The Prospecting Expert: Recent Episodes
Steve Kloyda, The Prospecting Expert
One of the greatest mistakes I see salespeople make is they don’t prepare, plan and prioritize their prospecting activity.
The post The 3 P’s for Prospecting Success [Blog] appeared first on The Prospecting Expert.
How would you define the difference between sales and marketing? Yes, both generate top line revenue. But how can you leverage and maximize the return of time, money, and talent on both to generate even more revenue.
This could be a debate or a discussion, as Bill and Scott discuss the Difference between Sales and Marketing and other important ideas on episode 504 of the Winning at Selling Podcast.
The post #504: Difference between Sales and Marketing [Podcast] appeared first on The Prospecting Expert.
On October 23, 2001, Steve Jobs stood on stage at MacWorld and pulled a little white device (iPod) out of his pocket and said, “1000 songs in your pocket.” There were many other mp3 players on the market. He didn’t call it an mp3 player. He called it an iPod. It was different. Apple wasn’t the first to the market. They were clearly the last.
The post 1000 Songs In Your Pocket [Blog] appeared first on The Prospecting Expert.
What are the greatest contributors of success? I will stress your behavior has the greatest impact on your results. When we improve our behaviors, the outcome improves.
We welcome your feedback as Bill and Scott discuss 5 (or maybe 10) Behaviors of Achievement and other great ideas on episode 487 of the Winning at Selling Podcast.
The post #487: 5 Behaviors of Achievement [Podcast] appeared first on The Prospecting Expert.
Is there any way that selling is similar to martial arts? The moves, the countermoves, strategies and tactics. It’s an interesting idea and one that has been played out by our guests. But you will have to determine if it’s a meaningful analogy and one that will help you sell more effectively.
So, put on your workout clothes and slip in those headphones as Scott and Bill Welcome Elliot Bayev and Daniel Moskowitz authors of Sales Jiu-Jitsu to episode 486 of the Winning at Selling Podcast.
The post #486: Sales Jiu-Jitsu with Elliot Bayev and Daniel Moskowitz [Podcast] appeared first on The Prospecting Expert.
I’ve heard it a thousand times: “She’s a great talker, she should be in sales!” But is that really true? Is being a good talker an indicator of a successful salesperson, or are there other traits you should be looking for? Are you frustrated with your own level of success and not sure if selling is “your thing”?
Well, break out those muff style headphones so you can really focus as Scott and Bill discuss Should You Be in Sales? and other great ideas on episode 485 of the Winning at Selling Podcast.
The post #486: Should You Be in Sales? [Podcast] appeared first on The Prospecting Expert.
If you don’t buy it, how can you expect others to. Evidence of your behavior is found in your beliefs. Knowing is not doing and doing what you know is a demonstration of commitment. Commitment breeds confidence.
Zoom in and tune the world out as Bill and Scott discuss How to Project Confidence and other great ideas on episode 484 of the Winning at Selling Podcast.
The post #484: How to Project Confidence [Podcast] appeared first on The Prospecting Expert.
When I messed up my Dad used to tell me that I had just “shot myself in the foot”. But then he was a military man. Some of his more colorful aphorisms might slip out later in the show so stay tuned. In any event we have all been our own worst enemy on a sales call and done or said something that caused us to lose the deal.
To minimize this problem, listen for behaviors you should avoid as Scott and Bill discuss the Top 5 Ways to Screw Up Your Sale and other great ideas on episode 483 of the Winning at Selling Podcast.
The post #483: Top 5 Ways to Screw Up Your Sale [Podcast] appeared first on The Prospecting Expert.
Good or bad. Technology is here to stay. The impact on the role of a salespeople will be determined by how company leadership uses it. It could create greater barriers for customers, we have all experienced that, or aid in the development of selling skills. Probably not as common.
How can technology through gamification and microlearning contribute to our ever presence and existing greatness? Close your laptops, unmute yourself and tune in as Bill and Scott are joined by our Guest: Kristen Taraszewski to discuss The Gamification of Training and other great ideas on episode 482 of the Winning at Selling Podcast.
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A common myth and reputation of salespeople is they are motivated by money, and they don’t care where is comes from. This is simply not true. More money will solve a lot of problems, however, success from a different type of motivation can bring more joy than money.
Hold on to your wallets, as Bill and Scott discuss – Are You Too Money Motivated? and other great ideas on episode 481 of the Winning at Selling Podcast.
The post #481: Are You Too Money Motivated? [Podcast] appeared first on The Prospecting Expert.
In business you try to be polite, thoughtful, and agreeable; knowing that it’s important to get along with people and build a respectful relationship. But no matter how hard you try, sometimes you run into people that are just plain difficult to deal with. It could be your boss, a co-worker or even a customer. So, what do you do? How can you build that relationship without being a doormat?
Well, listen close, pilgrim, as Scott and Bill discuss, Dealing with Difficult People and other important issues on episode 480 of the Winning at Selling Podcast.
The post #480: Dealing with Difficult People [Podcast] appeared first on The Prospecting Expert.
Selling can be a challenging profession. Customers make difficult demands and so does your boss. Sales cycles can be long and confusing and all of us deal with the feast or famine of being on commission.
Wouldn’t it be nice if you had someone to turn to who could help you over those rough spots? Well, now you do!
So, listen closely as Scott and Bill Answer Listener Questions and discuss other important issues on episode 479 of the Winning at Selling Podcast.
The post #479: Answer Listener Questions [Podcast] appeared first on The Prospecting Expert.
How can we increase revenue from existing accounts? We’ve talked about referrals, and increasing the price, however, we may have left out some important techniques and strategies. Which is why we are joined today with another special guest, Victor Antonio.
