Sales School: Recent Episodes
Frank Furness
Welcome to Sales School where we will help you make more money by Mastering Sales, Dominating Marketing and Being Happy. There will be Practical Strategies on Prospecting, LinkedIn, Sales, Marketing, Goal Setting and Psychology
In this podcast we share the importance of goal setting. This will help you in achieving goals in every area of your life making you a happier and more successful person.
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode they share ideas on What Metaprogrammes are in NLP and How do they Work
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode we share strategies on What Remodelling is in NLP
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode we share ideas on How Chunking work with NLP
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling.
With him is world expert Ian Halsall who presents globally on NLP.
In this episode we share ideas on How to use NLP for Reframing & Anchoring
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode we share ideas on How to use NLP for Presentations & Closing Sales
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode, we share ideas on How to use NLP for Questioning & Listening Skills
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode, we share ideas and strategies to develop rapport using NLP techniques.
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode we share strategies on how to use NLP for networking
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode we share ideas on how to use pacing and leading to develop rapport and make more sales
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode we share ideas on how to use Body Language to sell more using NLP Strategies
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode we share ideas on how to prospect using NLP Strategies
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode we speak about how rapport and you state can affect the sale
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode we share ideas on how to use NLP to set and achieve goals
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode we look at the principles to success and how it can help you in sales
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode, we cover what NLP is and how it can help you in sales
Author and International Speaker Frank Furness shares ideas and strategies on how to use Neuro-Linguistic Programming in selling. With him is world expert Ian Halsall who presents globally on NLP.
In this episode, they share the introduction to NLP and how it can help you.
In this podcast we share ideas on helping you to recognize what it is that makes you different or better than your competitors.
There are often reasons why you can't close the sale. In this podcast we share ideas on some of the most common closing mistakes and how to avoid them.
In most sales, there are objections. This podcast shared ideas on how to overcome objections and close sales.
This podcast shares ideas on Negotiation Tactics which include:
Listen more than you talk. ...
Use timing to your advantage. ...
Always find the right way to frame the negotiation. ...
Always get when you give. ...
Always be willing to walk.
This podcast shares ideas on negotiation skills that include:
Effective verbal communication.
Reducing misunderstandings
Rapport Building
Problem Solving
Decision Making
Assertiveness.
And more.....
This podcast shares ideas on the most powerful questioning technique you could ever use, priority questioning. It will totally change the way you sell.
This podcast shares ideas on questioning techniques, including:
Closed questions
Open questions
Probing questions
Leading questions
Rhetorical questions
And plenty more...
This podcast shares ideas on how to break barriers and develop rapport. A great true story that will help you to get onto great terms early in your first sales call.
This podcast shares ideas on what do do on that initial sales call with a new prospect. It includes developing rapport, the Ben Duffy, Fact Finding and more...
In this podcast we cover some of the 'nuts & bolts' of telephoning. What to say and how to overcome objections.
Every Olympic athlete and professional sports person warm up before the take part. It is the same in business, we have to warm up physically, emotionally and vocally before we make that first call.
In this podcast we share ideas on warming up and preparing for those telephone calls so that you can sound confident and get results.
The telephone is so important in securing an apointment that could lead to a big sale.
This podcast will help you understanding the planning required and this meand that you will be more organized and prepared before you even pick up the phone.
An overview of the importance of good telephone skills in Sales. Whether you do cold or warm calling, the way you handle yourself on the telephone will help you to make that call and get that appointment.
What are some of the things you need to take into consideration before making those sales calls.
An Overview of the different prospecting methods including:
Telephoning
Networking
The Swap Club
Associations & Trade Bodies
Referrals
And plenty more...
Frank has mastered the art of internet video with over 750 videos on YouTube and over a four million views and 7,000 subscribers. He will share how you can use video to sell services, products and build your brand.
Objectives
This talk focuses on practical and useable video marketing ideas. There are numerous ideas and strategies that Frank uses. He is a consultant to a number of large organizations and has helped them to increase branding, exposure and sales using video marketing.
