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OVERCOME COMMON SALES OBJECTIONS - EASY STEPS FOR SUCCESS
This podcast episode tackles the inevitable challenge every sales professional faces: overcoming objections. It underscores that objections aren't roadblocks, but rather opportunities to deepen understanding and build stronger relationships. The episode focuses on five common objections – price, need, trust, competition, and timing – and provides a structured approach to addressing them effectively.
The core message revolves around preparation and a systematic response. It emphasizes that simply reacting to objections is insufficient; a proactive strategy is crucial. The podcast breaks down the process into four essential steps, highlighting that each step is sequential and cannot be skipped.
1. Active Listening: The episode stresses the importance of truly listening to the prospect. This goes beyond simply hearing their words; it involves understanding the underlying concerns and emotions. Allow the prospect to fully articulate their objection without interruption. This provides crucial insights into their perspective and allows them to feel heard. The goal is to ensure they feel their concern has been fully acknowledged and is not being dismissed.
2. Acknowledge and Empathize: Once the objection is fully articulated, acknowledge the prospect's concerns and demonstrate empathy. Recognize that their perception is their reality. Even if you disagree, validating their feelings is essential for building rapport. This creates a sense of understanding and shows that you are genuinely invested in their concerns. You can say something like, "I understand how you feel," or "I can see why you're concerned about that."
3. Ask Clarifying Questions: This step is crucial for diagnosing the root cause of the objection. Prepare a list of clarifying questions that will help you gain a deeper understanding of the prospect's situation. These questions should be open-ended and designed to encourage the prospect to elaborate on their concerns. By digging deeper, you can identify the specific pain points that are driving the objection. This is not the time to be defensive, but rather to be curious and investigative.
4. Present Value: Once you have a clear understanding of the prospect's concerns, present your solution in a way that addresses their specific needs and demonstrates value. This involves showcasing how your product or service can help them overcome their challenges and achieve their goals. Focus on the benefits and outcomes, rather than just the features. Frame your value proposition in a way that directly addresses the objection. For example, if the objection is price, highlight the long-term return on investment.
The podcast emphasizes that this process is linear and cannot be rushed. Attempting to shortcut any of these steps will likely result in failure. The importance of preparation is also stressed. By anticipating common objections and developing thoughtful responses, sales professionals can significantly increase their chances of success. The episode concludes by reinforcing the idea that objections are not obstacles, but opportunities to build trust and close deals.
In this episode, we dive into how Microsoft Outlook can become your secret weapon for boosting sales. It’s not just an email tool—it’s a productivity powerhouse that can help you work smarter, close deals faster, and stay on top of your game.
We’ll break down three game-changing Outlook strategies:
Effortless Email Templates – Stop rewriting the same messages over and over! We’ll show you how to create and save templates for common sales emails—whether it’s cold outreach, follow-ups, or thank-you notes—so you can respond faster and stay consistent.
Scheduling Like a Pro – Say goodbye to endless back-and-forth emails. Learn how Outlook’s scheduling tools, calendar sharing, and smart reminders can help you book meetings with ease and keep your sales pipeline moving.
Smart Automation – Timing is everything in sales. Discover how to schedule emails for the perfect moment, use inbox rules to cut through the clutter, and automate repetitive tasks to free up more time for selling.
By mastering these Outlook features, you can streamline your workflow, strengthen your communication, and ultimately drive more sales. Tune in and learn how to turn Outlook into your personal sales accelerator!
In today’s crowded sales landscape, standing out is tougher than ever. Generic pitches? They’re dead on arrival. If you want to break through the noise and truly connect with prospects, you need a smarter approach—one that’s hyper-personalized, highly specific, and strategically multi-channel.
In this episode, we unpack the key strategies for sales success in 2025:
Personalization That Matters – It’s not just about using someone’s name in an email. We’ll explore how deep discovery and insightful questioning can help you uncover real pain points and craft solutions that resonate.
Multi-Channel Mastery – Relying on a single communication channel is a missed opportunity. Learn how to combine email, social media, direct mail, and other touchpoints to stay visible and engage prospects where they are.
Adapting to Stay Ahead – Sales is always evolving, and those who keep learning win. We’ll discuss how staying on top of new trends, technologies, and best practices can give you a competitive edge.
If you're ready to cut through the noise and make a real impact in sales, this episode is for you. Tune in and start selling smarter!
This episode emphasizes the important role of networking in professional and personal growth. It also shows that building a strong network can provide invaluable support, open doors to new opportunities, and help you navigate challenges in your career and personal life.
The episode introduces the "BEAM" framework for effective networking:
Build:
Focus on Quality over Quantity: Prioritize building genuine relationships with individuals who share your interests and values.
Ask Powerful Questions: Go beyond superficial conversation and ask insightful questions to deepen connections and understand others' perspectives.
Embrace Awkwardness: Recognize that networking can sometimes feel awkward, but embrace these moments as opportunities for growth.
Expand:
Share Your Network: Introduce valuable connections within your network to each other, fostering collaboration and mutual support.
Seek Introductions: Leverage your existing network to gain introductions to new individuals and expand your reach.
Attend Industry Events: Participate in conferences, workshops, and other events to meet new people and expand your professional horizons.
Maintain:
Stay Connected: Regularly engage with your network through social media, email, or phone calls.
Reciprocity: Be a valuable asset to your network by offering support, sharing information, and making introductions.
Friends for Life: Don't Reintroduce yourself if you haven't connected with someone in a while. Once they are in your network, you are friends for life.
By consistently building, expanding, and maintaining your network, you can create a powerful support system that will benefit you throughout your career and personal life.
In this episode, we tackle a challenge every sales professional faces at some point—losing leads. It’s frustrating when promising prospects slip through the cracks, but the good news is that there’s a practical way to reconnect and turn things around.
We start by addressing the emotional side of it. Losing a lead can feel discouraging, even embarrassing. It’s easy to beat yourself up over what went wrong. But here’s the thing: mistakes happen to everyone. What really matters is how you respond. The episode dives into how to shift from feeling stuck to taking action, learning from the experience, and putting strategies in place to avoid similar pitfalls in the future.
One key takeaway is the power of honest, transparent communication. If there’s been a gap in follow-up, own it. A sincere apology can go a long way in rebuilding trust. Prospects appreciate authenticity, and acknowledging the slip shows you’re serious about making things right.
Consistency is another major focus. Once you’ve reconnected with a lead, don’t let the momentum fade. Regular, meaningful follow-ups show that you’re committed—not just to closing a deal, but to building a real relationship.
The episode also encourages you to lean into challenges. Give prospects space to voice concerns or hesitations. This isn’t a bad thing—it’s actually an opportunity to show how well you handle objections and prove your value.
Finally, we talk about the importance of setting clear deadlines and following through. Reliability builds trust, and when you consistently deliver on your promises, it speaks volumes about your professionalism.
By applying these strategies, you’ll not only recover lost leads but strengthen your sales process overall—rebuilding trust, deepening relationships, and increasing your chances of closing deals.
