Cover image of Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting
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Business
Education

Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting

Updated 5 days ago

Business
Education
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Get Something Different by Doing Something Different. Learn specific, real world, time tested, proven sales strategies and techniques that make it easy for prospects to open up and get out of their own way - telling you all the reasons they should buy.

Read more

Get Something Different by Doing Something Different. Learn specific, real world, time tested, proven sales strategies and techniques that make it easy for prospects to open up and get out of their own way - telling you all the reasons they should buy.

iTunes Ratings

88 Ratings
Average Ratings
78
2
3
1
4

Great Tips!

By WanderingTrader - Nov 20 2014
Read more
For anyone that wants to sell would highly recommend this podcast

Great content!

By Dabraintalk - Nov 17 2014
Read more
Love this podcast! Lots of great content and lessons to learn! Really gets your brain thinking!

iTunes Ratings

88 Ratings
Average Ratings
78
2
3
1
4

Great Tips!

By WanderingTrader - Nov 20 2014
Read more
For anyone that wants to sell would highly recommend this podcast

Great content!

By Dabraintalk - Nov 17 2014
Read more
Love this podcast! Lots of great content and lessons to learn! Really gets your brain thinking!

Listen to:

Cover image of Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting

Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting

Updated 5 days ago

Read more

Get Something Different by Doing Something Different. Learn specific, real world, time tested, proven sales strategies and techniques that make it easy for prospects to open up and get out of their own way - telling you all the reasons they should buy.

3 Ways to Beef Up Sales...Immediately

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Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle.

Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.

Mar 24 2014

8mins

Play

1 Question that Grabs their Attention…and Keeps You on the Same Page

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Think about when you’re on the phone.  Better yet, think about the last
sales call you made…were you simultaneously online clicking though
different web pages? YouTube, Facebook maybe CNN?  How about playing games
on your phone?

You may or may not be able to relate….

The fact that it’s possible that you COULD have been doing something while
on the phone it’s ALSO reasonable that your prospects are MAY BE doing
something else while there on the phone.  Fair?

Aug 21 2013

7mins

Play

Voice Mail – The Secret Formula to Move the Process Forward and Build Credibility

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Let your competition roll the dice and hope they get a return call…then
have to decide if they should just keep pretending their being ignored.

You stay in the driver seat by telling them the next time you’ll be
calling, setting a soft appointment and building credibility along the way.

Aug 20 2013

8mins

Play

10 Email Ideas for Salespeople

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Nowadays, marketing has been made much easier. With a strong email list and some few ideas, you're set to give your business all the prospects you’ll ever need.

Here’s a quick 10 point list: 

Mar 18 2014

10mins

Play

4 Words that Kill Your Prospecting Calls

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This company, their sales strategy was to follow up with individuals who
had indicated some level of interest by completing a form on a website and
requesting additional information.  Sharing their name, phone number and
e-mail address.

On the surface these should be very hot leads, a no brainier with a high
success rate…but this wasn’t happening.

Oct 22 2013

7mins

Play

Send This Email & You Will Close More Sales

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Here is a real bold statement; Send this email and you will close more
sales.  Now let’s see if I can live up to it…. You be the judge and jury on
this one…  Ready?

Nov 06 2013

10mins

Play

Is Your Voice Mail Greeting Setting You Up to Fail

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Call any office in America today get someone's voice mail and you will likely hear some version of:

"Hi, you've reached the desk of ______; I'm either on the phone or away from my desk.  Please leave me your name and number I'll get back to you as soon as possible."

Mar 25 2014

4mins

Play

Creating an Opportunity…by Asking Better Questions

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Our job is to help prospects identify the gap between where they are and
where they want to be.

We can do this is by asking questions that challenge the assumptions they
have, creating an opening for them to want something different.

Aug 26 2013

9mins

Play

Take the Pressure Off…..Yourself

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How much pressure do we as salespeople put on ourselves unnecessarily? 
After all literally what do we have control over?

 It’s been said when two people want to do business together the details
can be worked out – but – when two people do not want to do business
together the details will always stand in the way.

Aug 22 2013

8mins

Play

Do this 1 thing and turn frustrating, useless - waste of time follow-up calls into conversations that make money.

Podcast cover
Read more

What I’m getting ready to share with you is a simple tool you can use to take the follow up calls you’re already making and transform them into laser focused discussions that get your prospects to start telling you why they need what you have and literally asking “What’s the next step?”… 

Feb 04 2014

11mins

Play

1 Thing the top 20% of Salespeople do… Prospecting with a Purpose

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“Success demands singleness of purpose.”    -  Vince Lombardi

There really is a difference in what the top 20% do.  Here’s one of them….

Sep 02 2013

8mins

Play

A Trick Question, - Why Should I Buy from You?

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You have about as much chance of answering this correctly as you do of
winning the lottery, not only that, it sets us up to give the all the wrong
answers.

Sep 16 2013

8mins

Play

Speaking their Language part 1 of 5

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We want to get a clear understanding of who we’re talking to and how to
speak the same language…. Making sure our communication gets us the
response we want.

Dec 20 2013

7mins

Play

Always B Closing or Should We B Closing – Part 1 of 4 Money

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Should we be closing implies there are things that we need to understand
before we share what we have in specific detail.

Oct 01 2013

9mins

Play

Getting Out of Your Own Way

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What separates good sales people from those who struggle is their ability
to learn how to get out of their own way.

