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Rank #14 in Management category

Business
Careers
Management

The Salesman Podcast

Updated 7 days ago

Rank #14 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

185 Ratings
Average Ratings
152
18
7
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

185 Ratings
Average Ratings
152
18
7
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 Dec 08, 2019

All 300 episodes from oldest to newest

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:

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:

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

Dec 03 2019

39mins

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BESTOF2019 How To Sell To The C-Suite With Josh Braun

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Josh is Co-Founder and CEO of Sales DNA, and former Head of Business Development for Basecamp. He is an expert in helping sales leaders, CEO’s and founders create systems to generate a steady flow of meetings each month with qualified buyers..

On this episode of The Salesman Podcast Josh explains how to book meetings with and win business from the C-suite.

Resources:

The post BESTOF2019 How To Sell To The C-Suite With Josh Braun appeared first on Salesman.org.

Dec 01 2019

35mins

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Why Buyers Are UTTERLY Irrational

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In
today’s video I’m going to share why
buyers can seem utterly irrational and
don’t close the sale, even though it makes complete logical sense
for them to do so.


Then
I’ll tell you how you can overcome this emotional mess that buyers
find themselves in so you can win more business and crush your sales
target.


Have
you ever been in a sales meeting where everything is going perfectly.
The potential partner needs your product desperately, they have the
budget, all the decision makers are in the room, yet the deal falls
through?


This
is because the potential partner is thinking emotionally rather than
logically. In this video you’re going to learn why this is and how
you can switch on the logical side of the potential
partners
brain so they close the deal and you get paid.


It’s
not just potential partners who get emotional when they should be
thinking logically. All of us do it. It comes down to how the human
brain is physically wired.

You see, making decisions on emotion factors is actually the default, go to way of making decisions. This is because the limbic or emotional part of the brain comes before the frontal lobe or the logical part of the brain in it’s wiring.

Emotional decision making


Lets
take a look at this image which shows this visually –

Here
is how it works – everything you see, smell, hear, taste and touch
is picked up by our sensory organs and converted into electrical
signals. These signals are then fired towards our brain, passing from
cell to cell through our spinal-cord.

Eventually
these signals travel to your frontal lobe, which lives in your
forehead, which is where rational thinking takes place. The issue is
that before it reaches the rational part of your brain it passes
through your limbic system and this is where instant, instinctual,
emotional responses are produced.

This physical journey of firing neurons ensures that you experience things emotionally before you can reason with the emotion and think logically about the situation. There is constant communication between the rational and emotional parts of the brain but the emotional side of things gets information first, which always skews the output towards emotion.

Rewire their brains

So
what we need to do is rewire the decision making system of our
potential partners to do this –

We’ve
added an extra step of THINKING about the initial emotional response
the potential partner wants to throw at us and then getting them to
consciously choose their next action rather than acting instantly.

You
can’t stop them thinking emotionally or even illogically but you
can nudge them into consciously adding a second layer of logic to
these thoughts after they occur.

To
do this you’re going to mirror their emotional state and slowly
drag it towards logic.

Now
lets think of the sales process from the potential partners side. It
looks a little something like this –

They’re
going about their day, everything is looking pretty logical. Then
they find an issue, their collegues see there’s a problem too. The
stress starts rising. Things get worse and so this problem becomes a
priotiy for them to solve. The stress piles on.

Eventually
the pressure is so unbarable that they reach out to a sales person or
you call upon them at exactly the right time and they don’t ignore
you.

Andddd….
All they want to do is dump all of this emotion, stress and pressure
on you. They want you to come in and solve their now very emotional
problem but what do most sales reps do?

They
meet the potential partners emotion with… logic. They ask stupid
logical qualification questions, they pitch logical features and
benefits, they start talking about money and how much it’s costing
the company to not solve the issue…

It looks like this with the seller and potential partner on completely opposite sides of the track right across the sales process.

Opposite side of the tracks

Even
to the point that is somehow the potential partner manages to reduce
their level of emotion themselves and progress towards the sale, the
seller then starts getting emotional and moving away from logic as
they get nervous about “the close”.

