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

What is the difference between working smarter vs, harder?  Do you want to be efficient or effective? How is value determined? How hard should you pressure the prospect to close the sale? Bill and I are pleased, lucky, blessed, however you want to express a strong sincere appreciation to welcome Anthony Iannarino to our show today to discuss sales in today’s marketplace and other great ideas on episode 468 of the Winning at Selling Podcast.

We’ve all heard it before, people buy emotionally and justify it intellectually. And we need to remember, if we jump too quick to emotional triggers and the prospect gets defensive. Customers do not make decisions on Needs.  They make decisions on Problems. Even more important, when changing a person’s behavior, consequences are more influential than value. Put on some comfortable shoe as Bill and I take you around the block, one more time as we discuss Sales Process Part 6 - Questioning Techniques.  That and much more on episode 467 of the Winning at Selling Podcast.

Think back to the last time you negotiated with a customer. How did it go? Were you disappointed with the results? Did you feel like the customer won, and you lost? Or did you feel like you got the better side of the deal? Could you have done better, and is there a way that both, you and the client, would be satisfied with the final contract? Scott and I are pleased to welcome Michael Gregory to discuss these important questions about negotiating closure and other great ideas on episode 466 of the Winning at Selling Podcast.

Have you ever been in a client meeting and had to stop because the prospect ran out of time? Bummer, right? How about those meetings where you and the prospect can’t seem to get on the same page and you leave feeling confused? Double bummer! Many salespeople have disappointing meetings because they don’t take the time to set expectations with the prospect at the beginning of the meeting. So get on the edge of your seat as Scott and I discuss Sales Process Part 5 – Setting Expectations and other great ideas on episode 465 of the Winning at Selling Podcast.

We all know, as a salesperson, we ask more questions than deliver statements, but do we know the answers are truthful?  Some say the first step in the sales process defines the relationship and the mutual exchange of information. So, gather around as we as Bill and I discuss Sales Process Part 4 -Creating Trust and Rapport.  That and much more on episode 464 of the Winning at Selling Podcast

In coaching and training salespeople I often ask them what they dislike most about their job. The #1 answer: Cold Calling or prospecting. I will be the first to admit that it can be hard and frustrating work. But if you don’t learn to do it well, you will never succeed as a salesperson. So pull out that list of prospects as Scott and I discuss Sales Process Part 3 - Prospecting and other great ideas on episode 463 of the Winning at Selling Podcast.

When a client initiates the conversation or reacts with interest and curiosity to something we initiated, we are in the qualifying phase. During this time, we move together to discuss value and demonstrate trust in a meaningful conversation between the salesperson and the prospect. If you feel strung along and misled, this one’s for you - as Bill and I discuss Sales Process Part 2 - Qualifying.  That and much more on episode 460 of the Winning at Selling Podcast.

Before you create a contact list, attempt to prospect, or go to an appointment you may want to take a few hours to make sure you are contacting the right people and talking to them about the things that matter. Many salespeople don’t do this and waste time and resources going after prospects that can’t or won’t buy from them. So let’s learn why it doesn’t pay to “round up the usual suspects” as Scott and I discuss Sales Process Part 1 - Strategy and other great ideas on episode 461 of the Winning at Selling Podcast.

Too often salespeople position their products and services as commodities.  Leading with price, discounting value, and selling out their reputation.  This is all done before the prospect answers one question.  The marketplace has change.  Have you?! If you are in sales leadership, gather your team and turn up the volume as Bill and I discuss Delivering on the Customer Experience with our special guest Joe Pine.  That and much more on episode 460 of the Winning at Selling Podcast.   Topic 1:  Bill:

Between us, Scott and I have over 60 years of experience in selling and 50 years training others to sell. Needless to say, when we offer to tell you our most important selling ideas, you might want to pay attention! So, get out your notepads and sharpen your pencils as Scott and I discuss Our Top Tips for Selling More and other great ideas on episode 459 of the Winning at Selling Podcast.

Compensation is the reward for work and risk.  Sales leadership has a standing goal of rewarding the behavior you want to instill and inspire. And strategy will determine the greatest profit margin and market domination. How can we align strategy, compensation, and revenue projections? Look into the archives and retrieve that business plan and let’s update the strategy, compensation and relaunch our products and services as Bill and I discuss Sales Compensation Plans That and much more on episode 458 of the Winning at Selling Podcast.

So, your sale just ended up with procurement, right? Well that doesn’t mean the end of the deal, or the end of profitability. A purchasing agent can be a daunting foe, or a great ally. It all depends on how you handle them and how you help them “get it right”. Don’t let that purchasing agent get you down. Instead, get empowered as Scott and I discuss The Challenge of Procurement and much more on episode 457 of the Winning at Selling Podcast.

The interaction of sales is a unique setting because often you are trying to motivate yourself, your team and prospects. Motivation means to “move emotionally.” To achieve maximum motivation and productivity for you and others, it’s important to consider and engage the different types of motivation. Get prepared to be moved emotionally as Bill and I discuss What is your Motivation? That and much more on episode 456 of the Winning at Selling Podcast.

A career as a sales professional is peppered with constant decisions in behaviors and responses.  Answers can contradict themselves on the same topic.  Making the source questionable.  Today we have the authority of sales process, sales management, and contributors to achieving sales goals. Be prepared for a sales transformation as Bill and I discuss Sales Management That Works with author, Harvard professor, and sales management expert, Frank Cespedes. That and much more on episode 455 of the Winning at Selling Podcast.

Well, Bill, thanks for putting this proposal together. It looks really good, but I need to think about it for a bit. I’ll give you a call in a couple of weeks – OK? But it’s NOT OK, is it? It sucks because you can feel the sale slipping away into an endless series of calls, delays and put offs. But what can you do about it now? The customer just took over the sale! So shake of those negative feelings as Scott and I discuss Dealing with Customers Who Delay and much more on episode 454 of the Winning at Selling Podcast.

It’s been said, “Change is inevitable.” And if you’ve been in sales the past few years, you know that to be true. The customer’s buying process has changed and so must the way that we sell. So buckle up you buckaroos as Scott and I discuss How is sales changing? and much more on episode 453 of the Winning at Selling Podcast.

It has been said; the riches are in the niches. How would you describe your niche?  List three attributes of your perfect fit prospect. Each salesperson runs their own company and everyone sells against time.  How can you run efficiently and effectively, to close the most amount of business, at the highest commission possible, with the least amount of time invested? Open up your genealogy journal as Bill and I discuss, What is a Perfect Fit? and much more on episode 452 of the Get in the Door Podcast.

So, you think you want to be a sales person? But do you have what it takes? And can you overcome some of the challenges that have thwarted others who thought they wanted a career in sales as well? “So think big, think positive and never show any sign of weakness” as Scott and I discuss Should You Be in Sales? and much more on episode 451 of the Get in the Door Podcast.

There is a strong wave of technology infiltrating the sales roles.  Both in being more efficient in our daily behavior and by the prospect in limiting the interaction with a salesperson.  This direction will not go away; however, we can use technology to improve and increase our results and overall success in our role of selling. Bill and Scott know better than to go at it alone on this topic, so we asked an expert guest: Kitty Hart to join us to discuss, Technology, Friend or Foe: and much more on episode 450 of the Get in the Door Podcast.

Ah, the company pitch! The chance for the salesperson to tell the prospect how wonderful their company is, whether they want to hear it or not. With that in mind, does your company pitch positively affect the client or does it turn them away? So clear the mechanism as Scott and I discuss Your Company Pitch and much more on episode 449 of the Get in the Door Podcast.