Latest Billhellkamp Podcast Episodes
Apr 2024 - Closing the Deal
WINNING AT SELLING - April 25, 2024 14:37 - 38 minutes ★★★★★ - 106 ratingsA-B-C. A-always, B-be, C-closing. Always be closing! Always be closing!! A-I-D-A. Attention, interest, decision, action. Attention -- do I have your attention? Interest -- are you interested? I know you are. You close or you hit the bricks! Decision -- have you made your decision? And action. A...
Apr 2024 - Dr. Andrea Hollingsworth
WINNING AT SELLING - April 18, 2024 17:25 - 34 minutes ★★★★★ - 106 ratingsAs the adage goes - We battle our head and heart constantly in our day to day actions. Often when we don’t see the results of our intentions or actions and we get down on ourselves. Some have said, Nobody can be harder on me than me. And I’m one of those people. So, if this also applies to ...
Apr 2024 - Personal Sales Strategy
WINNING AT SELLING - April 13, 2024 17:46 - 32 minutes ★★★★★ - 106 ratingsHaving no plan is really a plan to fail. But by thinking through our goals we can develop the detailed steps we must accomplish in order to attain that big objective. As the saying goes, “How do you eat an elephant? One bite at a time.” And as a sales professional you will need to analyze, deter...
Apr 2024 - Who are They Working For?
WINNING AT SELLING - April 07, 2024 14:18 - 32 minutes ★★★★★ - 106 ratingsWe all have different goals and priorities. Measured on different benchmarks. Fueled by different motivations. Have you ever met someone and wondered what their motivation is for doing what they do? What’s in it for them? We present our solutions to prospects with a WIIFM approach, but how a...
Apr 2024 -Special Guest Jimmy Z
WINNING AT SELLING - March 28, 2024 17:41 - 35 minutes ★★★★★ - 106 ratingsDr. Dennis Waitley once said, “You must look within for value, but must look beyond for perspective.” Our customers are looking for value, but to gain their perspective we need to look at the issues from their point of view. Only then can we make a sale that delivers that value. So, get ready ...
Mar 2024 - Memorable Moments
WINNING AT SELLING - March 23, 2024 15:51 - 37 minutes ★★★★★ - 106 ratingsDo we learn more from successes or failures? Regret can be a wonderful teacher if we let it. How do with treat regret? Success can validate us, but failure keeps us in the game – if we get back up. Do you want to stay in the game and do better in the future? Don’t regret skipping this ep...
Mar 2024 - 5 Ways You Are Hurting Your Sales
WINNING AT SELLING - March 14, 2024 16:07 - 32 minutes ★★★★★ - 106 ratingsCould it be that the key reasons that a salesperson loses a deal is through self-inflicted wounds? Is it possible that the mistakes they make when interacting with a prospect are the very things that cause the sale to be lost or “put on hold”? Get ready for what might be a painful self-examina...
Mar 2024 - Special Guest Seth Johnson - Selling in Sync
WINNING AT SELLING - March 11, 2024 13:09 - 29 minutes ★★★★★ - 106 ratingsWhat is the difference between sales and marketing? Where does one stop and the other start? Who has the most influence on the decision? Who goes first? I feel like this discussion will be like debating which military branch is most important. You don’t have to participate, but if you are c...
Mar 2024 - The Entrepreneurial Salesperson
WINNING AT SELLING - February 29, 2024 19:45 - 32 minutes ★★★★★ - 106 ratingsI heard someone say that they treated their sales territory as if it were their own business. It seemed to make sense to me so I thought Scott and I should discuss the pros and cons of thinking like an entrepreneur. So be ready to take control as Scott and I venture into a capitalist discussio...
Feb 2024 - Referrals: Asking, Giving and Receiving
WINNING AT SELLING - February 22, 2024 17:37 - 32 minutes ★★★★★ - 106 ratingsThe most successful salespeople will admit the best leads they receive are from referrals. Referrals serve as evidence of a “transfer of trust.” What have we shared about building trust in a sales conversation. It’s the only way you receive honest answers. When the TIMING is right and TRUST...
