Are You Focused On Your Mission Or Theirs?
Bulletproof Selling
Salespeople are reviled, but not for the reasons they think. It’s not because they’re calling unannounced. Rather, it’s because salespeople tend to be focused on themselves and what they’re trying to accomplish, rather than what their prospects want! To help us systemize how to shift the focus from ourselves to our prospects in every sales conversation, , an award-winning ‘chief connector’ and author of the new book More Than Just Talk. She showed us how to systemize our conversations, so our focus is always on the most important person – the prospect!
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Save More Sales Calls
Bulletproof Selling
Salespeople are excited to get into conversations with potential customers, but that excitement can quickly turn to fear if the call starts to go south. The best salespeople have ways to turn sales calls around mid-stream or decide to cut and run – and we sat down with Kevin Vear, a sales expert from Franklin Covey, to learn how any salesperson can save more sales calls! It’s all in this week’s Bulletproof Selling podcast!
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Inviting ‘No’ To Hear More ‘Yes’
Bulletproof Selling
Salespeople, by their nature, want to be accommodating and easy to speak to. However, top-performing salespeople are too busy to spend time on prospects who won’t ever become customers. They have a way of ‘weeding out’ folks who don’t need the solutions they have, and they do it by inviting the prospect to say ‘no.’ To learn how we can incorporate that mindset into how we sell, , a sales author and trainer with a career of closing large deals under his belt. You’ll love the simple ways he showed us to invite and to say ‘no’ more, so that we can close deals sooner. It’s all...
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Convert Lifetime Customers
Bulletproof Selling
Salespeople spend entire careers creating customers that keep coming back. These salespeople don’t have to prospect as much and they rarely have to overcome objections. Instead, they only deal with people that know, like and trust them. While it used to take decades to develop a book of business like that, it doesn’t have to. to learn how he systemizes follow-on sales in his agency and he shared a system that any salesperson can use to create lifetime customers for themselves. It's all in this week’s Bulletproof Selling podcast!
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What To Do In The Seconds Before The Sales Call
Bulletproof Selling
It’s go-time. The prospect’s name and number are in front of you, and you’re about to hit ‘dial.’ What did you do to prep? Too many salespeople answer that question with ‘nothing’ or ‘not enough.’ Figuring things out on the call isn’t the best time to help customers solve problems, which is why the best performers always have a pre-game system they use to prepare. To learn how this looks for salespeople, , managing director of Everyone Works in Sales. It’s all in this week’s episode of Bulletproof Selling!
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Ensuring Discovery Is Not A One Time Event
Bulletproof Selling
Discovery is one of the most critical jobs of a salesperson, because we need to know if we can help the people we’re speaking with! Unfortunately, many salespeople make discovery a one-time event in their sales process and then get frustrated when interest wanes, objections arise and priorities shift. Salespeople that ensure discovery continues throughout the sales process avoid those problems, and to learn how it’s done , a clinical hypnotist who now coaches salespeople and teams in how to stand up great sales processes. He showed us how ay salesperson can systemize discovery at any point...
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Customizing Value In Your Pitches
Bulletproof Selling
‘Pitching’ has a bad rap in the sales industry, because too many salespeople ‘spray and pray’ when it comes to showing prospects what their products and services can do. If we could make our demos and pitches prospect-focused and actually provide them with something they couldn’t get anywhere else before they purchase from us, how much more likely would we be to make the sale? To learn how to customize value into every product demo and pitch, , vice president of corporate strategy with Central Metric and former instructor at the Air Force’s Air Education Training Command. He...
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Micro Objectives For More Sales
Bulletproof Selling
If you knew you could make progress on any account you called on, would you pick up the phone more? Instead of being a fantasy, delivering on that is exactly what we’re covering in this week’s podcast. , vice president at ConnectAndSell, to learn how salespeople can set and leverage micro-objectives to ensure they’re making measurable progress no matter how long their sales cycle is or even whether their prospects can purchase today! It’s all in this week’s Bulletproof Selling podcast!
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Improving Your Account Handoff Process
Bulletproof Selling
One of the easiest places to experience loss in a pipeline has nothing to do with pricing or competitors – it’s because we let a prospect slip through the cracks. To ensure we never lose a prospect during a handoff between team members, , president of Central Metric, to learn how the best salespeople systemize account handoffs. This ensures prospects never fall through the cracks and if done correctly, increases the chance of the sale! It’s all in this week’s Bulletproof Selling podcast!
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Adding More Prospect Value
Bulletproof Selling
If our prospects don’t know how much we care about them, then we can’t expect them to care about what we’re selling. That’s why it’s imperative we add more value to their lives even before they become customers. But how do we identify their pain points and build resources that will ensure they see us as people they want to take another call from? To learn the answer, , a former sales executive with Anheuser-Busch and co-founder of Tidbits. He shared a sales system he’s used to develop custom resources for entire markets that we can use no matter the size of our budget or our goals....
info_outlineWhile salespeople are tasked with creating conversations, only the best realize it's also their job to keep the conversation going. That means owning the next step after every interaction, and that's the topic we covered with sales leader Matt Tolbert on this episode of Bulletproof Selling!