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Rank #41 in Management category

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Management

The Salesman Podcast

Updated 3 days ago

Rank #41 in Management category

Business
Careers
Management
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The Salesman Podcast is the world’s most download B2B sales and selling podcast. Will Barron interviews the world’s leading influence, body language, psychology and sales experts to give you the information YOU need to close more deals and make

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The Salesman Podcast is the world’s most download B2B sales and selling podcast. Will Barron interviews the world’s leading influence, body language, psychology and sales experts to give you the information YOU need to close more deals and make

iTunes Ratings

195 Ratings
Average Ratings
158
20
9
4
4

One of the best

By Sirrick12 - Aug 10 2018
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By far one of the best sales podcast I have subscribed to. Please keep the shoes and guest coming.

Excellent

By abuk79 - Mar 31 2018
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This is a fantastic podcast with excellent insights. It’s well worth your time. Highly recommend.

iTunes Ratings

195 Ratings
Average Ratings
158
20
9
4
4

One of the best

By Sirrick12 - Aug 10 2018
Read more
By far one of the best sales podcast I have subscribed to. Please keep the shoes and guest coming.

Excellent

By abuk79 - Mar 31 2018
Read more
This is a fantastic podcast with excellent insights. It’s well worth your time. Highly recommend.
Cover image of The Salesman Podcast

The Salesman Podcast

Latest release on May 21, 2020

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The Salesman Podcast is the world’s most download B2B sales and selling podcast. Will Barron interviews the world’s leading influence, body language, psychology and sales experts to give you the information YOU need to close more deals and make

Rank #1: BESTOF2019: How To Leverage The “Challenger Sale” (Step By Step Guide) With David Pirt

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David Pirt is a Challenger Sale expert, behavioural science enthusiast and former solider. On this episode of The Salesman Podcast David shares a step by step guide to what the Challenger Sale is and how we can implement it’s success principles into our B2B sales game. Resources: David on Linkedin  ChallengerInc.com Book: The Challenger Sale: How To […]

The post BESTOF2019: How To Leverage The “Challenger Sale” (Step By Step Guide) With David Pirt appeared first on Salesman.org.

Dec 08 2019

42mins

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Rank #2: #419: The Subtle Art Of Not Giving A F*ck In Business With Mark Manson

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Mark Manson is the best selling author of "The Subtle Art of Not Giving a F*ck". Mark joins me on today's episode of the podcast to share why most of you are taking your sales role too seriously and the benefits of lightening up a little :).

The post #419: The Subtle Art Of Not Giving A F*ck In Business With Mark Manson appeared first on Salesman.org.

May 12 2017

42mins

Play

Rank #3: #499: How To Pitch Anything (He’s Raised Over $1 BILLION By Pitching!) With Oren Klaff

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Oran Klaff is the author of Pitch Anything and has pitched his way to over $1 billion in investments for entrepreneurs.

On this episode, Oran explains very simply how sales professionals can pitch any product effectively.

The post #499: How To Pitch Anything (He’s Raised Over $1 BILLION By Pitching!) With Oren Klaff appeared first on Salesman.org.

Jan 08 2018

50mins

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Rank #4: #449: How To Overcome Objections In Sales With Nigel Green

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Nigel Green is a sales expert and on today's episode of the Salesman Podcast he is explaining the step by step process to break past objections. 

The post #449: How To Overcome Objections In Sales With Nigel Green appeared first on Salesman.org.

Jul 25 2017

37mins

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Rank #5: #635: How to FOLLOW UP Like A Sales SAVAGE With Jordan Stupar

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Jordan Stupar is the CEO of the Sales Domination System a CRM and lead gen solution. On this episode of the show Jordan explains why most sales people suck at following up and the step by step process to start following up like a sales savage. Resources: DominateSales.com JordanStupar.com Jordan on Instagram

The post #635: How to FOLLOW UP Like A Sales SAVAGE With Jordan Stupar appeared first on Salesman.org.

