046 Asking About Their Budget Actually Loses Sales
Many salespeople make the mistake of asking about a potential buyer's budget. Which typically gets a response similar to, "We've already spent it." Or, "There is no money available." And a sale is los...
6 Maj 20196min
045 Don't Use These Cheesey Screener Tactics
Unfortunately, many people still think they need to "Get past the screener" in order to speak with a decision maker. Worse, there are trainers who teach this nonsense. Assistants (we don't call them s...
2 Maj 201910min
044 How Art Sold the Jury and Found the Guy Guilty
Sales situations are around us every day, and we can learn lessons from them when we look for them. Here's Art's story of how he was on a jury, and helped one dissenting juror finally come to the conc...
29 Apr 201912min
043 How to Avoid Calling With "I just want to introduce myself."
A go-nowhere approach that many salespeople use is when they are assigned names, is calling with the lame, "I just want to introduce myself." In this episode we discuss why that is ineffective and sho...
25 Apr 20198min
042 GUEST: Sales Success Secrets of a Master Headhunter, Scott Love
Recruiting at a high level is the ultimate practice of sales. Prospecting, getting an engagement, contacting applicants and persuading them to look at positions, negotiating contracts…all require expe...
22 Apr 201935min
041 If You Send Samples or Demos, Do this to Sell More of Them
If your sales process involves sending out samples and demos--or even proposals-- you might be leaving a lot of money on the table. In this episode you will hear the mistakes that salespeople make tha...
18 Apr 20197min
040 How to Avoid Forcing People to Lie to You
There are a few worthless phrases and questions that salespeople use at the end of sales conversations that cause prospects to lie. They are things like, "Keep us in mind, OK?", or, "Keep my number in...
15 Apr 20198min
039 Guest: The "Home Service Millionaire," Tommy Mello
Every business is a sales business. Hear how this young entrepreneur took a garage door business from $50K in debt, to over $30 million in sales in seven years, using customer-oriented sales methods a...
11 Apr 201941min
