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

Are you a VENDOR, a PROBLEM SOLVER, a BUSINESS RESOURCE or a STRATEGIC RESOURCE? And what does each of these descriptions mean to us as sales professionals? Our book club is starting the book BEYOND SELLING VALUE which discusses these selling levels. Fortunately, we have one of the co-authors, Dan Kosch with to tell us about these descriptions and how we can improve our own selling skills. So grab a notepad and your favorite beverage as we discuss Beyond Selling Value on episode 428. Go to GetInTheDoorPodcast.com The post #428: Beyond Selling Value with Co-Author Dan Kosch appeared first on The Prospecting Expert.

How is your self-worth defined? By WHAT you DO or WHO you ARE? Often we will fail in the role we play - what we DO - but we should never feel like a failure - who we ARE. Because you can never outperform a negative self-image. On a scale of 1 to 10, if you feel like a 7 you cannot perform a an 8 or higher. So grab a cup of your favorite beverage as Bill and Scott discuss Who You Are and What You Do and much more on episode 427. Go to: GetInTheDoorPodcast.com

As a sales comes to it's culmination the buyer may ask for concessions – often a lowering of price. What is the salesperson to do? Hold her ground and maintain the price and the profitability or find some way to respond positively to the buyer’s request? Should negotiation play a part in the salesperson’s tool kit or is it an invitation for price cutting? Scott and Bill believe we have very different points of view on this topic, so let’s see there are some fireworks as we discuss Negotiation Training for Salespeople: Point-Counterpoint. All that and more on episode 426. The post #426: Negotiation Training for Salespeople [Podcast] appeared first on The Prospecting Expert.

Every day we take on adversity. Some days more than others. Some time it is initiated by us, others from someone else. If we don’t manage and leverage adversity productivity, we will either grow or become stagnate through unconscious complacency. So get focused and ready to learn as Bill and Scott discuss Complacency with special guest, Ronn Lehmann and much more on episode 425 of the Get in the Door Podcast. The post #425: Avoiding Complacency [Podcast] appeared first on The Prospecting Expert.

Neglected, ignored, taken for granted, just a number. This is how many customers feel when doing business. And because of this, they are vulnerable to the next salesperson that comes along. Or maybe they are actively looking for an alternative supplier. But we’re sure this isn’t true for you, is it? So think about your customers while Scott and Bill discuss the topic of Building Stronger Client Relationships and much more on episode 424 of Get In The Door Podcast. The post #424: Building Stronger Client Relationships [Podcast] appeared first on The Prospecting Expert.

Our beliefs create an internal operating system. How we act. When we are silent. And when we don’t take action. This process defines our truths, gives us confidence, and delivers our results. Do you believe you deserve results?  Learn how powerful thoughts, attitudes and beliefs are everyday of your life. So make sure your ear buds are firmly in place, as Bill and I discuss "Believing works when you are involved in the believing" and much more on episode 423 of Get In The Door Podcast. The post #423: Believing works when you are involved in the believing [Podcast] appeared first on The Prospecting Expert.

Let’s be honest with each other, there’s something about selling that scares you! When you find yourself in a situation where you have to do that “thing” you can feel your heart beat a little faster and your palms start to sweat. At this point you can either drive yourself forward or find another task to do. But if you find another task it puts one more chip into your wall of confidence and hurts your ability to move the sale forward. This podcast episode's topic this week is You Must Overcome FEAR and how we can work through it. All that and more on episode 422. The post #422: You Must Overcome FEAR [Podcast] appeared first on The Prospecting Expert.

Most relationship-based sales don’t happen on the first call. Often the first call is the first step in the sales process. The bigger the sale, the longer the process and the more steps. Each step is an investment of time and energy, with a shared risk on both sides of the table. How can we increase the likelihood of winning the sale with each step? So get ready to learn more about Follow-through or Foul Up and much more on episode 421 The post #421: Follow-through or Foul Up [Podcast] appeared first on The Prospecting Expert.

I got an appointment with the right person. The appointment went great and I asked penetrating and essential questions. My proposal was spot on and the client seemed really interested in our value proposition. But here it is 3 weeks later and I still don’t have the deal. What’s up with that? In this podcast, Scott and Bill will have a conversation with Steve Keating, a well-respected sales professional and trainer on the topic of I’m Doing the Work, Why Don’t I Get the Deal? The post #420: I’m Doing the Work, Why Don’t I Get the Deal? [Podcast] appeared first on The Prospecting Expert.

There are people you know; and people you don’t. If we leverage the people we know, to get introduced to the people we don’t know, we will shorten the sales cycle, increase the closing ratio and increase your prospect base – faster and cheaper than any other form of marketing. In this podcast, Scott and Bill will discuss The Power of Referrals and much more on episode 419. The post 419: The Power of Referrals [Podcast] appeared first on The Prospecting Expert.

