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There is a difference between poaching and prospecting. Poaching is moving into a territory that is not your own. The reason sales reps do this is because they feel that the "grass is greener" in someone else's lawn. Rarely this is the case!There are some simple tools to extract the most value from information. Are there ways to find prospects or potential customers from horizontal markets? There is likely another sales rep that sells into the similar customers. They will likely have information available for public use. Check out alumni organizations or other groups to make your connections tighter. CAUTION: Don't get caught up in the in searching and start selling!Tell us where you are finding new opportunities:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
You know that feeling when you want to get out and make things happen because you have not been productive. As you get ready to go you don't know where you are going and what you are to be doing? By the time you are done planning, you have run out of time. This is what we call BackPlanning. How do we prevent this from happening.When you start Backward planning is just that... backwards! Backward planning is NOT a thing that is effective.To be forward planning - You must plan for it! Here are some ideas to forward plan:Understand your customers/prospects and anticipate their needs.Most customers/prospects ask the same questions and have similar concerns.Take minimal time to prepare for different scenarios. When the right time hits, you are already prepared for the moment.If you are not fully prepared, you are at least close to the end and save yourself time.Please let us know how you are planning for the future:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Mike and Scott discuss what drives them crazy in sales. It comes down to two main points:Do what you say you are going to do andFollow up!If that is too broad, here some details...Get back to your customer in a timely manner. Don't talk too much about yourself.See everyone in the room.Don't follow up on a question that is not relevant.Be honest with people.Only make a mess big enough for you to clean up!Stay in your lane and don't go outside your expertise.In short, don't be lazy!Don't feel like sending an email?... Trust us, we know that "you were going to do that!" Mike@TheSellingPodcast.comScott@TheSellingPodcast.om
NOMATIC'S Co-Founder, Jon Richards, joins the podcast and impresses with his story.How did he begin?...NOMATIC started with a very successful Kickstarter campaign with wallets. However, that was not the beginning. Jon shares his story with Scrubbing Cans and his entrepreneurial focus. How does a business starter begin? Jon shares his incredible story.Key items in the conversation:When you have an idea - you don't have to quit your day job.Get others to rally around your cause.Come with your MVP (minimally viable product) and push it quickly.Join in our conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
JOLT - LARRY LONG JR

JOLT - LARRY LONG JR

2022-08-3132:09

Larry Long Jr shares his book with us. You can pick up his book Jolt using this link (Click Here.)How intentional are we with our lives? What story are you telling yourself? Are you surrounding yourself around encouraging people?Here is what we are talking about with Larry:Dominating in your profession... stop with the imposter syndrome but be intentional with what you are doing with focus, goals and motivation.Find 1 person you haven't been in touch with and "surprise and delight" them with something great. Let's connect with people!Manage your reps because you care.How do you know when it is time to let someone go?Use the data and trust your gut on cutting someone. Be quick when the fit is not correct. It doesn't mean that they are not great but they might not be the right for the team.Larry suggests that people who are on top of their game in their outside life, you will likely see this spill over into the sales success.What are you going to do in 2022?Who are you going to be in 2023?Join in our conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Blake Gibbons, co-founder and COO at Facet talks with us about the hiring process. We talk about the do and don't (mostly the don'ts) and some "human" ways to connect with new hires. If you are looking for a great example of how to onboard new hires, check out Facet!Our conversation highlights several hiring issues that Blake sees. Here are some of the takeaways from our conversation.Things not to do:Don't talk poorly of your previous company.Don't be unprepared for the interview (this is a skill that you are likely ready for.)Ensure you are not creating a toxic work environment by what you are saying to others in and out of your company.Apply for jobs that are out of your previous experience.Watch-Out:Taking criticism is easier to accept than when someone speaks positively. However, sharing positivity toward a company or person is exactly what we should be doing!"A man has to know his limitations."  The great philosopher Dirty Harry...Join in our conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Handling Objections - When the FAULT is YOURS!There are some things that you can do to help handle objections when you have created. If you have made a mistake or have done something that didn't please the company, how are you going to handle that? Here are 5 steps to solve this problem:Honest Awareness - "Hi (account)  This just happened..." Start by telling the account the issue (how it was created and solved.) Before you begin any light chatter, begin by sharing the fault. Get straight to it during this apology/explanation. Take Ownership - "I was going to..." or "it happened because..." Don't take ownership and then try and hide. Don't lose credibility and be accountable.Culpability / Humble Confidence - "I dropped the ball..."  Take accountability but no need to be arrogant about a mistake you made. Also, don't take boastful pride in fixing a mistake you made. Restitution / Reconciliation - "Here are some options to resolve or suggestions to fix..." Don't just highlight the mistake without suggesting ways to repair. Having a way to fix the mistake shows that you are wanting to make it better. Don't feel bad if they don't accept your solution. They can fix it anyway they want.Focused Future - "This mistake will not be repeated because..." If you make this mistake, ensure that you do not repeat that mistake again. You must have a heightened awareness.If you have any stories, experience or different steps to this process, please reach out:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
When you are working remote in sales, working from home or even inside your own organization, there are actions that you can take to connect to corporate. Here are a couple ways to connect when you feel all alone:Take time to connect (personally with individuals) - This helps create an ability to ask for help in the future and pull in some favors.Know you can ask for favors - (You better be willing as well to "do stuff") Prioritize your asks and frequency of those asks. The Sales Island Syndrome is exacerbated when you need help and nobody is making time to help. This is when you need to leverage your good will and ask for a favor.Don't ask for something and then do it yourself - You lose credibility when you send an email or make an ask and then find the answer without allowing sufficient time for a response. It vastly diminishes any future help when you ask that individual.What have you been doing to increase your efficiency working with the home office?Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Jaron Erickson creates tech selling ninjas! If you, or someone you know is looking to get into tech sales and doesn't know where to begin... then Jaron will teach you in the Sales Dojo.Jaron's program provides education for people looking to get into the tech sales. His 4 week course has a high placement rate and at the end, you will have the Dojo backing you. Jaron shares his experience and how he began the concept. He also shares what he can create with his students.Reach out to us and join our conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
TOO MUCH GOODWILL

