The Slow Pitch: Recent Episodes
The Slow Pitch Podcast
The Slow Pitch Podcast helps salespeople of all levels. If you're just starting out, sell occasionally, or have sold for years, you'll learn several tips and tricks to help you close more deals. We discuss everything from building a process of getting leads, making cold calls, how to start a sales meeting, when to (and when not to) present an estimate, to closing sales and what to do afterward.
Avoid the common sales meeting prep mistakes that cost deals. Discover the 13 essential steps to prep effectively and have success in every sales meeting.
Why real estate agents fail to sell: Learn from my Costa Rica experience how asking the right questions can make or break a deal.
In this episode of The Slow Pitch Podcast, we explore a critical yet frequently overlooked element of sales success: the need to talk less and listen more (when you should listen and hear more of what they say to sell more). This episode tackles an important question for every sales professional: Are you talking too much? Using a compelling real-world story involving his friend Frank, Rob demonstrates why mastering the art of listening is crucial for achieving sales excellence.
One of the fundamental mistakes exhibitors make is passive or overly aggressive engagement. Rob from "The Slow Pitch" observed two extremes at a trade show. One set of exhibitors were disengaged, barely acknowledging visitors, possibly due to exhaustion or disinterest. Some exhibitors adopt an overly aggressive approach. Which is right?
In this episode of The Slow Pitch Sales Podcast, we tackle procrastination by revealing actionable steps that will boost your sales performance. We share one simple trick that will transform your approach to dreaded tasks, unlocking new levels of productivity. Listen in as we share this trick and unlock your procrastination roadblock and set you free to success.
In sales, the art of mastering challenging questions is not merely a skill but puts you at an advantage that can set you apart. Challenging questions in sales, especially those that probe into the pricing and the value of services, are more than mere requests for information. They are indicative of the client's skepticism, a test of your credibility, and an opportunity to deepen the client's understanding and appreciation of your offering.
In this episode, Rob emphasizes the enduring importance of human connection and personalization in sales trends, even as technology continues to advance. He shares compelling stories and practical examples to illustrate why ditching reliance on AI for the human touch can be a game-changer in building lasting customer relationships and loyalty.
Are your sales numbers plateauing possibly because your team doesn't trust each other? Are you're looking for ways to create hidden revenue potential within your existing client base, this is the episode for you. Today we talk about strengthening the trust between your sales team and your operational teams to create more sales.
We attempt to unravel the secrets of how to sell how people buy through understanding how Transactional Analysis fits into the buyers buying decisions. Learn how people buy so you can sell more. We dive into Transactional Analysis (TA) and explore how understanding the Parent, Adult, and Child ego states will change the way you sell.We break down the psychological dynamics at play during a sales meeting and guide you through identifying and engaging with each ego state. We provide some strategies to navigate conversations effectively in future episodes, but we'll start that conversation now.
Learn effective strategies to overcome sales obstacles and achieve success. Our guest secured a large contract with Getty Images. For business entrepreneurs.
Have you ever had a sales call that just went completely wrong? Maybe you felt like you were horrible at your job and can never recover? You're not alone.
Unlock the power of Time Mapping to supercharge your sales game. Learn the secrets to boost productivity and close increase your sales close rate.
We've talked before about what's different between good salesperson and a great salesperson, but what does it take to be an excellent salesperson?
In this episode we talk about Using DiSC to sell more. We break DiSC down into manageable bites and help you understand what it means to use DiSC the right way...and to sell more.
We talk about how to create a sales avatar in this episode because it's critical to ensure you're speaking with the right potential buyers.
When you deal with a kinesthetic learner or when you are trying to sell to them, you need to speak to them in terms of feelings, internally and externally.
An auditory learner is someone who primarily focuses on sound or noises when they maneuver around the world.
Selling to visual learners may be the easiest thing to do because you are likely a visual learner yourself. But what if you're not?
