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

What do prospects look for in a salesperson? I submit following through on promises.  This requires accountability to ourselves, our employers and most importantly prospects, so they become clients. Stay tuned to learn how to overcome your fear of accountability, as Bill and I discuss What is Accountability? And other great ideas on episode 528 of the Winning at Selling Podcast.

What are “best Practices” when it comes to the world of selling. We all want to be individuals, and sell in unique ways. But in reality, there are effective processes and some that just don’t work. Today we have an opportunity to learn form the successes of other salespeople. So, put on your critical listening headphones as Scott and I discuss 10 Astounding Selling Statistics Part 2 and other great ideas on episode 527 of the Winning at Selling Podcast.

As sales professionals we can sometimes feel as if we are alone in the world of business. That what we experience and how we feel are all wrapped in our unique bubble. But that’s not true. There are millions of salespeople out there dealing with the same issues and emotions as we do. And periodically those sales professionals are surveyed to better understand what they are going through in their daily business lives. So, crack open a cold one as Scott and I discuss 10 Astounding Selling Statistics - Part ONE - and other great ideas on episode 526 of the Winning at Selling Podcast.

As a consumer, we are battling with price increases on our essentials; food, gas, housing. We explore options, but don’t find relief.  Is it possible, as salespeople, we must impose a price increase on our customers?  Are they exploring options?  How will we know?  How can we keep our customer after a price hike? Lower your expectations, as Bill and I discuss Selling a Price Increase on episode 525 of the Winning at Selling Podcast.

Do you want to sell more? Of course you do! That’s why you listen to this podcast. The question is, do you sell scientifically? That’s a pretty good question and I’m not sure if I could answer yes to it. But this episode’s guest will be able to help us find an answer and a better way to sell. So, put on your white lab coat as Scott and I discuss Selling More with Science with author and sales trainer, David Hoffeld on episode 524 of the Winning at Selling Podcast.

That’s not Fair - is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes. Learn the valuable lessons learned through undesired outcomes, as Bill and I discuss That’s Not Fair on episode 523 of the Winning at Selling Podcast.

Salespeople are busy! Contacting, prospecting, networking, appointments, creating proposals, following up and hopefully closing a deal will keep the best salespeople busy for 40, 50 or even 60 hours each week. But is all of that time productive and could we get just as much done in less time if we were better organized and efficient? So, if you can find the time, and more importantly, if you can’t, join Scott and me as we discuss Maximizing Your Day on episode 522 of the Winning at Selling Podcast.

Negotiating is not just cutting the price and giving up all your profits. It is an exchange of value within a conversation with the people involved, and the process they follow.  Is this a strategy or a game prospect’s play with salespeople? Learn how to play the game and win, as Bill and I welcome our guest – Dr. Reed Holden: Author of Negotiating with Backbone on episode 521 of the Winning at Selling Podcast.

Many people start their selling careers by accident, believing it to be a way to make a little money until they get a “real” job, only to find that it’s an exciting and rewarding profession. Once you have determined to dedicate your life to selling, you find out that it is also complex and challenging. That’s when the real learning begins.  If you have discovered that you don’t know everything about selling, join Scott and I as we answer Questions from Our Listeners on episode 520 of the Winning at Selling Podcast. 

Everything that has a beginning has an ending.  Sometimes you pick the timing, sometimes someone else makes the decision. This axiom goes for your home, job, car and people you meet on life’s journey.  Keep in mind, you always have options.  The question is, “What’s the best option?” Let’s explore all of life’s options as Bill and I discuss The Great Resignation on episode 519 of the Winning at Selling Podcast.

There is no doubt that the quality and value of your product or service is of paramount importance to you customers and prospects. But the quality of the salesperson is highly important as well. As a matter of fact, many customers buy into the salesperson FIRST – then into the product. With that in mind it may be a good idea to promote yourself into the marketplace as much as you market your service. So if you want to increase your industry presence, pay close attention as Scott and I welcome our guest, Beau Nordby to discuss How to Market Yourself and other great ideas on episode 518 of the Winning at Selling Podcast.

Salespeople set the buying criteria when they first approach the prospect. “I can save you money!” “We’re different on how we help companies, like yours.” Or, “We do the same, but for cheaper.”  Does this approach create interest and curiosity – or turn the prospect off? If I piqued your interest and curiosity, stay tuned as Bill and I discuss Same, Different or Better on episode 517 of the Winning at Selling Podcast.

When a prospect or customer agrees to meet with you, agrees to give you 30 or 45 minutes of their time, what is it that they expect to get from this investment? We do know that 2/3 of the buying journey is done on-line, so it isn’t basic product knowledge that the prospect is looking for And based on surveys, the top 5 words that are used to describe salespeople are: Pushy, Untrustworthy, Annoying, Time, and Greedy! Apparently, salespeople aren’t making a very good impression at those appointment. So be prepared to take some notes as Scott and I discuss Bringing Value to the Appointment and other great ideas on episode 516 of the Winning at Selling Podcast.

As salespeople interaction with prospects, market relevance, is constantly being tested. The profession of sales and sales leadership is continuously evolving and if you are not practicing the most current trends – you will struggle with great frustration. Mark this episode as “Saved” as Bill and I welcome guests Dave Meyer and Trygve Olsen to episode 515 of the Winning at Selling Podcast.

Have you ever slammed down the phone after speaking with an unreasonable customer and wished you could be rid of them forever? Perhaps you could! Not every customer is of value to your company and you might want to consider firing them. So let’s reflect on our worst customers as Scott and I discuss Should I Fire My Client? and other great ideas on episode 514 of the Winning at Selling Podcast.

Learning happens! This is a small deviation from the common t-shirt. We are influenced by education, experiences and most importantly – debriefing an engagement with others. Combined, Bill and I have over 75 years of multiple encounters.  All have delivered an outcome and we have some advice for you. Gather around as Bill and I discuss Advice Not Given and other important ideas on episode 513 of the Winning at Selling Podcast.

Every salesperson thinks they’re different. Yet to clients, they often don’t stand out at all, leading to average sales rates of 17% globally. So what are we doing wrong? Join Scott and me as we look for answers to that question with our special guest, Dale Merrill co-author of Strikingly Different Selling on episode 512 of the Winning at Selling Podcast.

Life is fulfilled by the engaging conversations we have and the actions we take. The results generate life’s experiences. Some brilliant. Some not so much. How can we have better outcomes – and more of them? Join Bill and I as we discuss “Aligning Brilliance” with our special guest, AmyK Hutchens on episode 511 of the Winning at Selling Podcast.

Tomorrow, tomorrow, I love you tomorrow. You’re only a day away! Annie was optimistic about tomorrow, but with that attitude she won’t get much done today. In reality, tomorrow was designed for procrastinators and never actually comes. So listen TODAY as Scott and I discuss The Trouble with Tomorrow and other great ideas on episode 510 of the Winning at Selling Podcast.

What is the most important part of making calls?  How much research should we do? What is the goal of the call? That’s just the beginning of our topic today on call planning. Remember, if they are not hanging up on you, you are not making enough new calls - As Bill and I discuss Call Planning and other important ideas on episode 509 of the Winning at Selling Podcast.