The Smarter Sales Show: Recent Episodes

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Sexy Soundbites: - Selling will always feel like it's not enough so it's up to me when it is.Cool Tools Referenced in this Episode: Access Free Resources for this Episode: https://tsss.vip/Resources-SummerAbout The Smarter Sales Show: Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional. Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show: https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.com Subscribe on YouTube: https://tsss.vip/youtubesubscribeConnect with Julie Holmes (Tech nerd extraordinaire): Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz): Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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Sexy Soundbites: - Pay people to do anything you hate, put off or aren't any good at. My first contractor bought my groceries!Cool Tools Referenced in this Episode: Access Free Resources for this Episode: https://tsss.vip/Resources-SummerAbout The Smarter Sales Show: Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional. Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show: https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.com Subscribe on YouTube: https://tsss.vip/youtubesubscribeConnect with Julie Holmes (Tech nerd extraordinaire): Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz): Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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Sexy Soundbites: - Feed your brain with nutritious sound bites... get it?Cool Tools Referenced in this Episode: Access Free Resources for this Episode: https://tsss.vip/Resources-SummerAbout The Smarter Sales Show: Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional. Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show: https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.com Subscribe on YouTube: https://tsss.vip/youtubesubscribeConnect with Julie Holmes (Tech nerd extraordinaire): Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz): Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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Cool Tools Referenced in this Episode: Access Free Resources for this Episode: https://tsss.vip/Resources-SummerAbout The Smarter Sales Show: Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional. Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show: https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.com Subscribe on YouTube: https://tsss.vip/youtubesubscribeConnect with Julie Holmes (Tech nerd extraordinaire): Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz): Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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We all know a good morning routine sets us up for the rest of the day. But is there a one-size-fits-all approach? Of course there isn't! Here's how Merit and Julie kick off their days. PLUS... every episode includes an attachment to a FREE resources page for quick links to every recommendation! Need a sales coach, consultant, trainer or event speaker on sales technique, technology or both... look no further... Merit Kahn and Julie Holmes share energy and expertise with sales teams and across the globe at sales conferences and events. Connect with Merit & Julie at Hello@TheSmarterSalesShow.com to learn how to make your event and your sales team stand out!Sexy Soundbites: - When you start and end the day with a routine, you add an element of control into a day of uncertainty.Cool Tools Referenced in this Episode: Access Free Resources for this Episode: https://tsss.vip/Resources-SummerAbout The Smarter Sales Show: Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional. Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show: https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.com Subscribe on YouTube: https://tsss.vip/youtubesubscribeConnect with Julie Holmes (Tech nerd extraordinaire): Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz): Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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Cool Tools Referenced in this Episode: Access Free Resources for this Episode: https://tsss.vip/Resources-Summer About The Smarter Sales Show: Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional. Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show: https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.com Subscribe on YouTube: https://tsss.vip/youtubesubscribeConnect with Julie Holmes (Tech nerd extraordinaire): Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit the Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz): Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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You asked, we delivered! We’ve had lots of questions from our lovely listeners asking us to expand on some of the topics we’ve covered on the podcast so far. If you’re overwhelmed with your tech, or simply wondering about this new world of HYBRID sales, we’re here for you! So... don’t touch that dial … or button, or hit pause whatever … you know, just tune in!Sexy Soundbites: - Don’t fret about deleting an app you might need again. You can always get it back – it’s not over!- We’ve heard a lot of clients say they’re “waiting out” this pandemic. Don’t! Video meetings will be part of your working life from now one.Cool Tools Referenced in this Episode: Access Free Resources for this Episode: https://tsss.vip/Resources-Expectations About The Smarter Sales Show: Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional. Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show: https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.com Subscribe on YouTube: https://tsss.vip/youtubesubscribeConnect with Julie Holmes (Tech nerd extraordinaire): Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit the Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz): Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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If you’ve ever scratched your head wondering where things went wrong with a prospect… you’re not alone. This week, we’ve got tips to help you set up your perfect plan to control the sales process on this episode of The Smarter Sales Show. Sexy Soundbites: - If you don’t have a plan for the sales process, you will default to your prospect’s plan… and that is not a plan designed for you to win.- When expectations are unmet, people are upset. When people are upset, they do not buy. If you don’t set expectations up front, you can really only be upset with yourself.- When they agree to your PLAN, it becomes their plan. Permission changes everything.Cool Tools Referenced in this Episode: Access Free Resources for this Episode: https://tsss.vip/Resources-Expectations About The Smarter Sales Show: Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional. Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show: https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.com Subscribe on YouTube: https://tsss.vip/youtubesubscribeConnect with Julie Holmes (Tech nerd extraordinaire): Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit the Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz): Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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“I can’t hear you.” “You’re on mute! You’re on mute!” Sound familiar? Maybe even a little TOO familiar? If you’re fed up with the same old ZOOMs and you want to expect more from your virtual meetings… then make sure you listen to this episode of The Smarter Sales Show!Sexy Soundbites: - A meeting fills the time you have. If you schedule it for 15 minutes less, that’s 15 minutes more time in you day!- Hang up when you’re done! It’s a sure fire way to make the meeting only as long as it needs to be Cool Tools Referenced in this Episode:

https://tsss.vip/zoomAccess Free Resources for this Episode: https://tsss.vip/Resources-Expectations About The Smarter Sales Show: Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional. Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show: https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.com Subscribe on YouTube: https://tsss.vip/youtubesubscribeConnect with Julie Holmes (Tech nerd extraordinaire): Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit the Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz): Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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In this episode we are expecting great things. Well, we are definitely going to be talking about expectations, goals, the pygmallian effect and airline departure times. One thing is for sure - You can certainly EXPECT this episode to be interesting! Stay tuned!Sexy Soundbites:
- POC stands for PROOF of concept. Have you agreed what the proof will be?- You can’t claim success unless you name success- You have two choices… you can lower your expectations to meet the level of effort you are willing to put in or you can raise your expectations and put in the level of effort required to meet them.Cool Tools Referenced in this Episode:Access Free Resources for this Episode: https://tsss.vip/Resources-ExpectationsAbout The Smarter Sales Show:Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional.Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show:https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.comSubscribe on YouTube:https://tsss.vip/youtubesubscribe Connect with Julie Holmes (Tech nerd extraordinaire):Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit the Julie’s Website: https://tsss.vip/julieholmesConnect with Merit Kahn (Savvy sales wiz):Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedInVisit the Merit’s Website: https://tsss.vip/meritkhan

