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

The last step in hiring salespeople is the onboarding process.  Screening, interviewing, and selecting the best candidate can be wasted when integrating a new salesperson into a company culture, if setting the expectation, creating accountability, and enforcing consequences are need established from day one. So, open your mind and get into the present as Bill and I discuss Successful Onboarding and much more on episode 448 of the Get in the Door Podcast.

We all know that product knowledge is important. After all, we don’t want to go into an appointment and not know what we are talking about. But the most accomplished salespeople go beyond knowing about their product to knowing about the industry. In this way they can bring new and valuable information to their customers. Listen for answers to these important questions as Scott and I discuss Becoming an Industry Expert and much more on episode 447 of the Get in the Door Podcast.

The Covid lockdown has changed the way we do business. Many of our methods for staying in contact with our customers have gone by the wayside. We are a full year into the problem and waiting for it to go away is a losing strategy. It’s time to develop new approaches and processes for building our customer relationships. So try not to get your knickers in a knot as I discuss Customer Contact During Lockdown with special guest, Peter Beaumont. That and much more on episode 446 of the Get in the Door Podcast.

Which is better?  Give something to someone – or teach them how to find it themselves? There is a parable about a fish in this question.  And why does this story upset and enable prospects. So, grab your fishing rod and tackle box as Bill and I discuss Stop Helping People and much more on episode 445 of the Get in the Door Podcast.

Social media is a juggernaut in the personal and business landscapes. Twitter, Facebook, Instagram and numerous others are a part of most people’s everyday lives. But as a purely business platform, none of these are as important as LinkedIn. Chances are you have a LinkedIn account, but are you using it as well as you could. Does it present you in the most advantageous way and is it creating new business for you as it should? Listen for answers to these important questions as Scott and Bill welcome LinkedIn expert, JoAnne Funch to discuss LinkedIn - Your 24/7 Sales Tool and much more on episode 444 of the Get in the Door Podcast.

What makes you different and better?  Different does not mean better.  It just means, not the same as.  Could be better.  Could be worst.  Why should someone buy from You, and buy Now? So open your mind up to wonder and imagination as Bill and I discuss Creating a Strong Value Proposition and much more on episode 443 of the Get in the Door Podcast.

Who are you and what do you stand for? What is the exceptional and important value that you bring to the marketplace? The sales model is changing, and customers are looking for more from their relationships with a company and its representatives. More depth and more trust. Can you give that to them? So, put on your marketing caps as Scott and I discuss Personal Branding and much more on episode 442 of the Get in the Door Podcast.

Often I ask salespeople what is the most important step in the sales process.  I usually hear multiple answers.  My answer is the first step.  Without it nothing else happens. Gather around the campfire as Bill and I discuss Building Rapport with Prospects and much more on episode 441 of the Get in the Door Podcast.

It’s tough out there, you know. Client’s won’t take my calls and when I do get hold of someone I can’t get the appointment. Sales are slow because of the lockdown and I don’t know if I can hang on. The weather is terrible too and when it gets like this my leg hurts… Well I don’t need to go on, because you’ve heard it all before. What you can do to combat these feelings by Staying Mentally Strong is what Scott and I discuss, that and much more on episode 440 of the Get in the Door Podcast.

Ever scratch your head and ask yourself, why did I do that OR what was I thinking?  Well, it’s quite possible, you were not thinking, rather acting out of existence and the subconscious.  These are legit reasons; however, they may not hold up in court or in a conversation with your sales manager. We are so lucky to have a neuroscientist with us today to discuss the brain, why it follows and how you can make it work for you.  So put your phone on silent, grab a notebook and pen and take notes as Bill and I discuss Why the Brain Buys with Dr. Terry Wu and much more on episode 439 of the Get in the Door Podcast.