I think that's a good question. That's it's a really what comes down to is buyer's remorse. And I think it's really good, Kelly, that you're thinking of this in terms of not so much how do I stop that from happening? But what can I do earlier in the process? Because I think you're absolutely right, it is something you do earlier in the process.
In this show we talk about creative ways to stand out from the crowd at tradeshows. Here's what we're assuming: Your going to have a table or booth at an upcoming expo or tradeshow. You have a little time... what do you do to prepare? What should you do before, during and after an expo to maximize your time?
In this episode we talk about who is in control, how to know when you're not in control, and how to stay in control in a sales call. This is an interesting episode in that you may think you stay in control during a sales call, but are you really? Let's find out.
Have you realized the power of silence in sales? You should. If used correctly, you'll increase your odds in closing any deal. It's more powerful than you think and here's how to use it.
Selling like a spy is one of the most powerful ways to think about sales. What does it mean to sell like a spy? You might be a little surprised how close spies are to salespeople. Listen in as we interview ex corporate spy Jeremy Hurewitz.
Whether you like it or not, you need to start tracking your numbers. Most people know it inherently, but do not like to do it. If you're going to be successful in sales, you must start tracking your numbers.
To close more sales, you must ask better pain questions. But the question is, how do you ask better pain questions in sales? Since we've already covered you must go for the no, it's time to get into asking better pain questions to get more sales.
Believe it or not, you should constantly go for the no from potential clients. You can work to go for the no by doing certain things during the sales process, starting with the initial engagement. If you are not doing this, you're actually doing yourself a disservice and may be decreasing your odds to close the deal.
This is Part 2 of the Top 5 Tips For Salespeople is about using DiSC and DiSC personalities to improve your odds of closing a sale. DiSC profiles are one of the more powerful tools salespeople have at their disposal. One of our tips for salespeople is to learn as much as you can about DiSC.
These 5 tips for salespeople will improve your odds to close a sale. This episode is the first in a five part series where we talk about the 5 tips for salespeople. The first tip is about pain. Pain is one of the most overused yet least understood part of a salesperson's job. Most salespeople think they understand what pain is while selling but many also do not actually get pain.
Today we talk about what the top habits of highly successful salespeople are and how you can implement them into your daily sales process.
In this episode Rob talks about some of the lessons learned from last year. These are things that he had forgotten or had something happen and it reminded him how important it was to do something.
What's the difference between a consultative and transactional salesperson. Salespeople will likely never go away, but there are times a salesperson isn't needed. One of those is not a consultative sale. There are two main types of salespeople: Consultative and Transactional.
Happy Holidays to you and your families! We thank you for listening and offer a couple of episodes to help you plan your new year (if you haven't already started). Enjoy the holidays!
3 Phrases To Stop The Sales NegotiationIn this episode, you'll learn the 3 phrases every salesperson needs to know to stop the sales negotiations. These are phrases you'll hear from a good salesperson who knows how to flip the table and refuse negotiate with a potential buyer.
We've all heard of the 80/20 rule, but does it apply to your prospects? What if we could 80/20 our prospects, create a 3-day weekend lifestyle, and get more out of life? Our guest, Wade Galt, talks with us about how to 80/20 prospects so that you can create that 3-day weekend lifestyle you're looking for. We use Perry Marshall's concept from his book "80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More" and apply that to sales, sales prospecting, and how you can view your entire workload. Imagine you're in a sales call...if you're working toward 80/20 your prospects, your goal needs to be to eliminate as many prospects as possible. 80/20 is a powerful tool in your arsenal on your prospects.
Having an abundance mindset about money is key to your success as a salesperson. Whether you believe in the law of attraction or you do not, this episode is for you. An abundance mindset about money is about viewing money in such a way that you can always get more. Too many sales people have a scarcity mindset, which is the opposite.
If you're introverted, sales can be difficult. In this episode we talk about the top 3 Tips For Introverted People. Just because you're introverted doesn't mean you can't do sales and these tips will help convert your introversion to a super power. Communication is key in sales. Why not use the tools you can learn to use in an effective way and make more money?
