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Inside BS with Dave Lorenzo

Are you the kind of person who needs the inside scoop about everything? Have you sometimes wondered how certain things work? Do you want the insider business secrets? Join business consultant Dave Lorenzo for frequent shows on marketing, sales, business strategy, and all the big secrets THEY don't want you to know. This show will entertain you with great interviews, help you make more money, and give you the inside scoop on all the best secrets most people never share.

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DTSM 14: Cody Reed: How To Sell Cars Using Social Media

Cody Reed shares how to sell cars using social media on The Do This Sell More Show. Dave's guest is Cody Reed, General Sales Manager for GMC.In this episode, Dave and Cody discuss: How the car sales business has changed and evolved.  How social media has changed the automotive industry.  Using social media to educate and impact the audience. Stimulating referrals and self-promotion. Key Takeaways and actionable tips: There is always a beginning, a middle, and a close of every sale.  Meet your audience in a niche that is comfortable and easy for you – blogs, videos, email, phone, podcast, etc.  Regardless of who your customer is, be consistent. If it has always worked, keep doing it. Learn more about your ad choices. Visit megaphone.fm/adchoices

34mins

27 Jun 2019

Rank #1

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DTSM 63: Client Says: "How Much?" You Say...

When prospecting for sales, you’re often going to get prospects who come out of the gate with one common question:“How much will it be?”For many people it seems like there’s an easy answer, all you have to do is give your price. But if you want to consistently close the deal in this situation, you’re going to have to take a different approach.Giving a prospect your price right away lets them compare you to your competitors without any context for why you’re the better choice. Before you ever name a price for your services, you need to make sure the client understands your unique value.In this video I talk about how you can overcome this common objection in sales and consistently close the deal.Don’t be fooled by playing into this question. While it might seem harmless enough, it’s actually a sales objection in disguise. And like any sales objection, if you want to make the sale, you’ve got to learn the right way to respond. Learn more about your ad choices. Visit megaphone.fm/adchoices

9mins

20 Oct 2019

Rank #2

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DTSM 23: Rules For Consultative Sales

There are a few rules for consultative sales and I outline them here. This is the first episode of our new daily format. Watch the Do This Sell More Show on my YouTube Channel The Dave Lorenzo Daily.https://www.youtube.com/watch?v=jvIA20qP4N4In consultative selling, discovery sales questions are fundamental because they allow you to start building a bond with the prospective client right away. Here are the top sales questions that you should be seeking answers to:The first thing you should ask about is the client’s desired outcome. What are they hoping to achieve? Be as specific as possible. If you don’t ask, your client might simply describe the symptoms of their problem rather than the problem itself. Just as a doctor diagnoses what a patient’s disease is, you must figure out what the problem is for your client.The second of my top sales questions is, “why is the outcome so important?” What are the consequences of not meeting the client’s goal or outcome? Is this a long-time problem? These discovery sales questions will help you identify the personal nature of the client’s problem.The third thing you should ask about is why they need to solve their problem now. What factor is driving the process for them? Whatever the motivating factor is, use it to your advantage.The fourth thing is to find out is who else is involved. Often, big issues involve more than one person. Who else is affected? Make sure that whoever is involved becomes a solution to the problem rather than a barrier.The fifth thing is to get a plan for moving forward. Starting is often 90% of solving a problem. When closing the sales meeting, tell your contact at least three actionable steps they can take right away.These are what I consider the top sales questions when it comes to consultative selling. Use these five discovery sales questions to instill confidence in your client and build trust. Learn more about your ad choices. Visit megaphone.fm/adchoices

9mins

10 Sep 2019

Rank #3

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DTSM 83: How To Handle Rejection In Sales

As salespeople – and as human beings – we inevitably face rejection from time to time. In this show, I explain how to handle rejection in sales. I talk about the importance of believing in yourself to get past the negative aspect of selling we all dread – the moment someone says “no.”We all want to be liked, so when potential clients tell us they’re not interested, it hurts. Although you can’t diminish the sting of being turned down, you have to recover. You need to find the next “yes.”Here’s how to handle rejection in sales, build up your rejection armor, and get back in the game:1. Keep a gratitude journal. Write down three things you’re grateful for every day. Focus on areas of your life that are going right. Review your journal morning and night. 2. Before calling a new prospect, read a testimonial from a client you’ve helped. If the call doesn’t go well, read two or three more testimonials from satisfied clients. 3. Contact a client with whom you have an especially good relationship. Enjoy a positive conversation and boost to your self-confidence. 4. Teach someone something. Teaching is giving, and when you give, you feel good about yourself. Realize the importance of believing in yourself as a valuable person who matters to others. 5. Think about your unshakable beliefs and values. Remember that you’re a good person who’s doing good things. Learning how to handle rejection in sales is all about realizing the importance of believing in yourself. Overcome your fear of being rejected by recognizing all that you offer. And when you do get turned down, concentrate on the next deal – it’s right around the corner. Learn more about your ad choices. Visit megaphone.fm/adchoices