Feb 2024 – Special Guest Mark Hunter (The Sales Hunter)
WINNING AT SELLING - February 14, 2024 23:04 - 31 minutes ★★★★★ - 106 ratingsSome believe that a salesperson is born, not made, while other believe a salesperson is made and not born? Leaving us with the question, are some people psychologically predisposed to be better at selling? Or can anyone, with the proper training and motivation become a high performing sales prof...
Feb 2024 – Keeping a Positive Attitude When Sales are Down
WINNING AT SELLING - February 10, 2024 15:21 - 36 minutes ★★★★★ - 106 ratingsSales is an emotional career. We trade our time and hope our wager turns into a winning hand. But not everything is within our control. The marketplace is changing, the economy is in flex. While we need to keep our head up while moving forward. That may not be as easy as said. If you wan...
Feb 2024 - Work Habits of Top Sales People
WINNING AT SELLING - February 03, 2024 19:33 - 30 minutes ★★★★★ - 106 ratingsJohn Maxwell says that “The key to your success is found in your daily routine.” The highest paid and most successful salespeople have developed routines that get them focused on the most crucial tasks to drive their sales. You can change your level of success by developing better work habits. ...
Jan 2024 - Special Guest Joe Schmit
WINNING AT SELLING - January 25, 2024 15:11 - 36 minutes ★★★★★ - 106 ratingsAs the adage goes – the separation is in the preparation. Add other famous quotes like – Professionals don’t practice on prospects – throw in a sports analogy - and I think you will uncover the theme of today’s show. So, suit up as Bill, and I welcome speaker, author and sportscaster, Joe S...
Jan 2024 - Maintaining Your Profit Margin
WINNING AT SELLING - January 22, 2024 17:37 - 33 minutes ★★★★★ - 106 ratingsIs any sale a good sale or should the salesperson be concerned about profitability? Do you get paid on raw sales amounts or are you compensated on the profitability of the final numbers? Can salespeople be trusted to negotiate the final contract or do the immediate dollar signs get in their eyes...
Jan 2024 - Unseating the Incumbent
WINNING AT SELLING - January 13, 2024 15:53 - 29 minutes ★★★★★ - 106 ratingsMost of the time your prospect is someone else’s client or customer. You may have a better product or service. You may even have a better price. However, it is going to take more than that to convince your prospect to be your next sale. If you want to change minds, hearts and souls - lis...
Jan 2024 - Special Guest Eric Harkins
WINNING AT SELLING - January 04, 2024 16:12 - 34 minutes ★★★★★ - 106 ratingsDo you dread the idea of Monday mornings? You know the start to another miserable week at your job. Seldom is the problem the job, instead it’s the people we work with and work for. It has been said that people don’t quit a company, they quit bad managers. If you are experiencing these feeling...
Jan 2024 - When Good Sales Calls Go Bad
WINNING AT SELLING - December 30, 2023 18:32 - 35 minutes ★★★★★ - 106 ratingsEver ask yourself how you won or lost the sale, as you walk back to your car? As you debrief, what did you concentrate on and want to repeat – or regret and refine before applying again? What can you control, how can you better prepare and how do you increase your chance of making more sales i...
Dec 2023 - Winning a Competitive Sale
WINNING AT SELLING - December 26, 2023 13:46 - 32 minutes ★★★★★ - 106 ratingsSon of a nutcracker! The prospect just told me that they are looking at a couple of other vendors for this deal! I hate it when that happens! I know our product is good but what can I do to win this sale? What you can do my apoplectic sales professional, is take some notes as Scott and I discu...
Dec 2023 - Susan Scott – Fierce Conversations
WINNING AT SELLING - December 14, 2023 15:03 - 32 minutes ★★★★★ - 106 ratingsSales is fundamentally an extended conversation with prospects, suppliers, providers, clients, customers, and colleagues. What gets talked about, how it gets talked about, and who is invited to the conversation will determine what will happen or won't. If you want to have better conversation ...
