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The Sellers Wingmen
22 minutes | Jun 30, 2020
Salespeople don't listen when selling - Active Listening in sales
We've all been there, say 2 words and the salesperson takes over. However as a salesperson, how do we know whether we are guilty of not of the same thing? Easy to get carried away in the thrill of the chase and forget to actively listen to the prospect or client. 00:50 Why Active listening is vital in selling 04:15 The role listening plays in gaining trust 06:15 Don't make the questions difficult and listen to the reply!! 09:10 What stops salespeople asking the right questions? 12:10 Some 'tricks' demonstrating you're actively listening to the answers 14:09 D.I.S.C. Profiles! Absolutely vital. 18:48 Review some things you can try straight away 19:27 Less is definitely more 21:15 How to find us
26 minutes | Jun 29, 2020
Wasting time with prospects who don't buy anything
We can burn hours with prospects and not do any business at all. Who's fault is it, theirs or ours? We look at the mystery of clients we put on our sales pipeline who stay there for months or even years. Theres at least 3 things we can do to avoid the trap! 01:17 Suspect or Prospect? Is there a difference and how can you tell. 04:50 How salespeople destroy sales calls by focussing on getting their emotional needs met rather than selling 06:40 The role Sales Leaders need to play to avoid time wasting 09:00 Follow a sales process to avoid being 'played' 11:00 Don't be a BlueBottle! 'Red Lines' you wont cross progressing a sales call 15:20 Own goals scored by Sales Professionals that prevent closing any business 18:20 One role for the "Up Front Contract" 20:20 Are all buyers liars? 23:50 What do we do with all this new free time?? 25:50 Where you can find us
26 minutes | Jun 17, 2020
Margins are getting thinner - discounting is the norm
"The most important thing to a buyer is price". WRONG! Although you'd be forgiven for thinking that's the case. If you find yourself defending your price or forced into discounting before things have even got going, maybe theres something we can do about it before it threatens to effect our business growth or perhaps even our survival. 0:53 "Does everyone want a discount now or is it just me?" 3:30 Do we talk ourselves into discounting before the buyer asks? 4:30 What are we worth? 6:10 Why selling Feature & Benefits will cost us margin 13:58 Why we shouldn't let buyers focus on discount & price 15:00 Learning to ask great questions stops you getting pinned to the wall on price.... 17:15 What we can learn from a Dentist 18:45 "A Spratt to catch a Mackerel" or "Monkey's Paw" 22:20 The role courage and being gutsy plays in setting our pricing policy 25:05 Where you can find us
26 minutes | Jun 10, 2020
No sales process for getting in front of enough new prospects?
Disaster! Products and services to sell but not enough prospects will talk to you. Feeling desperate or questioning your own products or pricing? These next 20mins or so could be for you to build a sales process to win new clients. 01:20 Takes effort to get in front of prospects 07:30 The reality of Head-trash 12:20 'Cookbook' keeps us honest 14:20 Goals 16:25 We all feel the same at first 18:42 No need to feel alone 20:50 Just do it! Then you'll know what needs fixing. 25:30 How to find us!
20 minutes | Jun 10, 2020
Not closing the sale and winning enough new business
It's why we are here! If we don't close the sale to win enough new orders we will lose our business or get the sack from our employer or collapse from exhaustion in the attempt to hit targets. We all have the same 24 hours in a day and giving it away isn't selling. What things are getting in our way of closing the sale. 00:50 Don't believe everything you hear ! 01:30 How hard are you actually working to fill your sales pipeline? 03:10 Are you putting your prospects off? 04:20 Have you earned the right to actually sell to the prospect? 07:27 Are you sending your prospect into the arms of your competitor? 09:16 Its harsh but true!! Suck it up and deal with it!! 12:50 We mostly don't close enough deals because of ourselves. 14:00 Selling is a process, not just personality
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