Episodes
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If, as a salesperson, you find yourself trying to push a prospect into making a decision, you may be wasting your time. Perhaps you should consider that the person you hope to have as a customer has their own planned agenda. And if you try to force your agenda on them, you may lose the opportunity to move forward.
So prepare to get customer centric as Scott and I discuss, How to Leverage the Buyerâs Journey and other fascinating factoids on Episode 647 of the Winning at Selling podcast.
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What is the goal of the first meaningful conversation with a prospect? I often ask this question and the answer I hear the most is â I need to educate them on my products, my company and myself. Really? Thatâs the goal? I say there are other topics more important to discuss.
Stick around, take some notes and be open minded, as Bill and I investigate - Educate Them on What? and other delectable delicacies on episode 646 of the Winning at Selling Podcast.
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Missing episodes?
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Selling and compassion. Do these two concepts really fit together? Should a sales manager be a compassionate leader and do they even have that capacity? These are interesting and difficult questions.
If you want to find the answers, stay tuned as Scott and I welcome Dr. Andrea Hollingsworth award winning author to discuss, Can Compassion Fuel Sales Success? on Episode 645 of the Winning at Selling podcast.
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Covey stresses to begin with the end in mind. Does that apply to sales calls with prospects? You betcha. What is your plan for the first time you meet? Did you receive the outcome you wanted? What could you have done differently? What did you learn, what would you change? What would you not say? What did you forget to say?
If you like these questions and are curious about adopting this strategy, donât change the dial as Bill and I investigate Debriefing the Sales Call and other reliable realities on episode 644 of the Winning at Selling Podcast.
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Weâve all been told that people buy from people they like. So, many salespeople spend a lot of time developing a âlikeableâ personality. This can mean that when a customer tells them NO, they can take it as a personal rejection.
Well, put away that crying towel as Scott and I discuss What to Do When You Get a No and other quisling questions on Episode 643 of the Winning at Selling podcast.
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In a post-pandemic world where people are seeking life/work balance while experiencing a "new normal," feelings of emotional labor can arise in the workplace. This can lead to symptoms of anxiety, fatigue, stress and more. If you want to learn how to reduce or eliminate these symptoms - through the power of perspective and emotional gritâŠ
Stay tuned - as Bill and I welcome our guest, Jennifer Fernjack to discuss Ways to Address Emotional Labor in the Workplace Through Science on episode 642 of the Winning at Selling Podcast.
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Famed psychologist William James once said, âNothing is so fatiguing as the eternal hanging on of an uncompleted task.â And that really true isnât it. We know that we should strive to get more accomplished but so often we find ourselves frustrated by an inability to get off our butts! Perhaps we just need some good advice.
Donât put this off any longer, listen in as Scott and I discuss Stop Delaying and Get Going and other substantial subjects on Episode 641 of the Winning at Selling podcast.
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Every sale or negotiation, someone must make the first move. Some think you should never go first, if thatâs the case, how do you get what you want - if you donât ask by going first. There is a way of starting off a sales conversation and negotiation by going first.
If you want to get what you want, learn how to go first as Bill and I discuss, Who Goes First? and other tantalizing tidbits on episode 640 of the Winning at Selling Podcast.
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How do you react when the pressure is on? When customers or your manager demand more than you are able to give? The chaos of life can move even the best of us to react rather than respond. And in todayâs world life can easily get out of control. What can you do?
Take a chill pill and listen in as Scott and I welcome trainer and keynote speaker Lena Scullard â as she discusses Chaos to Calm and other phenomenal philosophies on Episode 639 of the Winning at Selling podcast.
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As the adage goes, âYou donât have a second chance to make a first impression.â Just like when you invite employees to join your team, you must onboard them the best way possible for everyone to be successful.
Letâs set the bar high as Bill and me as we discuss, Successful Onboarding and other motivating material on episode 638 of the Winning at Selling Podcast.
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A famous quote by Albert Einstein states, âWe cannot solve our problems with the same thinking we used to create them.â According to my dad (and probably yours, âHey kid, what doesnât kill you makes you stronger.â Whatever the case, as professionals we will have to deal effectively with problems to be successful.
So letâs find some solutions as Scott and I examine 8 Steps for Handling Problems and other captivating concepts on Episode 637 of the Winning at Selling podcast.