Join us as, Bill, Scott and Victor Antonio discuss Mastering the Upsell and other great ideas on episode 478 of the Winning at Selling Podcast.
The post #478: Mastering the Upsell [Podcast] with Victor Antonio appeared first on The Prospecting Expert.
Having a conversation with someone that disagrees with you could be the beginning of a difficult situation. At the same time, it could be a relationship builder.
I know that is hard to believe, which is why Bill and Scott have dedicated a complete episode to Managing Conflict and other great ideas on episode 477 of the Winning at Selling Podcast.
The post #477: Managing Conflict [Podcast] appeared first on The Prospecting Expert.
The very first step in any selling process is to find someone to tell about your product or service. Cold calling is fine and has an important place in sales, but it can be frustrating and usually has a low contact and acceptance rate. You can do much better if you can get a referral, if someone you already know advises you to talk to one of their contacts.
So put down that cold call list as Scott and Bill discuss After Sales Issues – Referrals and other great ideas on episode 476 of the Winning at Selling Podcast.
The post #476: Referrals [Podcast] appeared first on The Prospecting Expert.
You won the deal, now it’s time to execute on the agreement. Implementation and onboarding come with matching all the clients’ problems with your solutions. Is it possible for there to be misunderstanding and change orders?
Does this sound familiar? If so, stay tuned, as Bill and Scott discuss – After Sales Issues – Implementation and other great ideas on episode 475 of the Winning at Selling Podcast.
The post #475: After Sales Issues – Implementation [Podcast] appeared first on The Prospecting Expert.
What do you fear? In the words of our guest, “There is another fear that is a stumbling block for us all. What’s more, it is a far more personally destructive fear. I’m referring to the fear of change.”
Do you fear change? Well, you are about to find out as Scott and Bill welcome Author and Sales Expert Rob Jolles to episode 474 of the Winning at Selling Podcast.
The post #474: Do You Fear Change? Guest Speaker Rob Jolles [Podcast] appeared first on The Prospecting Expert.
First impressions last a life time. When you make a good first impression with your business, people will remember that and they'll want to work with you and recommend you to others.
Think back to a trip you made to a restaurant and how the waitress treated you. Was she friendly from the beginning? Maybe she sat down in the booth beside you, chatted a bit, and then took your order. When she brought your food did she refill your drinks without asking? Did she bring you more bread before you ran out?
The post Are You Making the Perfect First Impression? [Blog] appeared first on The Prospecting Expert.
We demonstrate value and commitment in our follow-up of emails, proposals and when the prospect goes silent. We can still maintain control in the conversation and win the sale based on our actions.
If you have experienced any of these situations, stay tuned, as Bill and Scott discuss – After Sales Issues – Follow Up and other great ideas on episode 473 of the Winning at Selling Podcast.
The post #473: Follow Up [Podcast] appeared first on The Prospecting Expert.
Just about every salesperson has heard this Alec Baldwin clip from the movie Glengarry, Glenn Ross. But is the hard close really the way to go in sales and is successful selling all about the close as some sales gurus would have you believe?
Well, I guarantee you that Scott and Bill will have some strong opinions as we discuss Sales Process Part 10 – Closing the Deal and other great ideas on episode 472 of the Winning at Selling Podcast.
The post #472: Closing the Sale [Podcast] appeared first on The Prospecting Expert.
7 Tips to presenting to win clients, 15 tips for great proposals, How to present proposals in 15 steps (with pictures). There is no shortage of tips of presenting proposals but are they effective. Remember, proposals don’t sell, people do!
Thanks for joining us today, as Bill and Scott discuss – Step 9 in the Sales Process – Presenting your Solution, and other great ideas on episode 471 of the Winning at Selling Podcast.
The post #471: Presenting your Solution [Podcast] appeared first on The Prospecting Expert.
Studies have shown that many sales professionals are hesitant to talk about price with their client. And when the client final brings it up, the salesperson lacks the confidence to be credible.
So, hold on to your wallets as Scott and Bill discuss Sales Process Part 8: Budget and other great ideas on episode 470 of the Winning at Selling Podcast.
The post #470: Uncovering Budget [Podcast] appeared first on The Prospecting Expert.
What goes into the process of making decisions? How do people decide? Often it is the criteria, the context and the contrast. Do you know the process your prospect goes through in making decisions?
Join Bill and Scott as we discuss the decision-making process and other great ideas on episode 469 of the Winning at Selling Podcast.
The post #469: Decision Making Process [Podcast] appeared first on The Prospecting Expert.
What is the difference between working smarter vs, harder? Do you want to be efficient or effective? How is value determined? How hard should you pressure the prospect to close the sale?
Bill and I are pleased, lucky, blessed, however you want to express a strong sincere appreciation to welcome Anthony Iannarino to our show today to discuss sales in today’s marketplace and other great ideas on episode 468 of the Winning at Selling Podcast.
The post #468: Working Smarter with Anthony Iannarino [Podcast] appeared first on The Prospecting Expert.
We’ve all heard it before, people buy emotionally and justify it intellectually.
And we need to remember, if we jump too quick to emotional triggers and the prospect gets defensive. Customers do not make decisions on Needs. They make decisions on Problems. Even more important, when changing a person’s behavior, consequences are more influential than value.
Put on some comfortable shoes as Bill and Scott take you around the block, one more time as we discuss Sales Process Part 6 – Questioning Techniques. That and much more on episode 467 of the Winning at Selling Podcast.
The post #467: Sales Process Part 6: Questioning Techniques [Podcast] appeared first on The Prospecting Expert.
Think back to the last time you negotiated with a customer. How did it go? Were you disappointed with the results? Did you feel like the customer won, and you lost? Or did you feel like you got the better side of the deal? Could you have done better, and is there a way that both, you and the client, would be satisfied with the final contract?