11mins

9 Nov 2019

Rank #4

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DTSM 74: How Your Attitude Impacts Sales - The Best Way To Start Your Day

Ask any successful person in business and they’ll you the same thing:Your morning ritual is CRUCIAL if you want to build consistent success.As the first part of your day, your morning dictates everything that comes after it. If your morning goes wrong it can mess up your momentum for the rest of the day.There’s no better way to ruin your productivity than to neglect a good morning routine, so it’s important you get it right.That’s why I want to share some of my trade secrets with you today..In this show I share my best tips for how to start your day off right.Learn to master your mornings and watch your days become more productive than ever. Learn more about your ad choices. Visit megaphone.fm/adchoices

22mins

31 Oct 2019

Rank #5

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DTSM 65: Building Your Credibility As An Expert

Credibility is a vital part of any sales relationship.When first meeting any new client, it’s essential that you start establishing credibility with them right away.You’re an expert at what you do, and you want to make sure any prospect knows this right from the start.When all other factors are equal, a prospect is going to pick the person who seems like they know what they’re doing.So how do you position yourself as the expert in your industry?In this show I talk about how to establish credibility with new prospects as well as the importance of becoming an expert in a given field.Remember, sometimes the only differentiating factor between you and your competition is your perceived level of expertise, so make sure you stand apart from the crowd. Learn more about your ad choices. Visit megaphone.fm/adchoices

25mins

22 Oct 2019

Rank #6

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DTSM 79: How Your Role As A Sales Manager Can Help Increase Revenue

In this show I share 6 ways you can drastically increase sales for your team as a sales manager.➜ How you can make more money for your team as a sales department manager➜ 6 key tips for managing a sales team➜ The one thing you must STOP doing Immediately to boost sales team productivityAs a sales manager, you have a lot of responsibility for your team.Your reps may be the ones out in trenches, but you’re the one who makes sure operations are running smoothly so they can do their work well. You’ve got to be willing to do things and get in the thick of it to make sure your team not only meets their goals, but exceeds them.I see sales managers all the time who fail to take key steps that lessen the loads on their teams, and this only ends up in reduced sales.Reducing meetings, makings collection calls, and fighting for every penny your reps make are just some of the many things you can do to help your department sell more. Learn more about your ad choices. Visit megaphone.fm/adchoices

19mins

5 Nov 2019

Rank #7

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DTSM 37: How To Deliver A Great Presentation And Get More Leads

This is show 2 of a 6 part series on how to get more leads. Be sure and watch the other five shows in this series (or listen to the five other shows on the podcast (player and link at the bottom of the article below).One of the most effective ways to get more leads is through public speaking. By learning how to deliver an effective presentation, you can leverage your position as a speaker to generate leads and get client referrals.Public speaking is effective because it produces instant credibility. Someone invited you and introduced you on stage. No matter what you’re selling, you’ll be seen as the expert in that product or service because you’re the only one speaking.Watch this episode on YouTube:[embedyt] https://www.youtube.com/watch?v=_1qyNgMeEUw[/embedyt]Another benefit is that it creates rapid relationship development. You’re talking to 100 people and they’re carrying on a conversation in their minds. This means that all of those people will have thought about you and what you’re offering, which brings you that much closer to working together.These benefits can help you immensely in building up a client base. However, it’s important to know how to deliver an effective presentation that will indeed allow you to reap these benefits. Speaking engagements are considered lead generation activities only if you actually end up with leads.In order to get leads, you’ll need some way to qualify the audience in terms of their interest. For example, you can create a free report on the topic that you’ve chosen to give a speech on and offer it to people during the event. Those who express interest in the free report will then become your potential clients because you know that they’ve heard you and are possibly looking to go further.Whether it’s a keynote address, a breakout session, or a training session, public speaking can be one of the best lead generation activities if you know how to deliver an effective presentation. Get in front of people and create value. That’s how you get more clients.Listen to the podcast: Learn more about your ad choices. Visit megaphone.fm/adchoices

18mins

24 Sep 2019

Rank #8

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DTSM 85: How To Recognize Buying Signals

