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The Daily Drive With Greg Bennett - Your Path to Sales Excellence - Sales Strategy, Sales Training & Sales Motivation
6 minutes | Jun 18, 2015
Five Tips for a Better Ride Along: Don’t provide feedback just on the sales call
One of the core tenants of Greg Bennett sales is that the “Before” and “After” stages of a sales call are far more important than what happens “During” the sales call. So make sure as a manager that you make your ride-along experience an exercise in observing and providing feedback on the before stage (what did you prep?), the during stage (see the other 5 points), and the after stage (how did you follow up right away and soon after)?
6 minutes | Jun 17, 2015
Five Tips for a Better Ride Along: Determine who is going to do each stage of the sales process
Ride along calls can be productive, but they can also be chaotic and confusing. It’s tough enough to control a sales call with just two people in conversation, when you add a third wheel it can become a rapid-fire shooting gallery of question after question with no one really focused on the listening piece.
5 minutes | Jun 16, 2015
Five Tips for a Better Ride Along: Discuss possible topics, objections, and closing options
Too many times on a ride-along the seller and manager discuss who they’re going to see as they’re walking into the meeting…”now what are we talking with this guy about?”. Hard to have a productive call with that little prep. It’s even more important when two of you are on the call, because lack of planning could lead to two people basically peppering the client with random questions. It’s best to discuss, even for a few minutes, what are our goals for the meeting? What questions might he ask? What objections are we going to face?
6 minutes | Jun 15, 2015
Five Tips for a Better Ride Along: How can your ride-along add value for the client
We often don’t think about how your riding along with a seller can add value for the client, and that’s all clients think about day and night, “what’s in this for me?”. When the seller announces she’s bringing her manager (and you should definitely let them know you’ll have a tag-along), she could say, “…I’ve asked my manager, Jenny Smith, to come along because she can add more value to our conversation related to your merger.”
7 minutes | Jun 14, 2015
Five Tips for a Better Ride Along: Set Expectations on what you’re observing
The idea of a ride along is to see a seller in action, which can be uncomfortable if the seller is consumed with wondering “what is he going to be watching?”. A way to avoid this is to set expectations for what’s to be observed and what’s not to be observed, “Relax, I’m not judging style points, of what we close for necessarily, but your overall comfort in the call around questioning and listening and getting at key client issues.”
9 minutes | Jun 11, 2015
Confusion Week – Week 18, Ep 5
The final area where confusion can be used within sales is within the upselling and renewal processes. If a client doesn’t want to expand their relationship, or worse yet, wants to cancel, we need to use confusion to flush out the core issues (not the surface ones often given by clients).
10 minutes | Jun 10, 2015
Confusion Week – Week 18, Ep 4
Closing is the most critical stage of selling and confusion can play a major part in how it’s done effectively. Sellers can work to clear up confusion, as well as deal with perceived risks on the part of the client by asking for clarification along the way.
9 minutes | Jun 9, 2015
Confusion Week – Week 18, Ep 3
Confusion can even be used skillfully within the presentation and proposal stages. Greg covers how skilled sellers utilize confusion to close the “Value Gap” that almost always exists between seller and buyer.
12 minutes | Jun 8, 2015
Confusion Week – Week 18, Ep 2
Greg addresses the 2nd area to apply confusion within the sales process, and that is within the questioning and listening processes. Confusion is a key tool utilized by Psychiatrist and can be just as effectively used by sellers to get better info and form better relationships.
21 minutes | Jun 7, 2015
Confusion Week – Week 18, Ep 1
Greg kicks off a great week focused on his 5 Ways to Use Confusion Within the Sales Process. In this episode Greg talks about the confusion surrounding confusion, and provides some insight on how sellers can see confusion as not only a state of being, but as a tool to accomplish specific goals. He also addresses the 1st of the 5 areas, Using Confusion Within Prospecting.
8 minutes | Jun 4, 2015
Make More Donuts: Final Chapter
Greg wraps up the reading of Make More Donuts by sharing the final 6 of the 10 Key Steps for Making More Dough---nuts.
8 minutes | Jun 3, 2015
Make More Donuts: Chapter 9
After confirming that Sales Manager has his processes in place and donutage under control, Mr. Chise says goodbye to the donut making team. Before leaving, he shares with Sales his 10 Key Steps for Making More Donuts. Greg’s shares the first 4 steps in this episode.
9 minutes | Jun 2, 2015
Make More Donuts: Chapter 8
Donutage strikes, and the issues that surround super success have to be dealt with. Fran shows Sales how he can manage it all and help avoid donutage from becoming an internal epidemic, whose negativity threatens to destroy his successful operation from within.
10 minutes | Jun 1, 2015
Make More Donuts: Chapter 7
The donuts are flowing faster than they ever have and Sales now sees the genius of Fran and his system. But there could be a gathering storm on the horizon--- Fran warns that the donut makers fall prey to donutage and its destructive negativity.
9 minutes | May 31, 2015
Make More Donuts: Chapter 6
Fran now visits the DMs one at a time; some are receptive to his ideas, others need a little coaxing. But Sales begins to see just how Fran is personalizing this new process-driven mantra so that everyone in the organization begins to buy in--even the toughest, most resistant DMs. Soon, the first batch of donuts made through this new process begin to emerge--and its time to see if Frans ideas are going to change the business forever..
15 minutes | May 28, 2015
Make More Donuts: Chapter 5
Sales calls a sales meeting to introduce Fran and to introduces the new process-driven mantra the organization will be taking. As expected, the meeting turns ugly as the salespeople get a whiff of the dreaded word many of them fear micro-management. Fran tries to explain that the key is to embrace micro-management of the process, not the individual. Great processes, when followed by great people, create incredible results. With the processes, even great people can struggle to create consistent results. A light goes on for Sales when Fran tells him that even the best athletes or entertainers (also known for being free spirits) must follow a micro-managed process of practice and accountability if they’re to play together and be a great team, or band.
9 minutes | May 27, 2015
Make More Donuts: Chapter 4
Sales Manager and Mr. Chise unpack the donut-making process and how a defined process can have a dramatic impact on creating the most donuts. Sales learns that the key is to bring the donut makers into the process of defining the best practices. andnbsp;
10 minutes | May 26, 2015
Make More Donuts: Chapter 3
Mr. Sales Manager meets the consultant from the east, Mr. Fran Chise, who promises to save his donut making operation. Not all the donut makers are excited about the proposed changes as some complain of “micro-management”. Mr. Chise also introduces the team to his glass silos, a stark differentiation from the metal silos most donut makers have been used to. andnbsp;
6 minutes | May 25, 2015
Make More Donuts: Chapter 2
Sales is told he will receive help from a strange consultant from the Far East who knows the secret of doubling production using the same people. The donut makers are suspicious.
8 minutes | May 24, 2015
Make More Donuts – Chapter 1
Mr Sales Manager is charged with doubling the number of donuts his team has to create without adding people. Hes under great pressure and has to tell his team the bad news
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