Podcast

Episode #37: How To Properly Prepare for Client Meetings

Salespeople are very busy, rushing around finding new clients, developing leads, networking, cold calling, a...

Episode #36: The Importance Of Consistency In Sales

We all know that consistency is a fundamental requirement if we are going to establish trust with others. W...

Episode #35: What To say When You Cold Call

Cold calling is an unheralded intervention into someone's already packed schedule. They are distracted by t...

Episode #34: Woeful Contributions From Salespeople

Three woeful contributions from salespeople include "we have this widget", "you should have it?" and "we can...

Episode #33: In Sales When To Start Selling

It always astonishes me that many salespeople have very little sense of proper timing to start selling their...

Episode #32: Winner Sales Follow Through

The implication of this title is that if you don’t properly follow through on the sale then you are a loser....

Episode #31: Create Your Own Philosophy Of Sales

Like a lot of people, I subscribe to various sites that send you useful information, uplifting quotes etc. T...

Episode #30: Sales Rocks, But It Is All Uphill

Sisyphus was banished to Hades for misdeeds in life and spent eternity rolling a large stone to the top of a...

Episode #29: The 106 Centimeter Cold Caller

Salespeople are world class whiners. They are the most creative group amongst all professions for coming up ...

Episode #28: Japan New Client Sale's Agonies

Japan is a huge market. This is a wealthy, sophisticated society, with a design sense second to none. People...

Episode #26: Designing Your Sales Conversation Part Two

Having built rapport, leveraged our credibility statement to receive permission to ask questions and having ...

Episode #27: Designing Your Sales Conversation Part Three

With all of this preparation in hand (and it takes about a nanosecond to complete this, once you understand ...

Episode #25: Designing Your Sales Conversation Part One

Salespeople who don’t have a framework for their sales conversation with their client, will wind up on the b...

Episode #24: Keep Your Shtick To Yourself Buddy

Smoothly memorised shtick, elaborate glossy materials, sharp suits, large expensive watches, bleached teeth,...

Episode #23: Sales Understanding

Price is always a big issue. We salespeople are very happy to drop the price, because we see this as the eas...

Episode #22: Negotiation Fails

Former American President John F. Kennedy left us with a great quote: “Let’s never negotiate out of fear. Bu...

Episode #21: The Sales Success Environment

What are today’s revenue results, how much is in the pipeline, when will we get paid by the client, what is ...

Episode #20: Pricing

Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone el...

Episode #19: Lawyers Can't Sell, But Need To

Lawyers have spent a lot of time studying to pass their bar exams. When they graduate, they are the white co...

Episode #18: Toxic Sales

Bullying, humiliation, ridiculous targets, rubbish goods, stress, shame – a toxic cocktail often suffered in...