The Sales Genius Podcast: Recent Episodes
Doug Davidoff
We're going into the classics today. How can I better handle objections? In this episode we walk through why objections are bad, the 6 underlying causes of objections and how to properly solve them during your sales conversation.
Managing a sales opportunity is a lot like playing a hand of poker. Every time you take another action, you're making a bet. Being aware and asking yourself what's wrong with this situation will make you more strategic. If you start asking yourself that question, I promise you you'll start seeing fewer objections, less disruption, and you'll make more sales, more effortlessly.
The best mindset to generate new opportunities is what we call "always assume health." When beginning conversations with anyone, assume everything is good. Assume they are happy. The more you assume health, the more you create safety, and the more you create the space that allows them to share their problems with you.
How do you deal with burnout? In some way, we're all going to deal with burnout or burnout symptoms from time to time. These symptoms aren't a weakness, but a strength. They're signals that tell us it's time to update our operating system.
We're augmenting the podcast with what we're referring to as Succeeding in Scary Times. We're in a scary time right now and we have to understand that people behave and think differently. For as long as this crisis and disruption lasts, we're going to be introducing key episodes talking about what you can do to increase your ability to compete and succeed through difficult times. In this episode, we're going to take you through the first part of a coaching session we had with one of our clients. The focus is on the psychology of scary times and how people think and act.
How are you perceived as a salesperson? Learn how to turn your conversations from "what's it cost" to "what's it worth" by following The 5 Levels of Value for Sales. Use this framework to drive your business results and to enjoy the success that you deserve.
Too often we set goals that require levels of activity that just can’t be met. What’s more important is setting the path to that objective.
Today we're going to seek to answer the age old question/debate - is cold calling dead? This debate has been around for about 30 years, so why is it coming up again today? To answer the question cold calling isn't dead, but should it be?
Today we’re going to talk about one of the things that, from a sales perspective, can be such a strength or become a weakness, and what to do about it: salesmanship.
The number one complaint on strategies and outreach is that everyone is focusing all their time and attention on why the prospect should buy from them. What’s the likelihood that someone is going to buy from you effectively without talking to you first?
When you're doing cold outreach, very small improvements actually lead to huge improvements and outcomes. This episode discusses how to have a good solid plan and increase your success rate when it comes to cold outreach.
Buyers treat sellers the way sellers truly treat buyers. Buyers don’t dig deep with you because you don’t dig deep with them. The terminology we use are the invisible things that don’t get a lot of thought and have a disproportionate impact on your team.
When do you talk price? In this episode, learn why it's important to discuss price early and the benefits that come along with taking that action.
The 3 questions discussed in today's episode should be ones you're always asking. They will not only give you information and knowledge on how to proceed, but they'll elevate you in the perspective of the person or people you're talking to.
In this episode, Doug brings up the fact that as sellers, we have the tendency to overreact because there's a timewarp. If you're a seller, every day feels like a week and if you're a buyer, every week feels like a day.
Doug digs deep in answering the question: how do you (when talking to prospects) make sure you are covering all the basics and make sure the information you are getting is the whole truth? In answering this question, you'll be able to build predictability into the actions you take.
If you want to shorten the sales cycle, the first ting you have to do is slow down the sales process.
In this episode, Doug walks through The 3 Sale Mindset which will help make sales easier for you and your company. You'll learn that you aren't just making one sale. You're making three different sales. To follow this mindset, change is needed. The question you have to ask is whether you want to make that change.
Become a member of the community at https://www.salesgeniusnetwork.com/join-the-community or follow us @dougdavidoff or @DemandCreator.
How do you create confidence on a call? Smile! You want to come across as positive, confident, and knowledgeable. In this episode, Doug explains how to have a meaningful first conversation and provides some tips and tricks on how to boost the overall call.
Welcome to the Sales Genius Podcast! What's a sales genius? What will the podcast entail? What is the Sales Genius Network and where can you find the community? All these questions and more get answered in this episode.