Aug 02 2019

36mins

Play

Rank #6: #477: Ultimate Guide To CLOSING A SALE (Just 2x Questions!) With Ben Brown

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Ben Brown is the author of "Master The Art of Closing The Sale" and also a retired Navy Marine. Ben shares how we can close any sale with just two simple, non threatening questions on this episode of The Salesman Podcast.

The post #477: Ultimate Guide To CLOSING A SALE (Just 2x Questions!) With Ben Brown appeared first on Salesman.org.

Oct 19 2017

51mins

Play

Rank #7: #650: A Mind For Sales: Habits And Strategies To Sell In The Current Economic Uncertainty With Mark Hunter

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Mark Hunter is the best selling author of “A Mind for Sales: Daily Habits and Practical Strategies for Sales Success” and a sales training expert.

On today’s episode of The Salesman Podcast Mark shares what we should be doing to train our mindsets to become more resilient during this corona virus pandemic so that we can continue to get deals done.

Resources:

The post #650: A Mind For Sales: Habits And Strategies To Sell In The Current Economic Uncertainty With Mark Hunter appeared first on Salesman.org.

Apr 03 2020

26mins

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Rank #8: #431: How To Close THE BIGGEST Deal In YOUR Industry With Gene McNaughton

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Gene McNaughton is a sales expert and on this episode of the show he explaining how we can find and then close THE BIGGEST deals within the industry we work in. We’re going whale hunting in this one #SalesNation.

The post #431: How To Close THE BIGGEST Deal In YOUR Industry With Gene McNaughton appeared first on Salesman.org.

Jun 05 2017

38mins

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Rank #9: How to Change Someone’s Mind – 7 Persuasion Skills

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Trying to change someone’s mind is something that we have all tried to do, but most people fail at influencing others. Learning ability to change other peoples minds is integral having success in life. Because you will never have success in life you are always following other people’s plans, you need to learn to influence […]

The post How to Change Someone’s Mind – 7 Persuasion Skills appeared first on Salesman.org.

Nov 29 2019

20mins

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Rank #10: #461: How To CRUSH ANY Selling OBJECTION With Jarrod Glandt

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Jarrod Glandt is the Vice President of Sales at Grant Cardone Enterprises and Co-Host of the Young Hustlers Podcast.

On today's episode of The Salesman Podcast Jarrod is explaining the step by step process to breaking through objections when on a sales call.

The post #461: How To CRUSH ANY Selling OBJECTION With Jarrod Glandt appeared first on Salesman.org.

Sep 04 2017

39mins

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Rank #11: #491: Close MORE SALES (DRAMATICALLY Speed Up Your Sales Cycle) With Ron Karr

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Ron Karr is a sales expert, author and keynote speaker. On this episode of the show Ron explains how we can speed up our sales cycle to win more business, more often throughout our business year. 

The post #491: Close MORE SALES (DRAMATICALLY Speed Up Your Sales Cycle) With Ron Karr appeared first on Salesman.org.

Nov 23 2017

39mins

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Rank #12: #625: “Challenger Sale” Mastery! (Step By Step Guide) With David Pirt

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David Pirt is a Challenger Sale expert, behavioural science enthusiast and former solider. On this episode of The Salesman Podcast David shares a step by step guide to what the Challenger Sale is and how we can implement it’s success principles into our B2B sales game. Resources: David on Linkedin ChallengerInc.com Book: The Challenger Sale: […]

The post #625: “Challenger Sale” Mastery! (Step By Step Guide) With David Pirt appeared first on Salesman.org.

Jun 20 2019

42mins

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Rank #13: Mashup: HOW TO PITCH ANYTHING! 5 Experts Share Their Best Advice

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[zilla_alert style=”yellow”]Click a link to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]   On this shorter episode, 5 of the worlds leading sales pitch and presentation experts share their top tips to help you up your pitching game and win more business.   Video Version: Audio Version:     Full Episodes:  How To Pitch Anything (He’s Raised […]

The post Mashup: HOW TO PITCH ANYTHING! 5 Experts Share Their Best Advice appeared first on Salesman.org.

