Podcast

Episode #208: Virtual Selling - Handling Objections

Most buyers are hurting at the moment, as entire industries are under assault and many of the remainder are ...

Episode #207: Virtual Selling - Virtual Story Telling

We all know that buyers remember stories more easily than facts and data points. In fact, the ratio is twen...

Episode #206: Virtual Selling - How To Present Virtual Solutions With Impact

We receive permission first, then we proceed to ask questions of the buyer. We want to gain a sense of whet...

Episode #205: Virtual Selling: Engaging Decision Making Teams

In a virtual call, what is the maximum number of people who should be joining on the buyer side, to make the...

Episode #204: Virtual Selling - We Need A New Questioning Approach (Part Three)

One of the sad things about salespeople is they mostly have no idea what they are doing. So we transfer tha...

Episode #203: Virtual Selling - We Need A New Questioning Approach (Part Two)

In Part One, we looked at the difficulties the modern communication platforms throw up because of the limita...

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...