What
you need to do, to pull a potential partner from emotion to logic
quicker, is to meet them with emotion at the start of the sales
process and then guide them through their turmoil like this –

To
do this we need to work through the following four steps –

1) Use discovery questions to uncover the real emotional needs of the potential partner.

Understand
that they don’t need a spade, they don’t need a hole, they have
an emotional need or stress that there’s a body in their back
bedroom that they need to bury. So forget features and benefits,
focus on their real emotional needs and desires.

2) Share industry knowledge and insights.

At
this point the potential partner has poured their emotional needs all
over you. It’s time to mop it up with some industry knowledge.
They’re begging you, even if they don’t directly say it, to guide
them through solving the issue but you need to show that you’re the
person who can take them to the other side of it first.

3) Transition into building buying consensus.

At
this point the potential partner understands that you can help them.
They know that you can heal their emotional wound and so they can put
their emotions to one side and start adding a layer of conscious
logical thinking on top of it.

Here
you’re also moving into a more logical state and this is where the
traditional sales process starts to happen.

4) Close the deal with the Closing 3.0 method.

We
go deep into the Closing 3.0 m ethology in the Salesman.org training
workshops but basically you’re wrapping up the sale with a logical
question of “Does it make sense to buy?”.

The
beauty of this question is that there is zero chance of rejection.
They either say yes and the deal is done, or they say no and you ask
“how come it doesn’t make sense to move forward?” There’s no
weirdness, you close the sale with a simple logical question.

Summary


So
there we have it. It’s a simple 4 step process to pull any highly
emotional potential partner who won’t close the deal even though
it makes logical sense for them to do so.


Just
remember that all humans are wired to be emotional first because of
the physical cabling from sensory input to the different parts of the
brain –


##
SWIPE ##


Understand
that at the beginning of the sales process the potential partner is
the most emotional –


Now
we can build deep rapport with them whilst guiding them towards a
logical closing process by following the four steps –


Unfortunately
most sales people start the process in a logical state and so they
never get to see the eventual logical side of the potential partner
as the deal has fallen apart way before then.


Therefore
we need to mirror the potential partners emotion like this –

  • 1) Use discovery questions to uncover the real emotional needs of the potential partner.
  • 2) Share industry knowledge and insights.
  • 3) Transition into building buying consensus.
  • 4) Close the deal with the Closing 3.0 method by asking “does it make sense to…”.

Now
you know exactly what to do when a potential partner is acting
emotionally during the sales process.

The post Why Buyers Are UTTERLY Irrational appeared first on Salesman.org.

Nov 30 2019

14mins

Play

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 them so that you can follow your own.

How to change someone’s mind


So
in this video I’m going to give you seven, powerful and actionable
rules to follow when you’re trying to influence someone and change
their mind.

Rule
one – go for no


When
you are butting heads with someone else and trying to influence their
opinions, they know that you’re trying to get them to say “yes”.
The long this goes on, there is an increasing pressure as this person
avoids saying yes, and the level of involvement from their increases
until a point where they may never admit defeat at all.

As you can see on this diagram, as more and more ego and emotion gets put into the conversation, the pressure for the individual to say no and disagree with you goes up and up. All until it reaches a point of no return where they just think “f-it” and they’ll never openly admit to changing their mind, just to spite you.


Have
you ever lied about being wrong, just so you wouldn’t look bad?
That’s you reaching the “f-you” point.


So
instead, you’re going to relieve all this pressure by influencing
them to say “no” instead of pushing them towards yes which is
what they’re expecting you to do.


When
someone says “no” it can be an incredible relief for them, it can
feel like you’ve taken a weight right off their shoulders, and it
also gives them the perception of control, which in turn allows them
to drop the emotion from the discussion and come back to a more
logical conversation.


“No”
can actually means many things. For example it could mean –


  • You’re
    make me feel uncomfortable

  • I
    do not understands

  • I
    don’t think I can afford it

  • I
    need more information

  • I
    disagree right now but I could change my mind


So
take a moment from trying to debate the individual and ask the
question…

“What about this does not work for you?”.


This
immediately pulls the conversation towards what’s stopping them
from believing you which is half the battle won.