This podcast episode explores the power of hyper-personalization in modern sales. It emphasizes that truly effective sales strategies go beyond generic pitches and focus on deeply understanding individual customer needs.
The podcast highlights the importance of asking insightful discovery questions to uncover unique pain points and identify specific opportunities. It emphasizes that hyper-personalized solutions can only be developed through a thorough understanding of the customer's unique challenges and goals.
Recognizing that true hyper-personalization requires significant time and effort, the podcast explores the role of AI in streamlining the process. AI-powered tools can analyze data, identify patterns, and generate insights that help sales professionals understand their customers more deeply. This allows sales teams to focus on high-value interactions while AI handles the heavy lifting.
The podcast also discusses the importance of leveraging SEO to attract niche audiences and drive targeted traffic to your website. By optimizing your website content for specific keywords and search terms, you can attract potential customers who are actively seeking solutions to their specific challenges.
In conclusion, this podcast emphasizes that hyper-personalization is not just a trend; it's the future of sales. By embracing data-driven insights, leveraging AI, and focusing on deep customer understanding, sales professionals can build stronger relationships, close more deals, and achieve greater success.
This podcast episode challenges the notion of sales as an artistic endeavor where every interaction is a unique masterpiece. Instead, it emphasizes the importance of a structured sales process for consistent success.
The podcast argues that viewing sales as an art form can lead to inconsistency and unpredictability. Without a defined process, sales interactions can become haphazard and lack a clear direction. This can result in missed opportunities and decreased efficiency.
In contrast, a well-defined sales process provides a framework for consistent success. It outlines a clear path, from initial contact to closing the deal, ensuring that key steps are not overlooked. This allows sales professionals to adapt and adjust while maintaining a consistent approach.
The podcast draws a parallel between sales and manufacturing. Just as Henry Ford revolutionized manufacturing with his assembly line process, sales professionals can benefit from a structured approach that maximizes efficiency and predictability.
While acknowledging the importance of creativity and adaptability, the podcast emphasizes that a strong foundation of process is essential. This allows sales professionals to focus on building relationships, understanding client needs, and delivering value, while maintaining a consistent and effective approach.
Ultimately, the podcast encourages listeners to embrace a process-driven approach to sales, recognizing that while artistry and creativity have their place, consistent execution is key to achieving long-term success.
Nick Cannon shares how to create loyalty with customers. One of the keys to customer loyalty is communication. Too many times we think that loyalty comes when there is a gift, contribution or some remarkable event. The key to customer loyalty is simple... communicate consistently.
Authenticity ensure that you are being yourself. This includes standing up for yourself and not being afraid to express your needs to the client as well. The key to sales that that it works not only for the client but also for your company as you as an individual. When you are comfortable there is a great ability to have the continuity.
This podcast episode challenges the traditional notion of making New Year's resolutions in sales. It argues that these resolutions are often vague, unrealistic, and ultimately ineffective.
The podcast outlines three key reasons why sales professionals should AVOID setting traditional New Year's resolutions:
Vague and Unrealistic: Many New Year's resolutions are overly broad and lack specific, measurable, achievable, relevant, and time-bound (SMART) goals. This lack of clarity often leads to discouragement and failure.
Success Requires Continuous Adaptation: The sales landscape is constantly evolving. Successful sales professionals must continuously adapt their strategies, learn new skills, and refine their approach. Focusing on immediate, incremental changes is more effective than waiting for a new year to make sweeping resolutions.
Short-Term Goals are Key: Short-term, achievable goals provide a roadmap for success. They offer a sense of accomplishment and motivation to continue striving for improvement. Long-term goals are important, but they should be supported by a series of smaller, more manageable steps.
The podcast emphasizes that true success in sales comes from a commitment to continuous improvement. Instead of waiting for a new year to make drastic changes, sales professionals should focus on making small, consistent improvements throughout the year. This approach is more sustainable and ultimately more effective in achieving long-term goals.
The podcast concludes by encouraging listeners to ditch the traditional New Year's resolution and embrace a mindset of continuous improvement. By setting realistic goals, focusing on small wins, and adapting to the changing needs of the market, sales professionals can achieve lasting success and build a fulfilling career.
George S. Patton (1885–1945) was a legendary U.S. Army general known for his bold leadership during World War II. He was tough, passionate, and had a knack for winning battles. Patton grew up in California, went to West Point, and had a lifelong love for military strategy. He became a tank expert before tanks were even widely used in war.
During World War I he helped create the Army’s tank corps and showed courage and creativity on the battlefield. And then during World War II, Patton shined as a commander. He led key victories in North Africa, Sicily, and Europe. His quick action during the Battle of the Bulge, especially rescuing troops in Bastogne, is one of his most famous moments.
General Patton was intense. He inspired his soldiers with fiery speeches and strong discipline, but he also stirred controversy, like when he criticized soldiers dealing with stress. Despite his flaws, he’s remembered as one of America’s greatest generals, known for his fearless style and quotes like, “Lead me, follow me, or get out of my way.”
Patton’s story of courage, determination, and ACTIONS, provide lessons that can still inspire sales representatives today.
This podcast challenges the common notion that moving into management is the ultimate career goal for sales professionals. While it may seem like an attractive option, it's essential to weigh the pros and cons carefully.
The podcast explores the potential benefits of management, such as reduced stress, increased control, and the opportunity to influence a larger team. However, it also highlights the drawbacks, including the loss of autonomy, the inability to directly impact sales numbers, and the challenge of motivating and managing others.
The podcast emphasizes the importance of understanding your motivations for pursuing a management role. Are you seeking a change of pace, increased responsibility, or a higher level of influence? It's crucial to align your aspirations with the realities of management.
For those who do decide to take the leap into management, the podcast offers valuable advice:
Shield Your Team: Be willing to take the heat and protect your team from external pressures.
Foster Transparency: Build trust and open communication with your team by being transparent about expectations, challenges, and opportunities.
Seek Guidance: Don't be afraid to ask for advice and learn from experienced managers.
Balance Determination with Understanding: Be determined to achieve results, but also be empathetic and understanding of the challenges faced by your team and clients.
Ultimately, the decision to move into management should be a thoughtful one. It's important to weigh the pros and cons and consider your personal goals and aspirations. By making an informed decision, sales professionals can make a successful transition into management or continue to excel in their current roles.
This podcast tackles one of the biggest challenges in sales: managing your time effectively. With so much to juggle, it’s easy to feel overwhelmed, but the truth is, that mastering your time can be a game-changer for your productivity and success. The key? Prioritize what matters, plan your day intentionally, and let technology do the heavy lifting where it can. Here’s how:
1. Prioritize Your Actions
Identify What Drives Results: Focus on activities that directly boost your revenue and make your clients happy. These are your bread and butter.
Use the Eisenhower Matrix: Break tasks into four categories:
Urgent & Important
Important but Not Urgent
Urgent but Not Important
Neither Urgent nor Important Then zero in on what truly moves the needle—ditch or delegate the rest.