Scott and Bill are pleased to welcome Michael Gregory to discuss these important questions about negotiating closure and other great ideas on episode 466 of the Winning at Selling Podcast.
The post #466: Negotiating Closure with Michael Gregory [Podcast] appeared first on The Prospecting Expert.
Chances are you remember the hall of fame rock band called The Who. In the song, Peter Townsend echoed an idea that has rung true for many of us when he said, “I don’t have to fight to prove I’m right.” How many of us have thought that at one time or another?
Unfortunately, that idea, that confidence isn’t always at the forefront during our sales presentations. All too often, we try to prove that the customer or the prospect is mistaken. Whatever happened to the idea that the customer is always right? It’s true; sometimes the urge to prove that I am right has overtaken my good sense to focus on the client.
The post It’s Not About Being Right: [Blog] appeared first on The Prospecting Expert.
Have you ever been in a client meeting and had to stop because the prospect ran out of time? Bummer, right? How about those meetings where you and the prospect can’t seem to get on the same page and you leave feeling confused? Double bummer! Many salespeople have disappointing meetings because they don’t take the time to set expectations with the prospect at the beginning of the meeting.
So get on the edge of your seat as Scott and Bill discuss Sales Process Part 5 – Setting Expectations and other great ideas on episode 465 of the Winning at Selling Podcast.
The post #465: Sales Process Part 5: Setting Expectations [Podcast] appeared first on The Prospecting Expert.
We all know, as a salesperson, we ask more questions than deliver statements, but do we know the answers are truthful? Some say the first step in the sales process defines the relationship and the mutual exchange of information.
So, gather around as we as Bill and Scott discuss Sales Process Part 4 – Creating Rapport. That and much more on episode 464 of the Winning at Selling Podcast.
The post #464: Sales Process Part 4: Creating Rapport [Podcast] appeared first on The Prospecting Expert.
SHOW NOTES:
In coaching and training salespeople I often ask them what they dislike most about their job. The #1 answer: Cold Calling or prospecting. I will be the first to admit that it can be hard and frustrating work. But if you don’t learn to do it well, you will never succeed as a salesperson.
So pull out that list of prospects as Scott and I discuss Sales Process Part 3 – Prospecting and other great ideas on episode 463 of the Winning at Selling Podcast.
The post #463: Sales Process Part 3 – Prospecting [Podcast] appeared first on The Prospecting Expert.
When a client initiates the conversation or reacts with interest and curiosity to something we initiated, we are in the qualifying phase. During this time, we move together to discuss value and demonstrate trust in a meaningful conversation between the salesperson and the prospect.
If you feel strung along and misled, this one’s for you – as Bill and Scott discuss Sales Process Part 2 – Qualifying. That and much more on episode 460 of the Winning at Selling Podcast.
The post #462: Sales Process Part 2 – Qualifying [Podcast] appeared first on The Prospecting Expert.
Before you create a contact list, attempt to prospect, or go to an appointment you may want to take a few hours to make sure you are contacting the right people and talking to them about the things that matter. Many salespeople don’t do this and waste time and resources going after prospects that can’t or won’t buy from them.
So let’s learn why it doesn’t pay to “round up the usual suspects” as Scott and Bill discuss Sales Process Part 1 – Strategy and other great ideas on episode 461 of the Winning at Selling Podcast.
The post #461: Sales Process Part 1 – Strategy appeared first on The Prospecting Expert.
Too often salespeople position their products and services as commodities. Leading with price, discounting value, and selling out their reputation.
This is all done before the prospect answers one question. The marketplace has changed. Have you?!
If you are in sales leadership, gather your team and turn up the volume as Bill and Scott discuss Delivering on the Customer Experience with our special guest Joe Pine. That and much more on episode 460 of the Winning at Selling Podcast.
The post #460: Delivering on the Customer Experience [Podcast] appeared first on The Prospecting Expert.
Distractions can make your day more chaotic than you would like and you will find yourself forgetting or neglecting important goals.
The post Distractions [Blog] appeared first on The Prospecting Expert.
Between us, Scott and Bill have over 60 years of experience in selling and 50 years training others to sell.
Needless to say, when we offer to tell you our most important selling ideas, you might want to pay attention!
So, get out your notepads and sharpen your pencils as Scott and I discuss Our Top Tips for Selling More and other great ideas on episode 459 of the Winning at Selling Podcast.
The post #459: Our Top Tips for Selling More [Podcast] appeared first on The Prospecting Expert.
Compensation is the reward for work and risk. Sales leadership has a standing goal of rewarding the behavior you want to instill and inspire. And strategy will determine the greatest profit margin and market domination.
How can we align strategy, compensation, and revenue projections?
Look into the archives and retrieve that business plan and let’s update the strategy, compensation and relaunch our products and services as Bill and Scott discuss Sales Compensation Plans That and much more on episode 458 of the Winning at Selling Podcast.
The post #458: Sales Compensation Plans [Podcast] appeared first on The Prospecting Expert.
So, your sale just ended up with procurement, right? Well that doesn’t mean the end of the deal, or the end of profitability.
A purchasing agent can be a daunting foe, or a great ally. It all depends on how you handle them and how you help them “get it right”.
Don’t let that purchasing agent get you down. Instead, get empowered as Scott and Bill discuss The Challenge of Procurement and much more on episode 457 of the Winning at Selling Podcast.
The post #457: The Challenge of Procurement [Podcast] appeared first on The Prospecting Expert.
The interaction of sales is a unique setting because often you are trying to motivate yourself, your team and prospects.
Motivation means to “move emotionally.” To achieve maximum motivation and productivity for you and others, it’s important to consider and engage the different types of motivation.