Apr 19 2018

15mins

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Rank #14: #558: How To Tell A STORY That SELLS (Ignite Emotion And Hack Their Brain)

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[zilla_alert style=”yellow”]Click to subscribe on your mobile device:  iTunes | Google Podcasts [/zilla_alert] Adrian Davis, Founder & CEO of Whetstone Inc. He’s an incredibly knowledgeable sales expert on selling to the c-suite. On this episode of The Salesman Podcast Adrian shares how we can hack our prospects brains by selling with emotion through stories. Video Podcast: Resources mentioned: WhetstoneINC.ca […]

The post #558: How To Tell A STORY That SELLS (Ignite Emotion And Hack Their Brain) appeared first on Salesman.org.

Sep 20 2018

46mins

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Rank #15: Mashup: How To Eliminate The FEAR of Working In SALES

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[zilla_alert style=”yellow”]Click a link to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]   In this >mashup, we’re going to break you through the fear of rejection, the fear of sales and just fear in general. Strap in #SalesNation and say goodbye to fear.   Video Podcast:   Audio Podcast:   Transcript: [zilla_toggle title=”Click here to open the […]

The post Mashup: How To Eliminate The FEAR of Working In SALES appeared first on Salesman.org.

Jun 09 2018

14mins

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Rank #16: #421: How To Win More New Business (By Using Trigger Events) With Craig Elias

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[zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert] Craig Elias is a leading sales expert and author of SHiFT – Turn prospects into customers. On this episode of the Salesman Podcast Craig is explaining what trigger events are and how they can help you get a head of your competition. What […]

The post #421: How To Win More New Business (By Using Trigger Events) With Craig Elias appeared first on Salesman.org.

May 16 2017

41mins

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Rank #17: #447: Sales “Hacks, Tips, Tricks” Are Nonsense (Learn How To Really Win!) With Jeff Bajorek

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Jeff Bajorek is a expert sales coach and on this episode of The Salesman Podcast he is sharing why most "10 ways to close the deal" articles, videos and content are complete bullshit.

Jeff goes on to explain what actually moves the needle of sales performance and where #SalesNation should be focusing if they want to crush their quotas. 

The post #447: Sales “Hacks, Tips, Tricks” Are Nonsense (Learn How To Really Win!) With Jeff Bajorek appeared first on Salesman.org.

Jul 20 2017

36mins

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Rank #18: Mashup: 5 Sales Prospecting Hacks To Help You To Connect With New Customers

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[zilla_alert style=”yellow”]Click a link to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]   Prospecting is the most important activity that any sales professional or business person can undertake. Here are 5 sales prospecting hacks from 5 of the worlds leading sales and business development experts.     Full Episodes: Transcript: [zilla_toggle title=”Click here to open the transcript” […]

The post Mashup: 5 Sales Prospecting Hacks To Help You To Connect With New Customers appeared first on Salesman.org.

Mar 14 2018

13mins

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Rank #19: BESTOF2019: TAKE Your COMPETITORS Accounts With Anthony Iannarino

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Anthony Iannarino is an international speaker, an author, and a sales leader. On this episode of the show Anthony is sharing how we can take business from our competitors and essentially “eat their lunch”. Resources: Book: Eat Their Lunch: Winning Customers Away from Your Competition TheSalesBlog.com @Iannarino

The post BESTOF2019: TAKE Your COMPETITORS Accounts With Anthony Iannarino appeared first on Salesman.org.

Dec 03 2019

39mins

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Rank #20: #472: Build TRUST FAST = Working In Sales Becomes EASY With Stephen M. R. Covey

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Stephen M. R. Covey is the best selling author of The Speed of Trust and trust is exactly what we're dissecting in this episode of The Salesman Podcast. 

Stephen shares how we can use trust as a tool to break through all the stressful, time consuming and non-enjoyable parts of the sales process to focus on adding value and getting deals done. 

The post #472: Build TRUST FAST = Working In Sales Becomes EASY With Stephen M. R. Covey appeared first on Salesman.org.

Oct 09 2017

47mins

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#655: The Worlds Cheapest, Most Persuasive Sales Tool… With Mark Edwards

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Mark Edwards is the managing director and resident whiteboard maestro at Whiteboard Strategies. Mark has over 30 years experience in the corporate world – the last 20 of which have seen him involved in the training of tens of thousands of business professionals.