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Connie Podesta, author of best seller Life Would Be Easy If It Weren't For Other People,shares her best strategies to connect with people and build lasting relationships. Stay tuned, because by the end of this episode you’ll know how to make your sales life a little easier.Sexy Soundbites:
- The best sales advice I ever got was to learn as much as I can about people. What I discovered on my own was that the first person I should study was myself.- Every time you open your mouth, you’re almost always in sales. - 90 percent of the reason why people didn’t buy from you isn’t the price or the product, or the economy; it’s you. Somehow, you just didn’t connect with the prospect.This podcast was brought you by:SELLect Sales: https://tsss.vip/sellectsales Cool Tools Referenced in this Episode:Access Free Resources for this Episode: https://tsss.vip/Resources-Relationships
"Life Would Be Easy If It Weren't for Other People": https://tsss.vip/ConnieBook1
"The Best Sales Book Ever/The Best Sales Leadership Ever": https://tsss.vip/Connie_SalesBookAbout The Smarter Sales Show:Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional.Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show:https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.comSubscribe on YouTube:https://tsss.vip/youtubesubscribe Connect with Julie Holmes (Tech nerd extraordinaire):Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedIn Visit the Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz):Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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We get it, you’re a people person and that’s why you are in sales… but now you’re spending a lot of time stuck behind tech instead of being with people and it’s driving you crazy! Luckily, we’ve got tips to help you with your most important relationship on this episode of The Smarter Sales Show. Sexy Soundbites:
- The key thing to remember is that we relate to human beings through emotion. How we connect to people is through technology, but relating, and forming relationships is about emotions.- If these attributes are strong for you, it will shine through regardless of the delivery method. If these attributes need improvement it doesn’t matter that you know your zoom settings or use cool video email tools. - In times of crisis or chaos we would be wise to amp up empathy for others, though not at the expense of asserting our solution to their problem.This podcast was brought you by:SELLect Sales: https://tsss.vip/selectsales Cool Tools Referenced in this Episode:Access Free Resources for this Episode: https://tsss.vip/Resources-Relationships About The Smarter Sales Show:Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional.Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show:https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.comSubscribe on YouTube:https://tsss.vip/youtubesubscribe Connect with Julie Holmes (Tech nerd extraordinaire):Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedIn Visit the Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz):Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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Master the technology you need to build virtual relationships that lead to sales. There’s more to it than logging into zoom and in this episode, you’ll learn the secret sauce. Julie is about to unleash on you a ton of tech you don’t want to miss!Sexy Soundbites:
-Consider Zoom to be your personal office and set it up so you’re ready for guests.-That first interaction with you and your Zoom meeting can set the tone - make sure you’re hitting the right note.-Web meeting tools are one of your most assets as a sales rep - make sure you’re an expert.This podcast was brought you by:SELLect Sales: https://tsss.vip/sellectsales Cool Tools Referenced in this Episode:Access Free Resources for this Episode: https://tsss.vip/Resources-Relationships Zoom: https://tsss.vip/zoom About The Smarter Sales Show:Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional.Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show:https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.comSubscribe on YouTube:https://tsss.vip/youtubesubscribe Connect with Julie Holmes (Tech nerd extraordinaire):Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedIn Visit the Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz):Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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This month’s expert guest interview is the absolute go-to guy for any discussion about sales prospecting! Don’t miss a minute!3:386:2010:1721:3025:09Sexy Soundbites:
- Your prospects don’t care about you, but they’re passionate about themselves, so make your pitch about THEM- Want to get ahead with your prospecting? Think like the author! - Don’t only contact potential customers when you want to sell. Send something to them to show you were thinking about them. Show you care! This podcast was brought you by:SpeakerFlow CRM: https://tsss.vip/speakerflow Cool Tools Referenced in this Episode:Access Free Resources for this Episode: http://tsss.vip/resources-prospecting About The Smarter Sales Show:Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional.Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world. Connect with The Smarter Sales Show:https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.comSubscribe on YouTube:https://tsss.vip/youtubesubscribe Connect with Julie Holmes (Tech nerd extraordinaire):Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedIn Visit the Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz):Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedIn Visit the Merit’s Website: https://tsss.vip/meritkhan

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Not all prospects are created equal and in this episode Merit will share some unique things about the psychology of buyers that will shift your thinking about effective prospecting!Sexy Soundbites:
-The more you know about who your best prospects are, the easier it will be to speak directly to their concerns.- To cut through the prospecting clutter your message has to have meaning… to your prospects.- Never-ending tasks are hard to start. Know where your finish line is, track your progress and celebrate your forward movement. This podcast was brought you by:SpeakerFlow CRM: https://tsss.vip/speakerflow

Cool Tools Referenced in this Episode:Access Free Resources for this Episode: http://tsss.vip/resources-prospectingAbout The Smarter Sales Show:Co-hosts of The Smarter Sales Show, Julie
& Merit, are to virtual selling what peanut butter and chocolate are to
snacks. Sales expertise combined with systems savvy because today you need both
to be a sales professional.Sales Tech Guru, Julie Holmes, comes from
enterprise technology sales and has invented apps currently sold in dozens of
countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional
Intelligence which she incorporates into her work with sales teams since 1998.
Together, they solve sales challenges with tech and technique so you can sell
more and stress less in a virtual world. Connect with The Smarter Sales Show:https://tsss.vip/thesmartersalesshow hello@thesmartersalesshow.comSubscribe on YouTube:https://tsss.vip/youtubesubscribe Connect with Julie Holmes (Tech nerd extraordinaire):Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit the Julie’s Website: https://tsss.vip/julieholmesConnect with Merit Kahn (Savvy sales wiz):Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedInVisit the Merit’s Website: https://tsss.vip/meritkhan

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Sales Prospecting doesn’t have to be a PAIN … There’s cool tech that will help you find your perfect prospects, get to know them better AND stay connected. As always, Julie will blow you away with strategies that will make prospecting so much easier and more effective!Merit’s Top Three Faves:
· If you’re fishing in the wrong pond, you’re not gonna catch any fish! Know WHERE you need to look for prospects, before you start looking.· We have an obligation to show who we are online, so prospects can contact us - be a real person!· If you’re going to use LinkedIn, use it properly, find ways to get to know people on there before approaching – don’t automate!Julie’s Top Three Faves:
· Everything you share, you want to be tracking· Can you identify exactly how you met all of your online contacts? No? Then you need DuxSoup!· Monitor prospects to find out the right time to connect with them.

Smarter Sales Soundbites:“Stop guessing about prospects and start knowing about them.”“Successful follow-up is knowing what to send AND the right time to send it.”
Cool Tools Referenced in this Episode:
https://tsss.vip/Resources-Prospectinghttps://tsss.vip/speakerflowrevenue
https://tsss.vip/leadfeederhttps://tsss.vip/builtwithhttps://tsss.vip/linkedinhttps://tsss.vip/googlealertshttps://tsss.vip/zohosocialhttps://tsss.vip/zohosocialhttps://tsss.vip/nimblehttps://tsss.vip/happierleadshttps://tsss.vip/crystalknowsAbout The Smarter Sales Show:Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional.Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world.
Connect with The Smarter Sales Show:www.thesmartersalesshow.comhello@thesmartersalesshow.comSubscribe on YouTube:
https://tsss.vip/youtubesubscribe Connect with Julie Holmes (Tech nerd extraordinaire):Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz):Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedInVisit the Merit’s Website: https://tsss.vip/meritkhan

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Merit’s Top Three Faves:
-Look at the clients you already have, and find out how you can give them more value in the virtual marketplace.-Know how many prospects you need to reach your aggressive goals. Know where in the prospecting process you are strong or not yet strong.-There’s no reason to fear prospecting when you make appropriate offers to qualified prospects.Julie’s Top Three Faves:
-You can unlock unlimited prospects with the right technology.-When it comes to prospecting, the best researcher wins.-Wasting potential prospects is a crime against sales!

Smarter Sales Soundbites:
“Staying in touch the right way is easy – just add value.”“Find out how many prospects you need to accomplish your goals, then use technology to do the heavy lifting.”

Podcast Sponsor:

Speaker Flow

Cool Tools Referenced in this Episode:
https://tsss.vip/Resources-Prospecting
https://tsss.vip/speakerflowrevenuehttps://tsss.vip/togglAbout The Smarter Sales Show:Co-hosts of The Smarter Sales Show, Julie & Merit, are to virtual selling what peanut butter and chocolate are to snacks. Sales expertise combined with systems savvy because today you need both to be a sales professional.Sales Tech Guru, Julie Holmes, comes from enterprise technology sales and has invented apps currently sold in dozens of countries. Sales Technique Wiz, Merit Kahn, is certified in Emotional Intelligence which she incorporates into her work with sales teams since 1998. Together, they solve sales challenges with tech and technique so you can sell more and stress less in a virtual world.
Connect with The Smarter Sales Show:https://tsss.vip/thesmartersalesshowhello@thesmartersalesshow.comSubscribe on YouTube:
https://tsss.vip/youtubesubscribe Connect with Julie Holmes (Tech nerd extraordinaire):Connect with Julie Holmes on LinkedIn: https://tsss.vip/JulieLinkedInVisit Julie’s Website: https://tsss.vip/julieholmes Connect with Merit Kahn (Savvy sales wiz):Connect with Merit Kahn on LinkedIn: https://tsss.vip/MeritLinkedInVisit the Merit’s Website: https://tsss.vip/meritkhan

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Merit is going to change your sales game in this episode! You will learn exactly what to say to mix up your sales messaging, so you sound different and get more and better information from your prospects and clients in the process.
Merit’s Top Three Faves:
-Being different is a strategy towards being memorable to your prospect.-If something isn’t authentic to you, your prospects will smell it a mile away, and that will become a problem down the line.
-If you’re not sure why you’re different, ask your friends or family, they’re sure to give you some great information about yourself!

