Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting
58 episodes - English - Latest episode: about 9 years ago - ★★★★★ - 91 ratingsGet Something Different by Doing Something Different. Learn specific, real world, time tested, proven sales strategies and techniques that make it easy for prospects to open up and get out of their own way - telling you all the reasons they should buy.
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Episodes
1 Simple Secret to Sell More
July 25, 2013 19:25It doesn’t matter what you sell. After years of conversations with salespeople from every imaginable industry there is a common theme.....
How to Get Your Prospects to Listen
July 17, 2013 20:22Often when we are having a conversation that involves us sharing our valuable information it’s not unusual to increase our rate of speech. The challenge is while we know and understand exactly what info we are trying to share….this may be the first time our prospects have heard it.
Avoid Being Tricked Into a Meaningless Presentation
December 11, 2012 17:39Getting and selling to needs is where most salespeople try to make their living. This can sometimes look like lowering the price someone is currently paying by switching vendors. Selling to NEEDS causes price pressure, in-activity and invited competition.
Cashing Feel Good Checks
December 10, 2012 18:46when salespeople cash these feel good checks they stop qualifying hard and begin to devalue the knowledge and skills they have. This first shows up on spending time on bids or proposals without fist asking what it will take to earn the business and if they deliver will they get the sale. And the cycle begins………
Asking - "Why" - Is Wasting Your Time
December 04, 2012 23:11Why questions rarely to help us understand what people mean. At best why questions only serve to set rules and establish limitations.
4 Questions to Ask Before You Do a Proposal
December 01, 2012 18:03Just because they ask for a quote doesn't mean they should get it.
Willpower Is A Racket
November 27, 2012 03:15The marshmallow experiment is a famous test of this concept conducted by Walter Mischel at Stanford University and discussed by Daniel Goleman in his popular work.
One of the Most Powerful Questions You Can Ask
November 17, 2012 22:15This is an extremely powerful question your salespeople will almost never ask! A question you should be asking them is "why not?"