Stay High-Impact: Spend your energy on tasks with the biggest payoff, like closing deals or building strong client relationships.
2. Time Block Like a Pro
Plan Your Day: Assign specific time slots for your key activities—prospecting, client calls, admin work. Block these on your calendar like non-negotiable appointments.
Use Smart Tools: Apps like Google Calendar or time trackers can help you stay on top of your schedule and prevent overbooking.
Eliminate Distractions: Mute notifications, set up in a quiet space, and give yourself the freedom to focus. You’ll be amazed at how much more you get done.
3. Automate Routine Tasks
Work Smarter with Tech: Let automation tools handle repetitive tasks like email follow-ups, scheduling, or data entry. This frees you up to focus on selling.
Delegate When Possible: If you have a team or resources, hand off tasks that don’t need your personal touch—things like research or admin work.
Batch It Together: Group similar tasks (like writing emails or making calls) into one session. You’ll be faster and more efficient when you’re in the zone.
By using these simple strategies, you’ll not only free up more time for what matters most but also lower your stress and get closer to hitting your sales goals. Time is your most valuable resource—this podcast will show you how to make the most of it!
This episode takes a close look at something every salesperson should have in their toolkit: gap analysis. It's not as complicated as it sounds—it's about finding those hidden opportunities in the accounts you're already working with. By understanding where your clients are now and where they could be, you can uncover ways to help them (and boost your sales in the process).
The secret sauce? Asking better questions. Not just the "check-the-box" kind, but the ones that really get to the heart of your client’s needs. When you take the time to dig deeper, you’ll start to see where their current setup isn’t cutting it and how you can step in with solutions that actually make a difference.
But it doesn’t stop there. The episode also encourages you to think creatively. Sometimes the best opportunities come from looking at things from a fresh angle. Like teaming up with a partner or even incorporating a competitor’s product to complement yours. It’s about adding value in ways your client didn’t even know were possible.
And let’s not forget the power of data. By taking a closer look at sales reports or reviewing client interactions, you can spot trends and patterns that might not be obvious at first glance. Those little nuggets of insight can lead to big wins.
Of course, relationships are key. If you already have a strong connection with a client, that’s a huge advantage( but don’t rush things). The podcast reminds us that it’s worth slowing down to truly understand what the client needs and to explain how your solutions will make their life easier. That extra effort can make all the difference when it comes to closing the deal.
This episode is packed with real, practical advice to help you uncover more opportunities and build stronger client relationships. Give it a listen. You won’t regret it!
This podcast dives deep into the intricacies of landing complex medical sales, a challenging endeavor that requires a unique blend of strategic thinking, technical expertise, and relationship-building skills. Chris and JJ, seasoned professionals in the field, share their insights and experiences on how to navigate this complex landscape.
The podcast highlights the importance of understanding the intricate dynamics of the sales process. This includes comprehending the decision-making processes, key stakeholders, and regulatory hurdles that can significantly impact the sales cycle.
Chris and JJ discuss the essential role of building strong relationships with key decision-makers, such as physicians, hospital administrators, and procurement officers. They emphasize the importance of trust, credibility, and effective communication in fostering these relationships.
Furthermore, the podcast emphasizes the importance of a long-term perspective. While closing a single deal can be rewarding, building a strong pipeline of opportunities and nurturing long-term relationships is essential for sustainable success.
By sharing their experiences and insights, Chris and JJ provide valuable guidance for sales professionals seeking to excel in the complex world of medical sales.
In this episode, we dive into a topic that doesn’t get enough airtime: breaking up with clients. Yes, client breakups are a thing—and spoiler alert—they can be just as awkward as a middle school breakup. The key is handling it with the right mix of grace, strategy, and maybe a dash of humor (but only if your client can handle it).
Sometimes, it’s not you or them—it’s life. Business mergers, acquisitions, or sudden left turns in strategy can mean a breakup is inevitable. When that happens, honesty and open communication are your best friends. Think of it as “it’s not you, it’s our strategic pivot” instead of ghosting them. (Pro tip: Ghosting is for bad dates, not business relationships.)
And then there are the toxic client relationships—drama-filled, draining, and completely unproductive. These are the ones where you know it’s over, but you keep hoping things will magically change (spoiler: they won’t). It’s okay to admit when it’s time to cut ties. Sometimes breaking up frees you up to find that dream client who pays on time and actually reads your emails.
The episode also serves up some solid advice on how to break up. Step one: don’t send a breakup email with the subject line “Bye, Felicia.” A thoughtful face-to-face or phone conversation goes a long way. It’s like ripping off a Band-Aid—uncomfortable but necessary. And hey, you might even walk away with mutual respect intact.
Another important nugget: clear expectations. Think of it as your pre-nup for client relationships. When everyone knows what’s expected, there’s less drama. But if a client keeps pushing boundaries and missing the mark, it might be time for a “we need to talk” moment. Just maybe skip the dramatic “we’re done here” speech unless you’re channeling your inner soap opera star.
At the end of the day, this episode reminds us that client breakups don’t have to be messy. With honesty, good communication, and a sprinkle of professionalism, you can walk away with your reputation—and your sanity—intact. Plus, you’ll have a great story for the next networking event: “So, this one time, I had to break up with a client…”
This podcast challenges the traditional perception of sales as a manipulative or pushy profession. It argues that sales is an integral part of human interaction and is present in every aspect of our lives.
Everything we love, need, and want has been sold to us in some way. From the products we purchase to the ideas we embrace, there's always a persuasive element at play. This doesn't mean deception or manipulation, but rather the art of effective communication and persuasion.
The podcast highlights the importance of honesty and integrity in sales. By avoiding deceptive practices, sales professionals can build trust and long-lasting relationships with clients. When people feel valued and understood, they are more likely to make positive purchasing decisions.
The podcast encourages listeners to embrace sales as a noble profession. By mastering the skills of persuasion and communication, individuals can positively impact the world. Whether it's advocating for a cause, inspiring others, or simply convincing someone to try a new product, sales is a powerful tool for creating positive change.
The podcast concludes by urging listeners to lean into sales and embrace its potential. By honing their sales skills, individuals can achieve their personal and professional goals while making a positive impact on the world.
Thinking Globally, Acting Locally: A Sales Perspective
This podcast delves into the importance of striking a balance between global thinking and local action in the world of sales. While globalization has interconnected markets and created opportunities for businesses to expand their reach, it's equally crucial to understand and cater to the nuances of local markets.
The podcast highlights the following key points:
1. Understand Global Trends:
Stay Informed: Keep abreast of global economic trends, technological advancements, and cultural shifts.
Identify Opportunities: Leverage global trends to identify niche markets and untapped opportunities.
2. Adapt to Local Realities:
Cultural Nuances: Respect local customs, traditions, and business etiquette.
Language Barriers: Effectively communicate with clients and partners in their native language or through skilled interpreters.
Regulatory Compliance: Adhere to local laws and regulations to avoid legal and ethical pitfalls.
3. Build Strong Local Relationships:
Networking: Develop strong relationships with local businesses, industry associations, and key decision-makers.
