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

Achieving and maintaining the right mindset is crucial to your success in sales. It gets you up before you can get down and sustains you when the process gets hard. But what is the right mindset and how can I get myself to that position? So “clear the mechanism” as Scott and I discuss The Mindset of a Sales Professional and other interesting tidbits on episode 568 of the Winning at Selling Podcast.

Persuasion and influence is not always a prepared presentation, it’s an overall process — a process of learning about your criteria, audience, building their trust, and building a case that addresses their interests.  Today, we will address six techniques you can apply to persuade a prospect, customer or client to invest their funds when budgets are tight.  In the words of Zig Ziglar, get out your talking pad - as Bill and I discuss 6 Pitching Techniques to Use When Budgets Are Tight and other interesting topics on episode 567 of the Winning at Selling Podcast.

We are all a combination of strengths and weaknesses. Our strengths allow us to get tasks done quickly with a feeling of competence while our weaknesses can cause us frustration, procrastination and consternation. The question is, what do we do about this conundrum and how do improve our performance?    Let’s start by pulling out your strength assessment as Scott and I welcome our guest, Rebecca Gebhardt to episode 566 of the Winning at Selling Podcast.   

Conversations have a sequence with different directions. General questions at the beginning and detailed ones near the end. Based on the information acquired the duration and outcome of the conversation will vary. During this time, are you having a discussion or a dialogue with another person?  What is the difference?  Are you ready to get into it as Bill and I discuss Creating the Course of a Conversation and other interesting topics on episode 565 of the Winning at Selling Podcast.  

Networking can be a great way to meet new prospects, but many salespeople find it intimidating, frustrating or without value. If that’s the case for you, perhaps you don’t know how or where to do it correctly.   So let’s get focused on making small talk as Scott and I discuss, Get the Most Out of Networking and other stimulating topics on episode 564 of the Winning at Selling Podcast.

Peter Drucker once said – “Culture eats strategy for lunch.” The common topics of blogs and podcasts are often focused on retention, recruiting, and defining the overall culture. “I heard a quote, “Culture is defined by what leadership is willing to tolerate.” Are you ready to create some options of transforming your culture, or do you want to settle for the same old status quo?   Don’t change the channel, as Bill and I welcome John Christensen, film maker and founder of the FiSH! philosophy on episode 563 of the Winning at Selling Podcast

Sales is a difficult and often lonely business. Despite all of those meetings, lunches and golf dates each salesperson, at the end of the day or week or month, is left alone with their quota and their commission check. If we didn’t do so good, we can turn to our sales manager for help, if we dare. But this might show weakness and hurt our career. Perhaps we can try to get our coaching from podcasts but we all know those can be spotty at best! So, what should we do?   Maybe we should consider investing in ourselves, so listen up as Scott and I discuss, Do I Need a Sales Coach? And other stimulating topics on episode 562 of the Winning at Selling Podcast.

Stress is caused when you don’t feel in control of your life, your normal routine is disrupted, you don’t feel productive, and you have no idea when the recovery from the disruption will appear. Resilience is a choice based on being prepared, adaptable and optimistic. How can you prepare? What is holding you back from adapting? What can you control? How can you maintain an optimistic outlook? Let’s review those questions and more as Bill, and I discuss Mastering Resilience and other fascinating topics on episode 561 of the Winning at Selling Podcast.

What percentage of leaders in your career would you work for again?  The typical response is less than 27% or “none of them!"  And then there are those memorable leaders who have inspired us and moved us to want to work with them again. They leave footprints of success we can all learn from. What makes these leaders memorable?  Find out as Scott and I meet with Sales Leadership Expert, Floyd Carlson on episode 560 of the Winning at Selling Podcast.

Often when salespeople concentrate on the sales process versus the customer experience, they increase customer dissatisfaction. People love to buy, they hate to be sold. How you communicate and deliver value in today's marketplace is based on the customer's experience when making a purchase. Learn how to create valuable experiences when engaging and converting prospects to customers, as Bill, and I discuss Stop Focusing on the Customer Funnel and other great topics on episode 559 of the Winning at Selling Podcast.