His unique approach to sales presentations and training has earned Whiteboard Strategies fans and customers in some of the world’s leading businesses.

On this episode of The Salesman Podcast Mark shares why the whiteboard is the worlds cheapest but most persuasive sales tool.

Resources:

The post #655: The Worlds Cheapest, Most Persuasive Sales Tool… With Mark Edwards appeared first on Salesman.org.

May 21 2020

44mins

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#654: Become “OBLIGATED TO SUCCESS” To Win In Sales With Bill Caskey

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Bill Caskey is a sales training expert, author and podcast host.

On today’s episode of The Salesman Podcast Bill shares why having an obligation to success is the starting point to achieving it.

Resources:

The post #654: Become “OBLIGATED TO SUCCESS” To Win In Sales With Bill Caskey appeared first on Salesman.org.

May 14 2020

33mins

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#653: How To Close BIG SALES (Whilst “Selling In Place”)

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Tom Searcy is a nationally recognized author, speaker, and the foremost expert in large account sales. His methods of unlocking explosive growth were developed through years of real-world success.

On this episode of The Salesman Podcast Tom shares what “selling in place” means and how we can close big sales during this period of economic uncertainty.

Resources:

The post #653: How To Close BIG SALES (Whilst “Selling In Place”) appeared first on Salesman.org.

Apr 26 2020

39mins

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#652: Up-Sell Your Current Customers And Hit Quota During The Pandemic! With Tim Riesterer

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Tim Riesterer is Chief Strategy Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product development.

On this episode of The Salesman Podcast Tim shares why up-selling your current customers is the best way to hit quota during the pandemic.

Resources:

The post #652: Up-Sell Your Current Customers And Hit Quota During The Pandemic! With Tim Riesterer appeared first on Salesman.org.

Apr 20 2020

36mins

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#651: Why The Lock Down Is Your Best Opportunity For Sales Training With Matthew Pollard

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Matthew Pollard is an internationally-recognized consultant, speaker, blogger, author, mentor, coach, and serial entrepreneur with five multi-million dollar business success stories under his belt, all before the age of 30.

On this episode of The Salesman Podcast Matthew is sharing why right now is the best time in your entire selling career to get in some sales training.

Resources:

The post #651: Why The Lock Down Is Your Best Opportunity For Sales Training With Matthew Pollard appeared first on Salesman.org.

Apr 13 2020

40mins

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#650: A Mind For Sales: Habits And Strategies To Sell In The Current Economic Uncertainty With Mark Hunter

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Mark Hunter is the best selling author of “A Mind for Sales: Daily Habits and Practical Strategies for Sales Success” and a sales training expert.

On today’s episode of The Salesman Podcast Mark shares what we should be doing to train our mindsets to become more resilient during this corona virus pandemic so that we can continue to get deals done.

Resources:

The post #650: A Mind For Sales: Habits And Strategies To Sell In The Current Economic Uncertainty With Mark Hunter appeared first on Salesman.org.

Apr 03 2020

26mins

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How To Handle COVID-19 Sales Objections

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We’re going to get into dealing with COVID 19- sales and price objections in this episode but first…

Don’t stop selling! Deals are still happening. Your job is on the line if you’re not seen to be generating revenue right now. So keep on selling #SalesNation!

We’re still getting deals done at Salesman.org. Last week we closed and started delivering on the second biggest corporate training program we’ve ever done.  Deals are still happening.

Now with that said, I’ve no doubt that when you’re speaking
with potential customers you’re getting all kinds of objections about the
COVID-19 pandemic.

So in this video I’m going to share how you can overcome any COVID-19 buying objection and continue to thrive in sales.

When you get a “I can’t buy because of COVID-19” objection. You need to reframe it.

The process of reframing is when you change the window that
people see the world out of. Let me show you this visually…

From the example on the whiteboard. Person 1 at the top has
a narrow frame. They don’t see much through their window other than what is
right in front of them. Even though this person logically knows that there are
other unexplored possibilities around them.