Marketing? Sales? What Impacts What?
What makes a sale happen? Is it marketing? Is it the salesperson? Is it both? Does marketing impact sales so much that we can't tell? What can we learn from the marketing 'department' in sales?
In this episode we talk about what makes successful sales teams from the angle of the sales leader. If you're a sales manager who leads a team of sales people and want to build a successful sales team, this episode is for you. If you are on a sales team, this episode will likely help you understand the inner workings of your sales manager. and how you fit into a successful sales team. You'll want to understand what makes a successful sales team before you try to understand how you'll fit into the team...once you do that, you'll work much better with those on your team.
In this episode we brought in Veronica Romney, Dream Team Architect. She works with businesses that want to integrate all aspects of the business into the sales and marketing messaging. This is important because you can't scale a business without all aspects of the business working in tandem, your business will stall out in growth. She knows the difficulties of building successful sales teams and shares how she does it for the companies she helps.
If you think you're a great salesperson but you show up unprepared, ask these questions, forget to ask the other questions we talk about, and don't understand the importance of knowing the industry you're selling into, this episode is for you. Listen as we talk with our guest Alex Oliviera to learn about what makes a good salesperson and what makes a great salesperson.
We've all heard Simon Sinek's Find Your Why video on Ted/YouTube, but have you ever found yours? In this episode we talk to Matt Boyle about how he found his why in sales. Finding your why in sales is important because it will motivate you when you're feeling a bit down. Imagine being Mat, who found his why in Thailand and how he helps other. Imagine feeling a bit down for the day and then realizing how you'd be letting these people down if you didn't do your job. The critical components of identifying and finding your why in sales is to think about what is important to you in your life. If you were to look back on what you've done in your life, what would you see?
In this episode we talk about when to pursue a lead and if it makes sense to actually pursue a lead. Leads can come at you quickly, but knowing when to follow up and pursue it take a bit of skill. This episode came from a conversation Rob had with a salesperson who said he follows up on every lead. This led him to ask the question, "Should you really follow up and pursue every lead?"
Now is the time to change they way you think of money and realize how it's holding you back! When you're in sales, the biggest thing blocking you from success is usually between your ears. You are mentally blocking yourself by obsession about money. If you have a money mental block, this episode should help you figure out what is causing it and help you see ways to think differently. The easiest way to unlock your mental barrier to selling more or selling at a higher price is by thinking about money a little differently. You'll need to listen to what is causing you to stop or feel uncomfortable when talking about money. Typically, this is caused by your parents or your upbringing. You think you see money the right way, but, unless you're thinking in terms of the buyer, the value you bring, and not limiting yourself to what you think you can make in your career, you might be missing out on how much you can actually make.
How To Use Tech To Be More Effective AND Work Less. Mental Health requires a lot of things. In this episode we talk through some mindfulness tools, how to use technology in sales, and how to reduce the amount of time you spend working. That's right, work less, be more productive, and spend more time doing what you want. If you're a small business owner or a sales person who wants to work less hours and be more productive, this episode is for you.
Ever wonder how to maximize your chamber membership?
If you run a business, you've likely thought about joining a chamber...and maybe you did join. Your chamber membership doesn't create sales nor will it do anything for your business...unless you work it. In this episode we talk about how to maximize your chamber membership by doing very specific activities. When you listen to this episode, place yourself mentally in a room with a bunch of other business owners who also want to maximize their chamber membership. How do you stand out? How do you help people remember you?
We all have mental blocks but for salespeople, a MONEY mental block is very difficult to deal with. Learning how to get past it is something we talk about in this episode. Sales is 100% mental in approach, in processing, and in doing. Why not learn a little about how to get past it?
