Sales Throwdown
79 episodes - English - Latest episode: over 3 years ago - ★★★★★ - 28 ratingsWe are 4 people in each corner of the DISC personality spectrum who want to help you make selling easier and more successful by improving communication, learning a little psychology, and finding the fun in sales!
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Episodes
How to Improve Both Likability and Selling Success (rebroadcast)
January 05, 2021 15:57 - 48 minutes - 36.6 MBText us: 817-345-7449! Some people say likability is important for selling success. Others disagree. But if you know how to improve your ability to make people like and trust you more, success is bound to follow. We were going to talk about something else during this episode, but it kind of shifted to this topic. Which is fine, it's important. We view likability a little differently than other people do. At the end of the day, it's more about YOUR happiness and comfort than somebody else'...
How to Reveal the DISC Type in Your Prospects (Rebroadcast)
December 29, 2020 15:00 - 1 hour - 60.7 MBText us: 817-345-7449! We constantly talk about how important conversation is in sales, but how do you have the best conversations if you don't know where your prospects are in the DISC personality spectrum? This episode, originally released in March, might be one of our most important episodes ever. Hence, we're re-releasing it for you. Knowing DISC starts with yourself, but then you have to be able to recognize it and apply that knowledge to others. That's the best way to ask the right ...
Sales Quotas: The Good, the Bad, the Motivating
December 22, 2020 15:00 - 48 minutes - 35.7 MBText us: 817-345-7449! While not everybody has one, sales quotas are pretty common in one form or another in almost every company. And for some, this is a good thing. For others, it's bad news! Sales quotas can be extremely motivating when communicated and supported correctly. But they can also cause mountains of stress and pressure that end up demotivating the team if they're not delivered well or if they're unreasonable. This is one of those areas where personality has a huge impact on ...
The Importance of Understanding the Sales Cycle
December 15, 2020 15:00 - 47 minutes - 36.5 MBText us: 817-345-7449! The end of the year is here. Some people are completely out of budget, and some need to use it up. Maybe... Not every sales cycle is the same, and understanding both yours and theirs is crucial to how you sell. It might surprise you that not everybody runs on a January to December fiscal year, and where they are in their cycle can have a huge effect on how they buy at any given time. That's why you need to know. On top of that, the sales cycle for your company might...
What We've Learned — A Sales Throwdown Anniversary (rebroadcast)
December 08, 2020 15:00 - 53 minutes - 40.9 MB🔶 Text us at 817-345-7449! 🔶 Believe it or not, Sales Throwdown is one year old! We wanted to spend our anniversary episode talking about what we've learned over the past year, how we've grown, and how thankful we are to YOU to be doing this. Without our fans and followers, this wouldn't work. So with that in mind, what are you struggling with? How can we help you feel better about your sales conversations or your sales process? Or maybe even yourself? Text us at 817-345-7449 for any que...
How the Wrong Motivation Makes Selling Harder
December 01, 2020 15:00 - 28 minutes - 21.4 MBText us: 817-345-7449! Selling can be hard in the best of times, but motivation helps. However, if you have the wrong kind of motivation, it actually makes your job harder. With the right motivation, you can communicate effectively, work your process, and find the most qualified clients that will trust you to do the job well. But with the wrong motivation, you only care about closing the deal or you're too focused on the wrong things, and you'll actually struggle to hit your numbers or go...
One Way to Build More Trust with Prospects in Sales (Rebroadcast)
November 24, 2020 15:00 - 55 minutes - 50.9 MBText us: 817-345-7449! We all know that prospects are more likely to buy from us if they trust us. But do you know what one of the easiest ways to build that trust is in sales? It's going into every conversation with skepticism. This episode was originally recorded much earlier this year, back when we could still safely be in the studio together. But now that it's the end of the year (finally!), closing deals gets a lot harder for most of us. One thing that can help is to build more tru...
Is Motivation Enough to Help You in Sales?
November 17, 2020 15:00 - 29 minutes - 23.1 MBText us: 817-345-7449! If you google how to get better in sales, most sales gurus will start out talking about motivation. But is motivation really all it takes? This is the first of a two-part episode. In the first half, we discuss why we believe motivation isn't enough to make you a successful salesperson, but why it is important to have. Next week, the episode continues with how motivation can start to lead you in the wrong direction. How important do you think motivation is in sales?...