Get prepared to be moved emotionally as Bill and Scott discuss What is your Motivation? That and much more on episode 456 of the Winning at Selling Podcast.
The post #456: What is your Motivation? [Podcast] appeared first on The Prospecting Expert.
A career as a sales professional is peppered with constant decisions in behaviors and responses. Answers can contradict themselves on the same topic. Making the source questionable.
Today we have the authority of sales process, sales management, and contributors to achieving sales goals.
Be prepared for a sales transformation as Bill and Scott discuss Sales Management That Works with author, Harvard professor, and sales management expert, Frank Cespedes. That and much more on episode 455 of the Winning at Selling Podcast
The post #455: Sales Management That Works [Podcast] appeared first on The Prospecting Expert.
Well, Bill, thanks for putting this proposal together. It looks really good, but I need to think about it for a bit. I’ll give you a call in a couple of weeks – OK?
But it’s NOT OK, is it? It sucks because you can feel the sale slipping away into an endless series of calls, delays and put offs. But what can you do about it now? The customer just took over the sale!
So shake of those negative feelings as Scott and Bill discuss Dealing with Customers Who Delay and much more on episode 454 of the Winning at Selling Podcast.
The post #454: Dealing with Customers Who Delay appeared first on The Prospecting Expert.
It’s been said, “Change is inevitable.” And if you’ve been in sales the past few years, you know that to be true.
The customer’s buying process has changed and so must the way that we sell.
So buckle up you buckaroos as Scott and Bill discuss How is sales changing? and much more on episode 453 of the Winning at Selling Podcast.
The post #453: How is Sales Changing? [Podcast] appeared first on The Prospecting Expert.
The most successful salespeople I have worked with and observed over the past 25 years never stop prospecting. They are organized and intentional about prospecting.
One of the greatest mistakes I see salespeople make is they don’t prepare, plan and prioritize their prospecting activity.
Here are the 3 P’s for prospecting success.
The post The 3 P’s for Prospecting Success! appeared first on The Prospecting Expert.
It has been said; the riches are in the niches. How would you describe your niche?
List three attributes of your perfect fit prospect. Each salesperson runs their own company and everyone sells against time. How can you run efficiently and effectively, to close the most amount of business, at the highest commission possible, with the least amount of time invested?
Open up your genealogy journal as Bill and Scott discuss, What is a Perfect Fit? and much more on episode 452 of the Get in the Door Podcast.
The post #452: What is a Perfect Fit Prospect? [Podcast] appeared first on The Prospecting Expert.
So, you think you want to be a sales person?
But do you have what it takes? And can you overcome some of the challenges that have thwarted others who thought they wanted a career in sales as well?
“So think big, think positive and never show any sign of weakness” as Scott and Bill discuss Should You Be in Sales? and much more on episode 451 of the Get in the Door Podcast.
The post #451: Should You Be in Sales? [Podcast] appeared first on The Prospecting Expert.
There is a strong wave of technology infiltrating the sales roles. Both in being more efficient in our daily behavior and by the prospect in limiting the interaction with a salesperson.
This direction will not go away; however, we can use technology to improve and increase our results and overall success in our role of selling.
Bill and Scott know better than to go at it alone on this topic, so we asked an expert guest: Kitty Hart to join us to discuss, Technology, Friend or Foe: and much more on episode 450 of the Get in the Door Podcast.
The post #450: Technology, Friend or Foe [Podcast] appeared first on The Prospecting Expert.
Ah, the company pitch! The chance for the salesperson to tell the prospect how wonderful their company is, whether they want to hear it or not.
With that in mind, does your company pitch positively affect the client or does it turn them away?
So clear the mechanism as Scott and Bill discuss Your Company Pitch and much more on episode 449 of the Get in the Door Podcast.
The post #449: Your Company Pitch [Podcast] appeared first on The Prospecting Expert.
The last step in hiring salespeople is the onboarding process.
Screening, interviewing, and selecting the best candidate can be wasted when integrating a new salesperson into a company culture, if setting the expectation, creating accountability, and enforcing consequences are need established from day one.
So, open your mind and get into the present as Bill and Scott discuss Successful Onboarding and much more on episode 448 of the Get in the Door Podcast.
The post #448: Successful Onboarding [Podcast] appeared first on The Prospecting Expert.
We all know that product knowledge is important. After all, we don’t want to go into an appointment and not know what we are talking about.
But the most accomplished salespeople go beyond knowing about their product to knowing about the industry. In this way they can bring new and valuable information to their customers.
Listen for answers to these important questions as Scott and Bill discuss Becoming an Industry Expert and much more on episode 447 of the Get in the Door Podcast.
The post #447: Becoming an Industry Expert [Podcast] appeared first on The Prospecting Expert.
The COVID-19 lockdown has changed the way we do business. Many of our methods for staying in contact with our customers have gone by the wayside. We are a full year into the problem and waiting for it to go away is a losing strategy. It’s time to develop new approaches and processes for building our customer relationships.
So try not to get your knickers in a knot as we discuss Customer Contact During Lockdown with special guest, Peter Beaumont. That and much more on episode 446 of the Get in the Door Podcast.
The post #446: Customer Contact During Lockdown [Podcast] appeared first on The Prospecting Expert.
Which is better? Give something to someone – or teach them how to find it themselves?
There is a parable about a fish in this question. And why does this story upset and enable prospects.
So, grab your fishing rod and tackle box as Bill and Scott discuss Stop Helping People and much more on episode 445 of the Get in the Door Podcast.
The post #445: Stop Helping People [Podcast] appeared first on The Prospecting Expert.
Social media is a juggernaut in the personal and business landscapes. Twitter, Facebook, Instagram and numerous others are a part of most people’s everyday lives. But as a purely business platform, none of these are as important as LinkedIn.