If you struggle with money during your sales meetings or you are hesitant to charge more because you feel like you're not worth that much, you're not alone. A LOT of people feel that way. Sometimes its because they feel like the product or service they're selling isn't worth as much as it's priced (especially when working for another company). Other times, it's personal...it's that feeling that you're not worth as much as you should be charging.
In this episode, we talk about that money mental block and how to get past it.
Related Episodes: Top 10 Sales Tips For Beginners - https://theslowpitch.com/episode/top-10-sales-tips-for-beginners/ How To View Failure When Selling (Even When Things Look Grim) - https://theslowpitch.com/episode/how-to-view-failure-when-selling/ Sales Calls Gone Wrong and Call Reluctance - https://theslowpitch.com/episode/sales-calls-gone-wrong-and-call-reluctance/ Episode 2: What To Do If You’re Not a Salesperson - https://theslowpitch.com/episode/sales-calls-gone-wrong-and-call-reluctance/
In this episode we discuss how to get business leads on LinkedIn and convert them into sales. We have a guest on this show, Dan Gershenson, who specializes in social selling as a Fractional Chief Marketing Officer. If you're looking for information on how to get business on LinkedIn without the connect and beg for a meeting, this is the episode for you. You'll find refreshing talk about selling socially in this episode. Learning what to do and what not to do is critical when trying to sell to people online. Dan approaches LinkedIn different than most and attracts business by posting a lot of information on LinkedIn. He has an approach to dealing with a potential connection, finding the right connections, and deleting those connections who only want to sell to him. No one wants to be sold.
Related Episodes: How To Sell New Services: https://theslowpitch.com/episode/how-to-sell-new-services-they-dont-even-know-they-need DiSC "D" Personality: https://theslowpitch.com/episode/how-to-sell-to-a-high-d-personality/ DiSC "I" Personality: https://theslowpitch.com/episode/how-to-sell-to-a-high-i-personality-using-disc-profiles-in-sales/ DiSC "S" Personality: https://theslowpitch.com/episode/how-to-sell-to-an-s-personality-using-disc-in-sales/ DiSC "C" Personality: https://theslowpitch.com/episode/how-to-sell-to-an-s-personality-using-disc-in-sales/
Have you ever finished a sales meeting and wondered, "What went wrong?" Or "What went right?" That's a debrief. There are a few ways to debrief, but in this episode we talk about how to debrief after a sales meeting. Sales meetings can be long or they can be short, but there is always something to improve and something to repeat. Think of a debrief as a SWOT analysis of every sales meeting.
Related Episodes:
Top 10 Sales Tips For Beginners - https://theslowpitch.com/episode/top-10-sales-tips-for-beginners/
How To Set Sales Goals For Sales People - https://theslowpitch.com/episode/how-to-set-sales-goals-for-sales-people/
Sales Call Tips – Dealing with Hostile People - https://theslowpitch.com/episode/sales-call-tips-dealing-with-hostile-people/
This episode if for you if you are frustrated after several sales meetings that didn't close. If you feel like you're missing critical components of your sales conversations, it's time to start journaling for sales. Journaling for sales includes writing out what you did right. Journaling for sales includes writing out what you did wrong. It also includes your mental state, how you feel, how well you took action for the day, and a whole lot more!
In this episode, Lane and Rob talk about what you should do if you're put into a position that you have to lie. If your Sales Manager wants you to lie, you have a little bigger issue to deal with. Obviously, our advice is to tell you not to lie, but how do you still close the deal without lying? That's what this episode is about.
If you're thinking about lying during a sales call or if you've been asked to lie by your sales manager, this episode is for you.
In this episode, Rob talks about his Top 5 Apps For Salespeople based on what he uses on a regular basis. These apps are useful for salespeople because they keep him productive, focused, and aware of his goals of the day.
Someone asked us how to deal with stress as a salesperson. We answered! If you've ever felt pressure to close a sale, worry that if you don't close the sale you will be in trouble, or if you are concerned about your mental well-being because of your ability to sell, this episode is for you.