Since I’m in sales and paid to be a salesperson then it only follows that I’m a professional, right? While that might technically be true, both statistics and personal experience tell us that only about 15 to 20 percent of salespeople are truly professionals. In this podcast, Scott and Bill will talk about the 5 key attributes that make the difference between a Sales Professional and an Amateur. So buckle up for episode 418 of the Get in the Door Podcast. The post #418: Are You a Sales Professional or an Amateur? appeared first on The Prospecting Expert.

In complex, relationship sales there is usually more than one person involved in the overall decision to make a change. In addition, to the most common motive and finding three reasons to change, there may also be more than three people affected. Getting everyone, together to agree and commitment, can be a challenge. In today’s show, Bill and Scott will discuss Important to Who? Understanding the people and process of the sale, and much more on episode 417 of the Get in the Door Podcast. The post #417: Important to Who? [NEW Podcast] appeared first on The Prospecting Expert.

Have you ever asked a question in a customer interview and gotten an answer that made it HARDER to sell your product or service? Perhaps this happened because you hadn’t prepared questions that lead the customer to understand the unique value that you are bringing to them. In today’s show, Bill and Scott will explore Advantage Questions. Plus many more topics on episode 416 of the Get in the Door Podcast The post #416: Advantage Questions [NEW Podcast] appeared first on The Prospecting Expert.

What is the difference between Sales and Marketing?  Who is responsible for generating revenue? There are many challenges both department struggle with on working together to achieve revenue goals.  However, there are ways for greater cooperation. In today’s show, our guest Greg Pomerantz will discuss the relationship between sales and marketing. Plus many more topics on episode 415 of the Get in the Door Podcast. The post #415: Sales and Marketing Should Work Together [NEW Podcast] appeared first on The Prospecting Expert.

CEO – CIO – CFO – all of these executives work in the C-suite. And many sales people have no idea what it takes to get access to them nor how to sell to this high powered group. But if you can break through the barriers that hold you back and drive the right kind of meeting – you can achieve greatness as a salesperson. On today’s show, Scott and Bill will discuss Selling to the C-Suite and much more on episode 414 of the Get in the Door Podcast. The post #414: Selling to the C-Suite [NEW Podcast] appeared first on The Prospecting Expert.

Before starting a training program, I meet with each salesperson and ask them the question, “What does a perfect week look like for you?” They stammer and reply with, “It depends.”  I ask. “Depends on what?”  “Well, what happens.” They say.  I ask “Who’s in charge of how you trade your time?  You or them?” On today’s show, Scott and Bill will investigate What is a Perfect Week? and much more on episode 413 of the Get in the Door Podcast. The post #413: What is a Perfect Week? [NEW Podcast] appeared first on The Prospecting Expert.

Have you ever had a sales call where you felt desperate to close the deal? Where you REALLY needed to make this sale? Or one where you felt the buyer had all of the control? Did you make those deals? Were you able to maintain profit margin or did you end up giving it all away? How we view ourselves and our status in the marketplace can have a great effect on the outcome of a sales call. On today’s show, Scott and Bill will discuss Sales Posture and Confidence and much more on episode 412 of the Get in the Door Podcast. The post #412: Sales Posture and Confidence [NEW Podcast] appeared first on The Prospecting Expert.

Imagine you the just held the best prospect meeting ever. They asked you all the right questions. You gave them all the right answers. There were no questions. It was a “drop the mic” moment. Silence. Then they said. “Well, thank you for coming in. I can tell you really know your stuff. You taught me a lot. I can see why so many people pick you. I will think this over and get back to you.” Now you want to pick up the mic and ask – “what happened?” On today’s show, Scott and Bill will investigate the “I need to think about it” objection and how you can deal with it, and much more on episode 411. The post #411: I Need To Think About It [NEW Podcast] appeared first on The Prospecting Expert.

Acquiring a new customer can cost 4 to 5 times as much as retaining a current customer. Meanwhile, the success rate of selling new product or services to an existing customer is over 50% whereas the success rate of getting a NEW customer may be as low as 5%. Obviously it is worth our time to concentrate on developing the accounts we already have. On today’s show, Scott and I will discuss Major Account Strategy and a bunch of other information designed for the sales professional on episode 410. The post #410: Major Account Strategy [NEW Podcast] appeared first on The Prospecting Expert.

What is your first reaction to your prospect’s objection? How do you respond in a way to build confidence – in you, your product, and the marketplace? Once we label the objection and follow a process to seek the real reason, we can apply the response in a way to build value, reassurance, and credibility. In this episode, Bill and Scott will investigate Overcoming Objections, how to address them, and much more. The post #409: Overcoming Objections [NEW Podcast] appeared first on The Prospecting Expert.