Chances are you have a LinkedIn account, but are you using it as well as you could. Does it present you in the most advantageous way and is it creating new business for you as it should?
Listen for answers to these important questions as Scott and Bill welcome LinkedIn expert, JoAnne Funch to discuss LinkedIn - Your 24/7 Sales Tool and much more on episode 444 of the Get in the Door Podcast.
The post #444: LinkedIn – Your 24/7 Sales Tool appeared first on The Prospecting Expert.
What do you do? It is a question that nearly every person is asked at one time or another, and chances are they might not have a ready answer. If they do, it often sounds rehearsed, and vaguely like what the other guy said just a few minutes before. So when someone stops you during a gathering and asks what you do, how do you answer? How do you effectively communicate your message?
The post What Do You Do? [Blog] appeared first on The Prospecting Expert.
What makes you different and better? Different does not mean better. It just means, not the same as.
Could be better. Could be worst. Why should someone buy from You, and buy Now?
So open your mind up to wonder and imagination as Bill and Scott discuss Creating a Strong Value Proposition and much more on episode 443 of the Get in the Door Podcast.
The post #443: Creating a Strong Value Proposition [Podcast] appeared first on The Prospecting Expert.
Who are you and what do you stand for? What is the exceptional and important value that you bring to the marketplace?
The sales model is changing, and customers are looking for more from their relationships with a company and its representatives. More depth and more trust. Can you give that to them?
So, put on your marketing caps as Scott and Bill discuss Personal Branding and much more on episode 442 of the Get in the Door Podcast.
The post #442: Personal Branding [Podcast] appeared first on The Prospecting Expert.
Often I ask salespeople what is the most important step in the sales process.
I usually hear multiple answers. My answer is the first step. Without it nothing else happens.
Gather around the campfire as Bill and Scott discuss Building Rapport with Prospects and much more on episode 441 of the Get in the Door Podcast.
How are you building rapport with your prospects?
The post #441: Building Rapport with Prospects [Podcast] appeared first on The Prospecting Expert.
It’s tough out there, you know. Client’s won’t take my calls and when I do get hold of someone, I can’t get the appointment.
Sales are slow because of the lockdown and I don’t know if I can hang on. The weather is terrible too and when it gets like this my leg hurts… Well, I don’t need to go on, because you’ve heard it all before.
What you can do to combat these feelings by Staying Mentally Strong is what Scott and Bill discuss, that and much more on episode 440 of the Get in the Door Podcast.
The post #440: Staying Mentally Strong [Podcast] appeared first on The Prospecting Expert.
Ever scratch your head and ask yourself, why did I do that OR what was I thinking?
Well, it’s quite possible, you were not thinking, rather acting out of existence and the subconscious. These are legit reasons; however, they may not hold up in court or in a conversation with your sales manager.
We are so lucky to have a neuroscientist with us today to discuss the brain, why it follows and how you can make it work for you. So put your phone on silent, grab a notebook and pen and take notes as Bill and I discuss Why the Brain Buys with Dr. Terry Wu and much more on episode 439 of Get In The Door Podcast.
The post #439: Why the Brain Buys [Podcast] appeared first on The Prospecting Expert.
The sale is moving forward nicely. You’ve had some great discovery sessions and have put together a solid proposal.
Now as you are discussing the details you hit a snag. One of the key influencers raises an objection. How do you deal with it? What answer do you give? Handling key objections should be a part of your preparation as you move toward the close of a sale.
So put on your helmets and tighten your chinstraps as Scott and Bill discuss Handling the BIG Objections and much more on episode 438 of Get In The Door Podcast.
The post #438: Handling the BIG Objections [NEW Podcast] appeared first on The Prospecting Expert.
Despite what you might think, you are not required, or even capable of doing everything. No one is. Thankfully, the sooner a person comes to terms with that fact of life, the healthier and more rewarding his life will be. Everyone has different areas they excel in, talents that naturally flow from themselves. Perhaps you have the ability to naturally reassure people. Perhaps you’ve never met a computer that you couldn’t handle. Or maybe you are the next dog whisperer. Whatever the case, it is important to use your strengths to the best of your ability. After all, these natural talents are yours, and should not be wasted.
The post Recognize Your Strengths and Weaknesses [Blog] appeared first on The Prospecting Expert.
For most of us, 2020 will go down as a year of adaptation. Some goals were met, others abandon. Without options, we feel helpless, which leads to hopeless. A terrible state.
Based on your current outcomes, what goals will you commit to next year, next week or even tomorrow?
Let’s start a wish list of the areas in your life you want to transform, as Bill and Scott discuss Goal Setting and much more on episode 437.
The post #437: Goal Setting [Podcast] appeared first on The Prospecting Expert.
When I ask salespeople why their customers change vendors the number one answer I get is price. But when you look at B to B surveys the reality is much different. One survey I saw showed that only 15% left because of dissatisfaction with the product or price. The REAL number one answer – 67% of customers leave because they don’t feel valued by the vendor.
How do we fix this? Well one way is to develop better relationships with our customers.
So fasten your seatbelts, it’s going to be a bumpy ride when Scott and Bill discuss Quickly Creating Rapport and much more on episode 436 of the Get in the Door Podcast.
The post #436: Quickly Creating Rapport [New Podcast] appeared first on The Prospecting Expert.
There is a difference between can and will. Some salespeople can close, but don’t. There is also a difference between can, will and should.
Salespeople that can and will sell, should sell what to whom? Defining the ‘what’ and ‘whom’ is the start of defining your objectives.
In the words of Zig Ziglar, get out your talking pad as Bill and Scott discuss Defining Objectives and much more on episode 435 of the Get in the Door Podcast.