What will be covered:
•How to use video for branding, attracting buyers & closing more sales
•How to make low cost, high impact videos
•How videos can get you to the first page of Google searches
•How to craft power video testimonials
•How successful companies are using video for marketing & sales
•The right equipment and software
•The power of video email
Selling has changed massively in the past 15 years with the advent and influence of the internet and social media.
The biggest challenge facing most sales advisors is still how to find new business and clients. Traditional cold calling now has little or no impact and other methods that are far more effective are now available with the latest technology.
Modern advisors are now using sales intelligence and the latest tools and strategies to find, research and connect with potential clients.
In his podcast Frank shares advanced strategies that will give you the tools to identify, connect and communicate with prospects through LinkedIn.
Your take-aways include:
•How to Prepare, Prospect, Connect & Communicate using LinkedIn
•How and Why you should Optimize your LinkedIn profile
•The importance of Keyworks for Search Engine Optimization in your LinkedIn profile
•How to personalize your messages
•How to use a video squeeze page for a follow up to anyone viewing your profile
•Why you need an effective strategy for posting
•How to establish your expertise through clever posting
•Exactly what goes into a winning post and gets you thousands of views and hundreds of comments each day
Discover the Power or Article Marketing & Blogging
•Headlines
•Writing content
•Spinning and repurposing
•Articles into
o Video
oAudio
•Distributing through newspapers and magazines
•Article marketing
Blog directories and plenty more….
Find out how social media can help you market yourself better and attract the right clients.
Every salesperson now has to master personal marketing to be seen, heard and attract the right target prospects. In this episode we explore how to make the shift to become a master marketer.
Based on extensive research with some of the world's top salespeople, this is what they told me that made them succesful
What are the Habits of Succesful Salespeople
Habit 1 – The Desire to win
•Characteristics of winners and losers
•Developing your belief system
•Developing a winning mentality
•The Olympian within
Habit 2 – Professionalism & Preparation
•Dressing for Success
•Your business plan
•Planning your diary & time management
•The value of your time
Habit 3 – Master Prospectors
•Prospecting for success
•Moving from cold to warm calling
•Using LinkedIn effectively for prospecting
•Five effective prospecting methods of successful advisors
Habit 4 – Understanding the Sales Process
•Qualifying prospects
•Pre call planning - LinkedIn, Facebook, Google news
•What to do on the first sales call
•The Ben Duffy
•Moving from left to right brain selling
•Priority questioning
•The second and follow up calls
Habit 5 – Understanding the Psychology of Selling
•Personality styling
•The influence of body language
•Using NLP to your advantage
Habit 6 moving with the times
•Using social media to attract clients
•How to use YouTube effectively, the internet’s second largest search engine
•Marketing with articles
•Your 10 touch plan for existing clients
Habit 7 – Focus combined with goals
•Personal goal setting and motivation
•Your hairy outrageous goal
•Planning for your biggest cheque
Plus more....
Every organization has three sales forces:
The traditional sales force – they need to be versed in new sales techniques, understanding the psychology of buying (rather than selling) and moving from left brain to right brain sales strategies. They also need to be well versed with the latest opportunities of finding clients, including LinkedIn, Advanced Google searches and Twilert.
The unrecognized sales force – this is everyone in your organization who believes that they are not in sales, yet interact with clients daily. By developing a customer rather than operational focus and giving them the correct skills, you will have more ‘sticky’ customers that will stay with your organization because of the superior service
The unseen sales force – these are the potential clients that you don’t even know are looking for what you can offer. If you are not on the first page of Google (for a search term, not your company name), don’t feature prominently on LinkedIn and are not having conversations on the social media channels where your clients ‘hang out’, you will be missing massive opportunities. Smart companies are now using advanced online strategies like ‘remarketing’ and ‘embedded pixels’ with potential clients that have visited their website.
Welcome to our podcast series on Sales. It starts on the 5th January 2021 and there are over 50 podcasts with a new one being released every Tuesday and Thursday. We look forward to you joining us.