In Glengarry Glen Ross, sales motivator, Blake, tells the sales team to “ABC – Always Be Closing. It’s close or hit the bricks.” And he represents what many people envision when they think of salespeople. But in his own belligerent way he is correct. At some point we need to close the deal, to get the contract signed, to get the check.  But is there a way to do so without being such an unmitigated jerk? Well, pull out that set of steak knives you won in that last sales contest as Scott and I discuss the Secrets to Closing the Sale and other innovative issues on episode 558 of the Winning at Selling Podcast.

Your mobile phone has an operating system.  Your automobile runs on multiple circuits making up the operating system. Our belief system makes up our personal operating system. AND your sales role and business runs on an operating system. Learn how your operating systems can contribute to an improved P&L, as Bill, and I welcome our Guest: Anne Schoolcraft to discuss Getting a GRIP on Sales on episode 557 of the Winning at Selling Podcast

We are almost to the end of the first quarter of the new year. For many sales professionals it has been a difficult start. Our economy is exhibiting record inflation and in an effort to quell it, the FED has raised interest rates from 0 in January, 2022 to almost 5% today. Gas prices almost doubled in 2 years and then settled back to a 60% rise, which increases the cost of anything that has to be delivered. Add to that some lingering supply chain issues and the aftereffects of the Covid pandemic and it’s no wonder that salespeople are stressed. So take a couple of aspirin and try to chill out as Scott and I discuss the Key Sales Challenges for 2023 and other fascinating issues on episode 556 of the Winning at Selling Podcast.

Every day you trade your time for better results and a better life.  No two people make the same Time Trades, as everyone is different.  Beginning with intention and ending with action will determine your results, your life, and define your reputation. Thank you for investing your time, as Bill, and I discuss Managing Your Time on episode 555 of the Winning at Selling Podcast.

What has the biggest influence on your decision to purchase an item?  Is it the price, availability, scarcity, or the brand?  If it’s the brand, how can salespeople be effective - or are they really needed?  No, this is not a doomsday warning, but it may help you stay alive as Bill and I welcome marketing expert, Corky Hall to discuss the importance of Aligning Sales with the Brand on episode 554 of the Winning at Selling Podcast.

Some business leaders and financial professionals make decisions based on fear versus opportunity. If these opportunities are ignored, the chance of increased revenue is lost, because the focus is on fear.  You cannot increase revenue by cutting expenses. Listen up, as Bill, and I discuss Revenue vs. Expenses on episode 553 of the Winning at Selling Podcast.

Revenue is a big factor in understanding customer value, but it isn’t the only measure. There are a number of other issues that must be examined. By looking at a customer critically we can ascertain their true value to the organization and determine the level of service they should receive. So pull out your calculators as Scott, and I discuss What is Your Client Worth? and other important topics on episode 552 of the Winning at Selling Podcast.

Did you make a list of New Year’s Resolutions? Is it difficult to stick to multiple resolutions. It’s easy to get fired up about a grand idea for the first 30 to 60 days of the year. Then, run out of steam. Perhaps your good intentions fade into the background as you get caught up on a To Do List. But, not this year! Listen up to a new strategy that will carry you the entire year; as Bill, and I welcome Danita Bye to discuss 3 Ways to Wire Your Brain for Successful Selling on episode 551 of the Winning at Selling Podcast.

Your initial interview is going along well when all of a sudden the prospect says something like, “Can you believe what those idiots in Washington just did?” What do you do? Do you agree with them or  - do you disagree? Or do you just keep your mouth shut and hope she moves on? And exactly what flavor of idiot is being discussed anyhow? If you want to learn how to avoid these conversation traps, tune in as Scott, and I discuss What if they bring up POLITICS? and other important topics on episode 550 of the Winning at Selling Podcast. 

Money is a tool and resource to managing your life and career and your success, in either, is based on how well you behave with it.  Is it skill, luck, guilt, or greed. Open up your purses and wallets, as Bill, and I discuss Your Relationship with Money and other interesting ideas on episode 549 of the Winning at Selling Podcast.