How Gratitude Affects You in Sales
November 10, 2020 15:00 - 47 minutes - 37.3 MBText us at 817-345-7449! It's November, the month of gratitude and giving thanks. Unfortunately, sales can often be a thankless job. And how you let that affect you in sales can be huge. This week, we're talking about how each of us thinks about gratitude, what our expectations and hopes for receiving it are, and how we look at giving it. Because it is a two-way street, and personality affects both aspects of it a lot. One thing is certain though, we are all very grateful to our listener...
Dealing with the Negative Stigma of Sales
November 03, 2020 15:00 - 43 minutes - 33.8 MBText us, 817-345-7449! It's common knowledge that a lot of people do not trust salespeople. There has been a negative stigma in sales for a very long time. Most of it is because of TV and movies, but there are a lot of underhanded and manipulative sales tactics that people have been teaching and spreading for years. Not to mention the general pushiness of far too many salespeople. All of these things have created a stigma that makes people infinitely more distrustful and skeptical of us. ...
Should Your Personal Beliefs Affect Your Selling?
October 27, 2020 14:00 - 42 minutes - 33.6 MBText us: 817-345-7449! As people, we all have strongly held beliefs that can affect the way we interact with others. Whether it's religious, political, or personal, it might get in the way of selling to somebody that has opposite beliefs to our own. This has become especially relevant this year with so many things happening at once. Some of your prospects and clients are going to want to talk about it. How do you navigate what could potentially be a minefield when you're both on opposing s...
How to Deal with Hagglers in Sales
October 20, 2020 14:00 - 52 minutes - 40.9 MBText us: 817-345-7449! No matter what kind of sales you're in, you've probably had to deal with hagglers at some point. How you navigate those situations can make or break the deal... and your sanity. In almost every sales situation, there's typically some form of a contract. Those contracts hold the keys to how the future of that deal is going to go. So what happens when they want to break the contract to save some money? Or even scarier, what do you do when you need to break it? While w...
It's Time for Fourth Quarter Planning!
October 13, 2020 14:00 - 47 minutes - 36.9 MBText us: 817-345-7449! 📲 Yes, it's that time of year again. We're in the fourth quarter, and if you haven't started planning yet, now is the time! Since this year has been so challenging and unexpected, this fourth quarter is a little different from any other ones we've had. We're not just planning for the quarter, we're planning for the next year in a situation where we don't really know what that's going to look like. With each of us in different industries, roles, and lengths of time...
How to Improve Both Likability and Selling Success
October 06, 2020 14:00 - 48 minutes - 36.6 MBText us: 817-345-7449! Some people say likability is important for selling success. Others disagree. But if you know how to improve your ability to make people like and trust you more, success is bound to follow. We were going to talk about something else during this episode, but it kind of shifted to this topic. Which is fine, it's important. We view likability a little differently than other people do. At the end of the day, it's more about YOUR happiness and comfort than somebody else'...
The Best and Worst Sales Advice We've Ever Heard
September 29, 2020 14:00 - 53 minutes - 41 MBText us: 817-345-7449! If you've been in sales for even a short period of time, you've probably heard tons of advice. This week, we're talking about the best and worst we've ever heard. With all the books, motivational speakers, courses, and companies out there, the amount of sales advice that you'll run into can be overwhelming. The good news: it's not all bad. The bad news: it's really hard to know what is good and what isn't. And yes, we realize we're saying this when we constantly g...
How to Close More Deals in the Proposal Stage
September 22, 2020 14:00 - 48 minutes - 37.5 MBText us: 817-345-7449! If you're trying to figure out how to close more deals in the proposal stage, you're not alone. This is a lot of sales people's biggest struggle! How many times have you sent a proposal to a perfectly qualified and eager client, and heard nothing but crickets afterward? It happens to everybody. But there are things you can build into your sales process to fix this. And they can be as simple as setting up the next step or never emailing a proposal without being on th...
Talking to Prospects in Different Stages of Awareness
September 15, 2020 14:00 - 37 minutes - 29 MBText us at 817-345-7449! We've got another fan question! Dan, a newer salesperson, would like to know how to talk to prospects in different stages of awareness. He sells windows and window installation, and he's talking to prospects that range from doing tons of research and knowing —or thinking they know—everything about the process to people who have no idea where to even begin. In every area of sales, you will deal with prospects in different stages of awareness. And each stage has dif...