Last year, we talked about using the 12 week year in your sales planning process. In this episode, we're talking about the 12-week year and sales. How are you doing? The first 12 weeks of 2022 have come and gone and I'm curious...did you hit your goal? In this episode, Rob talks about the top 5 things you need to pay attention (think measure) to to hit your 12-week sales goals.
Being a salesperson is a tough job. There are days we are winning. There are days we are losing. Both types of days can completely affect how the rest of your day goes. In this mini episode we talk about attitude and action and how each affect sales. How does all that apply to sales? In sales, the actions you take can drive your attitude. So much so, that your attitude will literally change after taking several positive steps (actions). Those actions will change the way you see yourself and the world. All of this is related to call reluctance and the belief that people do not want you to call them.
When you have a happy/satisfied client, getting a review is one thing...but turning it into more work, is another. In this episode, we discuss how to to turn a review into more sales.
What is price based on? When we buy something, we begin looking around. Investigating online. Asking others. Getting some preliminary pricing. Getting quotes from possible businesses. Once we start researching, we get an idea what thing cost and start to set price expectations mentally. What if the price in their head is significantly different than your price?
In this episode, Lane and Rob discuss the Top 10 Sales Tips for Beginners. While the title says "for beginners" there are several tips in here for salespeople of any level, not just beginners. These are based on experience...We've done all of these wrong and we don't want you to do the same thing.
Somebody asked the question, when do I stop calling them? When should I just like, I feel like I'm bothering them. So today, I thought that might be a good question to answer. Because I've been there and I've been stuck thinking, Should I call? Should I know? Cool? I don't know. So this might be a good time to talk about it.
Mini Episode! Everyone fails. Everyone except you, right? If you can't stand failing, you might want to listen to this episode. In this episode, we talk about the nature of failure and how you SHOULD be viewing failure in sales, rather than how you might see it. Most people feel like failure is a big event that everyone can see, that you're the only one who failed, etc. That's all in your head...and in this episode you'll learn how changing that view with a simple thought will adjust how you look at failure in sales and in life.
Sometimes we get the question, "How do I sell someone when they don't want to buy?" This made us ask, "What do you mean?" (and we thought) "Why would you do that?" When we asked what they meant, we found out they meant buyer apathy. Buyer apathy is when seem to act like they don't want to buy.
Join us as we discover some of the issues that come up, the questions they might need to ask, and why they seem to act like they don't want to buy.
In this episode, we talk about Vidyard and how they recommend using video for sales emails. The problem is, some of their thinking is flawed. We suggest you should never use a video for sales emails in some of they ways Vidyard recommends...but in other ways, you should customize it to your needs. Vidyard is a great product and you should definitely try it out.
Here are some links that might help you: Crystal Knows - A LinkedIn "reader" that will tell you what someone's DISC profile is (best guess) Vidyard - Video Creation Made Easy DISC Profiles: Episode About D's DISC Profiles: Episode About I's DISC Profiles: Episode About S's DISC Profiles: Episode About C's
Some links may be affiliate links which pay us a small commission to introducing you to their service (and you pay nothing extra).
Never upsell when you're about to get the sale!! That sounds counterintuitive, but in this episode Rob talks about why you should never try to upsell when they're about to sell. You've missed your opportunity to add on more sales, but now is not the time. Listen in as Rob discusses what you should do, what could happen, and how to do it.
What should you do when sales call has gone wrong? Usually it leads to call reluctance...meaning don't want to to pick that phone back up to call someone else. Feeling that way is wrong. Rob and Lane discuss a call that went bad and caused Lane to feel very uncomfortable and caused some call reluctance. Call reluctance is a real thing, but you can fight it and overcome it. Listen in as we talk about tips to get it back together and get calling again!
When you own a small business, choosing a CRM System can be daunting. By the way, a CRM stands for Customer Relationship Management and the system is technology that manages several components of a company's or salesperson's relationships and interactions with customers and potential customers. CRM and CRM System are often used interchangeably.