In this show we cover 5 ways to recognize buying signals. Buying Signals in Sales Training tip 1: Prospect comes into your office for a consultation. Buying signals over the phone are similar. The prospect calls your office for a consultation. Buying Signals in Sales Training tip 2: The prospect comes to an event you host. This is not because you can read buying signals body language. The simple fact that people are taking time out of their day, traveling to, and participating in an event you are hosting is a buying signal. Buying Signals Sales Training tip 3: The person presents a problem you can solve. When prospect begins to tell you his story it includes something you can help them with, that's a buying signal. Buying Signal 4: The customer willing participates in the buying process. If you outline the customer buying process and the client opts into it, they want to buy. For example: You put out a video with a case study that walks the viewer through the buying process. The clients that come to see you, watch that video in advance and then follow that process themselves. Buying Signal 5: The prospect asks about price or financing or the start-up process.  These five buying signals are often not obvious to people who have not been focused on them. The hope is that this video will help you recognize buying signals in the future.If you work in b2b marketing or b2b sales Dave Lorenzo offers sales training, sales techniques and sales tips you can't miss. Be sure to subscribe.  Learn more about your ad choices. Visit megaphone.fm/adchoices

23mins

11 Nov 2019

Rank #9

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DTSM 39: YouTube and LinkedIn As Lead Generation Tools

In this show, I cover how to prospect on LinkedIn and go over some of the uses of Youtube that you may not have been taking advantage of up to now. Using these resources can help you immensely as long as you know how to manage them in the right way.[embedyt] https://www.youtube.com/watch?v=9wE0Lfbu1Zc[/embedyt]One mistake that’s important to avoid on LinkedIn is accepting just anyone who wants to connect with you. You should be connecting with clients or with people who can provide you with referrals.Likewise, other people should be able to go through your network and request to connect with your people. This means you should know who’s in your network and you should be able to trust them. It’s a good idea to have at least introduced yourself to the people in your network.Aside from knowing how to prospect on LinkedIn, it’s also important to familiarize yourself with some of the uses of Youtube. I recommend doing an interview show each week in which you talk to potential clients about their businesses. You can then share the video with your LinkedIn network. This is a mutually beneficial proposition because both you and the interviewee will be gaining visibility.Another way you can use Youtube to your advantage is to take the video that you upload and just use the audio to create a podcast. There’s nothing wrong with having both a video and audio format of the same content.If you know how to prospect on LinkedIn, it can be an extremely useful resource. By learning how to do it in an effective way, along with learning the different uses of Youtube, you can expand the number of potential clients that you have while delivering valuable content. Learn more about your ad choices. Visit megaphone.fm/adchoices

14mins

26 Sep 2019

Rank #10

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Ignore Unsolicited Advice: Ten Days of Success

You know the situation. You've just finished a speech, or published a paper, or delivered a performance on stage. You're satisfied because your weeks (or months) of hard work completed, you wipe the sweat from your brow and receive congratulations from friends and family. Then, out of nowhere, a colleague approaches and offers to give you some "feedback."What follows is a critique of the exact points you thought were the strongest aspects of your performance. As you thank this person for their feedback, you're secretly deflated. In spite of all the praise from people, all you can remember is the unsolicited criticism.Here's another scenario:As an entrepreneur, you study the market for your services. You have a planning session with your mentor and you've decided on a strategy. You prepare and begin to execute your plan. You're happy with how it is going. At that point, your uncle Joe calls and tells you you're doing it all wrong. He has other ideas. Uncle Joe hasn't worked in your business, in fact, he is a dentist and you are an attorney.  Yet his guidance weighs heavily on you. All those good feelings you had about your strategy are now gone.  Both of these scenarios happen everyday. I know. I hear the stories from my clients.Unsolicited advice is a killer. But it doesn't have to be.You Must Ignore Unsolicited Advice.Here are five reasons why:It's About EGO: Theirs: Unsolicited advice is not for the benefit of the receiver. It is for the benefit of the person giving the advice. It makes them feel better about themselves. Sometimes It's About POWER: Several psychological studies have shown that unsolicited advice is used as a way for the sender to demonstrate their power over the receiver. This is not only a weak way to "one up" someone, it's also damaging to the person receiving it.Advice Must Come from Someone You Respect: If you didn't ask this person for guidance, you must dismiss it. If you didn't respect this person enough to reach out to them, forget about it. The Advice Sender Is Jealous: People who are jealous will often go out of their way to bring down the object of their envy. If someone is your rival and they give you advice, that you didn't ask for, it's because they want what you have.You Strengthen Your Self Confidence by Rejecting Bad Advice: Let's face it, most unsolicited advice is garbage. When you reject it, you reenforce your independence. That should make you feel good.Here's the bottom line: Unsolicited advice is only for the benefit of the sender. It must be ignored and aggressively rejected.