Now person two on the other hand is open to expanding their
frame of the world. They now see both the chump change that was right in front
of them and also the opportunity to make some serious cash in this market too.
This opportunity was there all along but they didn’t see it before their frame
widened.

So your goal when prospects give you COVID-19 objections is
to widen their frame so they can see both opportunity alongside the threats
they’re focused on.

I went through a moment of frame expansion a few months ago.
I was selling our Salesman.org membership to individuals. I love helping
individual salespeople become wildly motivated and destroy their sales quotas.
That’s why we build the Salesman.org platform int he first place.

It wasn’t until a listener of the Salesman Podcast who
happened to be a sales leader in a large organisation asked if they could buy
Salesman.org it for their entire sales team that my frame changed. II realised
that there was a lot more revenue available in the training budgets of
enterprise sales teams than what the average salesperson is willing to spend on
their own training.

I went from seeing a pile of pounds to a mountain of new revenue OVER NIGHT.

This enlarged view of the opportunities in the market
doubled our revenues within a few sales calls!

So that’s the concept of frames and reframing. But wow do we
use this to deal with objections about COVID-19 that are stopping our buyers
taking action?

Well you need to reframe their fear as opportunity to take
market share. So for example, when you call upon a prospect they say:

 I’m not spending any
money right now because I’m unsure if my customers will keep buying because
they’re working at home because of the COVID-19 issues.

So firstly, acknowledge the objection and then reframe it by
saying: “Can your customers still use your product from home? It seems like
right now they might be even more willing to buy your product because they need
to become more efficient in their business to survive.”

See what I did there? I shared a statement of “Can your
customers still use your product from home?” which widens the frame the
prospect is seeing the world through. Then I gave them a supportive statement
to let them know that I’m on their side.

I’ve a perfect example of this from just a few days ago.

I was waiting on a purchase order from a large fortune 500
organisation. They were planning to sign up their sales team to the
salesman.org platform. So I jumped on the phone to see if I could push the deal
through quicker.

I got hit with the objection “I’m not sure if we can commit right now, our sales team are all working from home”.

I widened this persons frame of the world by saying “GREAT!
They’re going to get even more use out of the Salesman.org platform each day.
In the time they’re usually commuting they can login, do some training and have
better sales results than if they were still working from the office”.

It was an “ah-ha” moment for this VP of sales and he got the
paperwork over minutes later. They got access to our training the same day and
he was really happy with the results they got.

So that’s how to deal with a true objection by widening your
prospects frame on the issue. 

But I did have one of our Salesman.org members ask me  question on a our office hours live chats today that is relevant here too. They said they got the objection of “I can’t spend capital right now as I’m worried about what’s unfolding”.

During the live-chat I explained to him that, that is not a
real objection. That is someone telling you how they feeeeeel about their
environment right now.

So when dealing with an objection based around feelings
rather than facts, instead of jumping in and trying to deal with what they’re
saying. You should get the real objection out of them by saying “can you tell
me specifically why you feeeeeeeel that way…?”.

Now they might say one of two things:

  1. They could say “I feeeeel this way because well I sell to airlines and they’re closed down right now”
  2. Or they might say “I feeeeeeeel this way because I sell to marketers and I don’t think that they’re going to want to buy right now”.

The first objection is real. Airlines are closed and now
that you know the truth you can logically deal with it.

The second objection of “I don’t thiiiiiiink that they’re
going to want to buy right now” is their feelings about the situation. This is
not a real objection and so you again ask them “why do you feeeeeeeel that
way…?”.

Keep doing this until they give you something logical and
then you can attempt to counter their logical objection by widening their frame
on the situation.

The post How To Handle COVID-19 Sales Objections appeared first on Salesman.org.

Apr 02 2020

15mins

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#649: Use “Positive Intelligence” To Beat Self Sabotage And Sell Through COVID-19 With Adam McGraw

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Adam McGraw is the CRO at Positive Intelligence Inc. He defines “positive inteligence” as:

A measure mental fitness which shows how quickly one can shift from a negative to positive response to challenges (your Positive Intelligence or PQ level).