Community Involvement: Participate in local events and initiatives to enhance your brand reputation.
4. Leverage Global Tools and Technologies:
CRM Systems: Utilize customer relationship management tools to manage and track global clients efficiently.
Communication Platforms: Utilize advanced communication tools to connect with clients across time zones and borders.
Data Analytics: Leverage data analytics to gain insights into global market trends and customer behavior.
5. Adapt Your Sales Approach:
Customize Your Pitch: Tailor your sales pitch to the specific needs and preferences of your local market.
Localize Your Marketing: Use localized marketing materials and campaigns to resonate with your target audience.
Build Trust and Credibility: Establish trust and credibility with local clients by demonstrating a deep understanding of their unique challenges and opportunities.
By effectively balancing global thinking with local action, sales professionals can maximize their impact and achieve long-term success.
This podcast episode explores the transformative impact of gratitude in sales. It highlights five key areas where gratitude can significantly enhance your sales performance:
Fosters Trust: When you approach your interactions with genuine gratitude, you demonstrate that you value the opportunity and respect the client's time. This builds trust and establishes a strong foundation for future interactions.
Cultivates Loyalty: Clients who feel valued and appreciated are more likely to remain loyal to you and your company. Gratitude fosters a sense of connection and loyalty that can lead to long-term relationships and repeat business.
Creates a Positive Mindset: A grateful mindset allows you to approach sales interactions with enthusiasm and optimism. This positive energy can influence your clients' perspective and increase your chances of success.
Sets You Apart: Gratitude offers a unique selling proposition. By demonstrating genuine appreciation, you can differentiate yourself from competitors and build stronger relationships with clients.
Encourages Positive Word-of-Mouth: When you show gratitude, clients are more likely to talk positively about your brand and recommend your services to others. This can lead to valuable referrals and increased business.
In conclusion, this podcast underscores the transformative power of gratitude in sales. By fostering trust, loyalty, a positive mindset, differentiation, and positive word-of-mouth, gratitude can significantly enhance your sales performance and build lasting relationships with clients.
The Selling Podcast explores the critical importance of adaptability in the ever-evolving world of sales. It emphasizes that successful sales professionals must be willing to embrace change and continuously learn and adapt their strategies to stay ahead of the curve.
The podcast outlines five key strategies for adapting to change in sales:
Maintain a Growth Mindset: Cultivate a genuine eagerness to learn and develop your skills, regardless of your experience level. Stay curious, seek out new knowledge, and be open to feedback.
Seek Guidance from Leaders and Coaches: Recognize the value of mentorship and seek guidance from experienced professionals who can provide a broader perspective. Leaders and coaches can offer valuable insights and help you navigate the complexities of the industry.
Listen to Customers: Pay close attention to customer feedback and industry trends. By understanding the evolving needs and expectations of your target market, you can anticipate changes and adjust your sales approach accordingly.
Embrace Course Correction: Be proactive in identifying areas for improvement and making necessary adjustments. Don't hesitate to course-correct your strategies early on to avoid costly mistakes and stay aligned with changing market dynamics.
Implement Incremental Change: Avoid drastic overhauls and focus on making gradual, incremental changes. This approach allows you to test new strategies, gather feedback, and refine your approach over time.
By adopting these strategies, sales professionals can become more adaptable, resilient, and successful in navigating the ever-changing landscape of the industry.
This podcast delves into the importance of building a strong personal brand in sales. It differentiates between:
Reputation - which is often shaped by hearsay and beyond a sales rep's control vs Brand - which is a proactive approach to crafting a narrative.
The podcast outlines eight key steps to create and develop a personal brand:
Identify Your Value Proposition: Understand your unique strengths and what sets you apart. This will form the foundation of your brand. Consider your expertise, experience, and the value you bring to clients.
Craft Your Message: Focus on your target audience and create an authentic message that resonates with them. Develop a clear mission statement that reflects your values, goals, and the unique value you offer.
Establish Your Online Presence: Actively manage your online presence to control the narrative and communicate your brand effectively. Create a professional website, maintain an active social media presence, and contribute to industry forums and blogs.
Build Your Network: Surround yourself with like-minded individuals who can support and promote your brand. Engage with the community both online and offline by attending industry events, joining professional organizations, and participating in networking groups.
Demonstrate Expertise: Showcase your knowledge and skills through positive interactions, content creation, and thought leadership. Share your insights through blog posts, articles, webinars, or speaking engagements.
Build Trust: Develop strong relationships by showing empathy, understanding your clients' needs, and delivering on your promises. Be transparent, honest, and reliable in your interactions.
Keep Learning: Seek feedback, learn from your experiences, and continuously strive to improve your skills and knowledge. Attend industry conferences, take courses, and stay up-to-date on the latest trends and best practices.
Leverage Testimonials: Collect and share positive testimonials from satisfied clients to reinforce your brand and reputation. Encourage clients to provide feedback and share their experiences with others.
By following these steps, sales professionals can create a powerful personal brand that sets them apart, builds trust with clients, and drives long-term success. Remember, building a personal brand is an ongoing process that requires consistent effort and dedication.
This podcast episode addresses the common challenge of getting stuck in the "analysis paralysis" phase when developing new products or ideas. While creating a Minimal Viable Product (MVP) is a valuable step, it's often not enough. The key lies in taking the crucial next step: "just moving" and starting the implementation process.
The episode highlights the tendency to overthink and procrastinate, allowing valuable time to slip away. It emphasizes that the most important factor is to simply begin and take action. By starting the process, even with an imperfect product or idea, you can gather valuable feedback, iterate, and refine your approach over time.
The podcast delves into the psychological reasons why people often get stuck in analysis paralysis. Fear of failure, perfectionism, and the desire for certainty can all contribute to this mindset. The episode emphasizes that it's important to recognize these limiting beliefs and challenge them.
Furthermore, the podcast discusses the concept of "good enough." It highlights that striving for perfection can be counterproductive, as it can lead to endless revisions and delays. Instead, the episode encourages listeners to focus on creating a product or idea that is "good enough" to get started.
The podcast also provides practical tips for overcoming analysis paralysis. These include setting deadlines, breaking down tasks into smaller, more manageable steps, and seeking feedback from others. By taking these actions, listeners can break free from their own limitations and move forward with their projects.
This podcast emphasizes the importance of taking action and overcoming analysis paralysis. By simply "just moving" and starting the implementation process, individuals can turn their ideas into reality and achieve their goals.
This podcast explores the common mistake of offering unsolicited advice in sales. It highlights that while well-intentioned, unrequested advice is often met with resistance and can even backfire. When a sales professional provides advice without first gaining the buyer's interest or permission, it can be perceived as condescending or presumptuous.
The podcast emphasizes that the key to effective sales lies in drawing the buyer into the conversation and encouraging them to ask questions. By positioning yourself as an expert advisor, you can create a sense of curiosity and intrigue, prompting the buyer to seek your guidance.