What We've Learned — Sales Throwdown Anniversary
September 08, 2020 14:00 - 53 minutes - 40.9 MB🔶 Text us at 817-345-7449! 🔶 It's official. Sales Throwdown is 1 YEAR OLD! As a special anniversary edition, we wanted to spend this episode talking about what we've learned over the past year, how we've grown, and how thankful we are to be doing what we do. Without our fans and our behind-the-scenes help, we wouldn't be here. If you are struggling in some area in sales or communication, send us a text at 817-345-7449. We'd love to hear from you! If you know a DISC assessment will help yo...
How to Rise Above the Crowd in Sales (rebroadcast)
September 01, 2020 14:00 - 57 minutes - 52.5 MBIn sales, most of us feel like we're selling in a flooded market. Even if you're not, you still want to stand out with your prospects to close more sales. So how do you rise above the crowd so that your prospects remember your name first when they're ready to buy? We had two different questions from the field: one asking how to stand out in a flooded market, the other involving saying the wrong thing to the decision-maker and figuring out how to proceed from there. DISC plays a huge part i...
What Happens When You Don't Work Your Sales Process?
August 25, 2020 14:00 - 47 minutes - 37 MBLook, we're not perfect. We make mistakes. This week, Clint is sharing what happens when you don't work your sales process. He's been chasing a deal that may never close. Usually, he would never do this. His process is typically much more focused on finding the right deals, getting the answer from the prospect quickly, and going forward or moving on. But that's not what's happening with this one. It's going to happen to everybody at some point though, especially in times like these where ...
Keeping Up Momentum with a Smaller Team
August 18, 2020 14:00 - 49 minutes - 38.1 MBWith COVID-19 and huge financial concerns, both workers' and companies', a lot of teams are having to do make do with a lot less. People are getting laid off, they're finding more reliable or more lucrative work somewhere else, or they're just having to work from home. All of these situations can have a huge impact on the day-to-day of the job. But when you're still closing deals and gaining new customers (or even just trying to retain the ones you have), you have to figure out ways of kee...
Communicating with the Different DISC Profiles
August 11, 2020 14:00 - 50 minutes - 38 MBThe art of selling is all about great communication. Each profile has specific ways they interpret and open up to different communication styles. That's what makes learning as much as you can about each profile so important. When you understand a style different than your own, it's easier to adapt for a smoother, more lucrative conversation. The other important aspect of DISC that we cover in this episode is that most people have secondary profiles. Ones that they slide to under different ...
Selling and Scaling Responsibly
August 04, 2020 14:00 - 56 minutes - 42.9 MBMost businesses are in it to make money. The more, the better. But the more you sell, the more you have to work. You have to make sure all of your clients are satisfied. You have more services to fulfill. And you have to maintain your pipeline for future growth. All of this takes time and manpower, maybe more than you have. That's why, especially if you're in a small business, selling and scaling responsibly is so important. If you can't live up to the promises you've made and the de...
There Are No Shortcuts in Sales
July 28, 2020 14:00 - 33 minutes - 26 MBRight now, people are being bombarded with quick-fix solutions more than ever; products, courses, or books that will "put you ahead of the rest." Not to say that there isn't value to be gained from some of this, but shortcuts don't really exist. Definitely not in sales, and probably not in any other parts of life. Time, patience, trial and error, practice, and knowledge from outside sources all have to work together to help you find the success you're looking for in your sales career. Thi...
Selling and Storytelling: Making it Authentic
July 21, 2020 14:00 - 57 minutes - 44 MBThis week, we're continuing our theme of selling and storytelling. John goes a little deeper into his issues with authenticity during sales conversations. Because he thrives on hitting goals and solving problems, it can be difficult for him, (and people like him), to get through the rapport side of these chats. But since he knows how important rapport and trust-building are in sales, he just has to shift his mindset about them. That's the trick about using any of the techniques and best ...
Selling and Storytelling: How DISC Plays a Part
July 14, 2020 14:00 - 50 minutes - 37.7 MBMost of us know that bonding and rapport is very important in selling. And one technique to create that bond is through telling stories during your sales conversation. It builds trust with your prospects, it helps them remember you, and it shows your human side before your salesperson side. But storytelling doesn't come naturally to everybody. And not everybody cares. That's where DISC comes in. Whether you're using a story as a discovery technique to find pain or just to build some rap...