On this episode of The Salesman Podcast Adam shares how PQ can help sales professionals beat their own self sabotage and continue to sell through this COVID-19 crisis that the world is currently facing.

Resources:

The post #649: Use “Positive Intelligence” To Beat Self Sabotage And Sell Through COVID-19 With Adam McGraw appeared first on Salesman.org.

Mar 31 2020

31mins

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The Four Personality Types & How to Sell To Them

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There are four different types of buyer
personality types and these personality types make up the acronym STAR.

In this episode we’re going to outline each personality type and then I’m going to share the best way to sell to them.

“Psychopath” is not a personality type that we’re going to cover in this episode and so it won’t help you deal with your sales manager, but for everyone else, if you’re ready then hit that thumbs up button and lets get into it…

#1 Structured

First up we have the “structured” buyer personality type.

Buyers with the structured personality type
think in systems. They don’t want you to give them one piece of the puzzle,
they want to know how everything works altogether.

You will notice a prospect that has a
structured buyer personality type because they will ask you questions like “and
what happens next?” or “what is the previous step”.

When selling to buyers with a structured
personality type you need to give them all the step by step processes they need
to implement to go from where they are right now to where they want to be. Cut
back on the emotional side of the sales process and focus on the analytical.

#2 Technical

Next we have the personality type of the technical buyer.

A technical buyer is someone very
analytical. They want to know every detail about the product you’re selling.

These individuals tend to be the end users
of your product rather than the real decision makers who are in more senior
positions within an organisation.

As long as you’re an expert on your product
and you give the technical buyer personality enough time to ask you questions,
these buyers are the easiest to get on board.

#3 Action-based

Then we have “action-based” buyers.

Buyers with the action-based personality
type tend to be social butterflies. They’re constantly in meetings, taking
calls and networking with everyone they possibly can.

Typically buyers with action-based
personality types are charismatic, competitive and want to get shit done…

Does that found familiar? Well most
salespeople typically have a streak of the action-based personality type too.

When you’re selling to these action-based
personality type individuals you should focus on the fact that you’re similar
and use this to build rapid rapport with them.

Additionally, if you can make these buyers
look good in front of their peers they’re far more likely to want to buy from
you. On top of that, stay out of the weeds, don’t get to analytical and you’ll
have great success closing them.

#4 Relationship

Finally, we have the relationship focused buyer personality types.

Buyers with the relationship focused
personality type used to run middle management in both small, medium businesses
and the enterprise.

20 years ago, salespeople would take these
relationship focused individuals out for lunch, off for a quick round of golf
and that would get deals done.

These days relationship focused buyers are
getting pushed out of management because it’s become more cutthroat and fast
paced.

You can recognise these buyers because they
will be weary of you when you first engage with them but you’ll see them warm
to you over time.

To win business from relationship focused
buyers you have to share valuable content with them, connect with them
routinely and engage at the personal level not just as a businessperson.

Summary:

So, there are the four personality types –

  • Structured buyer
  • Technical buyer
  • Action-based buyer
  • Relationship-focused buyer

The first step is understanding which one
of these you are closest to matching as a seller.

Then understand the different wants and
needs of each buyer personality type and adjust your sales process accordingly
when you engage with each type.

The post The Four Personality Types & How to Sell To Them appeared first on Salesman.org.

Mar 30 2020

13mins

Play

How To Use Influence To Sell / Part 2

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In this episode we are looking at the three remaining principles of influence following on from what we covered in yesterday’s video. If you haven’t checked that out yet, click the link in the description to watch that video first.

So if you’re ready to learn how to use influence principles to sell your local supermarket on letting you buy more than two tins of beans during this pandemic crisis, then hit that thumbs up button and lets get into it…

#3 Likeability

The first principle of influence that we’re covering in this video is
the principle of likeability. You know the cliche, people buy from those they
know, LIKE and trust? The trust principle of likeability is why this is
effective.

There is a tonne of scientific evidence that proves that we buy from
those we feel similar to. And we we’re more likely to find people similar to us
more likeable.