To achieve this, the podcast suggests two strategies:
Frame the Conversation: Use your personality and humor to engage the buyer and create a comfortable atmosphere. Clearly communicate your intentions and let them know that you are offering valuable insights.
Ask Deficit Questions: Pose questions that highlight the buyer's knowledge gaps or challenges. This approach encourages them to take ownership of the conversation and seek your expertise.
By adopting these strategies, sales professionals can avoid the pitfalls of unsolicited advice and effectively guide buyers towards making informed decisions.
This podcast explores the topic of motivation, with co-hosts Mike and Scott debating the primary drivers behind human behavior. Mike initially proposes pleasure and pain as the main motivators, suggesting that we are naturally drawn to activities that bring us joy and avoid those that cause discomfort.
However, Scott challenges this perspective, arguing that fear and greed are the underlying forces that shape our actions. He defines greed as pursuing our own self-interest, and explains that while we may be motivated by the desire for pleasure, it's ultimately driven by a selfish desire for personal gain.
Scott further elaborates that fear plays a significant role in our decision-making. We may avoid certain actions or make choices based on fear of negative consequences, such as embarrassment, disapproval, or financial loss.
The podcast concludes by highlighting how both fear and greed can influence our behavior in the realm of sales. Sales professionals may be motivated by the greed of achieving financial success and personal recognition, while also being driven by fear of failure or rejection.
This podcast offers valuable advice for sales professionals on how to avoid common pitfalls when interacting with buyers. It highlights three key strategies:
Control the Conversation: While it's important to avoid dominating the conversation, maintaining control is essential. By asking thoughtful questions and guiding the discussion, sales reps can steer buyers towards their needs and demonstrate expertise. This approach helps to establish trust and credibility.
Avoid Price-Based Competition: Focusing solely on price can lead to a dangerous game of one-upmanship with competitors. Instead, emphasize the value and unique benefits your product or service offers. By highlighting the differentiation and competitive advantage, you can position yourself as the preferred choice, even if your pricing is slightly higher.
Walk Away from Unprofitable Deals: It's important to recognize when a deal is not mutually beneficial. While maintaining a pipeline of potential customers is crucial, wasting time on buyers who are not interested or ready to commit can be detrimental. By walking away from unprofitable deals, sales reps can focus their efforts on opportunities that align with their goals and objectives.
By implementing these strategies, sales professionals can effectively navigate buyer tactics, avoid common pitfalls, and increase their chances of closing successful deals.
This podcast delves into the essential role of sales reports in driving performance and gaining valuable insights into customer behavior. It underscores how effective sales reps leverage these reports to identify trends, uncover seasonal fluctuations, pinpoint high-performing products, and spot potential areas of growth or decline.
The podcast encourages listeners to familiarize themselves with their sales reports and explore the insights they can offer. It emphasizes that different individuals may draw varying conclusions from the same data, underscoring the importance of careful analysis and interpretation. The podcast also advises aligning your data analysis with management's perspective to ensure a shared understanding of key performance indicators.
Beyond identifying trends, Scott and Mike highlight the value of incorporating relationship details into data analysis. By considering factors such as customer loyalty, engagement, and purchase history, sales reps can gain a more nuanced understanding of their performance and identify opportunities for improvement. This can involve tailoring sales strategies to specific customer segments, strengthening existing relationships, and addressing potential concerns proactively.
Furthermore, they discuss the importance of using sales reports to measure the effectiveness of different sales strategies and tactics. By tracking metrics such as conversion rates, average deal size, and customer acquisition costs, sales reps can identify what works well and what needs to be adjusted. This data-driven approach can help optimize sales efforts and maximize results.
This week's episode emphasizes that sales reports are a valuable tool for understanding customer behavior, identifying trends, and driving performance. By effectively analyzing and leveraging sales data, sales reps can make more informed decisions, optimize their strategies, and ultimately achieve greater success.
In the world of sales, fear, uncertainty, and doubt (FUD) can be a formidable opponent. These emotions, often lurking beneath the surface, can erode confidence, hinder performance, and ultimately limit success. This podcast explores the nature of FUD and provides actionable strategies to overcome its challenges.
Fear: The Silent Saboteur
Fear, a universal human emotion, can manifest in various forms within the sales context. From the fear of rejection to the fear of failure, these anxieties can paralyze salespeople, preventing them from reaching their full potential. To conquer fear, it's essential to:
Identify and Challenge Irrational Fears: Recognize the difference between healthy caution and debilitating fear. Challenge negative thoughts and replace them with positive affirmations.
Develop a Growth Mindset: Embrace challenges as opportunities for learning and growth. Understand that setbacks are temporary and that persistence is key.
Practice Visualization: Imagine successful outcomes and visualize yourself overcoming obstacles. This can boost confidence and reduce anxiety.
Uncertainty: Navigating the Unknown
Uncertainty is an inherent part of the sales process. From market fluctuations to unpredictable customer behavior, salespeople often face situations where the outcome is unknown. To navigate uncertainty effectively:
Seek Guidance and Mentorship: Connect with experienced salespeople or mentors who can offer advice and support. Their insights can provide valuable perspectives and help you make informed decisions.
Break Down Goals into Smaller Steps: Large, overwhelming goals can contribute to uncertainty. Break them down into smaller, more manageable tasks to create a sense of progress and reduce anxiety.
Embrace Continuous Learning: Stay updated on industry trends, product knowledge, and sales techniques. Continuous learning can equip you with the tools to adapt to changing circumstances.
Doubt: The Internal Critic
Doubt can be a self-fulfilling prophecy, undermining confidence and hindering performance. To overcome doubt:
Set Measurable Objectives: Clearly defined goals provide a sense of direction and help you track progress. Celebrate achievements, no matter how small, to build confidence.
Prioritize Mental Health: Take care of your physical and mental well-being. Adequate sleep, exercise, and stress management techniques can improve resilience and reduce doubt.
Seek Support and Accountability: Connect with colleagues or a support group to share experiences and receive encouragement. Accountability can help you stay motivated and overcome self-doubt.
Conquering FUD requires a combination of self-awareness, resilience, and proactive strategies. By addressing fear, uncertainty, and doubt head-on, salespeople can unlock their full potential, build stronger relationships with customers, and achieve lasting success. Remember, overcoming FUD is a journey, not a destination. With persistence and the right mindset, you can transform challenges into opportunities for growth and fulfillment.
This podcast focuses on the common challenge faced by sales reps at the end of the year: meeting their sales quotas. The episode outlines a step-by-step approach to effectively prepare for this crucial period.
Define Your Goals: Clearly outline the specific sales targets you need to achieve by the end of the year.
Break It Down: Divide your overall goal into smaller, more manageable milestones to track progress.
Create an Action Plan: Develop a detailed plan outlining the necessary steps and timelines to reach your goals.
Seek Feedback: Share your plan with a manager or peer to get valuable insights and suggestions.
Prioritize Time: Block out dedicated time on your calendar to focus on your end-of-year sales activities.
Find an Accountability Partner: Partner with a colleague to provide mutual support and motivation.
