Podcast

Episode #202: Virtual Selling - We Need A New Questioning Approach (Part One)

Salespeople’s bad habits just migrate right across to the online world. If you were just pitching your prod...

Episode #201: Virtual Selling - How To Master The First Impression Online

We now sell in the Age of Distraction and the Era of Cynicism. When the client is talking to us online, the...

Episode #200: Virtual Selling - How To Communicate Trust To The Buyer When Online

When we meet people for the first time, we put them through a number of filters. The easiest one is visual....

Episode #199: Virtual Selling: How To Prepare For Online Meetings

Online meetings with existing clients are a breeze. The connection is there, the history, the trust has bee...

Episode #198: Virtual Selling - How To Gain Customer Trust

Meeting a potential new customer online is a daunting prospect for salespeople. All of the skills we have b...

Episode #197: Dealing With The Deal Sugar Hit

I love dark chocolate. One of the downsides of my chocolate proclivity is that the lift from the sugar is f...

Episode #196: The Cold Calling On Zoom Salesperson - Part Six

We have come to the final stage of the sales process, getting people to agree to move forward and place thei...

Episode #195: The Cold Calling On Zoom Salesperson - Part Five

We have moved along the continuum of the sales process, from making the cold call, getting the appointment, ...

Episode #194: The Cold Calling On Zoom Salesperson - Part Four

So far, we have dealt with making the cold call to get a meeting, building trust, getting permission to ask ...

Episode #193: The Cold Calling On Zoom Salesperson - Part Three

In Parts One and Two we looked at the early stages of the cold call, getting rapport established and then as...

Episode #192: The Cold Calling On Zoom Salesperson- Part Two

In Part One we looked at how to get a meeting when you are cold calling and cannot meet the buyer face to fa...

Episode #191: The Cold Calling Zoom Salesperson- Part One

Cold calling is always a subject of great debate and interest. I have been doing podcasts for the last seve...

Episode #190: The Ubiquitous Meishi Exchange And Event Networking - Are They Now Dead?

As the President of my company in Japan, it is almost impossible for me to cold call Japanese companies. If...

Episode #189: Presenting Your Sales Materials Remotely

Sitting in that tight, too cosy meeting room, opposite a throng of buyers, is now a figment of our fevered s...

Episode #188: Covid-19 Triggers Tougher Negotiations Part 2

In Part One we looked at some of the key basics in negotiating: 1. Our Position 2. The Client’s Position 3....

Episode #187: Covid-19 Triggers Tougher Negotiations Part One

Clients who are now suffering will shortly make you suffer too. They will be much more price sensitive and ...

Episode #186: Salespeople Should Start Preparing For V-J Day

At what point will things get back to some semblance of normality? It is a bit like trying to pick the bott...

Episode #185: Covid-19 Or Not, You Still Have To Master Client Objections

Client hesitation or objections to buying from us are indicators we have failed in some keys areas in our pr...

Episode #184: Covid-19 Makes Sale's Listening Skills More Critical

Typically we speak at 150-200 words per minute but we can listen at up to 600 words. We have excess capacit...

Episode #183: COVID-19 Sales University

Living in Brisbane, I would commute to and from work by car listening to audio tapes on business subjects li...