The post #435: Defining Objectives [New Podcast] appeared first on The Prospecting Expert.
In one of Steve's favorite books, The Five Major Pieces To The Life Puzzle, author Jim Rohn spends an entire chapter on attitude. I would like to share the ideas and principles he shares in the book, so you can begin to understand the importance of talents, assets, and attitude as you approach your business.
The bottom line is this. Having the right attitude is essential for success and happiness. It is a major factor in how our lives turn out. We don’t just need a healthy attitude about the present and future, but also about the past.
One of the things that can stop us from recognizing our gifts and talents is a poor attitude about our self. How we feel about ourselves is a matter of choice. Our attitude is a product of the decisions and choices we have made based on the information and knowledge we have acquired.
The post Talents, Assets, and Attitude: Past and Present [Blog] appeared first on The Prospecting Expert.
So, you call yourself a sales professional! And that might be true, in that you get paid to do what you do. But are you at the top of your game or are you satisfied to play at an amateur level.
We know that professional athlete’s practice and exercise so that on game day they can be the very best, the most elite of those who play the sport. Shouldn’t we strive for that level of competence in our sales careers?
So light your torches and pull up your tights as Scott and Bill discuss on How You Sell – Keys to Professional Behavior and much more on episode 434 of Get In The Door Podcast.
The post #434: How You Sell – Keys to Professional Behavior [NEW Podcast] appeared first on The Prospecting Expert.
Ever look at company’s that failed and know why it happened long before the lights went out – or sometimes you hear about it later and wonder why. On this very episode, Bill and Scott will talk about the autopsies of companies that are no longer with us.
Pour yourself a cup of chamomile tea as Bill and I discuss Reason Why Company Sales Channels Fail and much more on episode 433 of the Get in the Door Podcast.
The post #433: Reason Why Company Sales Channels Fail [Podcast] appeared first on The Prospecting Expert.
Are you more interested in work/life balance than on getting the job done? Does your morning routine include a big cup of coffee and extended internet news? Are long walks on the beach and 2 hour lunches part of your daily schedule?
If that’s true for you, quit sales and become a politician! Because success at sales means consistent effort and diligence. But the rewards are great if you are willing to do the work!
So buckle up for a spirited conversation on The Hard Work of Selling and much more on episode 432. Go to: GetInTheDoorPodcast.com
The post #432: The Hard Work of Selling [NEW Podcast] appeared first on The Prospecting Expert.
Information is essential for open and relevant conversations. Asking each other questions is a mutual activity.
What type of questions progress the sales process, which ones stall it out and which ones can kill it all together.
You may need a wooden spoon between your teeth as Bill and Scott discuss How to Deliver Difficult News and much more on episode 431. Find our show notes at: GetInTheDoorPodcast.com
The post #431: How to Deliver Difficult News [NEW Podcast] appeared first on The Prospecting Expert.
Are you a logical salesperson who relies on facts, features and benefits to make the sale, but ignores the emotional side of the sales process?
Or perhaps you are a relationship salesperson who focusses on being liked to close the deal. In either case you can benefit by learning more about the psychological side of influence and selling.
So get yourself focused for a great discussion: Take Advantage of Cialdini’s Six Principles of Influence (part 2) and much more on episode 430. Find out show notes at: GetInTheDoorPodcast.com
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I heard a wise saying many years ago, “Where there is no vision, the people perish.” What vision do you have for your future? Is it clear? Is it in writing? Does it have a deadline?
The post Are You Clear About Your Future? [Blog] appeared first on The Prospecting Expert.
Sales is leadership and leadership is persuasion; Appealing to others greater good and working with them to achieve their goals.
That takes action through influence. Which is convincing others to take action.
So grab a notepad and your favorite beverage as we discuss Cialdini’s Six Principles of Influence – Part 1 of 2 on episode 429. Go to: GetInTheDoorPodcast.com
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Are you a VENDOR, a PROBLEM SOLVER, a BUSINESS RESOURCE or a STRATEGIC RESOURCE? And what does each of these descriptions mean to us as sales professionals?
Our book club is starting the book BEYOND SELLING VALUE which discusses these selling levels. Fortunately, we have one of the co-authors, Dan Kosch with to tell us about these descriptions and how we can improve our own selling skills.
So grab a notepad and your favorite beverage as we discuss Beyond Selling Value on episode 428. Go to GetInTheDoorPodcast.com
The post #428: Beyond Selling Value with Co-Author Dan Kosch [NEW Podcast] appeared first on The Prospecting Expert.
How is your self-worth defined? By WHAT you DO or WHO you ARE?
Often we will fail in the role we play - what we DO - but we should never feel like a failure - who we ARE. Because you can never outperform a negative self-image. On a scale of 1 to 10, if you feel like a 7 you cannot perform a an 8 or higher.
So grab a cup of your favorite beverage as Bill and Scott discuss Who You Are and What You Do and much more on episode 427. Go to: GetInTheDoorPodcast.com
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As a sales comes to it's culmination the buyer may ask for concessions – often a lowering of price. What is the salesperson to do? Hold her ground and maintain the price and the profitability or find some way to respond positively to the buyer’s request? Should negotiation play a part in the salesperson’s tool kit or is it an invitation for price cutting?
Scott and Bill believe we have very different points of view on this topic, so let’s see there are some fireworks as we discuss Negotiation Training for Salespeople: Point-Counterpoint. All that and more on episode 426.
The post #426: Negotiation Training for Salespeople [Podcast] appeared first on The Prospecting Expert.
Every day we take on adversity. Some days more than others. Some time it is initiated by us, others from someone else.
If we don’t manage and leverage adversity productivity, we will either grow or become stagnate through unconscious complacency.
