Podcast

Episode #280: Closing

The word “closing” itself can be controversial in sales. It implies we are ending the process rather than s...

Episode #279: Painting a Word Picture Of Why They Should Buy Now

The sales cycle is a simple progression to get the client to the point of purchase. We have established rap...

Episode #278: Four Powerful Japanese Mindsets For Sales

Sales is a battle. Not a battle with the buyer, although sometimes it feels like that when they won’t purch...

Episode #277: The Salesperson's Time, Treasure and Talent

Sales is such a rollercoaster. You have a good month or a good quarter then you hit a wall. Clients change...

Episode #276: Becoming a Master of Handling Objections

Objections are good. That sounds a bit counterintuitive I know, because what we actually want is to land a ...

Episode #275: Listening Skills

Today, we are going to talk about the importance of listening for salespeople. That might sound ridiculous. ...

Episode #274: Our Solution Provision

After having asked the buyer a lot of questions about their current situation and where they want to be, we ...

Episode #273: The Sales Questioning Model

Do you have a sales questioning model? Is there a journey you want the buyer to complete? Do you have quest...

Episode #272: Shoshin - The Beginner's Mind

The word shoshin or beginner’s mind in Japanese is a great metaphor for the world of sales. When we start s...

Episode #271: The Smart Salesperson's Secret New Year's Resolution

In 2022, let’s all commit to asking more intelligent questions of buyers. For those who don’t ask questions...

Episode #270: The Buyer's Gap

Clients don’t need to do anything. We discover this unfortunate fact very quickly in sales. We also discov...

Episode #269: The Client's Needs Analysis

In the last episode we looked at uncovering any buyer misperceptions about our organisation and then dealing...

Episode #268: Dealing with Misperceptions

Business is brutal and sometimes clients have received incorrect information about our companies from compet...

Episode #267: Designing Qualifying Questions and Our Agenda Statement

This week we will look at improving our questioning skills and setting up the meeting agenda. There are a v...

Episode #266: Building Our Credibility Statement

In sales, we definitely need a Credibility Statement. Buyers are always worried about buying what they don’...

Episode #265: Our Pre-Approach in Sales

What is your pre-approach regimen before you meet the buyer? We cannot do everything and our time is finite...

Episode #264: Our Personal Sales KPIs

In this episode we will look at KPIs or Key Performance Indicators. These are activities which when carried...

Episode #263: Sales Attitude, Image and Credibility

We know that our attitude determines everything. Henry Ford is often quoted for saying, “if you think you c...

Episode #262: Don't Sell The Prez

Usually gaining access to the big company President is a real coup. We now have the ear of the decision mak...

Episode #261: Honing Our Unique Selling Proposition

Every minute, there is more and more competition for the same clients, so we need to differentiate ourselves...