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Sales Tuners

SalesTuners is a weekly podcast where I talk with great sales leaders and high performing individual salespeople about the attitude, actions, and abilities that have led to their success.
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Now displaying: November, 2016
Nov 29, 2016

Full Notes

http://www.salestuners.com/kusner/

Takeaways

  1. Find Your Champion: When prospecting pursue multiple players inside the organization. Don't just stop at the person who you think is the right person, by reaching out to multiple people you’re more likely to find someone who will at least pick up the phone and hear what you have to say. Turning them into your champion on the inside.
  2. Don’t Go it Alone: Let other people assist you wherever possible. Jack talked about the idea of always wanting to be the dumbest person in the right room. Doing so pushes him and makes him look at and think about things differently.
  3. Find the Real Pain: Whether you’re prospecting or right in the middle of sales cycle — what your product or service does is irrelevant. You have to understand and focus on the actual pain the prospect has and use their words to build a business case.

Book Recommendations

Sponsor

  • Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

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Nov 22, 2016

Full Notes

https://www.salestuners.com/carroll/

Takeaways

  1. Know the Vice: In today’s world where people may have 10-15 different inboxes, figure out the best way to communicate with prospects individually. Whether its email, Snapchat, Twitter, LinkedIn, or phone etc. don’t rely on just one channel.
  2. Be Found: If people can’t find you online, they can’t learn from you, and if they can’t learn from you, they can’t decide to buy from you. Invest time in building your social presence to grow your visibility and perceived thought leadership.
  3. Comparison is the Thief of Joy: While competition is good, don’t let comparing yourself to others steal your success. Salespeople today spend too much time thinking “if I fail, it’s because of this” instead of “when I win, it’s in spite of this.”

Book Recommendation

Sponsor

  • Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

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Nov 15, 2016

Full Notes

https://www.salestuners.com/nettleton/

Takeaways

  1. Be Professionally Curious: The things you don’t know in sales won’t kill you… it’s the things you do know, that just aren’t so, that will. Don’t skip past the ‘what’ cycle of questioning. Starting basic can help gain key understandings to build a strong foundation before digging deeper.
  2. Provide Context to Content: There is a ton of information available to prospects. The job of the salesperson is not to provide information, but rather context. Prospects have access to more content than ever before, but sales people have more context in their area of expertise than a prospect should or could ever develop. Sharing the context is essential.
  3. Understand People: Learn how to adjust yourself to address the person you’re selling to. There are many indicators in every conversation that illuminate the personality type of the person you’re communicating with. Is their preferred communication style visual, auditory, or kinesthetic? What is their DISC profile? Unlocking these concepts can drastically improve your sales process.

Book Recommendation

Sponsor

  • Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
Nov 8, 2016

Full Notes

https://www.salestuners.com/bennett/

Takeaways

  1. Confidence is Key: Once you realize you know more about your product than the person on the other end of the call, the whole world opens up to you. Stress levels go down, better questions are asked and that feeling of awkwardness and intimidation starts to fade.
  2. Quit Being a Rule Follower: While it’s important to know the rules of the game, more often than not, it’s so that you know which one’s to break and when. Don’t just imitate those around you, challenge the status quo and find your voice.
  3. Keep it Conversational: Be logical and intentional in your questions by focusing on the purpose of where the answer should take you. As you start to better understand your flow, people will continue to engage without realizing how long they have been talking to you and open up all kinds of opportunity you might never have got to.

Book Recommendation

Sponsor

  • Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

Subscribe to SalesTuners

Nov 1, 2016

Full Notes

https://www.salestuners.com/weber/  

Takeaways

  1. Get a Prospect Moving: Ask good questions to establish credibility and trust. Your questions should be centered on moving a prospect from a neutral position to one where they’re willing to make a change.
  2. Stay the Course: Put in the work every single day. The close may not come right away, but take the time to continually deliver value filled messages and touches to stay top of mind.
  3. Maximize Your Time: Instead of making four hours of work look like 10, focus on maximizing your eight hours to hit your goals.

Book Recommendations

Sponsor

  • Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
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