Today we tackle one of my favorite subjects and probably the one that is so maddening and scary to most business people: Sales.
Most of us are afraid of sales and as a result we don’t know how to do it consistently with a system, We don’t know who to ask, and what to look for. We link what we think about ourselves to what the prospect says about our products. If you are going to have a successful business you must be able to sell.
My first guest on Business Insanity Radio today was Dave Mattson is the CEO of Sandler Systems, Inc., one of the best sales training organization in the country and whose selling philosophy I have followed for almost 20 years. We discussed:
1. What is wrong with the traditional sales process? Why sales people practice premature presentation.
2. Why sales people have Happy Ears!
3. Why the largest competitor is indecision.
4. What are some strategies we can implement in today’s economic environment?
My next guest had a profound effect on my life and he does not even know it. In the early 1990’s, it was his system that I learned and hired him to help me with my most difficult assignment as head of a national sales organization. He was the one that taught me that people buy when they are in pain and have the money to solve that pain. He taught me not to talk sales rejections personally.
Dave Kurlan is the best-selling author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, and the leading expert on sales force evaluations and sales candidate assessments. Dave has published more than 500 articles on sales and sales management, written and contributed to four books. We discussed:
1. How to Reverse Flat or Declining Revenue by not hunkering down.
2. What to Say to your Salespeople in this Economy
3. What salespeople must do differently to succeed in the new economy
4. How to get delayed closings back on track
Listen Now to find out who is Elmer Wheeler!
My last guest was Tom Abbott is the president and founder of Soho Sales Coaching, a member of the International Coach Federation, and earlier this year was the featured cover story for ‘Make it Business’ magazine. Over the last 10 years, he’s been helping small businesses make big sales, recently helping one of his clients to increase revenues by 300 percent. We talked about:
1. The one thing you absolutely must do before pitching your ideas.
2. How your competition is helping you… and they don’t even know it.
3. What two words can overcome any objection.
4. Why how you say it can be more important than what you say.
5. When working in your business does more harm than good.
Great podcast. I am going to use the term “premature presentation.” In my early discussions with clients, they are very focused on getting their elevator speach right and wanting to know how to present their uniqueness. Shifting them away from premature presentations to listening is one of the first steps.