ABC - Attitude Behavior Consequence
In this Behind the Wheel episode, I look at ABC, Always be Closing....no. How your attitude will drive your behavior which will eventually determine ...
Sales Influence - Why People Buy!
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Today's buyer is more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy" by using the latest studies in consumer behavior and neuromarketing to sell more effectively!
381 - Big Sales Rocks
When it comes to doing high leverage activities, keep in mind the example of the bowl and big sales rock story. HLA should be done early. Also, When...
380 - Avoid No Decisions
Your biggest competitor is not your competitor, it's a no- decision.
379 - Create a Value Chain
Every product/service can be differentiated if we look hard enough. Use a value chain to find those points of differentiation in your sales process.
378 - Position Your Value...Again
Position your value, not your price; that's the message. Shifting your mindset to selling on value will allow you to see how you can sell more effect...
376 - 3 Levels of Empathy
There's rational, compassionate and convulsive empathy when it comes to understand what your buyer is going through.
375 - Sell Without Selling Out
In this podcast I review Andy Paul's new book, Sell Without Selling Out!
377 - IntraProspecting: A New Sales Term
When it comes to finding new business, we rely on two overarching strategies: We have 'inbound' prospecting (marketing). We have 'outbound' prospectin...
374 - STOP Asking That Question
As buyers become more aware and smarter, here's a question you should STOP asking and here's what you should ask instead.