The ELITE Sales Coach Podcast: Recent Episodes
Richard Rivera
I believe everyone deserves to know what ELITE looks like. Normal is overrated. Being the best, achieving life changing results and serving a bigger purpose, is as good as it gets.
The most critical asset in any complex sell, the Buyer Champion selling on your behalf.
Contact Richard:
Email: elitesalescoach@gennow.io
Insta: #theelitesalescoach
Twitt: @elitesalescoach
The most critical asset in any complex sell, the Buyer Champion selling on your behalf.
Contact Richard:
Email: elitesalescoach@gennow.io
Insta: #theelitesalescoach
Twitt: @elitesalescoach
Positioning your messaging by creating an Emotional Connection with buyers for how you will help them survive and thrive.
This is Part 2 of our Surviving the End of Quarter Block - When to Wiggle, When to Walk. With this being the end of the quarter here in calendar 2018, what I’m doing for you this week is sending a couple short parts to this challenge I’m sure many of you are dealing with right now. Earlier this week in Part 1, I shared the Purpose/Plan/Promise three questions that enable you to uncover your Action Gaps and guide your deal strategy. This is the critical first step with your deal Champions or those key influencers who can uncover why you’re in the block. But today, what we’re talking about when we say, When to Wiggle, When to Walk, is a reaction to the pressures and ideas we get about whether to Wiggle on a price reduction just to get the deal closed OR to Walk Away from the deal. Now, realize we’re talking about being at the end of the quarter here. We’re being blocked, meaning, maybe we’re getting the heisman by procurement, the account’s gone dark or any other buyer position being taken, preventing us from getting a deal done. Sometimes it’s tough for a sales rep because you have a manager telling you to walk away and you want to stay in the deal. Other times you feel like you’ve earned your value position, you’re going to win the deal and you don’t want to reduce the price. You’re torn because you’re wondering, Is your manager just more wise and experienced than you or Is he or she just nervous and trying to NOT LOSE the deal. Now hopefully today can save a deal you’re struggling with now or help you gain awareness of the root cause of your situation to avoid these problems next quarter.
3 Questions that will clarify your Action Gaps and drive your Deal Strategy:
PURPOSE - How aligned are the different decision makers to the Purpose of making this decision?
PLAN - How comfortable are the decision makers on the Plan to make them successful?
PROMISE - What Promise or commitment does the buyer lack from us before they can make this decision?
You know a lot of organizations prioritize leadership and fundamental sales management training but too often, the focus is on Front Line Managers, while the 2nd and 3rd line leaders are left to learn on the run. So as this has come up so often lately, I decided to take a few pieces from my executive sales training and share them in this podcast. This podcast today addresses this transition as I share 6 Principles of Leading Leaders, which I’ve learned from some of the greatest sales executives in the business and many of my own experiences.
What I’m going to cover today is Strategic Account selling and my RPM Method that simplifies the management and execution of the selling plan. What we mean by a Strategic Account is simply, a large customer or target with a high revenue upside. THE RPM Method looks like this:
RESULTS - The outcomes we want and need out of the account. POWER BUYERS - The specific people in the account who have power and influence toward your results. MINDSHARE ACTION PLAN (MAP) - The plan for navigating our sales activity, the guide for our time.
Welcome to The 5 Habits of ELITE Sellers (Medical Sales)
In this podcast, we'll cover how the best of the best sellers approach their buyers. Through strong interpersonal connections that build trust and commitment and through casting vision for how their product improves their buyers lives, effective sellers actually create buyer champions; buyers that are so bought into the product that they sell the product for them, even when the seller isn't there.
Not only will these 5 habits grow your mindset, they will enable you to master your greatest challenges across prospecting, positioning and driving buyer urgency.
I want to hear your feedback so please email me atelitesalescoach@gennow.io.
Welcome to The 5 Habits of ELITE Sellers (B2B Sales)
In this podcast, we'll cover how the best of the best sellers approach their buyers. Through strong interpersonal connections that build trust and commitment and through casting vision for how their product improves their buyers lives, effective sellers actually create buyer champions; buyers that are so bought into the product that they sell the product for them, even when the seller isn't there.
Not only will these 5 habits grow your mindset, they will enable you to master your greatest challenges across prospecting, positioning and driving buyer urgency.
I want to hear your feedback so please email me atelitesalescoach@gennow.io.
Welcome to The 5 Habits of ELITE Leaders
In this podcast, we'll cover how the best of the best sales leaders approach their teams. Elite leaders balance first, making emotional connections with the team and ecosystem across trust, vision and commitment. Then, they run high value operations while leading from the front.
That same growth can be created for your team, but it all starts with you... the leader! So in this podcast, learn how to transform from manager to leader by mastering these elite sales leadership habits from recruiting thru development, execution and retention.
I want to hear your feedback so please email me atelitesalescoach@gennow.io.