The sale is moving forward nicely. You’ve had some great discovery sessions and have put together a solid proposal. Now as you are discussing the details you hit a snag. One of the key influencers raises an objection. How do you deal with it? What answer do you give? Handling key objections should be a part of your preparation as you move toward the close of a sale. So put on your helmets and tighten your chinstraps as Scott and Bill discuss Handling the BIG Objections and much more on episode 438 of the Get in the Door Podcast.  

For most of us, 2020 will go down as a year of adaptation.  Some goals were met, others abandon.  Without options, we feel helpless, which leads to hopeless.  A terrible state.  Based on your current outcomes, what goals will you commit to next year, next week or even tomorrow? Let’s start a wish list of the areas in your life you want to transform, as Bill and I discuss Goal Setting and much more on episode 437 of the Get in the Door Podcast.  

When I ask salespeople why their customers change vendors the number one answer I get is price. But when you look at B to B surveys the reality is much different. One survey I saw showed that only 15% left because of dissatisfaction with the product or price. The REAL number one answer – 67% of customers leave because they don’t feel valued by the vendor. How do we fix this? Well one way is to develop better relationships with our customers. So fasten your seatbelts, it’s going to be a bumpy night when Scott and I discuss Quickly Creating Rapport and much more on episode 436 of the Get in the Door Podcast.

There is a difference between can and will.  Some salespeople can close, but don’t.  There is also a difference between can, will and should.  Salespeople that can and will sell, should sell what to whom?  Defining the ‘what’ and ‘whom’ is the start of defining your objectives. In the words of Zig Ziglar, get out your talking pad as Bill and 'The Professor' discuss Defining Objectives and much more on episode 435 of the Get in the Door Podcast.

So, you call yourself a sales professional! And that might be true, in that you get paid to do what you do. But are you at the top of your game or are you satisfied to play at an amateur level. We know that professional athlete’s practice and exercise so that on game day they can be the very best, the most elite of those who play the sport. Shouldn’t we strive for that level of competence in our sales careers?  So light your torches and pull up your tights as Scott and Bill discuss on How You Sell – Keys to Professional Behavior and much more on episode 434.

Ever look at a company’s that failed and know why it happened long before the lights went out – or sometimes you hear about it later and wonder why.  On this very episode, Bill and I will talk about the autopsies of companies that are no longer with us. Pour yourself a cup of chamomile tea as Bill and I discuss Reason Sales Departments Fail and much more on episode 433 of the Get in the Door Podcast.  

Are you more interested in work/life balance than on getting the job done? Does your morning routine include a big cup of coffee and extended internet news? Are long walks on the beach and 2 hour lunches part of you daily schedule? If that’s true for you, quit sales and become a politician! Because success at sales means consistent effort and diligence. But the rewards are great if you are willing to do the work! Find you show notes at http://www.GetintheDoorPodcast.com So buckle up for a spirited conversation on The Hard Work of Selling and much more on episode 432.

Information is essential for open and relevant conversations. Asking each other questions is a mutual activity. What type of questions progress the sales process, which ones stall it out and which ones can kill it all together. You may need a wooden spoon between your teeth as Bill and Scott discuss How to Deliver Difficult News and much more on episode 431.  Find you show notes at www.GetintheDoorPodcast.com

Are you a logical salesperson who relies on facts, features and benefits to make the sale, but ignores the emotional side of the sales process? Or perhaps you are a relationship salesperson who focusses on being liked to close the deal. In either case you can benefit by learning more about the psychological side of influence and selling. So get yourself focused for a great discussion:  Take Advantage of Cialdini’s Six Principles of Influence (part 2) and much more on episode 430. Find out show notes at: Http://www.GetInTheDoorPodcast.com  

Sales is leadership and leadership is persuasion; Appealing to others greater good and working with them to achieve their goals. That takes action through influence. Which is convincing others to take action. So grab a notepad and your favorite beverage as we discuss Cialdini’s Six Principles of Influence – Part 1 of 2 on episode 429. Go to: GetInTheDoorPodcast.com