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As sales professionals we are inundated with âhow toâ selling advice. There are hundreds of sales books in print and even more sales blogs and podcasts. For example, the Winning at Selling podcast has over 200 weekly shows spanning more than 4 years. But is all of this advice useful or even true?
Decide for yourself by joining Bill and me as we welcome author and selling expert, Lee Salz the Sales Contrarian to discuss, Commonly Accepted Sales Concepts That Are Just Wrong on episode 636 of the Winning at Selling Podcast.
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Weâve all seen it. Perhaps itâs the baseball pitcher who gives up 5 runs in the 2nd inning and of the sudden his arm is too sore to continue. Or maybe itâs the marathon runner who sees that she is too far behind to win and suddenly comes up lame. These are examples of the loserâs limp, the athlete who exaggerates an injury when they are facing defeat. Giving in to the loserâs limp can destroy your ambition and so it must confronted and overcome.
Donât skulk away with a phantom hearing problem, but stay tuned as Scott and I dig into The Loserâs Limp and other fascinating fact on Episode 635 of the Winning at Selling podcast.
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After you deliver the best presentation possible you receive a "think it over," This happens when a prospect, instead of making a decision during a sales conversation, asks for more time to consider the offer. This response can often signal hesitation, uncertainty, or the need for more information. It can also be a polite way of avoiding a direct "no." What did you leave out? What are they dwelling on? What risk is the prospect taking when not buying today? What would you do differently if given a do over?
Think about joining Bill and I as we discuss What Are They Thinking About? and other terrific topics on episode 634 of the Winning at Selling Podcast.
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The great coach John Wooden said, âTrue leaders accept responsibility for the outcomes of their decisions and actions.â And leadership expert, John Maxwell stated that, âA leader who doesnât take accountability for their actions is like a ship without a captain.â While we know that accountability is important, we donât always know how to make it the cultural norm in our organizations.
So take some personal responsibility to listen as Scott and I welcome best-selling author and leadership coach, Paul Batz to discuss Building a Culture of Healthy Accountability on Episode 633 of the Winning at Selling podcast.
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Words represent our thoughts and intentions. Expectations and obligations are expressed through words. With a career in sales, words are the currency of commerce and the better we communicate the more successful we are in selling.
Letâs start defining some expectations as Bill and I discuss 5 Words and Concepts and other memorable musings on episode 632 of the Winning at Selling Podcast.
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Weâve all had to deal with them. The sales process is going along fine until the prospectâs true colors come out and you have a problem personality to contend with. Perhaps itâs the person who wonât make a decision or the guy whoâs trying to prove how smart he is, or the woman who must have the best deal in all the world. So, what do you do?
Of course you listen in as Scott and I struggle to Deal with the Toughest B2B Customers and other concerning considerations on Episode 631 of the Winning at Selling podcast.
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The Top 10% of sales reps donât stop working because itâs 5 p.m. or the weekend. They understand that the work they put in outside of the workday makes the difference between being at the top or being part of the other 90%. The work they put in outside of work is to sharpen their mental, physical, and spiritual game so they can perform at their best professionally. They know - to own their own income and create the life they deserve and desire, they need to be at the top of their game every day.
If you want to learn how to make this happen, stay tuned as Bill and I discuss The Work to Get to the Top - Doesnât Happen at Work and other interesting information on episode 630 of the Winning at Selling Podcast.
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Scott and I are often asked what an employer should look for when hiring a new salesperson. So often they want to find someone with industry experience. But if there is anything they can teach them internally, it is about the industry. And everyone is used to gaining product knowledge when they get a new job. From our point of view, the hardest thing to modify is someoneâs character traits. But what are the traits that make up the best salespeople?
Itâs time for some serious introspection as Scott and I add up the Six Strengths of a Superior Salesperson to and other memorable musings on Episode 629 of the Winning at Selling podcast.
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The Sales department is built on relationships and operations. Both are needed to generate the desired results. However, if your sales team fails, your organization could be in jeopardy of maintaining or growing revenues. If this is the case, leadership must identify the threats and change the sales culture.
If you want to transform your culture, create more opportunities and leverage the opportunities you create, stay tuned as Bill and I discuss the 6 Reasons Sales Departments Fail and other interesting information on episode 628 of the Winning at Selling Podcast.
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