Get In The Door Podcast | Sales Prospecting Strategies & Tactics Brought To You By Steve Kloyda, The Prospecting Expert

What we say and how we say it can affect both our meaning and our client’s reactions to it. There a big difference to the statements:  “Let’s eat, Grandma!” and “Let’s eat Grandma!” But if you don’t think through what you want to say, you may not be communicating correctly. So let’s see if Scott and I can communicate correctly as we discuss how to Choose Your Words Carefully and other great ideas on episode 488 of the Winning at Selling Podcast.

What are the greatest contributors of success? I will stress your behavior has the greatest impact on your results. When we improve our behaviors, the outcome improves. We welcome your feedback as Bill and I discuss 5 (or maybe 10) Behaviors of Achievement and other great ideas on episode 487 of the Winning at Selling Podcast.

Is there any way that selling is similar to martial arts? The moves, the countermoves, strategies and tactics. It’s an interesting idea and one that has been played out by our guests. But you will have to determine if it’s a meaningful analogy and one that will help you sell more effectively So, put on your workout clothes and slip in those headphones as Scott and I Welcome Elliot Bayev and Daniel Moskowitz authors of Sales Jiu-Jitsu to episode 486 of the Winning at Selling Podcast.

I’ve heard it a thousand times: “She’s a great talker, she should be in sales!” But is that really true? Is being a good talker an indicator of a successful salesperson, or are there other traits you should be looking for? Are you frustrated with you own level of success and not sure if selling is “your thing”? Well, break out those muff style headphones so you can really focus as Scott and I discuss Should You Be in Sales? and other great ideas on episode 485 of the Winning at Selling Podcast.

If you don’t buy it, how can you expect others to.  Evidence of your behavior is found in your beliefs.  Knowing is not doing and doing what you know is a demonstration of commitment.  Commitment breeds confidence. Zoom in and tune the world out as Bill and I are discuss How to Project Confidence and other great ideas on episode 484 of the Winning at Selling Podcast.

When I messed up my Dad used to tell me that I had just “shot myself in the foot”. But then he was a military man. Some of his more colorful aphorisms might slip out later in the show so stay tuned. In any event we have all been our own worst enemy on a sales call and done or said something that caused us to lose the deal. To minimize this problem, listen for behaviors you should avoid as Scott and I discuss the Top 5 Ways to Screw Up Your Sale and other great ideas on episode 483 of the Winning at Selling Podcast.

Good or bad. Technology is here to stay.  The impact on the role of a salespeople will be determined by how company leadership uses it.  It could create greater barriers for customers, we have all experienced that, or aid in the development of selling skills.  Probably not as common. How can technology through gamification and microlearning contribute to our ever presence and existing greatness? Close your laptops, unmute yourself and tune in as Bill and I are joined by our Guest: Kristen Taraszewski to discuss The Gamification of Training and other great ideas on episode 482 of the Winning at Selling Podcast.

A common myth and reputation of salespeople is they are motivated by money, and they don’t care where is comes from.  This is simply not true. More money will solve a lot of problems, however, success from a different type of motivation can bring more joy than money. Hold on to your wallets, as Bill and I discuss - Are You Too Money Motivated? and other great ideas on episode 481 of the Winning at Selling Podcast.

In business you try to be polite, thoughtful, and agreeable; knowing that it’s important to get along with people and build a respectful relationship. But no matter how hard you try, sometimes you run into people that are just plain difficult to deal with. It could be your boss, a co-worker or even a customer. So, what do you do? How can you build that relationship without being a doormat? Well, listen close, pilgrim, as Scott and I discuss, Dealing with Difficult People and other important issues on episode 480 of the Winning at Selling Podcast.

Selling can be a challenging profession. Customers make difficult demands and so does your boss. Sales cycles can be long and confusing and all of us deal with the feast or famine of being on commission. Wouldn’t it be nice if you had someone to turn to who could help you over those rough spots? Well, now you do! So, listen closely as Scott and I Answer Listener Questions and discuss other important issues on episode 479 of the Winning at Selling Podcast.

How can we increase revenue from existing accounts?  We’ve talked about referrals, and increasing the price, however, we may have left out some important techniques and strategies. Which is why we are joined today with another special guest, Victor Antonio. Join us as, Bill and I and Victor Antonio discuss Mastering the Upsell and other great ideas on episode 478 of the Winning at Selling Podcast.

Having a conversation with someone that disagrees with you could be the beginning of a difficult situation.  At the same time, it could be a relationship builder.  I know that is hard to believe, which is why Bill and I have dedicated a complete episode to Managing Conflict and other great ideas on episode 477 of the Winning at Selling Podcast.

The very first step in any selling process is to find someone to tell about your product or service. Cold calling is fine and has an important place in sales, but it can be frustrating and usually has a low contact and acceptance rate. You can do much better if you can get a referral, if someone you already know advises you to talk to one of their contacts. So put down that cold call list as Scott and I discuss After Sales Issues - Referrals and other great ideas on episode 476 of the Winning at Selling Podcast.

You won the deal, now it’s time to execute on the agreement.  Implementation and onboarding come with matching all the clients’ problems with your solutions.  Is it possible for there to be misunderstanding and change orders? Does this sound familiar?  If so, stay tuned, as Bill and I discuss – After Sales Issues – Implementation and other great ideas on episode 475 of the Winning at Selling Podcast

What do you fear? In the words of our guest, “There is another fear that is a stumbling block for us all. What’s more, it is a far more personally destructive fear. I’m referring to the fear of change.” Do you fear change? Well, you are about to find out as Scott and I welcome Author and Sales Expert Rob Jolles to episode 474 of the Winning at Selling Podcast.

We demonstrate value and commitment in our follow-up of emails, proposals and when the prospect goes silent.  We can still maintain control in the conversation and win the sale based on our actions. If you have experienced any of these situations, stay tuned, as Bill and I discuss – After Sales Issues – Follow Up and other great ideas on episode 473 of the Winning at Selling Podcast.

Just about every salesperson has heard this Alec Baldwin clip from the movie Glengarry, Glenn Ross. But is the hard close really the way to go in sales and is successful selling all about the close as some sales gurus would have you believe? Well, I guarantee you that Scott and I will have some strong opinions as we discuss Sales Process Part 10 – Closing the Deal and other great ideas on episode 472 of the Winning at Selling Podcast.

7 Tips to winning clients, 15 tips for great proposals, How to present proposals in 15 steps (with pictures).  There is no shortage of tips of presenting proposals but are they effective.  Remember, proposals don’t sell, people do! Thanks for joining us today, as Bill and I discuss – Step 9 in the sales process – presenting your solution, and other great ideas on episode 471 of the Winning at Selling Podcast.

Studies have shown that many sales professionals are hesitant to talk about price with their client. And when the client final brings it up, the salesperson lacks the confidence to be credible.  So, hold on to your wallets as Scott and I discuss Sales Process Part 8 – Budget and other great ideas on episode 470 of the Winning at Selling Podcast.

What goes into the process of making decisions?  How do people decide? Often it is the criteria, the context and the contrast.  Do you know the process your prospect goes through in making decisions? Join Bill and I as we discuss the decision-making process and other great ideas on episode 469 of the Winning at Selling Podcast.