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 […]
Become “OBLIGATED TO SUCCESS” To Win In Sales
Bill Caskey is a sales training expert, author, and podcast host. In today’s episode of The Salesman Podcast, Bill shares why having an obligation to success is the starting point to achieving it. Resources: Bill on LinkedIn BillCaskey.com The Bill Caskey Podcast The Advanced Selling Podcast Transcript Will Barron: Coming up on today’s episode of […]
Dealing With The Sales Objection: “I Need To Think About It…”
Do you miss out on sales because your buyer wants to “think about it?”. Do you find your deals get stuck just before they close? And do your buyers stop returning your calls and emails with no explanation? You are battling with the “status quo”. Now, if you could break through this sales objection and […]
How To Close BIG SALES (Whilst “Selling In Place”)
Tom Searcy is a nationally recognized author, speaker, and the foremost expert in large account sales. His methods of unlocking explosive growth were developed through years of real-world success. On this episode of The Salesman Podcast Tom shares what “selling in place” means and how we can close big sales during this period of economic […]
Up-Sell Your Current Customers And Hit Quota During The Pandemic
Tim Riesterer is Chief Strategy Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product development. In this episode of The Salesman Podcast, Tim shares why up-selling your current customers is the best way to hit quota during the pandemic. Resources: Book: The Expansion Sale: Four […]
Why The Lock Down Is Your Best Opportunity For Sales Training
Matthew Pollard is an internationally-recognized consultant, speaker, blogger, author, mentor, coach, and serial entrepreneur with five multi-million dollar business success stories under his belt, all before the age of 30. In this episode of The Salesman Podcast, Matthew shares why right now is the best time in your entire selling career to get in some […]
Want More Sales? Become “List Proof”…
Your buyers want to put your product on a list… They want to do this so that they can compare and contrast you to everyone else on the list. They want to do this so that they can find the “best” product. Unfortunately for you, the best usually means the lowest price. So if you […]
Stop Your Buyers Shaving Sheep…
As a salesperson, your job is to stop your buyers shaving sheep… Let me explain. Shaving sheep is the last step of a series of events that happen when your buyers decide to make a change. Or in other words, your buyer acknowledges that they want to move from their current reality to a better […]
A Mind For Sales: Habits And Strategies To Sell In The Current Economic Uncertainty
Mark Hunter is a sales training expert and the best-selling author of “A Mind for Sales: Daily Habits and Practical Strategies for Sales Success.” In today’s episode of The Salesman Podcast, Mark shares what we should be doing to train our mindsets to become more resilient during this COVID-19 pandemic and continue to get deals […]
How To Handle COVID-19 Sales Objections
We’re going to get into dealing with COVID 19- sales and price objections in this episode but first… Don’t stop selling! Deals are still happening. Your job is on the line if you’re not seen to be generating revenue right now. So keep on selling #SalesNation! We’re still getting deals done at Salesman.org. Last week […]
Use “Positive Intelligence” To Beat Self Sabotage And Sell Through COVID-19
Adam McGraw is the CRO at Positive Intelligence Inc. In this episode of The Salesman Podcast, Adam shares how Positive Intelligence (PQ) can help sales professionals beat their own self-sabotage and continue to sell through this COVID-19 crisis that the world is currently facing. Resources: Adam on Linkedin PositiveIntelligence.com Book: Positive Intelligence: Why Only 20% […]
The Four Personality Types & How to Sell To Them
There are four different types of buyer personality types and these personality types make up the acronym STAR. In this episode we’re going to outline each personality type and then I’m going to share the best way to sell to them. “Psychopath” is not a personality type that we’re going to cover in this episode […]
How To Use Influence To Sell / Part 2
In this episode we are looking at the three remaining principles of influence following on from what we covered in yesterday’s video. If you haven’t checked that out yet, click the link in the description to watch that video first. So if you’re ready to learn how to use influence principles to sell your local […]