Julie’s Top Three Faves:
-If you’re going to do something to make yourself remembered, it’d better be something you resonate with, and know how to use. Don’t give prospects a cool tool if you don’t know how to use it!-Look beyond your own desk to find new ideas. See how other industries are solving problems and try any take inspiration!-If we’re feeling anxious (especially during the pandemic), our clients will be too. Get off that “bus to panic” and stay upbeat. Your prospects will thank you!

Smarter Sales Soundbites:
“Find something new and unusual to expand your horizons.”“Approach selling like a comedian would approach the twist at the end of a joke. Make it different, and surprise people!”

“Give your prospects some value they can implement before you even sign the deal.”
Cool Tools Referenced in this Episode:Differentiation resources
Differentiation quick links and resources

Contact us at:hello@thesmartersalesshow.com

Subscribe to The Smarter Sales Show on The Sales Experts Channel:https://tsss.vip/salesexpertchannel

Let’s Connect!Our website: https://tsss.vip/thesmartersalesshow

LinkedIn Julie: https://tsss.vip/JulieLinkedIn
Julie’s website: https://tsss.vip/julieholmesLinkedIn Merit: https://tsss.vip/MeritLinkedIn
Merit’s website: https://tsss.vip/meritkhan

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The past couple of episodes has been all about sales differentiation on The Smarter Sales Show. And this week, we welcome the guy who literally wrote the book on the topic. Two, in fact! This week, we spoke to Lee Salz about creative ways to make you stand out immediately in sales.

Merit’s Top Three Faves:
-What we think differentiates us doesn’t matter at all if it doesn’t matter to the prospect.
-Don’t lecture buyers on what they want. Work with them and discover what they need, together.
-Make an investment in your relationship with your prospect BEFORE any money changes hands, that way you’ll discover what’s truly meaningful.

Julie’s Top Three Faves:
-The onus isn’t on the prospect or buyer to research your product, it’s on you to make all the information easy to understand.
-Lee’s “recap email” strategy – luckily Julie suggested some fab tools to help with this in last week’s episode! ;-)
-Think of sales like a court room, the attorney doesn’t answer questions, they ask very specific questions for a jury (or the decision maker!) to form an opinion.

Smarter Sales Soundbites:
“If you don’t know what makes you different in sales, the person on the other side of the desk won’t know either.”

“If you lower your price straight away, your proposal will only ever be about the cost.”“Don’t put your price on the last page of your proposal. Bury it, so your prospect has to look through the document!”Cool Tools Referenced in this Episode:Differentiation resources
Differentiation quick links and resources

Lee Salz’s Book:https://tsss.vip/LeeSalzBook

Lee’s FREE ebook:
https://tsss.vip/LeeSalzWebsite

Contact us at:hello@thesmartersalesshow.com

Subscribe to The Smarter Sales Show on The Sales Experts Channel:https://tsss.vip/salesexpertchannel

Let’s Connect!Our website: https://tsss.vip/thesmartersalesshow

LinkedIn Julie: https://tsss.vip/JulieLinkedIn
Julie’s website: https://tsss.vip/julieholmesLinkedIn Merit: https://tsss.vip/MeritLinkedIn
Merit’s website: https://tsss.vip/meritkhan

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Is standing out in sales easier said than done? Not with some cool tech to help you out! In this episode, Julie shares three easy strategies to really differentiate as a sales professional and, of course, all the smart apps you’ll need to help you!

Merit’s Top Three Faves:

-If your clients aren’t organised, it’s your job to make your processes as easy as possible.
-Connect personally, even when you can’t connect in person. Start with sending a video message instead of an email
-Many of us ask prospects what went wrong when we lose a deal, but it’s just as important to ask what made us GET the deal!Julie’s Top Three Faves:

-Yes, the product matters in sales, but the process is just as important
-We all love an email, but in this virtual world, video is where it’s at. Connect more personally by using video messaging
-Magical Meeting Minutes. Thank me later!Smarter Sales Soundbites:“The more someone SEES you, the more they will trust you. Put a photo in your correspondence.”

“If you really want to differentiate, being easy to work with is essential for the client.”

“No one will trust you if you have a messy briefcase.”

Cool Tools Referenced in this Episode:

tsss.vip/resources-differentiation
https://tsss.vip/loomhttps://tsss.vip/dubbhttps://tsss.vip/docsend
https://tsss.vip/sharekits

Contact us at:hello@thesmartersalesshow.com

Subscribe to The Smarter Sales Show on The Sales Experts Channel:https://tsss.vip/salesexpertchannel

Let’s Connect!Our website: https://tsss.vip/thesmartersalesshow

LinkedIn Julie: https://tsss.vip/JulieLinkedIn
Julie’s website: https://tsss.vip/julieholmesLinkedIn Merit: https://tsss.vip/MeritLinkedIn
Merit’s website: https://tsss.vip/meritkhan

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We’re kicking off the first of our new “four pack” in this episode, which is all about sales differentiation. We all want to stand out to our prospects, but if we’re all Googling the same search terms, the chances of that happening are slim! Tonight, Julie and Merit offer a ton of new tips on how to stand out from the crowd.

Merit’s Top Three Faves:
-When I ask about the best reason to work with someone, I’ll get the same few answers… ‘I’m attentive’, ‘great quality’, ‘best price’… but none of those reasons stand you out from the crowd. You have to find a way to stand out to succeed.”
-Virtual selling is a great way to take a look at how you can interact differently with people and ensure they have a good experience with you.
-You can try and dazzle your clients with all the fancy tools you like, but if your message isn’t on point, it’ll just cause a distraction instead.”

Julie’s Top Three Faves:
-People aren’t just looking at your product, you’re a representative of your brand. If you’re easy to work with, trustworthy and have a clear process to follow, they’ll buy from you and not your competition.
-When you’re selling virtually, you concentrate an entire experience into a 10 per cent window. You can’t take them to golf or to lunch anymore, so you have to make that 10 per cent feel like 100%.
-Two techy ways to get ahead of your competition in this virtual world: Always be better at tech than the people you’re meeting and use tech to open a conversation with prospects. Check out the resources for a couple of tools to do this!

Smarter Sales Soundbites:
“Find something cool that you can share, be a resource for your prospects!."

“Don’t act like you have all the answers, ask questions as if you really want to give the right answers. Use questions to get to the heart of your prospects’ issues.”

Cool Tools Referenced in this Episode:
Differentiation resources
Differentiation quick links and resources

Contact us at:hello@thesmartersalesshow.com

Subscribe to The Smarter Sales Show on The Sales Experts Channel:https://tsss.vip/salesexpertchannel

Let’s Connect!Our website: https://tsss.vip/thesmartersalesshow

LinkedIn Julie: https://tsss.vip/JulieLinkedIn
Julie’s website: https://tsss.vip/julieholmesLinkedIn Merit: https://tsss.vip/MeritLinkedIn
Merit’s website: https://tsss.vip/meritkhan

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For this episode, we’re welcoming a very special guest Michael Vodianoi, research scientist Multi Health Systems, who will be telling us all about how you can use data to find the most important competencies you need to succeed in sales.

