Get BETTER At SELLING! (By Changing HOW You Think)
Matt Sykes is a sales trainer, coach and host of The Salescadence Podcast. He helps ambitious Sales Professionals find the latent potential that’s hidden within their current sales activity and turn it into profit. In this episode of The Salesman Podcast, Matt explains why what we think leads to our actions and how we can […]
How To Use HUMOR To Get Your Prospects ATTENTION
Jon Buchan is a cold outreach expert that has mastered the art of getting attention with humour. In this episode of The Salesman Podcast, Jon explains the structure to writing a joke and the formula of the perfect funny cold outreach email. Resources: Charm-Offensive.co.uk Charm Offensive Facebook Group Transcript Will Barron: Coming up on today’s […]
Update: 1 Million Youtube Views! 25 Million Podcast Downloads And More!
On this “inbetweenisode” I’ve a few updates and a huge thank you for #SalesNation crushing it so hard over the past few years. I touch on our 1 millionth Youtube video view, the 25th million podcast download, the SalesSchool and our latest project SalesLeadership.org.
5 Ways To Become A More Charismatic Sales Professional
Transcript: Cory asks, “What is the biggest leverage way to become more charismatic?” Speaker 1: So I think one thing that people don’t do enough of is, you want to be authentic but you also want to be a chameleon. And what that means is, before you go and hop into a call with someone, […]
The Underrated Skill That Gives Salespeople An Edge Over Their Competition
Transcript: Vivek asks, “What is an underrated skill that salespeople could develop to give them an edge over the competition?” Speaker 1: The number one differentiator, the one that will build trust quickly, the one that will set you apart from other sellers in a very positive way, the one that will bring your buyer […]
How To Break Through The Fear Of Cold Calling
Transcript: Nico asks, “How do we break through the fear of cold calling?” Expert 1: To break through the fear of cold calling, you need to practise, practise, and practise more. So, get on the phone. In fact, you might want to fail on lower quality leads or lower scored accounts, so that you can […]
How To Get Motivated To Complete Your Mundane (But Important) Sales Tasks
Transcript: Darren asks, “How can we become more motivated to complete the mundane or necessary daily tasks that salespeople have to complete?” Speaker 1: Yeah. There’s a lot of activities that are involved in filling your funnel and getting those calls in. I think we should really think about: what are those key metrics that […]
5 Ways To Build A “Network Of Influence” Within A Key Account
Transcript: Sam asks, “What can we do post-sale to build a network of influence within a key account?” Speaker 1: I think it’s back to account mapping. We want to map that account. I think so often, particularly if things are going well, we have a key contact we’re comfortable with, we’re doing business on […]
What Can We Do To Stay Top Of Mind With Our Customers?
Transcript: Lauren asks, “Once a deal has been done, what can we do to stay on top of mind with our customers, so that we can deepen our business relationship with them?” Speaker 1: Staying top of mind these days is really a challenge for everyone. We live in a world of massive information overload. […]
How Often Should We “Check-in” With Our Best Customers?
Transcript: Myla asks, “How often do we need to check in with our good customers so that they don’t forget us?” Speaker 1: Our good customers are good customers because we’ve become trusted business advisors. We’ve sort of earned the right to be a little bit closer to that client. Should we always check the […]
How To Carry On The Conversation After Someone Becomes A Customer
Transcript: Kay asks, “How do we carry on the conversation with an individual after they’ve bought from us?” Speaker 1: The easiest way to keep a conversation going is, and this is why it’s so important to use your CRM … Agh! CRM system, the thing that most salespeople dread. But this why a CRM […]
What Is A B2B Buying Cycle (5 Sales Experts Explain…)
Transcript: Jordan asks, “What is a buying cycle?” Speaker 1: A buying cycle is understood best if you think about the times when you yourself are a buyer. See, we have this advantage. We are all buyers as well as sellers. Our buyers don’t have the same advantage. They might not have sold. So they […]
Beat The Competition During The “Data Gathering Phase” Of The Sales Cycle
Transcript: Beverly asks: What can we do when a buyer is going through the data gathering to separate ourselves from the competition? Speaker 1: I’ve had a couple of clients where their product or service had a business case on return on investment scenario, and they sold that way. I mean the salesperson really got […]
How To Get People To Call You Back (After they’ve Said They’re Interested)
Transcript: Dale asks, “How do we get prospects to call us back after they’ve previously said that they are interested?” Speaker 1: Rather than using traditional methods of contacting somebody like via the telephone, use apps like WhatsApp and Telegram. We communicate with our friends with Telegram and WhatsApp, and if you use those apps, […]
How To Gain Commitment From A Prospect On The Phone
Transcript: Malcolm asks, “How do we gain a commitment for a potential customer on the phone?” Speaker 1: The best way to gain commitment from a potential customer on the phone is to ask for the commitment. So many people avoid just simply asking, would you be committed to working with us in solving these […]
How Do You Uncover Who The REAL Decision Maker Is?
Transcript: Devon asks, “How do you uncover who the real decision maker is?” Speaker 1: Will, I really enjoyed speaking with you. How are decisions made in your company? In your family? Real estate is an important decision, whether we buy or sell a home. In your family what’s the dynamic? You have a wife, […]
How To Stand Out Verses The Competition When Cold Emailing
One asks, “How can we stand out versus the competition in our initial email prospecting outreach?” Speaker 1: Email, well, there are plenty of horrible emails going out and most people see those emails and go delete, delete, delete, delete, delete, delete. So if you want any chance of not being part of the delete […]
5 Unusual Methods For Getting The Attention Of New Potential Customers
Transcript: Martin asks, “Do you have any unusual methods of getting the attention of potential customers?” Speaker 1: My mentor used to always say to me, “Claude, don’t do what everybody else is doing, be original. Be unique, be creative.” This is sales, it’s an application of science and art. The methods I do, I […]
What To Do If A Prospect Doesn’t Reply To Your First Email…
Transcript: Diane asks, “If a prospect doesn’t reply to your initial email, how soon should you follow up, and what should that followup look like?” Speaker 1: The phone is my friend. You should follow up very quickly by phone. I believe in direct marketing. Okay, emails are fine for opening the door, sending information, […]
How To STOP Living PAYCHECK To PAYCHECK!
Avery Breyer is a 4 times best selling author in the finance space and author of the aptly named for this show, “How To Stop Living Paycheck To Paycheck”. Resources: Book: How to Stop Living Paycheck to Paycheck: A proven path to money mastery in only 15 minutes a week! AveryBreyer.com Book: The Millionaire Next […]