Going back to the tribal days, we’re programmed to trust the people in
our tribe and fear those who are not so this makes total sense.

If your brain had to work out who it could trust with every interaction, you’d never get anything done. Instead, it uses these shortcuts.

Likeability = more trust = less uncertainty = More likely to buy.

So how do we become more likeable? This comes down to building rapport before
trying to shove your sales pitch down someone’s throat.

Avoid becoming the stereotype of the arrogant, brash and aggressive sales
professional. That style of selling might have worked in the past but it
doesn’t work anymore.

Instead, to increase your levels of likeability, find out what your
prospects like to do, what forms of entertainment they enjoy and what their
interests are so that you can try and find some overlap between their world and
your own.

#4 Authority

The influence principle of authority is
perhaps the easiest principle to understand yet most salespeople don’t feel
comfortable implementing it.

You have the ability right this second to call yourself an authority in your industry. You know more about your product or service than anyone else out there right?

An expert is defined as:

“A person who is very knowledgeable about or skilful in a particular area”

So you’re an “expert” by definition.

However, most salespeople don’t feel worthy of this title. I’m here to tell you that you should feel confident in calling yourself an expert from this moment onward.

Authority is another shortcut our brain
uses to do less processing but still survive. If someone has perceived
authority over us, our brain takes action when they suggest it without thinking
whether this is the correct thing to do. This is hardwired into our brains to
reduce the amount of processing they need to do day-to-day.

As a salesperson you can use the principle
of influence to your advantage in two ways –

  1. The first and most powerful way to leverage the law of authority is to become an influencer in your industry. This starts today when you start referring to yourself as an expert on your product.
  2. Alternatively, you can leverage the principle of authority from another angle by to selling the boss above your usual decision-maker. If the decision makers boss has bought in, then they’ll have to agree too due to the principle of authority.  

#3 Scarcity

Scarcity is the final principle of
influence that we’re going to cover in this video series and it is the easiest
to start using too.

Want to increase the level of scarcity in
your sales process? Make it harder for your prospects to buy your product. When
you make it harder for people to by your product, your prospects will will want
it more and the sale gets easier! How crazy is that?

Again, this principle of influence exists
because our brains take yet another shortcut to reduce the amount of processing
they have to do each day. Our brains have a rule that says, if something is
difficult to get hold of, it must be popular and therefore it’s good and you
should want it too.

The best example of this right now? The
amount of idiots stockpiling hundreds of rolls of toilet paper during this
pandemic that’s sweeping the globe.

You can use the influence principle of
scarcity by limiting the time you spent with customers  in a strategic way. You goal should be to
become a scarce but valuable resource.  

A practical example of pulling on the
influence principle of scarcity is used by high end shoe retailers all the
time. They attempt to gain a commitment from the prospect before they confirm
if they have stock of the product.

For example, the shop assistant will say
“I’m not sure if we have any of these in stock. Will you 100% buy it if I
go out back and try and track a pair of these shoes?” They know damn well
they’re in stock but they’re using scarcity and commitment to lock down the
deal.

Summary

And so, there we have it, the final three
laws of influence: likeability, authority and scarcity.

And if you’ve watched the previous episode, the six principles of influence in their entirety are:

  1. Reciprocation
  2. Commitment and Consistency
  3. social Proof
  4. Likeability
  5. Authority
  6. Scarcity

The more that you can use these principles
of influence throughout your sales conversations, marketing and email copy the
higher chances you have of influencing a buyer to come around to your way of
thinking.

The post How To Use Influence To Sell / Part 2 appeared first on Salesman.org.

Mar 27 2020

18mins

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How To Use Influence To Sell / Part 1

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In this two part episode we’re running through the principles of influence and how they can increase your chances of getting a deal done. So if you’re ready to learn the skills of influence so you can go get your neighbour to give you a couple of rolls of toilet roll, from the 47 packets […]

The post How To Use Influence To Sell / Part 1 appeared first on Salesman.org.

Mar 25 2020

17mins

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How To Get Better At Selling FAST!