Rule
two – don’t argue


Next
where people go wrong when trying to change someone elses mind is
that they allow the conversation to escalate into an argument before
they get to a point at which they can influence the other person.


Most
people assume wrongly that if they can prove their points logically,
common sense will take over and the other person will admit that they
were wrong. The issue is, emotions play a much larger impact on our
decisions of what we believe than what people’s logical brains do.


Just
because you are technically correct and perhaps you have more data
supporting your outcome and maybe you even have the backing of other
people too, if you turn the conversation into an augment, the other
person’s ego and emotions will dominate and they will be blinded to
your logic or rationale.

Rule
three – Win, humbly


If
every time you change someone’s mind, you mad, Conor McGregor level
talk trash and let them know that they were wrong and you are right,
they will build a bigger barrier next time around you both disagree,
so their ego doesn’t get hurt again in the crossfire.

The better solution is to act humble. Enter the discussion saying “hey, I might be wrong but…” And you will drop the guard of the person that you are trying to influence.


Even
if you know you are 100% correct, nobody likes being wrong and having
it rubbed in their face. If the conversation is started with…

“I might be wrong”, the people you’re attempting to influence will be far more open to admitting being wrong as well.

Rule
four – hear people out


So
how do we break through the emotional brick wall that people can put
up when they “believe”, in “their gut” that they’re
correct? What do we need to do so that we can have a logical
conversation and prove our point?


To
do this with or use the technique of labelling. Let’s stop for a
second and see this from the other side of the table for a second,
from the perspective of the person that we are trying to influence.
Because there is nothing more frustrating than when a person is
trying to put their point across and they are getting passionate,
talking in emotional language and probably waving their hands around
their head and… other person is ignoring what they’re saying.


So,
before you can give a logical response, you need to acknowledge the
person’s emotional state, to let them know that you really are
listening to them and paying attention.


To
do this, we are going to calmly and respectfully repeat the emotions
that the individual is sharing with us, back to them and then start
to bring logic back into the conversation. For example, we could say

“We both agree that you feel X, but logically would it make sense to think about doing Y?”


Once
you hear, label and then make the individuals emotions public, they
tend to see that they are being emotional and now will be far likely
to listen to the logical argument you’re making to change their
opinion.

Rule
five – let them do the talking


Have
you ever listened to someone and instantly knew they were lying?


Often
this gut feeling comes from the fact that if you’re not sure about
the subject matter you are taking about, it becomes compoundingly
more difficult to confidently talk about it, the longer you keep
talking.


Most
people can BS about a random subject for 20 seconds, but it becomes
nearly impossible to do this for two or three minutes straight
without fumbling or losing track of where you were and making
mistakes.


This
is why, when you are trying to change someone’s mind, you should
encourage them to speak, rather than you doing all the talking
yourself.


The
more that they talk, the more likely they are to make a mistake, see
their own slip up, and then, in turn have their own convictions on
the subject become slightly less secure.


Conversely,
if you start blabbering on, you have way more chance of saying
something stupid and importantly, talking more, also makes you look
invested in the outcome of the conversation.


If
you imagine an adult talking to a child, and the adult knows that
monsters are not real, yet the child is trying to influence the adult
that they are… Imagine how nonchalant the adult is with their
statements. They don’t much talking, they are clear and precise the
little they do say.


This
sheer confidence translates into influence.


So
ask the individual, with short, confident sentences, why they believe
what they believe and why they disagree with you.

Rule
six – let them be right


There
is nothing more powerful when wanting to change someone’s mind,
than letting the person feel like they were correct all along.


So
rather than jumping into a conversation and aggressively saying…

“You need to believe X because of Y data”


you’ll
get people on board with you far quicker by saying…

“Here is X data, what do YOU think this tells us?”


Allow
the individual to see whatever evidence that shapes your point of
view, and then allow them to come to the correct conclusion on their
own terms, without you trying to spell it out for them.


If
somebody thinks the outcome it their own idea, clearly they’re
going to be far more likely to embrace it.

Rule
seven – ask what it would take


This
is the final rule because it is not a good place to start to try
change someone’s mind, but it is the best solution if you tried
everything else and nothing has stuck.


Ask
the question…

”What would it take for you to change your mind?”


