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 […]
The MINDSET Needed To SMASH Any Goal (Used By The Worlds Most Elite…)
Jeffrey Gitomer is the best selling author of “The Little Red Book Of Selling” (which was my first ever sales book!) and is a complete legend in the sales training industry. Jeffrey joins me on today’s episode of The Salesman Podcast to share the secrets, techniques and processes that the ultra elite use to set […]
How To Differentiate Your Product (So Your Never Have to Battle On Price)
Resources: SalesArchitects.com Book: Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want Lee on LinkedIn @SalesArchitects Book: The Challenger Sale: Taking Control of the Customer Conversation Transcript Will Barron: Coming up on today’s episode of the Salesman Podcast. Lee Salz: I look at sales differentiation as broken into two […]
How To Use POWERFUL Body Language To INSTANTLY Double Your Charisma
TRANSCRIPT: To elevate your levels of charisma, body language matters far more than your words do. Whilst you were watching the last 30 seconds of this video, were you aware that your eyelids were blinking past your eyes? Did you notice the weight of your tongue in your mouth? Did you hear that car drive […]
The Instant Charisma Formula (Presence + Power + Warmth)
TRANSCRIPT: Charismatic behaviours can be broken down into three main elements: presence, power and warmth. These elements depend on both our conscious behaviours and on factors that we are not consciously in control of. In this video we’ll go explore how these different signals can be influenced. In order to be more charismatic, we need […]
5 Easy Steps To Building A Personal Positioning Statement
TRANSCRIPT: YOUR POSITIONING STATEMENT A positioning statement is a tool typically used in business to identify how a brand is positioned in a market. It put into words what makes your brand important and what differentiates you so that it gets noticed by those who we want to see it. We need a personal brand […]
4 Reasons Why B2B Salespeople MUST Develop A Powerful Personal Brand
TRANSCRIPT: WHY SHOULD YOU DEVELOP PERSONAL BRAND? Lastly, before we jump into the how, I want to point out that you need to invest up front to reap the benefits personal branding down the road. Personal branding is about deciding to take an active role in the direction of your life. But to get you […]
How To Generate 10x More B2B Referrals (By Leveraging “Referral Partners”)
TRANSCRIPTION: HOW TO ATTRACT REFERRALS The next thing that we need to get lined up is our referral partners. We probably already have these and don’t realise it. I note that a chunk of new signups for the Sales School come from you sales legends who recommend the Sales School platform to your sales manager […]
How To Build A “Referral Kit” (Make Getting New Referrals EASY)
TRANSCRIPTION: A referral kit is a physical prop that a referral partner can use to introduce you to a potential new customer. It usually consists of information that will help the potential new customer in four ways – One – it helps them understand the problem and the consequences of inaction. Two – helps them […]