MHS is a leading publisher of scientifically validated assessments for more than 30 years with products sold in more than 75 countries and translated into over 50 languages. Michael will share:

· Top five Emotional Intelligence attributes for top performing sales professionals· Why validated research matters more than your gut· How to best use assessments to hire and develop talent· Eight competencies you should look for when hiring salespeople

Merit’s Top Three Faves:
-The balance between empathy and assertiveness in virtual selling is key. We’re all so empathetic at the moment because of the pandemic, but we still have to be assertive enough to sell or make an offer.
-Michael’s data-driven approach has helped us to connect the dots and shown us how we can improve from a behavioral perspective as well as a competency perspective.
-Having access to a tool that can help us identify what the specific ways we can make the biggest improvements in the shortest amount of time is hugely useful!

Julie’s Top Three Faves:
-In virtual sales, the same competencies are important, but even more so.
-Now more than ever we have to be ultra aware so we can leverage that concentrated aptitude and take advantage of it or find out where our gaps are so we can improve on them
-Whether it’s person-to-person or behind a computer screen, the concept of humans interacting with other humans is never going to go away.

Smarter Sales Soundbites:
“Too many people focus on the tactics when selling, when they need to look at the competencies they need to strengthen."“Having an impartial view on who we are and how we approach selling is so valuable if you want to improve.”

Cool Tools Referenced in this Episode and Michael’s contact details:
MHS assessments: https://mhs.com/LinkedIn Michael: https://www.linkedin.com/in/mvodianoi/Michael’s email: mailto:michael.vodianoi@MHS.com

Contact us at:hello@thesmartersalesshow.com

Subscribe to The Smarter Sales Show on The Sales Experts Channel:https://tsss.vip/salesexpertchannel

Let’s Connect!Our website: https://tsss.vip/thesmartersalesshow

LinkedIn Julie: https://tsss.vip/JulieLinkedIn
Julie’s website: https://tsss.vip/julieholmesLinkedIn Merit: https://tsss.vip/MeritLinkedIn
Merit’s website: https://tsss.vip/meritkhan

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Setting sales targets are about so much more than just hitting those numbers. In this episode, Merit gives us all some top tips on how to create and expose those areas and pathways in our working processes that give us the biggest breakthroughs.

Merit’s Top Three Faves:
-The reason why you’re stalling in your sales career falls into one of the following categories: Mindset, mechanics or motion.
-Going through this checklist will help you clear out all the things you could do to help you sell more and focus on the few things that will make the biggest difference.
-When you can clear out all the noise and zero in on those few things that can make a big difference, that’s your access to an incredible sales breakthrough
-To be worth more to others we have to be worthy of more. This means we’ve expanded, learned and grown, and then have more value to give.

Julie’s Top Three Faves:
-Simply getting a new process on selling isn’t going to cut it. You need to work on your whole approach
-Merit’s checklist is a great way to self-assess and assess the people you work with in an improvement-focussed mindset. It has such a positive spin!
-There’s not a single area for any of us that couldn’t get a little bit better, so picking one to improve on as a starting point is hugely valuable.

Smarter Sales Soundbites:
“Having a way to look at everything that goes into sales and determining where those gaps are is a clever way for salespeople to identify where those opportunities lie.”

“Sales rule number one: If you don’t ask, you don’t get!”

Cool Tools Referenced in this Episode:
Download the Merit-Based Big Three Self-Assessment HERE

Contact us at:hello@thesmartersalesshow.com

Subscribe to The Smarter Sales Show on The Sales Experts Channel:https://tsss.vip/salesexpertchannel

Let’s Connect!Our website: https://tsss.vip/thesmartersalesshow

LinkedIn Julie: https://tsss.vip/JulieLinkedIn
Julie’s website: https://tsss.vip/julieholmesLinkedIn Merit: https://tsss.vip/MeritLinkedIn
Merit’s website: https://tsss.vip/meritkhan

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Do you get overwhelmed with your tech? You might think the way to solve this is to download more tools to fix the problem. But most of the time, the exact opposite is true! In this episode, Julie talks tells you how to get your tech cleaned up and set up!

Merit’s Top Three Faves:

-Julie’s email tips have given me a renewed sense of enthusiasm about what I can accomplish through cleaning up my email inbox.
-I’ll definitely be using the Crystal Knows app when contacting prospects on LinkedIn – it’s incredible!
-Julie’s Tech it Up Trio works beautifully alongside my Big Three – watch the next episode to find out what they are!Julie’s Top Three Faves:-You don’t need to add more to-do lists. Adding more will make your job harder, not easier! Don’t add another process if you’re not going to take another away.-If there’s an app or a tool you use a lot in your role, make sure you use it well. Become an expert at it, if you’re not already. -The apps and tools suggested will save you a ton of money and a ton of time!Smarter Sales Soundbites:“Not mastering the tech you need to use makes you inefficient at your job, especially in sales.”

“Don’t reply to an email late at night. You think it makes you look more efficient at your job, but it doesn’t. You set a precedent to your prospects that you’re always available. Get an email scheduler and set them to send at 7am. You’ll look efficient while you’re sleeping!”Cool Tools Referenced in this Episode:https://tsss.vip/cleanemail
https://tsss.vip/unroll
https://tsss.vip/leavemealone
https://tsss.vip/truebill
https://tsss.vip/boomeranggmail
https://tsss.vip/mailbutler
https://tsss.vip/duxsoup
https://tsss.vip/crystalknowsContact us at:hello@thesmartersalesshow.com

Subscribe to The Smarter Sales Show on The Sales Experts Channel:https://tsss.vip/salesexpertchannel

Let’s Connect!Our website: https://tsss.vip/thesmartersalesshow

LinkedIn Julie: https://tsss.vip/JulieLinkedIn
Julie’s website: https://tsss.vip/julieholmesLinkedIn Merit: https://tsss.vip/MeritLinkedIn
Merit’s website: https://tsss.vip/meritkhan

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Feeling like you need a fresh start but need new ideas about how to sell smarter in this virtual world?

Get a fresh new perspective on how to grow sales with less stress. Merit shares The Merit Method Big Three areas that all high performing sales professionals have in balance. Julie walks you through her Tech It Up Trio, the three things you can do right now to get a solid handle on organizing your technology.

Technique Tips:

A weakness in any of The Merit Method “Big Three” will limit your success in sales.

-Mindset- what you believe
-Mechanics- how you sell
-Motion- what you doTech Tips:

Use the Tech It Up Trio to organize your technology.
-Trash or upgrade ONE apps, tool or old piece of tech
-Automate TWO tasks or processes using technology
-Pick THREE tools to masterhttps://tsss.vip/Resources-GoalsContact us at:hello@thesmartersalesshow.com

Subscribe to The Smarter Sales Show on The Sales Experts Channel:https://tsss.vip/salesexpertchannel

Let’s Connect!Our website: https://tsss.vip/thesmartersalesshow

LinkedIn Julie: https://tsss.vip/JulieLinkedIn
Julie’s website: https://tsss.vip/julieholmesLinkedIn Merit: https://tsss.vip/MeritLinkedIn
Merit’s website: https://tsss.vip/meritkhan

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SHOWNOTES: After eleven episodes of The Smarter Sales Show you’ll hear our all time favorite tips, both tech and technique to sell more and stress less. This episode is our version of The Smarter Sales Show Greatest Hits!   Merit’s Top Three Faves:

Always ask “Is there an app for that that will make my life easier?”

From episode 4: Differentiation

Video emails with analytics so you can express yourself with tonality and personality and you will know when people watch your message.

