The Easier Way to Sell Presents... Close the Deal Without Selling
71 episodes - English - Latest episode: almost 3 years ago - ★★★★ - 1 ratingAre you in Appointment Based Sales?
Then you know how frustrating it is when you don't close that sale you were expecting.
The Easier Way to Sell helps you turn your contacts into contracts more easily and more often.
To find out about this easier way… just listen to the Close the Deal Without Selling Podcast.
Listen to the first three, or four episodes and you'll discover how to shift your sales effectiveness into a higher gear.
For 30 plus years, the developer of the Easier Way to Sell, Ike Krieger, provided this training to thousands of clients.
Those who use the system see their business increase by 20 to 50% in under a year.
When you use this time-tested system, your prospects give YOU the sales presentation – willingly - and then close themselves.
The Close the Deal Without Selling podcast will help you turn your vision of what it means to be a salesperson upside down. In a good way.
Say Goodbye to Sales Frustration.
Say Goodbye to Sales Stress.
Say Hello to the Easier Way to Sell
Get ready to learn.
Get set to take notes.
Go to Close the Deal Without Selling Podcast.
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Episodes
Ep. 14| Telling Ain't Selling
October 08, 2019 12:00 - 18 minutes - 19.2 MBIn Episode 14 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Is there a right way to sell? Telling ain't Selling How to use The Bell Curve of Life to chart your success Find out if you have this costly Sales Malady. Telling when you're selling is less effective than selling when you're selling. Especially when you're using The Easier Way to Sell. Good Selling
Ep. 13| Stop Trying. Start Doing.
October 01, 2019 12:00 - 21 minutes - 48.9 MBIn Episode 13 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Commitment vs. Intention - Trying is not doing. The more you try the harder it is to do. More Listening Tips Two questions for yourself Who should I be talking to? What is the purpose of my communication? More OEQ's A closed-ended to open-ended exercise Your results are you responsibility Good Selling
Ep. 12| Power Listening
September 24, 2019 07:00 - 21 minutes - 49.5 MBIn Episode 12 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger More OEQs = Additional Communications Options- The need for sales rules- Never give away valuable information unless it's part of your business plan- Echo, or Mirror listening- The Language of Success- The clout of Negative Commands- Sales Myths - Just because you believe something is true, doesn't make it true. It just makes it true for you.- Good Selling
Ep. 11|The Secret Sauce of Selling
September 11, 2019 16:00 - 23 minutes - 23.2 MBIn Episode 11 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Get Your Action Guide EPISODE COUPON CODE: universe11 Additional O.E.Q.s help you remain in a problem-solving mode. (pg. 185) Remember it's not about convincing... it's about uncovering and satisfying needs. Bridging is an effective response to someone requesting that you do both A and B. (Pg.171) An easier way to effectively set appointments. (Pg. 333) Meet people at their ...
Ep. 10|Q.U.I.C.K. Review - Part Three
September 03, 2019 15:28 - 17 minutes - 17.6 MBIn Episode 10 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger When a prospect isn't sure of their budget you can use bracketing. Give the prospect two separate ranges of figures. Ask them which of the two is most closely in line with what they’d be comfortable spending? If your prospect is reluctant to share a budget amount, You didn’t do a good enough job of setting your MBAs. You didn’t do a good job uncovering the problem, or, You’r...
Ep. 10|The Secret of the System #3
September 03, 2019 15:28 - 17 minutes - 18.1 MBIn Episode 10 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Episode Coupon Code : CAPABILITY When a prospect isn't sure of their budget you can use bracketing. (Pg.295) Give the prospect two separate ranges of figures. Ask them which of the two is most closely in line with what they’d be comfortable spending? If your prospect is reluctant to share a budget amount, You didn’t do a good enough job of setting your MBAs. You didn’t do a...
Ep. 9 | Here is the Q.U.I.C.K. Script #2
September 02, 2019 17:48 - 21 minutes - 48.1 MBIn Episode 9 of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger Get Your Action Guide EPISODE COUPON CODE: BUDGET The U section of Q.U.I.C.K Is where the diagnostic process of uncovering problems begins. Resist the urge to begin problem solving prematurely. Download the list of PS/DS Open-Ended Questions and participate in a powerful learning exercise. (Pg. 176) Think like a doctor. Ask the diagnostic questions that will lead you towar...
Ep. 9 | The Secret of the System #2
September 02, 2019 17:48 - 20 minutes - 21.4 MBIn Episode 9 of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger The U section of Q.U.I.C.K Is where the diagnostic process of uncovering problems begins. Resist the urge to begin problem solving prematurely. Download the list of PS/DS Open-Ended Questions and participate in a powerful learning exercise. (Pg. 176) Think like a doctor. Ask the diagnostic questions that will lead you towards a complete understanding of their needs and expectat...
Ep. 9 | Q.U.I.C.K. Review - Part Two
September 02, 2019 17:48 - 20 minutes - 21 MBIn Episode 9 of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger The U section of Q.U.I.C.K Is where the diagnostic process of uncovering problems begins. Resist the urge to begin problem solving prematurely. Download the list of PS/DS Open-Ended Questions and participate in a powerful learning exercise. Think like a doctor. Ask the diagnostic questions that will lead you towards a complete understanding of their needs and expectations. Ma...
Ep. 8 | The Secret of the System #1
August 27, 2019 21:08 - 22 minutes - 22.6 MBIn Episode 8 of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger See Section 9 of the Action Guide The first of a three-episode arc featuring a step-by-step analysis of the Yes Formula™ and Q.U.I.C.K. - designed to help you install and practice your new set of communications skills. Add doing to your learning Create rapport and relationship Set the same “ground rules” for you and your prospect. Follow the communications road map established i...