In this episode we talk about how to decide which CRM to use. Whether big or small, there are several factors that are important in any CRM. We walk through some of the important features and issues to help you decide which CRM is best for you to use.
In this episode we talk about a couple of indicators that tell us that they're not buying. We talk through several reasons why they're not interested, but more importantly, the subtle indicators that highlight, "I'm not interested in what you're selling."
If you're new to sales, you may not have experienced a hostile person on the other end of the line...but it will happen. In this episode, we provide some tips about making sales calls to hostile people. Most salespeople struggle when the other party is combative, aggressive, or hostile. Usually it's because they weren't prepared with how to deal with it, take it personally, or don't have the tools to move the conversation away from the aggressive tone to a more adult tone.
In today's episode we ask, "Can a CRM System Help?" We cover CRM Systems, what they are and why they help. No, we don't teach you how to use them, rather we talk about why salespeople think they don't need them, why they should use a CRM System to help them close more, and how they can use them the best. We also hit on the point many sales people worry about..."My boss is going to use it against me!" If your boss is doing this, we also talk about how to stop that from happening.
Have you ever tried to follow up after a sales meeting only to get no response? We recommend you use this template email to get an idea where you stand with your sale. There is nothing worse than having a sales meeting, feeling like you have the deal done (or almost done) and then .... no response. No return call...no return email. Days go by. What happened? Did I get the job? Are they talking to someone else? Did they go with someone else? Or are they just busy and haven't gotten back to me?
A big meeting can be stressful, but it's important to remember that great preparation will significantly reduce your stress in the meeting. In this episode, we talk about how to be prepared for that next BIG meeting. Remember: You should never walk into a meeting with a ton of pressure on your back...be prepared, do what you can, and get the sale. Be prepared to walk away as well. Most important is to follow the steps we talked about in this episode.
"Your Price is TOO HIGH!" Is it really? If you hear this comment after sharing your price, you might be missing a few key elements in your sales questions. For starters, you're not finding the pain or needs to be enough to warrant your service...at that price. Instead, you need to find out how it affects the potential client financially before you EVER share your price. If you find they don't have the pain, you won't have the sale.
You're new in sales and you need to create pain questions so you know if they'll buy. Where do you start? In this episode, we received an email from listener who asked how to create sales funnel questions and how to identify the potential client. Where do I find them? How do I get them to find me? We talk through how to create the best pain questions and where to get them.
Reached the End of the Year and Missed Your Goal? Try This! Have you ever wondered why your sales conversion is short near the end of the year? You can increase your sales conversion If you use The 12-Week Year... You'll find you can blow your sales goals away because you'll be working on the 12-Week Year rather than the calendar year. It's amazing when you know where you stand throughout the year how much you can stay motivated to hit your goal.
If you rely on calls for sales, you must know how to do cold calls. Whether you make them in the real estate market, the finance industry (such as insurance sales), or even car sales, any time there is a high-dollar ticket sale at stake via a cold call, you can use these tips to help you get out of your own way and make more effective cold calls.
A common issue in sales is wondering "Why can't I talk about money in sales?" Really, what they're wondering is "Why can't I make more?" If you have ever wondered this, this episode might be for you. Have you ever frozen up during a sales conversation when the potential customer asks, "How much?" or "What should I budget?" There might be a reason for that. Over the years and through research, we've learned that these issues can stem from things that have happened in our younger years. That little voice in your head that says, "You can't charge that much!" or asks "How can I ask for that much money?" is holding you back.
How do you raise prices with a customer who did work with you previously and has now returned for more? Should I Raise My Prices For a Returning Customer? This is a loaded question because the simplest answer is yes, you should. But, actually doing it can cause a lot of stress for both a small business owner and a salesperson.
In this episode, we review an email we received about being ghosted after sending an estimate/proposal. What things went wrong? What went right...and how to improve.
How Do You Know You're Speaking To a Decision Maker?
