5 Questions To Uncover The Buyers REAL PAIN POINTS
The other day I was in our salesman.org community trying to help a sales professional who sells a consulting product. His issue was that when prospecting, his potential buyers would always say that the service he offers is a “nice to have” rather than a “necessity”. So I started to engage with this individual in […]
12+ Most Desirable Sales Skills and Sales Traits
Are you a sales professional who is looking to up their game? Perhaps you want to go from the middle of the sales leader board to crushing your quota and sitting pretty at the top of it? Maybe you want to become more effective at selling, so you can get the same result you have […]
When Sales Are Slow, It’s Time To Work On These 6 Things
How are your sales doing right now? Because secretly a lot of sales professionals who sell services are concerned that their sales are slowing down. Now don’t get me wrong, we’re in the middle of a global pandemic… but there are other reasons that your sales might be slowing down too. So in this post […]
Thinking On Your Feet: How to Answer Difficult Questions
Did you close the deal? Why should I hire you over someone else? Do you love me? Why should you get a bonus? Questions… they can be simple to answer or they can get our adrenaline pumping and our palms sweating. To have success in a sales role you need to learn how to answer […]
#660: What Salespeople Can STEAL From MARKETERS With Jeff Davis
Jeff Davis is a marketer with the soul of a sales guy. He helps B2B leaders align their marketing and sales teams to build a Revenue Engine that turns buyers into customers. On this episode of The Salesman Podcast we discuss what marketers do well and what processes we should be stealing from them to […]
The Most Important Skill In Business
“What is the most important skill in business”… it’s a good question right. Now, the answer is very simple and I’m going to explain what the answer is and why its so obvious in this post. SALES, SALES, SALES! Sales of course. It doesn’t matter whether you’re a small business owner, freelancer, the CEO of […]
Selling Through COVID (When Prospects Are In A Crisis)
Sure sales might be tough at the moment but it’s important to remember that your buyers might be in a crisis right now as well. By the end of this post you’re going to know exactly how to deal with prospects during this COVID pandemic that is seemingly never ending… #1 YOUR MINDSET The first […]
How to Be Wildly Successful at Remote Sales
I’ve been selling our Salesman.org membership to our corporate customers from home for years now and so working remotely isn’t something new to me. When I first started remote selling from home though I was a little nervous… I thought I was going to feel isolated, unproductive and it was going to effect my selling […]
Cold Emailing Prospects – 5 Phrases To Avoid
If you’re using cold emails to sell a service and you’re using any of the phrases that I’m going to share with you in this post… Then you’re sabotaging your efforts to get deals done. Using these phrases in your cold, prospecting emails is like driving to your prospects office, slapping them in the face… […]
How To Navigate Office Politics
We’ve had this question send in by… OK I don’t know how to read those Chinese symbols… But thanks for the question! Dealing with office politics is a great topic and I’ve fell out with many sales managers in the past. So I know how stressful it can be to have tension in the workplace. […]
How To Build Rapport In Online Meetings With Prospects
Have you ever sat in an online meeting with a potential customer and thought things felt awkward? I’ve been selling our Salesman.org sales training product to sales leaders, via mainly Skype video calls for years now and all of my meetings seemed awkward at first… until I figured a few things out. Your online meetings […]
Language Patterns, BJJ And Dealing With Selling Fear…
Marx E. Acosta-Rubio helps business owners create predictable sales systems. In this episode of The Salesman Podcast, Marx explains his selling system that “never fails” and we also get into the benefits of BJJ and martial arts for sales professionals. Resources: Marx on LinkedIn CallMarx.com Book: Never Split the Difference: Negotiating As If Your Life […]
DOWN SELLING: The Uncommon Art Of Salvaging Sales
Do you often put a lot of work into a sale, miss out by a small margin and walk away empty-handed? This happens because the world of sales is a zero-sum game. Which means there is usually only one winner, there are no benefits to falling in second place. But there might be a better […]
DANGER! How To Sell To The Buying Brain
Felix Cao is the founder of Happy Buying Brain where he combines a background in biological science, psychology, and 15+ years of marketing experience to deliver business transforming strategies that speak to the primal part of buyers’ brains. In this episode of The Salesman Podcast, Felix shares how we can sell directly into the primal […]
4 Responses When Your Prospects Ask For A Discount
How often do your buyers ask you for a discount? Probably too often right? Discounting isn’t always a bad thing. A discount can help accelerate a slow-moving deal. Discounts can also give you leverage for reducing the service that your offering as well. But what most salespeople get it wrong is that they offer discounts […]
Use “Content Prospecting” To Connect With More Potential Buyers
David Dulany is the CEO and founder of Tenbound, a research and advisory firm focused on sales development performance. In today’s episode of The Salesman Podcast, David shares his lead generation strategy “content prospecting” and how it can help fill your pipeline. Resources: David on LinkedIn TenBound.com Surf and Sales Podcast Fresh Air with Terry […]
How To Grow Your Accounts In The “New Economy”
Mark Donnolo is founder and managing partner of SalesGlobe. He is also the author of Quotas!: The Innovative Sale and Essential Account Planning. In this episode of The Salesman Podcast, Mark shares the steps to growing your accounts in the current “new economy” that we’re all trying to sell into. Resources: Salesglobe.com Mark on Linkedin […]
4 Easy Phone Sales Tips
Are you finding it tough to sell on the phone right now? Do your phone calls start off OK but then but soon squiggle off into nowhere? Imagine if you could gently nudge your buyers back on track and get more deals done. Well stay tuned because that’s exactly what I’m going to show you […]
The Worlds Cheapest, Most Persuasive Sales Tool…
Each year we ask #SalesNation what their 5 favourite episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with Mark Edwards as the “Best Of 2020”. Mark Edwards is the managing director and resident whiteboard maestro at Whiteboard Strategies. In this episode of The Salesman Podcast, Mark shares […]
3 Steps To Avoid “You’re Too Expensive” (Price Objection)
Are you losing sales based on price? It’s because you’re using your products features and benefits to sell rather than positing yourself as the solution. Want to learn how you can never have to complete on price ever again? Then stay tuned. So to win a sale, you have to position something as the solution […]