6mins

8 May 2020

Rank #11

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DTSM 70: Get Your Sales Team Ready For Recession 2020

Is a recession coming in 2020? The answer is YES. But by doing things like focusing on recession proof businesses and deepening your relationships, you can weather the economic downturn.We don’t know exactly when the recession will come in 2020, but we know that it will. So, here are four things you can do to prepare your sales team for the downturn:First, you should condition your clients for referrals. Every time you interact with a client you need to deliver something of value above and beyond the product you offer. By delivering value, you can ask for introductions to specific people in return. Referrals are important when there is a recession coming because once it starts you’re not going to want to invest in advertising and client acquisition.The second thing you should do is to focus on energy, healthcare or government. These are considered recession proof businesses because they’ll always be needed. Start filling your contacts with people who are in these areas.The third thing is to identify new market segments. Every recession gives rise to new opportunity. In the 2008 recession there was opportunity for people who could buy houses and resell them. Look for these segments and start moving toward them before the recession comes. Lastly, focus on deep relationships. Figure out how you can provide multiple revenue streams for your clients. Think about expanding your service or product line so that you can do everything you can to help them.You don’t need to wonder if there is a recession coming because we know that it is. Instead, think about how you can get more referrals, focus on recession proof businesses, and find new opportunity. Those are the things that will get you through the recession. Learn more about your ad choices. Visit megaphone.fm/adchoices

9mins

27 Oct 2019

Rank #12

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No Guilt! Day Three of Ten Days of Success

One thing holds good people back more than anything else. It is guilt. People who don't have the success you enjoy will try to make you feel guilty. You must ignore that. Season 2 Show 24 episode 146.In this episode of the show we discuss how to ignore the people who throw guilt at you and how to combat those threats of guilt.Everyone feels guilty about something.If you want to be successful, you'll ignore people who make you feel guilty for things you should be doing on a day-to-day basis.

8mins

6 May 2020

Rank #13

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DTSM 92: Leverage In Sales: Get In Front Of More People And Sell More

In this show, I explain how public speaking events can help you gain leverage and improve your productivity. Now, what is meant by leverage?When I mention leverage, I’m referring to your ability to work with optimum efficiency. Let me give you an example of what I mean.Let’s say you want to reach clients through one-on-one networking. Well, you have three meal periods each day and 21 per week including weekends. If you dedicated half of them to business growth, you’d have breakfast, lunch, or dinner with someone about 10 or 11 times each week. From those 11 or so meetings, probably half of them will result in a referral. From 100 of these meetings in a month, you’ll get about 12 clients. That’s the best case scenario. Plus, you’re paying for those meals. This is certainly not what is meant by leverage when trying to get new clients.Okay, now let’s look at public speaking events:You book one speaking engagement each month in front of 150 people. Of these people, 10% connect with you and immediately engage you. Another 20-30%engage you during the course of the next year. You invest the same amount of time and energy before and after the speaking engagement but you spend no money. That’s leverage.Here are some other ways to gain leverage: - publishing- strategic alliances- advertising for lead generation- direct mail- educational eventsHopefully you now not only understand what is meant by leverage but you’ve also begun to think of ways to get more leverage. Whether it be public speaking events, publishing articles in trade journals, or forming strategic alliances, try one of these methods and boost your productivity. Learn more about your ad choices. Visit megaphone.fm/adchoices

16mins

18 Nov 2019

Rank #14

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Your 2020 Growth Strategy

In this show we discuss how to set your strategy for 2020. This includes running your business like a CEO. That means working "on" your business instead of "in" your business.There are five areas of focus for a business owner. They are: Administration Accounting Operations Sales & Marketing Business Strategy You should be spending most of your time focused on just two of those areas. we discuss why and how you make that happen. I also share with you my five favorite sales & marketing strategies for 2020.