Avoid Unethical Practices: The podcast strongly discourages the practice of sandbagging or pulling forward orders, as these tactics can have negative long-term consequences.
By following these steps, sales reps can increase their chances of successfully meeting their end-of-year quotas and achieving their professional goals.
This episode provides a practical guide for transforming sales ideas into tangible results. The podcast emphasizes three core steps to propel your idea from conception to implementation.
Invest Time Strategically: The first step involves dedicating focused time to brainstorm and develop your sales concept. It's essential to carve out dedicated periods for idea generation and subsequent action planning.
Make a Full Commitment: Once an idea is solidified, complete commitment is crucial. This means dedicating resources, energy, and focus to the project without hesitation.
Build Momentum with Early Clients: To accelerate growth, the podcast recommends identifying and securing a target of 20 initial clients. This early customer base provides valuable feedback, revenue, and momentum for future expansion.
The episode also acknowledges the psychological challenges often associated with new ventures. It emphasizes the importance of overcoming fear and discomfort to drive progress. Building a supportive network, including mentors and managers, is highlighted as essential for navigating challenges and maintaining motivation.
By following these steps and cultivating a growth mindset, you are encouraged to turn your sales ideas into successful realities.
The Importance of Sales Preparation Starts with Preparation
In this podcast, we discuss a startling truth: most sales reps (including us at times) go into interactions with potential customers unprepared. It’s crucial for sales representatives to distinguish between just being ready to respond and actually understanding the customer's needs. True preparation means knowing what the customer wants, not just pushing our solution on them.
We know there’s always a risk of over-preparing for someone who might not be that interested, but this podcast suggests that it’s better to be over-prepared than caught off guard. For cold calls, we need to gather information bit by bit and not overwhelm the prospect with too much information right away. If we’re short on time, setting up a follow-up meeting is key.
The podcast wraps up by emphasizing the need to engage prospects with thoughtful questions and not rush into offering solutions. By focusing on the customer and being ready for any situation, we can greatly improve our chances of success and stand out from the competition.
Ignoring the Situation: Sometimes salespeople pretend there’s no problem, hoping it’ll just go away on its own. This is a form of denial.
Shutting Down: They might withdraw emotionally and physically, becoming less engaged and responsive at work.
Counterproductive Coping Mechanisms
Being Overly Enthusiastic (Fake): To hide their struggles, some salespeople might act overly friendly and enthusiastic, which can seem insincere.
Negative Emotions: Feelings like frustration, anger, sadness, or despair can take over. If left unchecked, these emotions can cloud judgment and hinder problem-solving.
Other Negative Behaviors
Procrastination: Putting off tasks or decisions because of fear of failure or feeling overwhelmed.
Blaming Others: Pointing fingers at colleagues, managers, or customers for setbacks.
Perfectionism: Setting unrealistically high standards and getting paralyzed by the fear of making mistakes.
Often driven by fear, insecurity, or a lack of resilience, these behaviors can seriously impact a salesperson's performance and job satisfaction.
Want to dive into some strategies for building resilience and overcoming these negative behaviors? Contact us for a private coaching spot.
We share another some of our favorite moments. Two episodes stand out:
Veronica Romney shares how to best market yourself and Mike talks about how to create your own story.
Ever feel lost in the crowd? This episode is for you! We'll break down why marketing yourself is crucial and guide you on crafting a story with an ending you write.
Why You Need to Be Your Biggest Promoter:
Standing Out in a Noisy World: The competition is fierce, online and off. Learn how to effectively communicate your value and make a lasting impression.
Building Your Dream Career (or Side Hustle): Nobody knows your potential like you! Discover how marketing yourself attracts the right opportunities.
Crafting Your Story: Don't Wait to Be the Hero
Taking Control of the Narrative: Life doesn't come with a script. We'll show you how to identify your passions and goals, then translate them into a compelling story.
Writing Your Ending: Don't settle for someone else's happily ever after. Learn how to define what success means for you and craft a conclusion that feels true.
This episode will ignite your inner marketer and empower you to write your story, your way. Tune in and take charge!
In this week's episode, we review some of our greatest hits. The focus this week is on:
Targeting (Prospecting vs Poaching) - Where are you finding people? There is definately a right way and a wrong way in sales to gain business.
Communicating (Persistent vs Nuisance) - How often should you communicate with clients or prospects? It is crucial to get the timing correct.
Closing - James Muir highlights the 7 Deadly Sins in sales. Some of these we are doing wrong. There is a better way to close to improve the experience for everyone.
There are more top hits from some of our favorite guests. Join us next week for more top hits.
You might not think that you are in sales. You might also try to distance yourself from sales. However, you are in sales... get over it and embrace it!
You are in sales if:
You speak to a client or prospect
You are trying to push your point
There will be very few times when you are not in sales. Embrace the fact that you are in sales and understand the topics and tactics of sales.
Why does sales get a bad reputation?
Negotiation - most people don't like to negotiate. One of the reasons is that in a negotiation, you typcially don't get everything that you want. You will likely have to compromise on something. Needing another example? - Most of your friends will enjoy the same things that you like. We don't typically hang out with people that don't have similar interests. To hang out with them, we have to give up too much. Most people don't want to give up or compromise. This compromise gives sales a bad reputation.
There is a better way to sell than an old fashioned negotiation. Sales is about enhancing the client/prospects way of life. There is a better way to sell that is current. You are not in the old way of sales and that is okay. You are in the new way of sales.
Fred Copestake is a best-selling author, podcaster, instructor, thought leader, sales leader, strategist, and a great friend! He joins us today for the third time to talk about Ethical Selling (coincidentally the title of his new book) and the keys to achieving great customer outcomes.
Fred is able to focus on tactics that everyone practices or teaches and make them applicable in every sales call scenario. He teaches "implementation" on top of "instruction".
Contact Fred on LinkedIn or through this website: Fred Copestake
On this week's episode, we discuss the biggest failures in communication. These are the highlights that we looked at in this weeks episode. Which do you think in the biggest communication failure?
Don't stop talking
Condecending
Code Jibberish
Fidgeting
Others not listening
Dont care / Lack of relevance
Choose wrong time
Lack of specificity
Speaking above level of listener
Embarrased and don't understand
Out of these listed here, which do you feel is the biggest communication failure in sales?
Who is the winner? Reach out and let us know which one is the biggest failure in communication.
This episode dives into the difference between ambition and work ethic.
The Difference Between Ambition and Work Ethic
Blind Ambition vs. Focused Ambition: We all have dreams, but true ambition translates those dreams into actionable goals. Blind ambition is simply wishful thinking, while focused ambition fuels the drive to achieve.
Work Ethic Defined: This is the embodiment of "getting things done" - putting in the consistent effort to see tasks through to completion.
Why They Both Matter in Sales
Ambition Without Work Ethic is a Recipe for Stalemate: Chasing grand ideas without the dedication to make them reality leads nowhere.
Work Ethic Without Ambition Lacks Direction: You can be a busy bee, but without focused goals, your efforts might not contribute to meaningful sales growth.
