Dec 27, 2016
Full Notes
https://www.salestuners.com/zahm/
Takeaways
- Auto Ask - Figure out how to consistently get in front of your audience with a unique fresh message. Eventually they’ll either meet with you, tell you they’ll meet with you a later date, or tell you to go away, but the persistence will ultimately pay off once they see your commitment.
- Don’t Reinvent the Wheel - Look around you. Talk to other reps in a similar role. Talk to your competitors or at least reps that sell into the same type of prospect profile you. What is working for them or what has worked for others?
- DIY Before Outsourcing - Unless you know the intricate details of a process, it may not be in your best interest to outsource it. Do it yourself first. Figure out the tiny details and draft a standard operating procedure. Doing so allows you to monitor the outsourcing and determine very quickly what’s working and what’s not.
Book Recommendation
- The 10X Rule: The Only Difference Between Success and Failure by Grant Cardone
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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Dec 20, 2016
Full Notes
https://www.salestuners.com/hutzul/
Takeaways
- Have a Process - This one should have been obvious from the episode title, but here’s the thing — if you don’t have a process, you have to adapt to your buyers process and they don’t know how to buy. As you define the individual steps in your process and what the exit criteria is for each, it becomes much easier to qualify, plan, and close opportunities.
- Ask for Referrals - You’ll never get anything in life you don’t ask for, and referrals are no exception. Make it a habit… actually, make it part of your process to ask everyone you come in contact with for one referral. If you’re able to describe to them the problems you solve, see if they know one person that might be having the same problem and could benefit from your solution.
- Act Like an Entrepreneur - It’s easy to play Tuesday Morning Quarterback, but until you really start to understand all the mechanics of RUNNING a business, you’ll never grasp why certain decision are made or not made. Until then, being resourceful and knowing which corners to cut or which risks to take can have a big impact on your career.
Book Recommendation
- The Millionaire and the Bard by Andrea Mays
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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Dec 13, 2016
Full Notes
https://www.salestuners.com/freeman/
Takeaways
- It’s Not Your Money: This remains a challenge for most people in sales, but you have to realize, the amount of money you’re asking a person for has no correlation to your own wallet or your perception of “a lot of money” is. Just because you couldn’t afford to buy something, or just because you’ve never done what you’re asking the buyer to do, doesn’t mean they can’t or shouldn’t.
- Overcome the Default Objection: How many times have you walked into a store with a specific intention to buy something and when the store clerk asked if they could help you with anything your default response was, “no thank, I’m just looking.” Pretty much every time, right? Buyers of your product are doing the same thing by saying “they’re good” or “they already have someone.” What are follow up questions you can ask to break through that initial objection in your world.
- Quit Thinking, Start Doing: It was General George Patton that said “a good plan violently executed now is better than a perfect plan executed at some indefinite time in the future.” to break that down, simply GET OUT of your own way. Pick up the phone, send the email, just start doing something.
Book Recommendation
- Relentless: From Good to Great to Unstoppable by Tim S. Grover
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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Dec 6, 2016
Full Notes
http://www.salestuners.com/logar/
Takeaways
- Ask For More: If you want to be great at what you do, ask for more. Self-attitude, self-belief and confidence only comes when you take action. People tend to stop themselves from achieving all they can because they get caught up in self doubt and distractions.
- It’s Not About You: Forget about your website. Forget about your business cards. Forget about your PowerPoint deck. At the end of the day, all of those things are irrelevant. Find your prospects true pain and watch the solution present itself.
- Leverage Trade Shows: Walk up to the salesmen in the booth sand just start asking questions. Ask them what they have been seeing in the market? What kind of feedback are they getting from customers? What do they think people should be excited about? What are some of the trends people are talking about? As you start to see common themes, you’re likely to craft a better pitch or discovery question set.
Book Recommendation
- The Ultimate Sales Machine by Chet Holmes
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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