12mins

4 Dec 2019

Rank #15

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DTSM 73: 5 Habits Of Highly Successful Salespeople

What are good habits for sales and why are they so important? This show is all about how to become a good salesperson and in it I cover the five most important sales habits for success.The first habit is to do the same things at the same times every day. By following a formula that you know works, you’ll be able to protect yourself against sales slumps. Although you may run into days when sales are slower, you’ll find that overall you’re way more consistent.The second habit is to go big or go home. After all, what are good habits if they don’t lead to more income? By thinking big, you’ll gain confidence and will be ready to accept offers from big companies.If you really want to learn how to become a good salesperson, you also have to ignore critics. When someone gives advice that’s unsolicited, it’s probably serving their interests rather than yours. When you do want advice, make sure it’s from people who have done what you’re trying to do.Fourth, seek constructive feedback. You need to connect with people who are more successful than you so that you can have something to aspire to and learn from. And the fifth habit is to put relationships first. Relationships are more important than any deal. You can always make other deals but relationships take time to build. Likewise, make sure you value client relationships and do what you can (within reason) to accommodate them.If you’ve wondered to yourself, “what are good habits in sales?” you now have a few essential strategies that will help you be more successful. Learning how to become a good salesperson takes time and effort, but with these tips you’ll be well on your way. Learn more about your ad choices. Visit megaphone.fm/adchoices

11mins

30 Oct 2019

Rank #16

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Guard Your Time: Day Four of Ten Days of Success

The most precious thing in your possession is your time. You must guard it from the people who want to come and steal it from you. In this show we share three ways you can protect your time and stay sane.The three ways to guard your time are:1.  Budget Time Like You Budget Money2.  Create a "got a minute" list3. Stop multitaskingThis show is brief and powerful. Don't miss it.YOU ARE NOT ALONEIf you'd like to stay connected to Dave Lorenzo and a group of professionals who will support you, help you grow and connect you with ideal clients, join Dave Lorenzo's Inner Circle Community. During the Covid-19 crisis, Dave is offering his subscribers the opportunity to join as VIP members for a reduced rate of $147 per month or $1,047 per year. This investment is easily recouped thorough the acquisition of one new client. To apply for membership visit: https://davelorenzo.com/inner-circle-special-invitation/ or call 888.444.5150

6mins

7 May 2020

Rank #17

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DTSM 11: Patrick Murphy: Relationship Based Sales

The Do This Sell More Show began as a weekly interview between Dave Lorenzo and a special guest. In this show Dave's guest is Patrick Murphy of Heartland Payment Systems.In this episode, Dave and Pat discuss: The power of having an external orientation.  Why relationship sales is better than transactional sales. How to attract more referrals and build relationships with referral sources. The power of a great networking group and networking meetings. Key Takeaways and actionable tips: Have a strong pipeline by having a minimum of 5 first time appointments each week.  Cultivate referral sources.  Discipline yourself, force yourself, to be out and selling. Think about strategic networking partners, not just your usual contacts. Learn more about your ad choices. Visit megaphone.fm/adchoices

28mins

6 Jun 2019

Rank #18

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DTSM 75: How To Overcome The 6 Most Common Objections In Sales

Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest.Here are those six sales objection handling examples:- Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, you give customers the opportunity to really consider their problem. Say something like, “What has prevented you in the past from solving this problem?” You can then gauge the prospect’s level of urgency.- Control objections. If a prospect sounds reluctant, acknowledge their concerns and help assuage their fears. The psychology of buying dictates that clients want to feel in control of the process. Mention client success stories and let them know they’re in charge of choosing a similar wise course of action.- Projection objections. When a customer is angry and taking it out on you, remember that it’s not about you. Acknowledge their feelings, and then ask, “Why did you invite me here today?” This will flip the script and help to calm them down.- Genius Objection. Often the client likes to show off their knowledge. Flatter the client and make them feel valued. This will win them over.- Process, product, and procedure objections. These logic-based objections should be countered with your expertise and by allowing clients to use and enjoy the product.- Post-sale objection. After the sale, the prospect will want to feel like they’ve made the right decision. Emphasize the benefits by asking them to consider the value you’ve provided.By taking the approach I’ve outlined in these six sales objection handling examples, you can use the psychology of buying to your advantage and overcome common objections. Learn more about your ad choices. Visit megaphone.fm/adchoices

12mins

1 Nov 2019

Rank #19

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DTSM 91: How Sales Managers Lead By Example

➜ Sales manager skills & qualities to improve your team’s performance➜ Development areas for managers in sales➜ How to lead your team, grow your revenue and make more moneyAs a sales manager, it can be easy to just play the backseat when managing your team. It’s common for sales managers to fall into that habit, never doing any of the tasks that they delegate themselves.But the best sales managers do just the opposite.One of the most important skills for a sales manager to learn is the ability to lead from the front. You have to develop the willingness to show that you aren’t afraid to get your hands dirty, even as a leader.It’s not your job to sit back and watch your team’s performance, it’s your job to lead by example.In this show I talk about the 5 ways you can start leading your team from the front and increasing their sales. Learn more about your ad choices. Visit megaphone.fm/adchoices

18mins

17 Nov 2019

Rank #20