To know you're in front of a decision maker, you need to ask some questions. A lot of people think you need to use tricks to circumvent the gatekeeper or tell a little white lie to talk to the decision maker...They are wrong.
You've decided you're adding a new service to your portfolio. How do you introduce it without feeling like you're pressuring them into buying. You can just pick up the call and tell them they need it, but they're thinking, "You don't know what I need!" In this episode, we talk about how Lane is going to sell a new service...
In this episode, we talk about the C Personality. Selling isn't easy, but knowing who you're dealing with helps a great deal. In this episode, we discuss the C Personality, what they're like, what they need and how to sell to them. We also talk DiSC Profiles, how they evolve in each of us and how to sell to each personality. This is the fourth episode that deals with DiSC in sales. The C Personality is analytical and slow to make decisions...
Selling to an S Personality can be a little frustrating if you don't realize you're talking to an S. Using DiSC profiles, you'll understand how an S sees the world and how they make decisions. S's can be tough because they can take a lot longer than you're comfortable with. Sometimes they can take months to decide to buy, but there are things you can do to help them.
What is pain in sales? Is it important? Is it more important than selling features and benefits? If you use traditional sales methods to sell, you're missing sales. Listen in as Lane and Rob talk about how to find pain in sales.
Have you been on a sales call that went no where? You talk about a lot of stuff, but very little about the topic at hand? You even learn about what sushi they like, but don't know if you may or may not have the sale? Land and Rob talk about the 'I' Personality (of DiSC) and how to sell to them.
Having troubles setting a solid sales goal? Have you set a sales goal in the past only to miss it? What you're setting as a goal, might be the wrong number to set. You need to set goals related to activities. Listen in as we talk about how to set sales goals the right way (for sales people).
In this episode, Rob and Lane talk about what a D personality is and how they make decisions. Ultimately, by understanding who they are and how they make decisions, you'll increase your odds of closing the sale. The first portion of the show covers what High D personality is and what traits they have. They're not as bad as they sound, but it becomes important to understand how they decide whether they want to do business with you.
Have you ever wondered when the best time is to make a cold call? It might be right now... But we'll talk about how to find that perfect time for your potential clients.
We are often asked, "Why do you call it The Slow Pitch?" That is a great question. We explain the high-level reason why we call this podcast The Slow Pitch Podcast.
Have you ever gone networking and thought, "Well that was a waste of time!" That should never happen. If you've used the previous tips from How To Network Like a Pro, you know what you should be doing. Here are things that you might be doing that you shouldn't be doing.
In this episode we talk about the tactics that professional networkers use to get in front of the right people at an event. We talk about having a purpose before you arrive, identifying and planning your objective while there, and how the organizer fits into your networking objectives. We also talk about how to use LinkedIn a little differently than most do as it's related to networking. How to do some research, what you should look for and how to use it. How doDiSC profiles fit into your research and networking activities? We'll talk about that as well as engaging questions and business cards while networking.
In this episode Rob & Lane talk about several ways to bring in leads. The goal of anything you do in sales is to bring in a lead and nurture them into a sale. You can't nurture something you don't have...therefore this episode is about bringing in the lead to begin the nurturing process. We should also mention, there is a difference between sales and marketing. Each has a different goal and you need to know the difference. Remember, every industry has it's own way of bringing in leads, but these are some of the most commonly used. This episode contains several hidden nuggets of information regarding each method. Listen in!
What if you don't think you're a salesperson? Can you really sell? Yes. In this episode, we talk about why some think they're good salesperson, but are not; and we talk about how some of us don't think of ourselves as salespeople, but really are. In fact, those that think they are not good at sales are simply missing a few things. Learn why Lane thinks he's not a salesperson and why he can be a great one if he's given some tools.
One of the most important things you can do in sales is the ability to say what you do in such a way that increases your odds of getting lead. That's where a solid sales pitch is important. After this episode, you'll understand the importance of emotions and how to include emotion in your pitch.