From episode 9: Love Them More to Sell Them More

Getting to real emotional pain using a series of pain questions designed to go from surface interest to real pain.  

Download the Pain Question Series HERE. 

Julie’s Top Three Faves:

Always ask “Are you open to…”

From episode 2: The language of referrals.

“I don’t want you to refer me, I want you to introduce me to people who are open to hearing from me.”

“I can’t promise you’ll get the same results we’ve gotten, but it’s worth a conversation.”

Tracking documents you send so you are notified when someone opens a proposal, handout, follow up reports, etc. Then I know when to call them.

Smarter Sales Soundbites: “Technique without tech just takes too long. Tech without technique leads to lost opportunity.”   Cool Tools Referenced in this Episode:

Download the Pain Question Series HERE

Persuasive Proposal Pack HERE

Just Add Words Template Pack HERE

Find us at: www.thesmartersalesshow.com   Contact us at: hello@thesmartersalesshow.com   Connect with us on LinkedIn… https://www.linkedin.com/in/meritkahn/ https://www.linkedin.com/in/thejulieholmes/   Our Websites: https://julieholmes.com/ https://www.meritbasedbusiness.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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The top performers in every field have coaches who have helped them get to the top. Learn how to give coaching, how you can use tech as a coaching tool and why coaching is important to your success. You will get tech and technique to sell more and stress less. Here are the highlights of this episode...

Technique Tips from Merit: ·     Getting the right coach for the right application is job number one. ·     The questions that your coach will ask should be questions that open up your ideas or create new possibilities that you may not have seen before. ·     Be specific with your coach about what you're looking to accomplish in that coaching relationship. ·     In the real world, things are happening very fast and we don't have the luxury of time trying to figure this out on our own, so Prescriptive Coaching is a great solution. ·     When practicing a technique with someone you are coaching, always demonstrate the technique first. ·     The Commend and Recommend technique: Find something to commend and something else you can recommend for their improvement. ·     Before I tell you what I heard in that practice session, tell me, what you think you did really well in that practice session and where do you think you could make an improvement?

Technology Tips from Julie: ·     When you are give feedback on anything, be as specific as possible. ·     Don't just say, “you did a good job with dinner” instead, say, “Wow. I really love that you actually set the table and really thought about how the food was going to look on the plate.” ·     Tech can help you capture information for coaching sessions ·     Tech can help you scale that information and aggregate that information, not only so that you can provide better feedback one on one, but also so that you can provide almost globalized coaching. ·     Use technology and tools to record sales conversations and analyze them. ·     Analyze the language that's being used and the tone of the call. The system can listen to the words and the cadence and the speed. And if you combine that with your sales analytics, it can tell you the questions that actually generate the best results.

Smarter Sales Soundbites: “Sometimes we get so caught up in the way the world looks from our chair that we just forget to have a look around us and to see the world from a different perspective or to even see our own behavior and own strategies from a different perspective.”

“Coaching can be one minute of genius that you share with someone, or it could be an actual program that spans months or years of dedicated and specific coaching protocols.”

“A coach is going to see something that might be right in front of you the whole time and invisible to you.”

“A good coach doesn’t want to work with you forever. I want you to outgrow me. I want you to get my lessons so deep in your bones that you don't remember how you had a sales call any other way. And then I know you don't need me anymore.” “Merit, you're like Mary Poppins for sales.”

Referenced in this Episode: Think And Grow Rich by Napoleon Hill https://www.amazon.com/Think-Grow-Rich-Original-RevisedTM/dp/0990797600/ref=sr_1_5?crid=2DV7YT751YI1R&dchild=1&keywords=think+and+grow+rich&qid=1595391242&sprefix=think%2Caps%2C193&sr=8-5 How to Talk So Kids Will Listen and Listen So Kids Will Talk by  Adele Faber and Elaine Mazlish https://www.amazon.com/How-Talk-Kids-Will-Listen/dp/1451663889/ref=sr_1_1?crid=2F71LCKZZ6X22&dchild=1&keywords=how+to+talk+so+kids+will+listen+book&psr=EY17&qid=1595391285&s=todays-deals&sprefix=how+to+talk+so+ki%2Ctodays-deals%2C178&sr=8-1

Find us at: www.thesmartersalesshow.com   Contact us at: hello@thesmartersalesshow.com

Connect with us on LinkedIn… https://www.linkedin.com/in/meritkahn/ https://www.linkedin.com/in/thejulieholmes/

Our Websites: https://julieholmes.com/ https://www.meritbasedbusiness.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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Show Notes:

There's a difference between what somebody has set aside in their budget for a solution to their problem and what the pain really costs them and what it's worth to them to solve the problem. In this episode you will get tech and technique to sell more and stress less. Here are the highlights of this episode...

Technique Tips from Merit:

Ask questions about the outcome they are really looking to achieve, because that outcome often has multiple solutions and those solutions can be paid for with different budgets.

Make sure I'm solving the real problem, not just that surface level problem.

People will find incredible ways to fund projects that they're personally committed to.

When a prospect doesn't really understand their own pain, then any investment will seem like too much. If there is no pain, then no amount of investment is worth it.

Pain multiplier: Is that a one-time cost or do you experience that cost over and over and over again?

Sell them what they want and then make sure that you're setting it up so that tomorrow you can give them what they need.

Technology Tips from Julie:

Understand how to use Excel or other spreadsheet applications to analyze your pricing.

Before you build anything, go out and test the market test whether or not anybody clicks on a particular price.

Use a profit prediction tool to help you understand the potential of various pricing models.

If you know your numbers and you know your conversion rates, you can start to really look at your pricing and your profit to determine if your numbers are set the right way.

You need to set some numeric expectations with your clients. when you understand what their problem is and their pain and then you talk about how you're going to help them solve that pain, and ask, “How are you going to quantify that that pain was solved?”

Check out: GERU - Profit Prediction Tool

Smarter Sales Soundbites: “There's a difference between what somebody has set aside in their budget for this solution and what the pain really costs them or what it's worth for them to solve.”

“We undersell our own solutions and go for that quick sale to our detriment.”

“Think from your clients perspective, are you really solving the real problem with this solution or are you leaving some aspect of the solution on the table because we're afraid to ask for a certain amount of money?”

“The real sales solution is a combination of having your mindset it right, getting the mechanics of selling correct and also being in consistent motion.”

Find us at: www.thesmartersalesshow.com   Contact us at: hello@thesmartersalesshow.com

Connect with us on LinkedIn… https://www.linkedin.com/in/meritkahn/ https://www.linkedin.com/in/thejulieholmes/

Our Websites: https://julieholmes.com/ https://www.meritbasedbusiness.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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SHOWNOTES: This episode is about how to find out what the pain is that people are willing to pay to fix. Learn what people really buy, the questions to ask them so that they discover for themselves they need what you have and some amazing tech tools to keep you organized and on track. In each episode of The Smarter Sales Show, you will get tech and technique to sell more and stress less. Here are the highlights of this episode...

Technique Tips from Merit: ·     The way that we buy impacts the way that we sell. ·     Ask questions so people discover for themselves that they have pain. ·     People make decisions intellectually, but they buy emotionally. ·      Say what you do in a way that hits those emotional hot buttons for them. ·     The multiplier question: Is this a onetime cost or do you pay this over and over and over again because this problem is still in place? ·       Technology Tips from Julie: ·     Tech enables us to capture both qualitative and quantitative evidence about pain. ·     Strategy 1: Do market research on social media to learn what people are complaining about. ·     Strategy 2: Ask Google what people are searching for to find solutions to problems. ·     Strategy 3: Survey your existing audience to help me understand which messages resonate and which pain they're experiencing. ·     The big thing that tech can do is it can help you to find what people are talking about and the words that they want to hear.

