How to Succeed at Having ROI Conversations with Rich Chiarello
Release Date: 05/13/2024
How to Succeed at Using the Sandler Rules with Berkeley Harris
How to Succeed Podcast
In this insightful episode with Berkeley Harris, we unpack the power of Sandler Rules for sales success. We delve into prospecting and qualifying ideal clients, stressing the use of leading indicators to target the right audience. They then explore how to understand the prospect's decision-making process for a tailored approach. Building rapport and differentiating yourself from competitors is also discussed, with actionable strategies provided. Ultimately, the episode emphasizes prioritizing client success and using Sandler Rules to achieve this goal, with real-world examples shared by the...
info_outline
How to Succeed at a Startup with Jason Kelleghan
How to Succeed Podcast
In this strategy-packed episode, sales guru Jason, a Sandler Selling expert, joins with Mike to tackle the ever-present challenge of building a high-performing sales engine for your startup. We'll delve deep into Jason's insights on hiring the right salespeople, those with the grit and sales savvy to propel your startup forward. But it's not just about who you hire – we'll explore the art of crafting winning sales processes, with actionable steps to guide your team towards consistent success. Join us to crack the code on building a high-performing sales team! Learn how to...
info_outline
How to Succeed at Avoiding Reactance with Brian Jackson
How to Succeed Podcast
In this insightful episode with Brian, we dive deep into the world of sales psychology, focusing on the ever-present challenge of reactance. We will explore why recognizing and managing it is crucial for successful sales conversations. This discussion emphasizes the importance of maintaining a neutral and abundant mindset throughout the interaction. We equip you with valuable techniques to navigate reactance, including using negative questions, open-ended questions, and the powerful "start-stop-reverse" method. Moreover, the conversation shifts to the significance of upfront contracts in...
info_outline
How to Succeed at Leveraging Your Champions with John Rosso
How to Succeed Podcast
In this week's insightful episode with John, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. John highlighted the significance of empathy and effective communication in addressing customer concerns, while Mike and John discussed effective communication strategies for de-escalating...
info_outline
How to Succeed in De-escalating Conflict with Carol Bowser
How to Succeed Podcast
In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns and effective communication strategies for de-escalating conflict. Join us...
info_outline
How to Succeed at Having ROI Conversations with Rich Chiarello
How to Succeed Podcast
In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning...
info_outline
How to Succeed at Influencing People with Brian Ahearn
How to Succeed Podcast
In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity....
info_outline
How to Succeed at Sales without the Stress with Elle Ingalls
How to Succeed Podcast
In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members,...
info_outline
How to Succeed at Avoiding Being Ghosted with Scott Bliss
How to Succeed Podcast
In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature. Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset....
info_outline
How to Succeed at Scrappy ABM with Mason Crosby
How to Succeed Podcast
This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles. Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM...
info_outlineIn this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning sales behaviors with the customer's needs and pain points.
Join us in this insightful conversation Rich Chiarello shares insights on how to have ROI conversations with potential clients. Rich discusses the mindset shift from selling features to identifying big problems that can be solved. He provides practical tips on sequencing the sales process, positioning yourself as a valued consultant, and calculating ROI. Tune in to learn how to have meaningful ROI conversations that lead to successful sales outcomes.
Timestamp
0:13 Selling technology and ROI conversations with Sandler trainer.
3:51 ROI conversations in sales, myths, and misconceptions.
7:53 Sales techniques, including identifying pain points and demonstrating value.
12:40 Sales techniques, ROI, and budgeting for software and sales training.
17:23 ROI calculations and cost savings strategies for businesses.
20:56 Sales training, personal pain, and success definition.
Key Takeaways
-
The value proposition that a salesperson offers should be based on their knowledge of the sales process, not just the technology they are selling.
-
ROI conversations should start with identifying a big business problem that can be solved and determining if the return on investment is significant enough to justify the expense.
-
It is essential to understand the different budget buckets and how expenses and capital investments are treated to have meaningful ROI conversations.
-
Salespeople should focus on the personal pain of the prospect and find out what motivates them to solve the business problem.
-
Looking at the full five-year cost trade-off and the ongoing benefits of a solution can lead to a larger ROI and a more compelling investment case.
=========================================
SUBSCRIBE: https://www.youtube.com/playlist?list=PL3Z0s7ZInq7pa2sYHDc6fw_V7T6mb657f
Don't forget to subscribe and leave us a comment!
=========================================
Follow Us:
Twitter: https://twitter.com/SandlerTraining
Linkedin: https://www.linkedin.com/school/sandler-training/
Instagram: https://www.instagram.com/sandlertraining/
Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr
=========================================