So get focused and ready to learn as Bill and Scott discuss Complacency with special guest, Ronn Lehmann and much more on episode 425 of the Get in the Door Podcast.
The post #425: Avoiding Complacency [Podcast] appeared first on The Prospecting Expert.
Neglected, ignored, taken for granted, just a number. This is how many customers feel when doing business. And because of this, they are vulnerable to the next salesperson that comes along.
Or maybe they are actively looking for an alternative supplier. But we’re sure this isn’t true for you, is it?
So think about your customers while Scott and Bill discuss the topic of Building Stronger Client Relationships and much more on episode 424 of Get In The Door Podcast.
The post #424: Building Stronger Client Relationships [Podcast] appeared first on The Prospecting Expert.
Our beliefs create an internal operating system. How we act. When we are silent. And when we don’t take action. This process defines our truths, gives us confidence, and delivers our results.
Do you believe you deserve results? Learn how powerful thoughts, attitudes and beliefs are everyday of your life.
So make sure your ear buds are firmly in place, as Bill and I discuss "Believing works when you are involved in the believing" and much more on episode 423 of Get In The Door Podcast.
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Let’s be honest with each other, there’s something about selling that scares you! When you find yourself in a situation where you have to do that “thing” you can feel your heart beat a little faster and your palms start to sweat.
At this point you can either drive yourself forward or find another task to do. But if you find another task it puts one more chip into your wall of confidence and hurts your ability to move the sale forward.
This podcast episode's topic this week is You Must Overcome FEAR and how we can work through it. All that and more on episode 422.
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There truly is an art, and a skill to closing a sale with a prospective customer. Often, the tools needed are not taught to new sale representative, and they must learn by trial and error, which can lead to a marked decrease in successful sales. The difference between a good sales experience and a bad one can mean all the difference. If you want the experience that you provide your prospective client to be beneficial to both of you, start with these very simple tips.
The post The Art of Closing the Sale [Blog] appeared first on The Prospecting Expert.
Most relationship-based sales don’t happen on the first call. Often the first call is the first step in the sales process. The bigger the sale, the longer the process and the more steps.
Each step is an investment of time and energy, with a shared risk on both sides of the table. How can we increase the likelihood of winning the sale with each step?
So get ready to learn more about Follow-through or Foul Up and much more on episode 421
The post #421: Follow-through or Foul Up [Podcast] appeared first on The Prospecting Expert.
I got an appointment with the right person. The appointment went great and I asked penetrating and essential questions. My proposal was spot on and the client seemed really interested in our value proposition.
But here it is 3 weeks later and I still don’t have the deal. What’s up with that?
In this podcast, Scott and Bill will have a conversation with Steve Keating, a well-respected sales professional and trainer on the topic of I’m Doing the Work, Why Don’t I Get the Deal?
The post #420: I’m Doing the Work, Why Don’t I Get the Deal? [Podcast] appeared first on The Prospecting Expert.
There are people you know; and people you don’t. If we leverage the people we know, to get introduced to the people we don’t know, we will shorten the sales cycle, increase the closing ratio and increase your prospect base – faster and cheaper than any other form of marketing.
In this podcast, Scott and Bill will discuss The Power of Referrals and much more on episode 419.
The post 419: The Power of Referrals [Podcast] appeared first on The Prospecting Expert.
Since I’m in sales and paid to be a salesperson then it only follows that I’m a professional, right?
While that might technically be true, both statistics and personal experience tell us that only about 15 to 20 percent of salespeople are truly professionals.
In this podcast, Scott and Bill will talk about the 5 key attributes that make the difference between a Sales Professional and an Amateur. So buckle up for episode 418 of the Get in the Door Podcast.
The post #418: Are You a Sales Professional or an Amateur? [NEW Podcast] appeared first on The Prospecting Expert.
What questions can you ask your prospect to get them to think about things differently?
The post Key Issues [Blog] appeared first on The Prospecting Expert.
In complex, relationship sales there is usually more than one person involved in the overall decision to make a change. In addition, to the most common motive and finding three reasons to change, there may also be more than three people affected.
Getting everyone, together to agree and commitment, can be a challenge.
In today’s show, Bill and Scott will discuss Important to Who? Understanding the people and process of the sale, and much more on episode 417 of the Get in the Door Podcast.
The post #417: Important to Who? [NEW Podcast] appeared first on The Prospecting Expert.
Have you ever asked a question in a customer interview and gotten an answer that made it HARDER to sell your product or service?
Perhaps this happened because you hadn’t prepared questions that lead the customer to understand the unique value that you are bringing to them.
In today’s show, Bill and Scott will explore Advantage Questions. Plus many more topics on episode 416 of the Get in the Door Podcast
The post #416: Advantage Questions [NEW Podcast] appeared first on The Prospecting Expert.
What is the difference between Sales and Marketing? Who is responsible for generating revenue?
There are many challenges both department struggle with on working together to achieve revenue goals. However, there are ways for greater cooperation.
In today’s show, our guest Greg Pomerantz will discuss the relationship between sales and marketing. Plus many more topics on episode 415 of the Get in the Door Podcast.
The post #415: Sales and Marketing Should Work Together [NEW Podcast] appeared first on The Prospecting Expert.
CEO – CIO – CFO – all of these executives work in the C-suite. And many sales people have no idea what it takes to get access to them nor how to sell to this high powered group.
But if you can break through the barriers that hold you back and drive the right kind of meeting – you can achieve greatness as a salesperson.
On today’s show, Scott and Bill will discuss Selling to the C-Suite and much more on episode 414 of the Get in the Door Podcast.
The post #414: Selling to the C-Suite [NEW Podcast] appeared first on The Prospecting Expert.