Smarter Sales Soundbites: “People will do more to to avoid pain than gain pleasure.”

“You didn't walk in your doctor's office because you were interested in her solutions to solve your heel pain, you walked in because you had an emotion that finally got you into that doctor's office. Buying is emotional.”

“Take the things we find through tech like, here's the top 10 reasons that people go and find this solution and then say, what we hear most often is that people are frustrated by this. Is that true for you?”

Referenced in this Episode: Listen to what the market is saying about you and your competition. Brand Mentions Research what the market is searching for when it comes to your product, service or industry. AnswerThePublic.com Ask your market what matters to them. Zoho Survey Survey Monkey Merit’s download: Pain Questions

Find us at: www.thesmartersalesshow.com   Contact us at: hello@thesmartersalesshow.com

Connect with us on LinkedIn… https://www.linkedin.com/in/meritkahn/ https://www.linkedin.com/in/thejulieholmes/

Our Websites: https://julieholmes.com/ https://www.meritbasedbusiness.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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Like it or not, we are all in sales... so the question is how do you serve better in order to sell more? How do you grow the lifetime value of a client? You will love this episode because increasing existing business is the easiest way to grow. In each episode of The Smarter Sales Show, you will get tech and technique to sell more and stress less. Here are the highlights of this episode...    Technique Tips from Merit: 

Serving clients well is really the key to growing sales. 

To grow your businesses with existing clients, first solve the problem they hired you to fix and then upsell additional offerings.  

If we're not serving our clients, delivering on what we've initially promised, then there is nothing more they're going to want to do with us. 

You don't get any extra credit until the original job is done. 

Technology Tips from Julie: 

Customers that have exceptional salespeople are ten to fifteen times more likely to remain loyal. 

One of the challenges I would encourage everyone to take on is not only capturing what success looks like, but how will success be measured. 

Capture metrics in your CRM system, Excel, GoogleDocs or Office. 

If you don't have your photo in your signature on your emails, go do that right now. 

Do more video messages, incorporate your humor and your personality into those messages. 

Smarter Sales Soundbites:   “I want to solve the problem that you hired me to solve. And then if you're open to it, I would like to have two other conversations with you. One about who else you might know that I would be able to help in similar way and also what else you and I might do together to expand on the solution that is now in place and delivering the result that I promised.”  “70 percent of the time when a customer leaves an organization it is because they believe that they've had poor service and almost always that is attributed to the salesperson.”  “One of the things that every customer needs once they've joined you is reinforcement that they have made a good decision. They've got to demonstrate that success, not just for them, but for us as well.”  “Measure the indicators on the way to the results.”  “Good customer service is just an integral part of being a professional salesperson.”     Referenced in this Episode:  Canva  PowerPoint  Dubb  Loom  BombBomb  Myth Shift: Challenging The Truths That Sabotage Success by Merit Kahn (formerly Merit Gest)  https://www.amazon.com/Myth-Shift-Challenging-Sabotage-Success/dp/0997646802    Find us at:  www.thesmartersalesshow.com     Contact us at:  hello@thesmartersalesshow.com    Connect with us on LinkedIn…  https://www.linkedin.com/in/meritkahn/  https://www.linkedin.com/in/thejulieholmes/    Our Websites:   https://julieholmes.com/  https://www.meritbasedbusiness.com/    Learn more about your ad choices. Visit megaphone.fm/adchoices

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Whether you work with a standardized proposal or each one is a custom work of art, this episode is for you. You will learn about the technique to write your proposal and how to use tech to make customizing proposals easy and you can track them to so you know when it’s being considered.  How do you save time, use the right language, know when to send and track those proposals?

In each episode of The Smarter Sales Show, you will get tech and technique to sell more and stress less. Here are the highlights of this episode. Technique Tips from Merit:

A proposal is my best guess at what I think you want. A working agreement is let's have a discussion about what you really need and what you want, and then I'll give you the good business reasons why there might be some other elements that you need to get to your outcome.

When they say, “put together a proposal…” Respond, “I’d be happy to, but Are you open to co-creating a working agreement so you get exactly what you need/want and it makes good business sense.”

There won’t be any surprises in the proposal, I’m just writing up what we discussed. 

Proposals outline benefits, deliverables and costs. Make sure you're also includes your prospect’s pain and review that before getting to the costs. 

Tracking a metric of how many proposals have you done is not as effective as tracking the metric how many qualified proposals have I done?

Recording sales conversations then use the exact language they articulated their problem in your proposal.

Technology Tips from Julie:

Use tech to track, expedite and make the proposal process more consistent.

Separate out the idea of the proposal from the contract, because those are two different stages of the sales cycle.

One of the first ways that we differentiate is by being beautiful. Don’t just word document proposals, do beautiful proposals using PowerPoint, PandaDoc or Proposify. 

Reuse components of your proposals. So rather than crafting proposals from scratch, every time, decide the 10 different things that you typically sell and have a page for each.

Proposal technology platforms allow you to go straight from a proposal to a signature.

Being able to follow up on your proposal is one of the most critical things that you can do so you can call them when they are looking at your proposal and are ready to buy. I use DocSend which lets me see that they've opened it and I get notified every time somebody opens my proposal. But the other thing it does is it lets me see which pages of my proposal they spend the most time on.

Smarter Sales Soundbites:  “A lot of people rush to get to the proposal that they think is going to sell for them instead of really hang out a little bit more in that question and discovery, part of the sales process, to even discover whether or not this prospect really qualifies for the time and effort that they're going to put into a proposal.” “One of the challenges is making sure that we don't use proposals as a crutch for selling. If I'm just measured on how many proposals did I get out the door, there's no incentive for me to do the qualification step properly so that I'm maximizing the proposals that I do have out there.” “There aren't gonna be any surprises in what we discussed.” “I don't think I'm doing anybody any favors by taking my time to create a proposal that's only based on guesswork.”

Listener Challenge: 

Make sure that you're not creating proposals before qualifying prospects. 

Create beautiful proposals.

Use tech to track that proposal.

Referenced in this Episode: Creating Proposals

PandaDoc

Proposify

Tracking Proposals

Docsend

eSignature Platforms

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Connect with us on LinkedIn… Merit Kahn Julie Holmes

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SHOWNOTES:  If you’ve ever felt like pulling your hair out because you feel like you have to do everything, but you aren’t really sure of what is and isn’t working when it comes to sales, you are going to love this episode all about ANALYZING YOUR SALES PROCESS. In each episode of The Smarter Sales Show, you will get tech and technique to sell more and stress less. Here are the highlights of this episode...

Technique Tips from Merit:

Ask yourself or your team, “what don’t you have time to do?” Whatever they say is code for “I’m not comfortable doing that activity”. That’s where real training is needed. 

Get clarity around the steps involved in prospecting, the things that you do to fill the funnel so that you know if you've got enough in your pipeline to have the business results that you want.

Track the number of leads that you're working on. 

How many of those leads turn into conversations?

How many of those conversations turn into appointments? 

How many of those appointments turn into money, conversations, and closed deals? 

How much are those closed deals worth or how much did you lose if it didn’t close?

Then ask, “What do I need to learn to be more effective in this particular part of that process?”

Take stock and look at what are you tracking. Are you using that information? Are there other metrics that would be more useful to you in meaningful ways that would inform your behavior change so that you can get to a better result?

Technology Tips from Julie:

First, what is important in sales? What should be measured?

Next, how do you know if you should measure it and what you do with that information when you have it? 

Understanding what is a good conversion ratio. That would help you know if you are underperforming on that target ratio and it would help you predict the future results.

Lagging indicators track results achieved. Leading indicators are measures, metrics, behaviors or attributes that I can change in the process that will automatically create a change farther downstream.

