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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: January, 2017
Jan 31, 2017

Full Notes

https://www.salestuners.com/moore/

Takeaways

  1. It Is What You Know: Everyone is familiar with the inherent value in networking, but what you know can be equally as important to closing a sale. A successful sales team needs to first understand a company’s core mission and beliefs, but it can’t stop there. Sales representatives must also know the ins and outs of what they are trying to sell. If not, a challenge exists where a confused seller is trying to sell to a confused buyer and even though everybody wants to pretend they know what’s happening, they don’t. An educated seller is a prepared seller.

  2. Swipe Right for Success: Ultimately, sales is about people and people change their minds daily. Never before has information been as accessible as it is, but on the flip side of the coin people are busier than ever before. Because of that, the sales process has been highly compressed, prompting the need to differentiate your business and its products quickly. Despite the ability to easily swipe right, people are inherently distrustful about things they do not fully understand. That’s why it’s more necessary than ever before to focus on the sale after the sale. A first date is great, but is it a good match? The answer to that question can define the long-term success to a sale.

  3. Always Seek Candor: Being authentic and real with people will take you farther than you dreamed possible. Former chairman and chief executive officer of General Electric and esteemed American business executive Jack Welch, Jr. once said “the higher you get in an organization the more you get lied to.” Rising above that albeit honest truth can make or break your sales career. Developing a personal philosophy to speak to people in a candid and understandable way is one of the best fundamental first steps you can take on your journey to sales success.

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.
Jan 24, 2017

Full Notes

https://www.salestuners.com/keene/

Takeaways

  1. Adopt a CEO Mentality: The perception of who you are matters a lot. Instead of just doing everything you’re supposed to do, think bigger -- if it were your company, what would you do differently? How would you dress? How would you talk to customers? Would you hold others accountable? These ideas will get you thinking more broadly about the business as opposed to just your role in sales.

  2. Leverage Your Network: The easiest way to get into a new prospect is through referral, right? Once you figure out who’s connected to the people you want to talk to, what information can you arm them with to make an introduction on your behalf?

  3. Act Like a Crazy Ex-Girlfriend: Think about how you communicate with the most important people in your life (family, close friends, etc.). When you call or text them, if they don’t respond right away, you likely give them some time knowing they’re probably busy. But after a few days or weeks, you don’t just give up, your frequency of calls and texts increases. When you apply that to prospecting, most people know that a salesperson will go away if you just ignore them. Flipping the script to give them space and then ramping up the frequency might just get you in the door.

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.
Jan 17, 2017

Full Notes

https://www.salestuners.com/20/

Special Offer

Steve’s playbook starts with reading a book a day, thrives on pushing the limits and commits to winning every single time. And now, he has extended a special offer for SalesTuners listeners: Get a LIFETIME Membership for only $250! (regularly $1499) and you'll get 10 free ANNUAL Memberships to give away to friends, colleagues, and clients (regularly $299 each). 

Takeaways

  1. Learn by Reading: If knowledge is power, books are the proverbial light switch. Professional development in sales begins deep within the pages of carefully penned thoughts and ideas of those who have gone before you. Respecting the insight from those who have been there in your shoes is one of the most valuable investments you can make in yourself, and ultimately in your business.
  2. Learn by Failing: This should be a mantra in any and every college course for future sales professionals. Because, guess what? In sales, you will fail. It’s inevitable. It’s going to happen. Understanding that out of the gate is not only a proactive psychological move, but it’s one that will help you put it all into perspective. Nothing is worthless, nothing is a true failure, if something can be learned from it.
  3. Learn by Doing: Sometimes it’s true what the great and powerful “they” say about best laid plans. They often go awry, and it’s how you handle the change in course that makes all the difference. When in doubt, just give it a try. Don’t be afraid. You might be surprised by the positive results.
  4. Learn by Breaking the Rules: In the day and age of social media marketing and content planning and sales quotas and all the things, just stop. Do something unconventional. Try something new. Push the limits and challenge the boundaries. You may end up accidentally stumbling across an exciting new path you didn’t even know was waiting for you all along.

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.
Jan 10, 2017

Full Notes

https://www.salestuners.com/bertuzzi/

Takeaways

  1. Own the Space: Your passion, or lack thereof, is infectious. As a salesperson, you know more about your product or service than your prospect and need to own the sales process. Know what your competitors are saying, know what your analysts are saying, truly understand the problem that needs to be solved and guide your prospect through the conversation.
  2. Arouse Curiosity: Buyers are busier than ever before. You don’t have to get the whole message out when prospecting. Instead, learn to communicate more succinctly and offer information in sound bytes that will both develop the relationship and provide value. This should make buyers curious enough to respond or come back to you in the future.
  3. Change is Constant: Content is the new SPAM. Many large companies are getting rid of voicemail. E-mails are read on mobile devices more often than not. Everything is in motion and changing rapidly. What worked for you last year may be less efficient now, so be mindful and observant in patterns of change you are seeing.

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.

Subscribe to SalesTuners

Jan 3, 2017

Full Notes

https://www.salestuners.com/zuzic/

Takeaways

  1. Understand DISC Profiles: Understanding how a person thinks, and then communicating with them how they want to be communicated with, is key. One method to help identify how to most efficiently communicate with others is to learn about the personality traits that drive them using a tool like the (DISC) Dominance, Influence, Steadiness and Conscientiousness Personality Test.
  2. Keep Your Energy Level Up: You have the answer to the tough questions, so sell with that in mind. Think outside the box. Ask the tough questions and run through walls in the process because you are confident in the answers you have to provide. Most importantly, do all of it with your head held high. The ability to stay positive amid the challenges you face will define who you become as a salesperson.
  3. Don’t be Single Threaded: In a hunt for whales, the bigger picture is essential in the road map to sales success. There is no single thread in larger organizations, where multiple decision makers are involved in sales decisions. Remembering to leave an impact on all the key players will help set you apart from the crowd.

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.

Subscribe to SalesTuners

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