Pretty
simple, right?


Let
me give you an example of how I’ve used this in the real world. I
have a friend who is religious, I am not religious in any way. My
friend and I have gone back and forth over religion, science, all
kinds of things after a few pints in the pub, on a bunch of occasions
and we have never come to a conclusion other than he thinks he’s
right, I know I am right.


One
day, after a few too many pints, I wanted to find out if these
conversations ever had the opportunity to, at least open his mind a
little bit on the subject of science versus religion, so I asked him
the question “what would it take to change your mind that there is
no God?” his response was “nothing would change my mind this”
and so in an instant, I knew that to debate this further would be
pointless, other than it just makes for good conversation.


So
before you give up on attempting to change someone’s mind, ask this
question and immediately you will know if you’re fighting a lost
cause.

Summary:


And
there we have it! Just to quickly recap here are seven rules of
changing someone else’s mind –

  • Rule one – Go for no – Disarm people by asking “what about this does not work for you?”.
  • Rule two – Don’t argue – Don’t argue and get peoples backs up. Why make the job harder for yourself by having to break through both their emotions and logical arguments.
  • Rule three – Win humbly – Every word of trash talk now, makes it harder to change this persons mind the future.
  • Rule four – Hear people out – Allow people to see their own emotions and then take them off the table by asking “We both agree that you feel X, but logically would it make sense to think about doing Y?”.
  • Rule five – Let them do the talking – Don’t trip yourself up by talking to much, allow them to do it to themselves instead.
  • Rule six – Let them be right – Give the evidence and then ask for their opinion. Allow them to think the idea was their own.
  • Rule seven – Ask what it would take – The hail Mary if nothing else has worked. Ask ”What would it take to change your mind?”.

There you have it, how to convince anyone of anything in 7 simple steps.

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

Nov 29 2019

20mins

Play

BESTOF2019: Using COMEDY To Get PROSPECTS ATTENTION With Marty Wilson

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This is the first in our annual best of the year series of shows. We really enjoyed recording with Marty and there was a tonne of actionable advice.

Marty Wilson is a former pharmacist who became an award-winning advertising copywriter then a full-time stand-up comedian for 8 years before becoming a best-selling author and in-demand speaker.

On this episode of the Salesman Podcast Marty explains how humour can be used as a tool in B2B sales to break through the noise and get noticed.



Resources:

The post BESTOF2019: Using COMEDY To Get PROSPECTS ATTENTION With Marty Wilson appeared first on Salesman.org.

Nov 24 2019

45mins

Play

#648: When A Prospect Says… “No!” (4 Ways To Turn It Around) With Tom Hopkins

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Tom Hopkins is a sales training legend. Since 1976, Tom Hopkins International has been dedicated to providing the finest sales training strategies and techniques to individuals and companies alike.

On this episode of The Salesman Podcast Tom shares 4 ways you can deal with a potential customer saying “no” to your sales pitch.

Resources:

The post #648: When A Prospect Says… “No!” (4 Ways To Turn It Around) With Tom Hopkins appeared first on Salesman.org.

Nov 19 2019

40mins

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#647: Understanding The BUYERS World View With Ken Rutsky

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Ken Rutsky helps B2B growth company executives in sales, marketing, and the C-Suite to breakthrough, achieve, and grow market leadership in new and existing markets.

On this episode of The Salesman Podcast Ken explains what he describes the “buyers world view”. In other-words, what they want and their mindset and emotions through that journey.

Resources:

The post #647: Understanding The BUYERS World View With Ken Rutsky appeared first on Salesman.org.

Nov 17 2019

30mins

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#646: 50 Years of Sales Experience With Harvey Eisemstadt and Samuel Osborne

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Harvey J. Eisenstadt is a sales professional possessing over 50 years of award winning sales and sales management experience.

Samuel D. Osborne is here to bring out the best in young people. He provides engaging presentations to school students.

On this episode of The Salesman Podcast Harvey and Samuel run through the selling fundamentals that has and will never change.

Resources:

The post #646: 50 Years of Sales Experience With Harvey Eisemstadt and Samuel Osborne appeared first on Salesman.org.

Nov 12 2019

32mins

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