There are three things that have to happen before you start really owning key performance indicators and really owning measurements and analytics around a process and listening

Know what matters- what data are you looking at

Know if that data is good or bad and at what point you high five

Know what to do if data is bad- have a plan

Once you have this information, the technology that you now add to that is appropriate for the situation and will give you the data that you need. But if you just go right to the tech, without understanding this technique part of it, you're shooting yourself in the foot or you'll spend a lot of money on tech that isn't going to produce.

Smarter Sales Soundbites:  “I can imagine that every one of you can think of at least one time that a manager said, “I feel like you should be doing more of this.” And you thought, “Well, what does more look like? How will you know if more happens? How will you know?”

“You have to identify what you are trying to measure so that you can know where you want to make improvements. If you don't understand the steps involved in getting to certain results and goals, then you can't know whether or not you're doing enough.”

“Track and measure the actual data and not just what you think or feel you are doing to be busy.”

“You can't change the result. But you can change the behavior on their way to getting the result. And if you're not tracking the right things, you can't make those decisions.”

Referenced in this Episode: julieholmes.vip/kpiguide

Find us at: www.thesmartersalesshow.com   Contact us at: hello@thesmartersalesshow.com

Connect with us on LinkedIn… https://www.linkedin.com/in/meritkahn/ https://www.linkedin.com/in/thejulieholmes/

Our Websites:  https://julieholmes.com/ https://www.meritbasedbusiness.com/

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SHOWNOTES:  If you’ve ever felt overwhelmed by what it takes to keep all your prospects, clients and deal flow organized, you are going to love this episode ABOUT ORGANIZATION AS A TIME-SAVING STRATEGY. In each episode of The Smarter Sales Show, you will get tech and technique to sell more and stress less. Here are the highlights of this episode...

Technique Tips from Merit:

Qualify or disqualify the opportunity sooner in the sales process. 

By disqualifying prospects who are not a good fit earlier, you only have to organize and follow up personally with the best prospects. Everyone else who is moderately qualified gets an automated follow-up. 

Are you open to … sharing with me who will be attending the luncheon before I move it to next month when you are at the phase when you are selecting speakers? 

Technology Tips from Julie:

Tech strategy - Automations and notifications - only deal with what you NEED to deal with WHEN you need to deal with it.

Tech caution - Beware the tech traps … getting lost in tech that takes you more time than if you’d actually done it yourself.

Tech application - 

Project and Task Management (Asana, Trello, Evernote)

The Joy of Searching (Evernote, OneNote, Rocket Book)

Email Auto Follow-Up (Boomerang, Outlook)

There’s an app for that - 

Project and Task Management (Asana, Trello, Evernote)

The Joy of Searching (Evernote, OneNote, Rocket Book)

Email Auto Follow-Up (Boomerang, Outlook)

Smarter Sales Soundbites: 

“Organization is about things, like the process, and time management is about how you plan your time.” “Qualification is going to limit the number of things you have to organize.” “I own a labeler and I am not afraid to use it.” “Tech and organization to me do two primary things. It helps me to see everything that I need to do and when I need to do it. But the other thing that it does is it enables notifications.” “If you're going to ask for a piece of information, what is the action you are going to take on that piece of information?” “So many sales managers that track things because they think they're supposed to, and then they don't do anything with that data.” “The first step is to figure out what your sales process looks like so that at any given moment, you can see where things are in the process.” “We waste more time looking for things than we do anything else so the second step is making sure that you have a good search.” “The last step is making sure that you have some good notification systems in place so that things are being surfaced to you when you should take action on them.”

Referenced in this Episode:

Asana - Project management with a great FREE option

Trello - Kanban task management tool

RocketBook - Smart, reusable notebooks

Boomerang - Gmail scheduling tool

Outlook - Trusty email client from MS Office

Microsoft OneNote - Get organized with virtual notebooks

Evernote - Get organized with virtual notebooks

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Connect with us on LinkedIn… https://www.linkedin.com/in/meritkahn/ https://www.linkedin.com/in/thejulieholmes/

Our Websites:  https://julieholmes.com/ https://www.meritbasedbusiness.com/

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SUMMARY: If you are frustrated about how to stand out from the sea of sameness and differentiate yourself and what you sell, this episode is for you! Don’t be different, be impressive. With clearly communicated expectations and some cool tech that will blow your prospect’s minds, you will stand out as the most impressive sales pro around!

SHOWNOTES:  In each episode of The Smarter Sales Show, you will get tech and technique to sell more and stress less. Here are the highlights of this episode on differentiation...

Technique Tips from Merit:

The key to avoiding a price negotiation is making sure that you show up as different than all your competition and all the other salespeople out there.

It's not just about the product or service being different. It's about the sales process, the mood, the tone that you set, the questions that you asked.

Process differentiation is probably one of the most important things that sales professionals can do to really stand out and be above and beyond their competition

To differentiate yourself and your sales process follow these steps:

Tell the truth about how much time you have to talk

Clearly articulate the purpose of the communication

Discuss the agenda for the conversation

Agree on an outcome and next steps

Technology Tips from Julie:

Differentiation isn't necessarily about being just different. Because different isn't good or bad. It's just different. I would encourage people to think about impressive. 

If you have a good strong technique, then technology can be that wow factor. The way that you leverage technology can be that impressive differentiator.

Try video voicemail instead of traditional email follow up as a differentiator.

Adam.ai can record your meeting, it can also pull out automatically all of the action items that get stated during your meeting. So you can record your meeting, you can get all of your action items, and it's shareable. 

With Microsoft OneNote, I can have these templates pre-built. So I know as soon as I get on a call that those are the boxes I should be filling in. From a consistency perspective to make yourself a better salesperson

Smarter Sales Soundbites:  “If nobody sees you as different in the sales process, then it’s always going to come down to price.” “I've narrowed it down based on features and functionality. And to be completely honest, I went with the one that sold better.” “Just ask for what you really need.” “What are you, as a sales professional, doing at any given point during the sales cycle, that you legitimately think your prospect would think, wow... that's impressive.” “There is a big difference between just being different and being impressive.”

Referenced in this Episode:

Dubb - Video Email/Video Voicemail

Adam.ai - Artificial intelligence meeting management suite

Microsoft OneNote - Get organized with virtual notebooks

Evernote - Get organized with virtual notebooks

Find us at: www.thesmartersalesshow.com   Contact us at: hello@thesmartersalesshow.com

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SHOWNOTES:  In each episode of The Smarter Sales Show, you will get tech and technique to sell more and stress less. Here are the highlights of this episode on using LinkedIn to grow sales: 

Duh… connect with us on LinkedIn… https://www.linkedin.com/in/meritkahn/ https://www.linkedin.com/in/thejulieholmes/

Technique Tips from Merit:

Have a really clear title

You can change your title as much as you want

Use emotional words and describe who is the best ideal client for you in your description section

Include a meeting link in your description section so they can go straight to your calendar and book time to talk with you

Add social proof to your description. “Jason hired me because…”

When you look up prospects, find commonalities. Join groups they are part of already

“I noticed that you were on my profile and we both happened to be part of the ABC company group or the ABC interest group. So I'm curious, is there a reason that you were on my profile? Are you looking for someone specific? Here’s a link to my calendar if you are open to talking…”

Reach out to our current connections to say, “Hey, it's been a while since we talked. There are people that you know, that would be helpful for me to meet and vice versa. Can we have a LinkedIn connection meeting and see who we might introduce each other to?”