Ep. 8 | Here is the Q.U.I.C.K. Script #1
August 27, 2019 21:08 - 24 minutes - 57.1 MBIn Episode 8 of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger See Section 9 of the Action Guide The first of a three-episode arc featuring a step-by-step analysis of the Yes Formula™ and Q.U.I.C.K. - designed to help you install and practice your new set of communications skills. Add doing to your learning Create rapport and relationship Set the same “ground rules” for you and your prospect. (Pg. 272) Follow the communications road map es...
Ep. 8 | Q.U.I.C.K. Review - Part One
August 27, 2019 21:08 - 22 minutes - 22.3 MBIn Episode 8 of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger The first of a three-episode arc featuring a step-by-step analysis of the Yes Formula™ and Q.U.I.C.K. - designed to help you install and practice your new set of communications skills. Add doing to your learning Create rapport and relationship Set the same “ground rules” for you and your prospect. Follow the communications road map established in the Public Speaking Model. Dig ...
Ep. 7 | Unconscious Competence
August 20, 2019 17:30 - 17 minutes - 40.3 MBEpisode 7 of... Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger The Public Speaking Model helps you remember the system. (Pg. 233) An appraisal of your progress as you continue to install the ingredients of the Yes Formula™ into your unconscious. Where are you in the Stages of Learning? (pg. 133) How the Stages of Learning impact your existence. How The Six Stages of Open-Ended Questions impacts your communication effectiveness. (pg. 182)...
Ep. 7 | Step Back to Move Forward
August 20, 2019 17:30 - 18 minutes - 19.1 MBEpisode 7 of... Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger The Public Speaking Model helps you remember the system. (Pg. 233) An appraisal of your progress as you continue to install the ingredients of the Yes Formula™ into your unconscious. Where are you in the Stages of Learning? (pg. 133) How the Stages of Learning impact your existence. How The Six Stages of Open-Ended Questions impacts your communication effectiveness. (pg. 182)...
Ep. 6 | Listen More - Sell More
August 13, 2019 21:42 - 20 minutes - 47.3 MBIn this Episode of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger You'll Learn... Be an effective listener. Read the Listening Poem (Pg. 215) Reminders for Better Listening (Pg. 206) Public Speaking Model (Pg. 232) The Prelude (Pg. 273-276, 282, 285, 288, 290) Q. Qualify - Setting the ground rules for the sale U. Uncovering your prospect’s problem I. Investment - Is there money to solve the problem? C. Capability - Can they spend m...
Ep. 5 | Before and After
August 06, 2019 22:38 - 24 minutes - 24.6 MBIn Episode 5 of Close the Deal Without Selling... Join the Club (Pg. 254-259) Today's episode is a bit different. You're about to hear the Yes Formula™ in action. Ike shares a demonstration of a sales call without using the system, followed by a depiction of a successful sales call using the basic ingredients of the Yes Formula™ showcased in Episode 4. Do you hear any of your own sales strategy in the first part? How much of the strategy in the second part would you like to inc...
Ep. 4 | Effortless Selling
August 02, 2019 18:00 - 18 minutes - 42.8 MBIn Episode 4. of Close the Deal Without Selling... Join the Club Basic Ingredients of the Yes Formula™ (Pg. 268-272) R&R CAN MBA OEQ QUICK In addition ... Learn an effective way to handle Problem Clients (Pg. 51) Encounter your first set of open-ended, diagnostic questions to use in your sales interviews (Pg. 175) Your First Batch of OEQ's Here a few of the diagnostic open-ended questions you’ll use in your sales interview. Memorize these questions. Use them. Come...
Ep. 3 | Avoid Educating Your Prospect
July 30, 2019 04:11 - 21 minutes - 49.9 MBIn this Episode of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger You'll Learn... Why you should avoid educating your prospect. (Pg. 170) The Commandments of Giving Proposals (Pg. 156) Why it so hard to break unproductive sales habits. (Pg. 109) Hold off on your presentation. Let your prospects lead the sales dance (Pg. 364) Pattern Interrupts can calm your sales call (Pg. 306) Your Heads-Up Display (Pg. 266) The 1st Yes Formula Ingre...
Ep. 2 | Avoid Show and Tell Selling
July 26, 2019 03:53 - 18 minutes - 17.2 MBIn this Episode... From Communications & Sales Innovator, Ike Krieger Building block definitions of the Yes Formula™. (Pg.13) Your ability to present and persuade is overrated. (Pg. 19) Revitalize selling skills you already possess. Examining the ups and downs of traditional sales training. Say goodbye to “Show and Tell” Selling. (Pg. 21) Assume the role of a diagnostic problem solver. (Pg. 27) Benefits of thinking like a doctor when you sell. (Pg. 30) Why you should get in...
Ep. 1 | The Easier Way To Sell
July 22, 2019 19:09 - 20 minutes - 21.4 MBThis podcast episode is the first in a series that will help you Close the Deal Without Selling™. In this episode you’ll… Listen to Ike as he uses baseball batting averages to illustrate how a small change in your sales numbers can produce a bigger and better than expected result. (Pg.46) Find out which of your current sales tools is not your friend. (Pg. 21) Learn why approaching each sales opportunity in the role of problem solver is preferable to approaching each of those opportun...
Intro to Close the Deal Without Selling
July 05, 2019 16:53 - 3 minutes - 3.18 MBWelcome to the Close the Deal Without Selling Podcast You’re about to discover the Easier Way to Sell. But I'm not sure you really need an easier way to sell because I don't have enough information about your current selling effectiveness. So, you have to ask… When you go out to sell your product, your service, or yourself, do your results leave you frustrated, stressed, or discouraged? If that’s the case, I’m requesting that you invest the time and listen to the first 10 episodes of th...