TOO MUCH GOODWILL

2022-07-2717:53

When is there too much goodwill? Can you give away too much?ProsProvide a sample of best qualityWilling to pay more for higher qualityEnsure that the fit for everyone is goodConsAppear to be hiding somethingStealing potential paying clients from yourselfTime consuming for actual clientsWould you buy a car before a test drive? When does a test drive become a bad business case?Join in our conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
When is it time to move away from your clients? While this is a shorter episode, it is critical to know the best way to say goodbye to certain clients. Here are some things to look for:How much time are you spending vs the financial compensation?Are you being productive or is it too much accumulated time?Set time and financial boundaries. If the client/prospect does not meet the standard, then consider moving on.It is very hard to move on from a client or prospect. However, great reps are moving forward and growing. To be able to find time for new, and potentially better opportunities, you might need to pass along some of your business to someone else. This might be getting an assistant, dividing the territory or simply moving on. Be strategicEnsure that upper management is aware of what you are doingEnsure that the lower levels of the work force know why you are doing itEnsure that your clients understand why this is happeningJoin in our conversation and share your thoughts:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Do you feel like you are lonely in your territory? How does being a relation expert fit into this conversation? You get off your lonely sales island when your clients need you. When you feel needed, this takes away your feeling of loneliness.  Loneliness is a consequence and being alone is a choice. When you choose not to pick up the phone and speak to someone, you are missing out on opportunities. Stay current in the industry (trending articles and be where people in the industry are at) - Use Google Alerts to stay up to date on your industry.Gossip doesn't get you nowhere... but in trouble - stop the gossip! When you get into the accounts or people's lives, you are going to hear things you shouldn't have heard. Keep the confidentiality.Stay consistent - if you feel like what you are doing is not working but it is a proven methodology, keep going!Look at the big picture. How does your product/service help the overall results of the customer/client/prospect? Use these steps above to ensure you are getting the science of being a relation expert.Please reach out to us and let us know your thoughts:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Return winners of a President's Club understand how all the macro pieces fit together. Being an expert on your product might take you to President's Club one time. Being an expert on the industry and how your product/service fits into the macro view, will make you a return winner.IF YOU ARE NEW... UNDERSTAND MACRO RELATIONSHIPS. You will be able to leverage the back office or bring in other experts to help you provide the full service. Both new reps, old reps and managers must spend time understanding the larger picture and process. If you can understand your prospect/customer's business pains and methodology, then you will be able to offer your product/service and add significant value.People looking to purchase already know specs. What the buyer is needing is the process of the purchase and how everything will work together to drive results.Reach out with your thoughts on this topic:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com 
Ashton Buswell shares his top two secrets. Ashton is the VP of Sales Acceleration at LGCY Power. Solar sales require different techniques because it is not an enterprise type sale. What are some of the differences and similarities? That is what we discuss on this week's episode. Here are two key tips for sales from Ashton:Ask for free stuff everywhere.Order at a restaurant quickly.These are fun experiments that we have used over the past couple weeks. Excited to see what success you have with them. Please let us know how it goes:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Dylann Ceriani is the Co-founder at Protoshop. She is an amazing engineer and a great saleswoman. How is she successful and what is she doing?In the first part of the interview, Dylann shares that her success is because of the services she is using for lead generation. However, once we get going, we all quickly realize that Dylann's expertise and not time waste attitude helps sell to likeminded individuals. Here are some take-aways from our conversation:Be genuineBe an expert (if you are not, bring in the expert to add value)Don't be boxed into the stereotype in salesBe direct and be bold in your sales processWhat are you doing that might not be driving the sales? After listening to this episode, what are you going to be doing different?We want to hear from you...Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Brian Cappy shares the difficulties of sales and changing careers. There are challenges with changing professions and jobs. We often push ourselves to work harder and do things that are more difficult. We want to push ourselves to be better. The challenge is when that shows up in a new profession and we might not know exactly what we are doing. While this is normal, it still is difficult. In this episode, we we talk about:Imposter syndrome - who are we trying to be and the feeling of "fake it until you make it." How to get out of a rut when you feel that you are not making it.You will find times of frustration and discouragement. Know that you are not alone. Even the great Brian Cappy has felt like this.Have some accountability partners to help you understand where you are at and change.Please join in the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Greg Daines challenges all of our beliefs. Prospects pushing on our pitch, product or service is a good thing. There are some keys for client retention. One of those key drivers is measured result. Here are some other things discussed:The number one factor in customer turn is "the way we sell." Start with the result (the why) before you ever get to the 'what'.Giving a free trial might reduce barrier to entrance but likely has an opposite result on gaining new clients.How are you selling? If you are talking about your or your business, you are doing it wrong. Get the prospect talking about themself. Build a "results story" and not a sales pitch.Focus on the results and allow that to drive the story.Are you qualifying your prospects the right way? Are you asking these prospects if they are willing to change in the way that they need to drive results?Find out more about Greg at Total Customer Strategy.How has Greg's research changed what you will be doing? We want to hear from you.Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Greg Daines rocks our world. Customer satisfaction has NO correlation to customer retention. WHAT?! Greg shares the research that he has done to highlight this fact. This changes so many things that we have thought about. Here are some of the questions we got wrong in this episode:Are people challenging your sales pitch engaged and likely to buy?Are people who are slightly frustrated with your product good for referrals?What is the number one driver for customer retention?Do NPS numbers accurately reflect your business?Part 2 will air next week but this will give a lot of information to think about for the next 7 days. Find out more about Greg at Total Customer Strategy.Tell us how you feel about the importance of customer satisfaction in your business:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Christopher Cotton shares how to have integrity and honesty when selling. Chris is an Enterprise Account Executive at MX. You might see others and think they are successful but only after time will you truly see the results of ethical selling. Here are points discussed in this weeks episode:When you put clients first, there is not a grey area.It is easy to share the facts of what the product/service is and is not.Enterprise sales are easier to be consistent with the sales process. When it needs to pass through multiple people to close the deal, it is crucial and almost easier to be upfront with features and benefits. One thing to watch out for is:Don't promise something that you believe will come out by the time the purchaser uses the product. Take time to explain and be upfront.A Key Take-Away from the conversation is... WHERE DO YOU PLACE YOUR VALUE? If you placing your value in what you are selling or achieving you will likely be disappointed. When value is placed with a long-term focus, such as father/mother/spouse/person with integrity, then you will have a different focus. With a value that doesn't change with time, you will not be pushed as much to cut corners or make decisions without full integrity.Join in our conversation and share this with others:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
Are you closing techniques not working? We know why... stop doing them! What is the best single action to increase sales? - Sell to the right person!Studies find that closing techniques erode trust and James shares about neuro-linguistic programming. Stop manipulating people! Either way, pick up his book The Perfect Close because it is so helpful.James Muir highlights the 7 Myths of Sales. Find out more about what he shares at his website PureMuir.com.  7 Deadly Sins or Myths of Closing:Closing techniques workABC - Always Be ClosingClosing tactics work on large and small dealsClosing gambits show you want the businessCustomers are happy when they make a decisionSale will close itselfSales people are afraid of asking for commitmentDo you not like selling technique? Great! They are not working for specific reasons.Join in the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com
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