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I used to suck at sales. In fact, I got sacked from my very first sales job. It was embarrassing and it was at that moment I decided that I needed to learn how to become great at sales fast. And getting great at sales fast is exactly what we are going to talk about […]

The post How To Get Better At Selling FAST! appeared first on Salesman.org.

Mar 23 2020

29mins

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How To Sell From Home (Without Getting Distracted)

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Right now you might be forced to sell from home with the current emergency measures that governments around the world are enacting. There’s no need to panic. I’ve been selling from home the past 6 years and it’s been a game changer for me in the most positive of ways. In this solo podcast episode […]

The post How To Sell From Home (Without Getting Distracted) appeared first on Salesman.org.

Mar 21 2020

21mins

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3 Templates For A Perfect Sales Voicemail

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In this episode we are talking about voicemail and how you can get attention even when your potential customer has not picked up the phone. Because there’s nothing more frustrating than knowing that you can really help a prospect and solve one of their business problems and not being able to communicate that with that […]

The post 3 Templates For A Perfect Sales Voicemail appeared first on Salesman.org.

Mar 20 2020

27mins

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5 Traits of Sales Masters

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In this episode, you’re going to learn the 5 traits of the worlds top, performing sales professionals. I’m also going to share how you can test if you have some of these sales traits, completely free at the end. If you’re a fan of the Salesman.org Youtube channel, you’ll know we create sales success training […]

The post 5 Traits of Sales Masters appeared first on Salesman.org.

Mar 19 2020

13mins

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Clients Say, “How much is it?” And You Say, “…”

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The pricing question often makes sales professional uneasy and weird. We’ll cover why talking about money makes sales people uncomfortable in tip number 1. Control your emotions So when a prospect asks for the price, the most important thing to do is stay in control of your emotions. Most people are taught at a young […]

The post Clients Say, “How much is it?” And You Say, “…” appeared first on Salesman.org.

Mar 16 2020

10mins

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3 Tips to Create Urgency in Sales

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Do your sales cycles seem to drag on and on and on? Do you attempt to close the sale but you get  knocked back with “maybes” and “I’ll have to think about it?” Well creating urgency in B2B sales is incredibly important and it’s the answer to your issues. If your potential customers don’t feel […]

The post 3 Tips to Create Urgency in Sales appeared first on Salesman.org.

Mar 01 2020

16mins

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The FIVE Levels Of Value In Sales

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In this solo episode, Will Barron explains the five different levels of value in B2B sales and how to position yourself so that your prospects HAVE to buy from you.

The post The FIVE Levels Of Value In Sales appeared first on Salesman.org.

Feb 02 2020

19mins

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BESTOF2019: How To Leverage The “Challenger Sale” (Step By Step Guide) With David Pirt

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David Pirt is a Challenger Sale expert, behavioural science enthusiast and former solider. On this episode of The Salesman Podcast David shares a step by step guide to what the Challenger Sale is and how we can implement it’s success principles into our B2B sales game. Resources: David on Linkedin  ChallengerInc.com Book: The Challenger Sale: How To […]

The post BESTOF2019: How To Leverage The “Challenger Sale” (Step By Step Guide) With David Pirt appeared first on Salesman.org.

Dec 08 2019

42mins

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BESTOF2019: TAKE Your COMPETITORS Accounts With Anthony Iannarino

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Anthony Iannarino is an international speaker, an author, and a sales leader. On this episode of the show Anthony is sharing how we can take business from our competitors and essentially “eat their lunch”. Resources: Book: Eat Their Lunch: Winning Customers Away from Your Competition TheSalesBlog.com @Iannarino

The post BESTOF2019: TAKE Your COMPETITORS Accounts With Anthony Iannarino appeared first on Salesman.org.

Dec 03 2019

39mins

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iTunes Ratings

195 Ratings
Average Ratings
158
20
9
4
4

One of the best

By Sirrick12 - Aug 10 2018
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By far one of the best sales podcast I have subscribed to. Please keep the shoes and guest coming.

Excellent

By abuk79 - Mar 31 2018
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This is a fantastic podcast with excellent insights. It’s well worth your time. Highly recommend.