Jan 23 2014

5mins

Play

Essence & Form – Always B Closing or Should We B Closing, part 4 of 4

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Essence & From, in the world of sales is a silent killer of deals because
if the prospect doesn't like or agree with the way you deliver what you
offer..

They usually just disappear or go away, never sharing this feedback with
you. Leaving us to wonder what happened.

Oct 14 2013

7mins

Play

The Hungry don’t get fed

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The hungry, they don’t get fed… Just because we need a sale doesn't mean we
get a sale.  In fact the more we need it, the higher the likelihood we
won’t do the things that need to be done to get it.  Ask the hard questions
and clear next steps.

Oct 29 2013

7mins

Play

Selling to a Dominant Communicator, part 2 of 5 - Speaking their language

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This is one of the smallest but most important styles for us in sales to be
able to connect with.

Dec 22 2013

8mins

Play

Amateurs Follow Up – Professionals Follow Through

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“I’m tired of wasting time with people who waste my time...”  This is how
the conversation started with a new perspective client.

Sep 10 2013

10mins

Play

Selling the Influencer - part 3 of 5, Speaking their Language

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Whenever I'm selling to this style, I get a little nervous.  Here's Why...

Jan 04 2014

8mins

Play

Getting Ready To Get Ready…

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Making the transition from getting everything ready to go and actually taking the next step can be a lot harder than it sounds.  Laying the groundwork feels so darn productive… because it is!  Leaving the getting ready mode has a sense of uncertainty and often leaves many caught in a frustrating circle.  

Feb 19 2015

8mins

Play

Stop Making Decisions for People You Don’t Know

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Mind reading is costing you sales, income, opportunity and it’s limiting your options.

Aug 14 2014

6mins

Play

Want to close more sales? – Start asking stupid questions.

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Your competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.

Apr 28 2014

6mins

Play

Are you finished before you start?

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This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut".

Apr 15 2014

6mins

Play

Who is Closest to Money

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The process was slowing down early on in the selling process… specifically in the initial communication phase.

Meetings, phone calls were ending without a specific next step to move forward.  

Apr 09 2014

6mins

Play

Is Your Voice Mail Greeting Setting You Up to Fail

Podcast cover
Read more

Call any office in America today get someone's voice mail and you will likely hear some version of:

"Hi, you've reached the desk of ______; I'm either on the phone or away from my desk.  Please leave me your name and number I'll get back to you as soon as possible."

Mar 25 2014

4mins

Play

3 Ways to Beef Up Sales...Immediately

Podcast cover
Read more

Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle.

Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.

Mar 24 2014

8mins

Play

10 Email Ideas for Salespeople

Podcast cover
Read more

Nowadays, marketing has been made much easier. With a strong email list and some few ideas, you're set to give your business all the prospects you’ll ever need.

Here’s a quick 10 point list: 

Mar 18 2014

10mins

Play

[ video ] The Big Lie

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Mar 05 2014

6mins

Play

The Big Lie We All Bought into...

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As professionals it’s our job to connect the right people with the right information in the right way – a way that makes it easy to say yes if there’s a fit.

This means that when we’re prospecting for new opportunities, what were really looking for are the people that are open to having a conversation.

Mar 04 2014

6mins

Play

A Big blinding flash of something so Obvious it’s easy to miss and it’s Stealing Your Deals

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This is something so simple it gets overlooked time and time again so it
creates longer sales cycles, leaves us wondering what we’re doing wrong and
literally steals money out of our pocket every time we do it.

Feb 13 2014

8mins

Play

Do this 1 thing and turn frustrating, useless - waste of time follow-up calls into conversations that make money.

Podcast cover
Read more

What I’m getting ready to share with you is a simple tool you can use to take the follow up calls you’re already making and transform them into laser focused discussions that get your prospects to start telling you why they need what you have and literally asking “What’s the next step?”… 

Feb 04 2014

11mins

Play

Getting Out of Your Own Way

Podcast cover
Read more
What separates good sales people from those who struggle is their ability
to learn how to get out of their own way.

Jan 23 2014

5mins

Play

Let's Talk About Money...

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How comfortable are you talking about Money? 

Asking for it… telling people how much it is or just bringing the subject
up all together?

I’m asking because it’s not unusual for the subject to make many of us
uncomfortable and it shows up in the way we sell.

Jan 17 2014

Play

3 Ideas to Make it Happen on Purpose

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At the beginning of the year or whenever I start working with a new
coaching client there is an exercise that has proven over time to be very
profitable to walk through.  - I call it Where and When.

Jan 12 2014

9mins

Play

Selling the Influencer - part 3 of 5, Speaking their Language

Podcast cover
Read more
Whenever I'm selling to this style, I get a little nervous.  Here's Why...

Jan 04 2014

8mins

Play

Selling to a Dominant Communicator, part 2 of 5 - Speaking their language

Podcast cover
Read more
This is one of the smallest but most important styles for us in sales to be
able to connect with.

Dec 22 2013

8mins

Play

Speaking their Language part 1 of 5

Podcast cover
Read more
We want to get a clear understanding of who we’re talking to and how to
speak the same language…. Making sure our communication gets us the
response we want.

Dec 20 2013

7mins

Play

The Selling Professionals Network, Tom Desloge

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Name:  Tom Desloge

Company: STL Metallizing

Industry: Machinery

Job Title: Director of Sales & Marketing

Dec 10 2013

21mins

Play

Are You Selling Up-Hill?

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Knowing who to invest time with and when can make the difference between
being a “me too” player and the ability to add real value and be the
hero.

Dec 02 2013

8mins

Play