When to Call It Over and Your Sales Process
July 07, 2020 14:00 - 46 minutes - 35.1 MBEven though we all know rejection is a part of sales, we still cling to the "maybes" or the "let me call you backs" so hard. Why do we do this? Is it hope that they'll eventually come around, or fear that we can't afford to let them go? When we learn when to call it over and how to do it in a way that maintains the relationship, it makes everybody's lives so much easier. You'll have a better idea of where you really are with your quota and hit ratios. And they'll be more likely to pick up ...
How Does Your Grit Help You in Sales?
June 30, 2020 14:00 - 38 minutes - 29 MB🔶 Don’t forget to hit subscribe! 🔶 We now know some of what grit looks like to different people. (Thank you to everybody that reached out to share their views on grit!) So how does your version of grit help you in sales? And does it sometimes become stubbornness? To find out, we're digging a little deeper into grit in this episode. We know that sometimes our strengths can become overpowering if we let them. They can blind us to other people's viewpoints or challenges. Or they are so stro...
What Does Grit Mean to You?
June 23, 2020 14:00 - 45 minutes - 34.3 MBFor inquiries about DISC personality assessments, email [email protected]. For advertising inquiries, email [email protected].
Sales Advice for Newbies
June 16, 2020 14:00 - 45 minutes - 34.4 MBFor information on taking a DISC personality assessment, email us at [email protected].
Forecasting and Planning for Sales Success (Rebroadcast)
June 09, 2020 14:07 - 1 hour - 56.9 MB🔶 Don’t forget to hit subscribe! 🔶 When we originally released this episode back in November, we thought that planning for 2020 was going to be just like planning for any other year. We had no idea that 2020 would be a dumpster fire of a year... making all of that forecasting and planning seemingly worthless. Now that the world looks a bit different than it did six months ago, it's time to reassess. Sales success is still possible, even if it's a little different than you thought it would...
Adapting After Hearing No in Sales
June 02, 2020 14:00 - 1 hour - 55.6 MBFor information on DISC personality assessments, email [email protected].
Finding New Opportunities for More Sales
May 26, 2020 16:43 - 58 minutes - 53.6 MBFor information about taking a DISC personality assessment, email us at [email protected].
What Should Your 30-Second Commercial Sound Like?
May 19, 2020 15:22 - 53 minutes - 48.9 MBTo get Zoom info, sign up here: http://links.salesthrowdown.com/LLB
What Should Your 30-Commercial Sound Like?
May 19, 2020 15:22 - 53 minutes - 48.9 MBTo get Zoom info, sign up here: http://links.salesthrowdown.com/LLB
Using DISC to Shift Your Focus in Sales
May 12, 2020 14:00 - 48 minutes - 44.8 MBFor our fourth episode of the new Live Lunch Break format, we talked about how DISC can help you shift your focus in sales. After checking in with everybody's week, the conversation shifts to the things we've started looking at to keep our pipelines full. Things we didn't put as much thought into in the past. Because of the way things have changed, shifting your focus may be important to your ability to thrive right now. Communication has always been key in sales, but it continues to grow...
Recovering From Failure in Sales
May 05, 2020 14:00 - 39 minutes - 36.1 MBIn the 3rd edition of our #LiveLunchBreak series, we start the show by talking about a disastrous sales call of John's. And while it didn't end up being a complete failure, it still highlighted some things to work on for him. Recovering from failure can be tough if we don't talk about it. So we discuss how each of us recovers from a failed sales conversation and how to prevent having another one. We also talk about how current events, namely the COVID-19 quarantine, might be causing us to r...
Changing Your Process in Sales During COVID-19
April 28, 2020 14:00 - 39 minutes - 36.2 MBThis is our second Live Lunch Break episode. This week, we focused on what changes you might need right now if you're in sales during COVID-19, and how to know when you can transition back to normal. We took some questions and shared some great nuggets from our fans. If you want to catch us live, we'll be back on Facebook Live every Friday at 12:00 pm CST. Follow Sales Throwdown so you don't miss it! In addition to the DISC assessment, we have another awesome assessment that highlights...
What to Focus on in Sales During COVID-19
April 21, 2020 14:00 - 47 minutes - 43.7 MBFor more information about getting a DISC assessment, email us at [email protected].
Finding Pain for Improved Sales Conversations (Rebroadcast)
April 14, 2020 14:00 - 1 hour - 56.8 MBThis episode was originally released in October of last year. Its relevance is timeless, but the message might be even more important now. Your prospects' needs should always outweigh your own. But now, when priorities have changed, when businesses have had to shift and rethink how they will survive, finding what pains your prospects have should be priority #1. When you find out what pains they have, how you can help, and IF you can help, you'll build more trust than any other salesperson ...