Technology Tips from Julie:

LinkedIn is supposed to be a jumping off point for conversations, not the destination of conversations, so for cover art, like you can go and use a really cool free tool like Canva

Add media to your profile. Video is one of the most powerful mediums that we have to communicate

Put a PDF out there, an image, a couple of photographs, a video message to help people know who you are and what you do 

Make sure that you are connecting up your social media profiles

Customize your LinkedIn profile address to make it easier for people to connect with you

LinkedIn offers the opportunity to see who is visiting your profile. Use that free option

Write articles and posts. When people like or comment, reach out to them to connect

Tag contacts and add notes using a plugin that sits in your browser on top of LinkedIn to keep track of where I met

Smarter Sales Soundbites:  “Anytime I'm in LinkedIn, I'm there for business reason. I've got my business mindset on.” 

“There's a big blank billboard on your LinkedIn profile that you are not potentially using as effectively as you should still have that like blue with the connecting lines and dots like please get rid of that.”

“Have your potential prospect or the person you would like to connect with and do business with to identify themselves in your description.”

“From a technique perspective, you want to realize it's who you help and why it's not just a laundry list of your resume.”

“If you're looking to just put another notch in your bedpost over how many connections you have, knock it off.” 

“People are here one day and somewhere else the next day. But if they're in your LinkedIn profile, wherever they're at, you still have that touch point.”

“If you're hot, then I remember you. If you're a hot guy, I remember hot guys.” - Merit :)

Referenced in this Episode:

Canva - Online Graphic Design for Free

RelayThat - Create and Repurpose Social Media Images Quickly and Easily

Book Like a Boss - Online Calendar Booking Application (it's what Merit and Julie use!)

LinkedIn Sales Navigator - Work Your LinkedIn Like It’s Your Job!

Switchy - Brand, Shorten, and Track Links

Jennifer Darling: connect on LinkedIn: linkedin.com/in/Jennifer darling speaks (she offers a free Rockstar Assessment… take advantage of it!)

Dux-soup - a LinkedIn management and analytics solution 

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SHOWNOTES:  In each episode of The Smarter Sales Show, you will get tech and technique to sell more and stress less. Here are the highlights of this episode on growing your business through referrals:

Technique Tips from Merit: The Who-What-When-How Technique of growing your business through referrals is this: 

Who will you ask for referrals

Clients: people who can speak to the work you do

Influencers: people you won’t directly sell to but have influence with prospects

What to say to them

Clients: I can’t guarantee you will get the same results I did working with Merit, but I can guarantee it will be a worthwhile conversation. Can I introduce you?

Influencers: I don’t know if it will make sense to do business with Merit, but if you’re open to it, I believe it makes a lot of sense to talk with her about (issue).

When to ask

Clients: When you’ve solved their problem and they thank you

Influencers: Ask one a day

How can I thank you for referring me

Business-gifts-referral fee-donation to cause-reciprocal referrals

Technology Tips from Julie: The first step is to cultivate referrals from clients by starting with testimonials. Use technology to keep track of your testimonials from emails, LinkedIn, Google company page, Website, Facebook, Twitter, etc. 

When someone sends you an email, for example, with a nice compliment, send back a response asking them to post that on LinkedIn. Get your testimonials spread on all your possible social media channels.

The second step is about tracking referrals. Ideally, you have the ability to keep track of your referrals in your CRM, but Julie talks about two other systems you can use to track projects including who you have asked for referrals which are Asana and Trello. You can also track your email follow-ups by putting a trigger on that email. If the person being referred didn’t respond, your tech can alert you to go back to your referrer to ask them what you should do since you haven’t heard from the person they referred to you.

Finally, both experts agree, it is important to thank people for referring people to you. One way tech can make that easier is with an app called Ink which allows you to send a personalized card right from your digital device… even if you don’t have a stamp. Other thank you gift apps include SugarWish which allows the recipient to pick their favorite candy.

Smarter Sales Soundbites: 

“I’m not looking for you to introduce me to my next new client, I’m just looking to be introduced to someone who is open to hearing about my offer.”

“Introduction is better than a referral.”

“Reward the behavior you want to be repeated, not the result.”

“Thank people for making introductions whether or not they turn into business.”

“People who refer you want to know that it mattered.”

“They are giving you trusted contacts. They deserve to know the results on that.”

“The ability to track data about sales makes all the difference in your ability to know where to focus your efforts so that you aren't wasting time and that you are really capitalizing and cultivating on the things that work best for you, for your clients and for your marketplace and your industry.”

“f you use technology properly, it enables you to scale and to truly personalize what you're giving them. And that is the way to everyone's heart. Everybody wants to feel special.”

Referenced in This Episode: 

www.asana.com - Project management with a GREAT free version www.trello.com - Project management with a GREAT free version www.activecampaign.com - Julie’s preferred email marketing platform INK Cards for iOS - Create and send custom photo cards straight from your iPhone or iPad. INK Cards for Android - Create and send custom photo cards straight from your Android device. www.sugarwish.com - Candy gifts

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On this episode of The Smarter Sales Show, Merit and Julie share their best techniques and tech for SALES FOLLOW-UP. In response to a listener question about following-up with sales prospects, the hosts discuss four strategies for when a client says the timing isn’t right. Merit and Julie provide techniques—including asking questions and securing a date—as well as specific tech that is helpful. Asking the client about their interest directly can help you move forward. And even if they do say they’re not interested, you can still test that to see if you can turn it around by asking what they would have liked to hear. They explain that 80% of prospects can be crowding your sales pipeline because they’re apprehensive, and you can capitalize on that. This will allow sales managers to make better sales forecasts with more reliable, realistic pipelines. After gaining a confident yes, scheduling can confirm. But don’t make the mistake of waiting or sending a scheduling link, despite how helpful that tech is. You want to schedule it immediately. Julie talks about some tech that can move the sale forward, too. SyncGene is an app that will synchronize your work and personal calendars to consolidate into a single to-do list. This can solve the problem of missing dates across multiple calendars. Another tool called Zapier allows you to create “if/then” logical rules that automates some of your tasks, allowing you to chain tasks together and streamline your workflow. Another technique Merit mentions is called the Qualifier’s Mindset, which helps you to sell your solution, even when your confidence is low and your empathy is high. Even if they’re not interested in hearing about it, it helps to believe in the value of your solution and how it brings value to your clients. Big Brother tech, or sales document tracking tech, is the final piece of tech Julie discusses. This allows you to get notifications and updates on changes to the status of documents you send out. DocSend, for example, can inform you when a document has been opened, as well as how much time a client has spent on individual pages, giving you evidence that they’re actually interested. Send in your questions to be answered on the air at hello@thesmartersalesshow.com and sign up for our email list at www.thesmartersalesshow.com.   Hot Spots: 01:45 — Keys to the sales follow-up 04:30 — The Qualifying Question 06:20 — The 80/20 rule for confirming prospects 08:00 — If you get a yes, get out your calendar 10:30 — Everything plus a sync (sync’ing apps, that is) 14:40 — The Qualifier’s Mindset 17:00 — How Value Changes Your Mindset. 19:00 — Big Brother Tech for Sales. 22:45 — Next week: How to Get More Referrals!   Key Quotes:  — “Set the stage for the great qualifying question.”  — “They are hoping you are so unorganized that you won’t call them back.”  — “Every CEO of every company wants a realistic pipeline.”  — “If you’ve got someone in a conversation, schedule it live.”  — “If it doesn’t get you to the next step, you’re probably not using the right tech.” — “You may not follow up with a prospect if you think it’s a waste of time.” — “Just like that, a document I thought was dead had resurfaced alive!” — “Data and analytics can be our most powerful tool.” — “Correctly using tech can shift your mindset.”

Referenced in this Episode: www.docsend.com - Sales Document Tracking www.syncgene.com - Gmail and Outlook Synchronization www.zapier.com - Integrations and Automation Tool www.booklikeaboss.com - Online Calendar Booking Application (it's what Merit and Julie use!) 

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