Hiring top salespeople is one of the most difficult things small business owners do. In this episode, we are going to talk about the top 5 things that superstar salespeople have that mediocre salespeople don't. Then we are going to talk about how to use these attributes to hire the right people.
Oct 17, 2022
25 min
So what’s one of the biggest problems with generating revenue? Consistency. How would you like to create a recurring revenue stream, regardless of your product or service? In this episode, we are going to let you in on the secret to making money while you sleep. You can also view the video version on Youtube here: https://youtu.be/3fw1gVflr3M
Oct 10, 2022
19 min
Have you as a consumer ever bought something even though you didn't feel great about it, didn’t like the salesperson, but you felt you needed it so you bought it in spite of the salesperson? The reason you didn’t enjoy it is because the salesperson didn’t sell you the correct way. Check out this episode on how to get your customers to enjoy buying from your company so much that they start referring their friends before they even use your product or service! You can also watch the vide...
Oct 3, 2022
26 min
In this podcast episode i'm teach you how to effectively close deals and get those sweet, sweet conversions. Below are the key topics I talk about in this episode. 1. “I'll Think About It…” Have you ever heard the classic objection in sales, “I’ll think about it”? That is a sign the prospect is nervous to move forward. 2. Sales Gurus Maybe you can relate to what I was experiencing. Maybe you have listened to all the sales gurus and all their slick techniques, but it still isn’t ...
Jun 27, 2022
23 min
When I started out in B2B sales as a young man in my 20s, I learned all I could about selling techniques. I learned all the classic sales techniques, even things like the “Ben Franklin” close. For many years I struggled as I tried to implement a lot of techniques that sales trainers taught. I memorized scripts, learned about how to close people with techniques like scarcity and urgency, but it was an uphill battle. I can’t tell you how many times I’ve seen the prospect’s whole demeanor change...
Jun 20, 2022
17 min
Business challenges are expected and we can deal with them. What about the more serious, catastrophic, or even just “bad things” we encounter? How do we keep from getting totally derailed in our business?
Oct 28, 2021
15 min
Have you ever implemented a new tactic that seemed like it was really paying off well, but then you wake up a year later and realize it’s not coming close to what you thought it would? Or even worse, you are actually losing money? I know I have. It comes down to effectively evaluating return on investment, both with hard dollars and the not so easy to quantify use of resources. Listen to this episode to find out how to keep this from slowing you down and vastly increase the speed...
Sep 30, 2021
20 min
Have you ever thought, “If I could only get through the gatekeeper, I know I could sell the decision maker?” Getting through to decision makers is the Holy Grail of marketing and sales. It’s critical, but it also happens to be difficult. Let’s talk about some techniques to get through gatekeepers, particularly when you are selling high ticket items that aren’t an online click a button type of sale.
Sep 21, 2021
18 min
What is the number one problem small business owners and salespeople face when it comes to getting sales and generating revenue? It’s not how competitive our product or service is, and it’s not our marketing or sales presentations. It comes down to the most critical but most difficult part of the marketing and sales process - getting in front of decision makers who have the need, resources to afford our product or service, and the authority to make a decision. Without this, we will be g...
Sep 14, 2021
18 min
Have you ever had someone tell you or thought, “you know, I need to go back to school to learn more. That way I will make more money? That might be true for an employee in corporate America. For us business owners, however, there is only one degree that matters and will make us money in the long run. Unfortunately, it can cost us a lot more than the cost of a Harvard PhD if we are not careful. Check out this episode to find out how to earn this degree without going broke.
Aug 24, 2021
20 min
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