The Ideal Salesperson
The sweet spot lies in having both ambition and work ethic. However, when building your team:
Consider This: Would you rather hire someone with ambition who you can teach work ethic, or someone with work ethic you'd need to inspire ambition in?
Arguments for Hiring Ambition:
Coachable individuals with a hunger for success can be molded into high performers with the right training.
Their inherent drive can create a positive and competitive energy within the sales team.
Arguments for Hiring Work Ethic:
A strong work ethic is a foundational skill. They'll be reliable and see tasks through, even when the going gets tough.
They can provide a solid base to build ambition on top of, potentially leading to long-term success.
The Takeaway
Both ambition and work ethic are crucial for success in sales. The ideal candidate will possess a healthy balance of both. However, the best path for your team might depend on your company culture and investment in coaching and development.
Brad Lee is a good friend, insightful leader, humble human, and successful CEO. He started his career carrying a bag and his sales success combined with his business savvy gives him a powerful perspective on what success looks like and what it takes to find it!
During these conversations, we shared old memories, stories, and a few laughs that can help you find success in your career.
Brad Lee is a good friend, insightful leader, humble human, and successful CEO. He started his career carrying a bag and his sales success combined with his business savvy gives him a powerful perspective on what success looks like and what it takes to find it!
During these conversations, we shared old memories, stories, and a few laughs that can help you find success in your career.
Info Brokers to Personal Guides: The Evolution of Sales
This episode takes us on a journey through the fascinating evolution of sales. Scott explores how the role of a salesperson has transformed from information gatekeeper to trusted advisor.
The Information Age: In the early days, salespeople held the power of information. They were the experts with product knowledge, and potential buyers had to reach out to them to learn anything.
The Shift to Value: The internet changed everything. Suddenly, information became readily available. Salespeople had to adapt, moving beyond simply sharing knowledge. The focus shifted to understanding the customer's needs and demonstrating how a product or service could provide specific value.
The Multi-Factor Approach: Today's sales landscape is even more complex. It's not just about showcasing value, but understanding how a product integrates with a buyer's entire process and ecosystem. Salespeople need to be strategic consultants, considering the bigger picture and offering solutions that seamlessly fit into the customer's world.
The Future: Personal Transformation: The future of sales might involve a focus on personal improvement. Winning salespeople will show how their offerings can make buyers not just better professionals, but also more well-rounded individuals.
Tune in for this insightful discussion and discover how to adapt your sales approach to thrive in the ever-evolving business landscape!
Mike tackles the winning combination of tenacity and determination. While they might sound like synonyms, Mike breaks down the key differences that make them a powerful duo.
Tenacity is your inner bulldog. It's the relentless spirit that allows you to claw your way through obstacles and bounce back from setbacks. It's the fire that fuels your fight and keeps you pushing forward when things get tough.
Determination, on the other hand, is your unwavering focus. It is being firm in your purpose, keeping your sights set firmly on your goals. It's the unwavering commitment that guides your actions and ensures you stay on the path to achieving your aspirations.
The magic truly happens when you combine these two forces. Tenacity equips you to weather the inevitable storms you'll encounter on your journey. Determination ensures you don't lose sight of your destination amidst the challenges.
So, tune in and learn from Mike as he explores how to harness the power of both tenacity and determination. This episode will equip you with the tools to achieve anything you set your mind to!
There are certain things that should not be attempted. One of those is a Venn Diagram of Life. But that is exactly what Scott tried to do over an audio only medium. If you are here, it is because you are looking for the chart.
What Really Matters - Where are you Moving
In Life (or Sales) we are either moving toward something or away from something. This diagram helps us know and choose where we are going.
This Venn diagram is divided into four circles:
Want To Do: Activities that bring joy, fulfillment, and excitement.
Like To Do: Activities that are enjoyable but not necessarily passionate pursuits.
Obligated To Do: Activities required by work, family, or society.
Hate To Do: Activities that are unpleasant and draining.
Areas of Overlap:
The Sweet Spot (Want To Do & Like To Do): These are ideal activities that combine enjoyment and passion. People naturally move towards spending more time here.
The Grind (Obligated To Do & Like To Do): Tasks that may be necessary but are also somewhat enjoyable. People may try to optimize these to be more efficient.
The Burden (Obligated To Do & Hate To Do): Unpleasant tasks that must be done. People will move away from spending too much time here and may seek ways to minimize them.
The Pull (Want To Do & Hate To Do): These tasks are one where you get to decide which way youy go. Often times these are defining moments that shape othere areas of your life and who you are.
Action Areas:
Do Quickly (The Sweet Spot and The Pull): Activities that are interesting and enjoyable. These are usually the ones that are done first and done quickly.
Drag Out (The Burden and The Grind): These activities usually are ones that we put off and take time doing. They become low on the priority because there are no overlapping "want to" areas.
Don't Complain (The Sweet Spot and The Grind): We don't complain because we know that we need to get these activities done. There is some enjoyment in these activities.
Do complain (The Pull and The Burden): Although these activities can be life altering, there is often complaining in the growth areas. We either complain because we don't want the activity or we don't want to grow.
Overall Movement:
The ideal scenario is to move activities towards the "Sweet Spot" and "The Grind" while minimizing time spent in the "Burden". This can be achieved by delegating, automating, or eliminating unnecessary obligations, and by prioritizing activities that align with your passions.
Focus on "The Pull" as these are the defining areas of people's lives. It is here where we define who we are and where we are moving. Are we moving toward or away from certain activities. This is where you get to choose who you are going to become.
Struggling to Connect on LinkedIn? Try a Personalized Message!
This episode is all about the power of personalized messages on LinkedIn. Forget generic emails and impersonal texts - a well-crafted message can be the key to making a strong professional connection.
Here's what you'll hear:
Make it Personal: Generic messages get ignored. Take the time to mention something specific from the person's profile that caught your eye. This shows you've done your research and genuinely care about connecting.
Be Yourself: Don't try to craft some overly impressive persona. People respond to authenticity. Be yourself, be friendly, and be clear about why you're reaching out.
The Power of Voice: Text and email lack the warmth and personality you can convey in a direct message. A personalized LinkedIn message allows you to show your enthusiasm and build rapport in a way written communication simply can't.
Stand Out from the Crowd: Personalized messages help you cut through the noise. People get tons of generic connection requests, but a message that shows you've taken an interest is much more likely to get a response.
Avoid the Spam Trap: There's a fine line between personalization and being spammy. Focus on building a connection, not a sales pitch.
By following these tips, you can leverage the power of personalized messages to build meaningful connections on LinkedIn and expand your professional network.
If you are in any sort of sales role, you are going to love this conversation!
Brian Sullivan, CSP, is known for his expertise in sales, leadership, and presentation skills. He founded PRECISE Selling after a successful tenure at Welch Allyn, where he developed a successful sales and leadership training program.
Brian is a Certified Speaking Professional, a designation held by less than 7% of professional speakers globally, indicating his high level of expertise recognized by the National Speakers Association and the International Federation for Professional Speakers. He's an internationally recognized expert, author of "20 Days to the Top" and "PRECISE Leadership," and has been featured in numerous publications.
