#48 - Addressing Customer Risks and Concerns to Close Deals
On this episode, we discuss the questions reps need to be asking to close the deals they aren't closing. And these questions typically have nothing to do with the product itself. You need to walk the...
16 Apr 201918min
#46 - How to Pitch the Same Customers a Second Time
On this episode, we discuss the very common situation where you are going back to the same customers, with the same product, a second time. This happens frequently and the key is to start the meetin...
14 Apr 20199min
#45 - The Classic One-and-Done Sales Rep
On this episode, we discuss the one-and-done sales reps. These are reps that ask one question, and one question only to the customer, then move into their pitch. The strong sales reps will ask much m...
12 Apr 201913min
#44 - How to Transition from Selling to Closing
On this episode, we discuss the key point when you transition from selling to closing and what that sounds like. It's not enough to give the advice of, "You have to ask for the business." The real q...
11 Apr 201914min
#43 - Minimizing the Up's and Down's in Sales
On this episode, we go deep on the topic of 'Outcomes-Driven Thinking' and 'Process-Driven Thinking'. There is a substantial difference approaching results from these two perspectives and it's importa...
5 Apr 201918min
#42 - When to Pressure Customers and When to be Patient
On this episode, we discuss how to determine when to turn up the pressure on a deal or a customer and when to be patient. The fundamental question you should be asking yourself is, "Why isn't the cust...
3 Apr 201917min
#41 - Understanding Customer Persuasion and Psychology in Sales
On this episode, we discuss the essence of sales - get the customer to see your perspective on a given topic. And to do this, you have to make sure they are looking at the same problem you are with th...
28 Mar 201917min
#40 - Blending The Science And Art Of Medical Sales
On this episode, we discuss the equation of sales which includes science and art. Where many sales reps go wrong and many coaches go wrong is they think you only need one of the two variables to be su...
26 Mar 201912min