Do You Have to Love What You Sell?
April 07, 2020 14:00 - 57 minutes - 53.1 MBThe E Myth by Michael E. Gerber
Hiring Salespeople with DISC
March 31, 2020 14:00 - 1 hour - 64.8 MBGood to Great by Jim Collins Range: Why Generalists Triumph in a Specialized World by David Epstein
Recognizing DISC in Prospects
March 24, 2020 14:00 - 1 hour - 60.7 MBCommunication is the most important thing in sales. Without great communication, all of the other aspects of a sales transaction fall by the wayside. But how do you know the best way to communicate with somebody you just met? That's where DISC comes in. The more you know about your own profile, and the more times you practice and roleplay sales situations, the quicker you will get about picking up other people's DISC profiles. But there are ways you can learn to do it even before all th...
How COVID-19 Affects Your Sales Process
March 17, 2020 14:00 - 52 minutes - 47.9 MBWe're living in uncertain times right now. We don't really know what the near future holds for any of us in any industry. So how is that going to affect your sales? Some of you might be in industries that aren't heavily affected by COVID-19. But as the uncertainty grows and the fear spreads, almost everybody will probably be feeling it in some way. While this is especially relevant right now, knowing how to continue (and maybe even thrive) in sales during a crisis, whether it's global or m...
Leading Your Sales Team With DISC
March 10, 2020 14:00 - 1 hour - 59.7 MBIn the 33rd episode of our Sales Throwdown Podcast, we are taking a deeper dive into leadership, specifically leading your sales team using DISC. If you missed episode 16, that was our first episode discussing what leadership meant to each of us, and how DISC affects our abilities to be successful leaders. This time, we focus more on how sales leaders can get the most out of their knowledge of DISC personality profiles, and how they can build the strongest team based on the best mix of DISC...
Preparing for Sales Situations
March 03, 2020 15:00 - 56 minutes - 52.1 MBWhat is the difference between preparation and goal setting/KPI's? Goal setting lets you plan out where you want to be, and KPI's are the map to getting there. Preparation, however, involves the details of figuring out each specific client or job. There are many different ways of preparing, a lot of them depending on your DISC profile. Sometimes preparation can even happen after the event. Researching about who they are on the DISC spectrum, knowing who else might be pitching them, hav...
Accountability and DISC in Sales
February 25, 2020 15:00 - 1 hour - 55.8 MBOver the course of our Sales Throwdown podcast, we've talked many times on the importance of planning and having goals to help you achieve success. But what do you use to make sure you're hitting those goals and wins? This is where accountability comes in. And it looks different for each of us. Where one person has a very specific idea of what accountability is and how it impacts their sales, the other doesn't really factor it into their sales process at all. But it doesn't mean it's not...
What are the DISC profiles again?
February 18, 2020 15:00 - 1 hour - 57.7 MBWe talk about DISC all the time. It's at the core of everything we believe helps us succeed in sales. It's why we wanted to start our Sales Throwdown Podcast. But if you're not personally familiar with DISC, it can be easy to get them mixed up and forget which traits belong to which DISC profile. Now that we're on episode 30 and it's been almost six months since we started, we thought it would be a good time to go over what the DISC personality profiles are again, what makes us tick, and h...
Building Trust and Having Skepticism in Sales
February 11, 2020 15:00 - 56 minutes - 51.4 MBIn Episode 29 on Sales Throwdown, we're taking some of the past concepts we've discussed and going a little deeper. We've talked about how important it is to build trust and have bonding and rapport with our future and current clients. But does building trust go both ways? As salespeople, we're aware of how often people lie to us to get us off the phone or off their doorstep. Literally and figuratively. So it's hard not to be skeptical when talking to somebody new. So how can we, as salesp...
Biggest Challenge - The Throwdown
February 06, 2020 15:00 - 4 minutes - 4.56 MBThis week's episode was the third new show of the new year. Just like everybody else, we want 2020 to be even better than the last. That's why, this week, we talked about the things that could threaten to hold us back if we let them. In short, our challenges involve teamwork and having to sell in the face of past failure, getting past gatekeepers, having people not trust us, and overcoming the need for perfection. In The Throwdown, we reach out to our DISC profile groups about the stra...