Dec 2023 - Get Ready for 2024
WINNING AT SELLING - December 07, 2023 22:15 - 34 minutes ★★★★★ - 106 ratingsIt’s coming, in the very near future. It’s just around the corner. You can’t run and you can’t hide. It will be upon you before you know it. That’s right – the new year – 2024 is less than a month away. How will you prepare? Well, a good start would be to listen as Scott and I discuss Get Read...
Dec 2023 - How to Sell New Products
WINNING AT SELLING - November 30, 2023 16:19 - 31 minutes ★★★★★ - 106 ratingsSeasoned salespeople will adhere to a sales process. A system with a predictable outcome. But does that work when selling newly launched products. Think about it. What objections and stalls do you hear when selling a new product or service? If I’ve created a new interest in selling newly ...
Nov 2023 - Special Guest Kelli Schutrop
WINNING AT SELLING - November 23, 2023 17:22 - 35 minutes ★★★★★ - 106 ratingsAs sales professionals we know that if we can be seen as a trusted expert rather than a peddler, we will attract more clients, develop stronger relationships and maintain a better profit margin. The question is, how do we elevate ourselves to that level of proficiency? Fortunately for all of u...
Nov 2023 - Questions from Listeners
WINNING AT SELLING - November 16, 2023 22:18 - 31 minutes ★★★★★ - 106 ratingsWhile Professor Plum and I do our best to be clear about how to win at selling, sometimes we can muddy the waters as we debate about the most effective way to get the job done. We can be so confusing, that our listeners feel the need to write in and ask us to clarify what we or our guests have s...
Nov 2023 - Avoiding Disappointment
WINNING AT SELLING - November 09, 2023 17:44 - 29 minutes ★★★★★ - 106 ratingsAs sales professionals and leaders, most of us have overcome the overwhelming feeling of rejection and disappointment. We risk our emotions every day on a quest to seek validation, please others and serve when there is an opportunity. Does this sound familiar? Just a reminder, this is safe ...
Nov 2023- 7 Ways to Demotivate Your Sales Team
WINNING AT SELLING - November 05, 2023 14:59 - 35 minutes ★★★★★ - 106 ratingsEverywhere you look there are “hiring” signs. I talk to colleagues and clients, and they tell me how hard it is to find capable sales professionals. Yet, more often than not, when I start consulting with a new client, I find that they are consciously or unconsciously, doing everything they can t...
Oct 2023 - Special Guest - Mike Weinberg
WINNING AT SELLING - October 26, 2023 13:56 - 39 minutes ★★★★★ - 106 ratingsDo you remember your first sales manager? What did they do that worked and what lessons did you learn from their mistakes. Too often sales managers are created for the wrong reasons and lead the sales teams into unsuccessful territory. But that won’t happen to you because you are listening a...
Oct 2023 - Creating the Big MO (Momentum)
WINNING AT SELLING - October 20, 2023 16:39 - 34 minutes ★★★★★ - 106 ratingsThere are forces in nature. Invisible forces that act upon all physical objects and beings. Some of these forces can be destructive or restrictive such as friction or gravity. And others can be constructive or multiplying such as focus and repetition. Today we want to consider one of these force...
Oct 2023 - Overcoming the Need for Social Approval
WINNING AT SELLING - October 11, 2023 13:30 - 34 minutes ★★★★★ - 106 ratingsEmotionally risking is a typical bet salespeople make every day. Not risking is the surest way of losing. How can you increase your chances of winning? How can you reframe your mindset to overcome the conceptual barriers that limit your results? Learn how to conquer the greatest weakness s...
Oct 2023 - Steve Keating - How to Move from Sales Rep to Trusted Advisor
WINNING AT SELLING - October 04, 2023 20:42 - 31 minutes ★★★★★ - 106 ratingsAccording to the US Bureau of Labor Statistics there a 13,183,250 people listing their job title as sales or selling. They have a mean annual wage of $50,370 (and that is really mean!) and if you are in the 90th percentile, the average wage is $94,040. That tells us that there a lot of sales rep...
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