In his spare time... he co-hosts the Golf Underground radio show/podcast with MLB Hall of Famer George Brett, interviewing achievers in sports and life. We HIGHLY recommend the podcast!
In this episode, Brian highlights some of the PRECISE Selling points and explains what you can do to become better at selling.
PRECISE Selling Formula P-Prepare R-Respect and Trust E-Engage with Questions C-Convey Solution I-Indecision S-Secure Agreement E-Explore
There are 3 types of curiosity that will impact the questions that are asked.
When you are selling, many quesitons should be asked. Not all questions are created equal. There are different types of asking the questions to get the information. These are the 3 types of curiosity that create the questions:
Genuine - The focus here is on the customer. The genuine curiosity is all about what the customer is desiring. Client's needs and concerns are in the forefront and there is nothing else that gets in the way of that.
General - While there is nothing bad about this type of curiosity, there is also not a client focused outlook. Many times this just comes through as "I am asking questions because that is what I need to do or should do." Too many times, we find ourselves in this version and this is where our sales stall.
Selfish - If we don't care about the client, then we will likely find our curiosity to be selfish. How can I maximize the sale or outcome in my behalf? This is a terrible reason for sales or asking questions. Have you ever found yourself in this type of curiosity?
How do you keep your curiosity genuine? We want to hear from you. Please reach out.
We covered the first 7 steps in sales in the previous episode last week . This week we continue with the best steps that anyone can use to improve their sales.
The following is a list of all 12 steps.
Here are the best steps in sales negotiation:
Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or another but that is okay, as long as there is no coercion to buy or sell. Both parties need to walk away feeing successful.
I Want You to Make Money - During a long negotiations where the seller expresses concern about the price, I will often say, “You need to be making money off this deal as well.” This puts them into a mindset that I am trying to be fair, and truly I am.
You Will Not Offend - Too often we feel that offering a low price will offend an individual. Remember, you are offering what you at comfortable to pay. If you can’t get the price down low enough, you might need to consider if you are paying fair market value.
Don’t Ask for the Price - Too many times the price question comes up too early. It is important to understand value before we discuss price. Is the item what you are wanting. Note that you might pay more for features you do not need. However, you can also work this into the negotiation.
Eye Contact - If you are being fair, then kindly look the seller in the eyes. This will acknowledge and encourage the human element. The faster you can establish the the common ground, the negotiation will be of mutual interest.
Silence - Good negotiating requires thinking. Allow all individuals time to think and assess. Both parties will need to evaluate mentally (if the value is appropriate) and emotionally (are they okay with the feel of the sale.)
Friendly Touch - We give better prices to people we like. As you are speaking, don’t be afraid to touch their arm or hand. Good negotiating is an emotional experience. Don’t be afraid to add emotion with a friendly touch.
Ask for Volume - If you don’t think you are getting the lowest price ask for a volume purchase. Know that buying one or two will require you to pay a slight premium over a volume purchase. However, this will be able to artificially give you a larger negotiating power. Once you establish a low/acceptable price, then you have your floor to work from.
Walking Away - Sellers understand body language and when someone turns 90°, they know they better change approach or lose the sale. Don’t turn too soon. If you have given a couple attempts, turn slightly to exit and look them in the eyes for one more chance. If they still say no, and they will likely call your bluff, then complete the turn and slowly walk away feeling rejected (because truly you are.)
Money in Hand - Often the seller will put the product in your hands. By doing this, we create a mental attachment as if the good was already ours. Do this same thing for the seller. Put the cash you want to offer in their hands and then be quiet. If they say ‘no,’ then carefully remove the cash from their hands.
All the Money I Have - When trying to get a deal, carry the exact amount that you want to spend. This eliminates buyers remorse and also allows for a hard negotiation tool. When the seller knows that you have no more money to spend, then they can’t push any harder. Physical limitations are good parameters to negotiations.
Push to the 3rd Party - The best/successful negotiations a
There are many tactics in sales. One of my favorites is the negotiation. I have used these steps in negotiating from small goods to large ticket items. The steps are the same but implementation is slightly different.
The following is a list of all 12 steps. However, in this episode, we only go over the first 7. Join us next week for the rest of the ways to improve your negotiation.
Here are the best steps in sales negotiation:
Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or another but that is okay, as long as there is no coercion to buy or sell. Both parties need to walk away feeing successful.
I Want You to Make Money - During a long negotiations where the seller expresses concern about the price, I will often say, “You need to be making money off this deal as well.” This puts them into a mindset that I am trying to be fair, and truly I am.
You Will Not Offend - Too often we feel that offering a low price will offend an individual. Remember, you are offering what you at comfortable to pay. If you can’t get the price down low enough, you might need to consider if you are paying fair market value.
Don’t Ask for the Price - Too many times the price question comes up too early. It is important to understand value before we discuss price. Is the item what you are wanting. Note that you might pay more for features you do not need. However, you can also work this into the negotiation.
Eye Contact - If you are being fair, then kindly look the seller in the eyes. This will acknowledge and encourage the human element. The faster you can establish the the common ground, the negotiation will be of mutual interest.
Silence - Good negotiating requires thinking. Allow all individuals time to think and assess. Both parties will need to evaluate mentally (if the value is appropriate) and emotionally (are they okay with the feel of the sale.)
Friendly Touch - We give better prices to people we like. As you are speaking, don’t be afraid to touch their arm or hand. Good negotiating is an emotional experience. Don’t be afraid to add emotion with a friendly touch.
Ask for Volume - If you don’t think you are getting the lowest price ask for a volume purchase. Know that buying one or two will require you to pay a slight premium over a volume purchase. However, this will be able to artificially give you a larger negotiating power. Once you establish a low/acceptable price, then you have your floor to work from.
Walking Away - Sellers understand body language and when someone turns 90°, they know they better change approach or lose the sale. Don’t turn too soon. If you have given a couple attempts, turn slightly to exit and look them in the eyes for one more chance. If they still say no, and they will likely call your bluff, then complete the turn and slowly walk away feeling rejected (because truly you are.)
Money in Hand - Often the seller will put the product in your hands. By doing this, we create a mental attachment as if the good was already ours. Do this same thing for the seller. Put the cash you want to offer in their hands and then be quiet. If they say ‘no,’ then carefully remove the cash from their hands.
All the Money I Have - When trying to get a deal, carry the exact amount that you want to spend. This eliminates buyers remorse and also allows for a hard negotiation tool. When the seller knows that you have no more mo
When nothing is working, here is what you can do. Let's define our sellers slump.
There are two types of slumps that we encounter:
Difficulties that arise what are out of our control.
Challenges that we create for ourselves.
A few weeks ago, we spoke about things that you can do to help sell when things are out of your control. This episode is to get out of the challenges that you create yourself.
This time of year (end of winter and beginning of spring) is a common time to have a slump because there are bad times, too many vacations or it's not front of mind.