Before starting a training program, I meet with each salesperson and ask them the question, “What does a perfect week look like for you?”
They stammer and reply with, “It depends.” I ask. “Depends on what?” “Well, what happens.” They say. I ask “Who’s in charge of how you trade your time? You or them?”
On today’s show, Scott and Bill will investigate What is a Perfect Week? and much more on episode 413 of the Get in the Door Podcast.
The post #413: What is a Perfect Week? [NEW Podcast] appeared first on The Prospecting Expert.
The single most important principle Steve learned about sales is to find out what the other person wants and help them achieve it. There is only one way to do that. By building a relationship that is built on trust. You could have the best product or service on the planet but your prospect or customer will not take action unless they know, like and trust you. Trust is something that is developed over time. It is not a one-time transaction. The first sale is always the easiest one. What comes after that is a true test of mastery.
The post The Most Important Secret Of Sales [Blog] appeared first on The Prospecting Expert.
Have you ever had a sales call where you felt desperate to close the deal? Where you REALLY needed to make this sale? Or one where you felt the buyer had all of the control?
Did you make those deals? Were you able to maintain profit margin or did you end up giving it all away? How we view ourselves and our status in the marketplace can have a great effect on the outcome of a sales call.
On today’s show, Scott and Bill will discuss Sales Posture and Confidence and much more on episode 412 of the Get in the Door Podcast.
The post #412: Sales Posture and Confidence [NEW Podcast] appeared first on The Prospecting Expert.
Imagine you the just held the best prospect meeting ever. They asked you all the right questions. You gave them all the right answers. There were no questions. It was a “drop the mic” moment. Silence.
Then they said. “Well, thank you for coming in. I can tell you really know your stuff. You taught me a lot. I can see why so many people pick you. I will think this over and get back to you.” Now you want to pick up the mic and ask – “what happened?”
On today’s show, Scott and Bill will investigate the “I need to think about it” objection and how you can deal with it, and much more on episode 411.
The post #411: I Need To Think About It [NEW Podcast] appeared first on The Prospecting Expert.
Acquiring a new customer can cost 4 to 5 times as much as retaining a current customer. Meanwhile, the success rate of selling new product or services to an existing customer is over 50% whereas the success rate of getting a NEW customer may be as low as 5%. Obviously it is worth our time to concentrate on developing the accounts we already have.
On today’s show, Scott and I will discuss Major Account Strategy and a bunch of other information designed for the sales professional on episode 410.
The post #410: Major Account Strategy [NEW Podcast] appeared first on The Prospecting Expert.
What is your first reaction to your prospect’s objection?
How do you respond in a way to build confidence – in you, your product, and the marketplace?
Once we label the objection and follow a process to seek the real reason, we can apply the response in a way to build value, reassurance, and credibility.
In this episode, Bill and Scott will investigate Overcoming Objections, how to address them, and much more.
The post #409: Overcoming Objections [NEW Podcast] appeared first on The Prospecting Expert.
Good training is valuable, right? Well trainers think so, but I’m sure that not all of the participants would agree.
Determining the value of training based on our “gut” gets us nowhere. But there are systems that will help you understand the real Return On Investment, whether you are the sales manager or the sales person sitting in the class.
On today’s show, our special guest, Kristen Taraszewski will give her insights on Measuring Training ROI and much more on episode 408.
The post #408: Measuring Training ROI [NEW Podcast] appeared first on The Prospecting Expert.
How are you escaping the commodity trap?
The post Escape the Commodity Trap [Blog] appeared first on The Prospecting Expert.
I can save you money! Salespeople lead with this statement which automatically turns your conversation into selling on price and not value. You will never win the price battle.
What will add the most value to the conversation? What is most important to the prospect? How can you win more sales by offering value, delivering the best solution and maintaining your profit margin?
In today’s show, Bill and Scott will investigate Fighting Commoditization and much more on episode 407 of the Get in the Door Podcast.
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Industry event – CANCELLED! Trade Show – CANCELLED! Networking breakfast – CANCELLED! Now what do I do? Where can I go to get new names to prospect? On today’s show, Bill and Scott discuss “Sources for Customers While in Lock Down” and much more on episode #406 of the Get in the Door Podcast. In this new episode Bill and Scott will discuss the strategy of finding customers while being sheltered-in-place. It includes: Using LinkedIn, Contacting past clients and Uncovering the importance of cross-selling.
The post #406: Sources for Customers While in Lock Down [NEW Podcast] appeared first on The Prospecting Expert.
When you were in high school, did you ever receive a lower grade than you thought you deserved? What contributed to that outcome? What will you do different, next semester? Our grades as a student are like our monthly sales numbers as a salesperson. TODAY, Bill and Scott will delve into False Facts about “Making Your Number” and much more on episode #405 of the Get in the Door Podcast.
The post #405: False Facts About Making Your Number [NEW Podcast] appeared first on The Prospecting Expert.
Are you qualifying your prospects? Have you ever found yourself in a new client meeting and shortly into the discussion it dawned on you that there was nothing here for either you or the customer? How about those times when you had an appointment that was going well until you discovered that your price wasn’t even close to an amount they were willing to spend?
The post #404: Qualifying Prospects to Avoid Useless Meetings [NEW Podcast] appeared first on The Prospecting Expert.
What is the difference between price, cost and value?
The post #403: Define Value – April 2020 [NEW Podcast] appeared first on The Prospecting Expert.
What exactly do you want to accomplish in your life?
The post Painting the Picture of Your Future [Blog] appeared first on The Prospecting Expert.
Does your attitude matter? And if it does, what steps do you take to keep it upbeat and productive?
The post #402: Attitude Makes A Difference [Podcast] appeared first on The Prospecting Expert.