes
Mike Kerrison & Chelsea Uhl
A no nonsense discussion between a father and a daughter about what it really takes to build a business, a sales force, and the life you want. Join Mike Kerrison and Chelsea Uhl as they explore the depth and breadth of the journey required to live an extraordinary life. You don’t want to miss this one. This podcast series is packed with wisdom and anecdotes that were earned over a forty-year career. Experience the raw truth about success and failure as Chelsea interviews her father (Mike Kerrison – a successful entrepreneur) searching for answers, ideas, methods, and plans that we can all use to Build Breakaway Performance. And stay tuned for the release of Mike’s new book – Breakaway Sales – A Proven Structure to Double Your Sales …Forever!
Today we're talking about the 3rd secret that all sales professionals must master!!!
visit www.breakawaysalesbook.com to download your FREE field manual that contains all of the templates and guides you need to start mastering these skills. Also, download a free chapter of Mike's new book, Breakaway Sales, or pre order the book today!
Thanks for you all your support. :)
The baby needs milk!~
What does that mean? Well, if the baby is a business, then the milk would be that which keeps the business...well...in business! Milk = Sales!
Mike and Chelsea discuss the lifecycle of every business, how to keep from reaching the death of a business, and how to get past the inevitable wall that every business will one day face.
Mike explores the importance of mastering the structured sales cycle.
Key takeaways of the cycle:
Opening
-Introduce yourself
-Introduce your company
-give them a reason to listen - with an impact (no script)
Questioning & Listening (Discovery) without interrogating
-Listen to understand!
-Starter questions - prepared in advance
-Create need or find need
-Stay in ask mode vs. tell mode
- use bumper questions with anecdotes
Summarize your discussion before you present
Sales Presentation
-present ideas for solutions
Trial Close
-What do you think?
-Does that seem to fit?
Objections Leads back to quesitons
-understand the objection
-Overcome it
“in your opinion” will this work?
Trial close again
Close
Mike's new book Breakaway Sales, which will be available by Pre Order next week, is a comprehensive text book that walks you through each step that we discuss on this podcast.
mikekerrison.com
Mike & Chelsea discuss selling when your heart's not in it, and thinking like an entrepreneur!
In this episode, Mike reviews what he has discovered to be the 4 secrets of Breakaway Sales Performers
-Master the Structured Sales Cycle
-Mastering Buying Behaviors
-Mastering Time & Territory
-Mastering Mental Toughness
A no nonsense discussion between a father and a daughter about what it really takes to build a business, a sales force, and the life you want. Join Mike Kerrison and Chelsea Uhl as they explore the depth and breadth of the journey required to live an extraordinary life. You don’t want to miss this one. This podcast series is packed with wisdom and anecdotes that were earned over a forty-year career. Experience the raw truth about success and failure as Chelsea interviews her father (Mike Kerrison – a successful entrepreneur) searching for answers, ideas, methods, and plans that we can all use to Build Breakaway Performance. And stay tuned for the release of Mike’s new book – Breakaway Sales – A Proven Structure to Double Your Sales …Forever! which will be available in January/23 at Dorrance Publishing, Amazon, B & N, and most of your brick and mortar bookstores.