Podcast

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...

Episode #260: How To Get Better Results

We have so many things pulling us in different directions at the same time, we can get a bit overwhelmed by ...

Episode #259: How To Build Strong Relationships With Our Buyers (Part Three)

Over Parts One and Two we have been exploring how to apply some human relations principles when we are worki...

Episode #258: How To Build Strong Relationships With Our Buyers (Part Two)

In the last episode we looked at the first three of the human relations principles we can apply when interac...

Episode #257: How To Build Strong Relationships With Our Buyers

If we want to succeed in sales, we want to build a strong relationship with our buyers. Having to run aroun...

Episode #256: Revising Our Unique Selling Proposition

You would think that if your business has survived Covid, then the pandemic will have cut a swathe through y...

Episode #255: Why You Need A Salescycle

At the center of everything we do is the customer relationship. Additionally, like planets revolving around...