guruselling's Podcast

Radio Show - All Hail the Mighty Buyer

guruselling — Mon, 07 May 2012 22:11:52 GMT

In the good old days, you know before the internet, salespeople had an advantage. The buyer only knew as much about the salesperson and his company as he could see from brochures and advertising.

Today, a buyer can learn more about you then you know, or would want them to know, with just a few mouse clicks. And that is just the beginning!

So, if the field has been so tilted, some might say “leveled,” how can we address that? How do we handle the challenge of the “well informed” buyer?

To help me tackle this question I invited John Golden, CEO of Huthwaite, to be my guest on the show.

During the interview we covered:

*Can salespeople control sales situations anymore?

*How can we adapt to the new “everybody knows everything” marketplace?

*How and why is alignment the key to success?

*And much more

Be sure to download the Ultimate Qualifid Lead Profile Toolkit - normally a $97 video training program - Yours FREE!!! - Just CLICK HERE

Radio Show - The “Common Wisdom” to Avoid When Selling in a Still-Down Economy

guruselling — Thu, 22 Mar 2012 18:49:49 GMT

One of the oldest clichés in sales is: “The Customer is always right.” Well, that might be true, but I can also tell you – and you’d probably agree with me - that the Prospect is usually wrong!

Nonetheless, in today’s hopeful but still nervous marketplace, we tend to give the prospect a lot of latitude and little, if any, attitude. And we do this because the common wisdom is that if you treat people nice, they will treat you nice. But does nice equal sales…?

What if all this “whatever you want” junk is actually LOSING you sales?

In order to address this pressing issue, I asked Matthew Dixon and Brent Adamson, co-authors of The Challenger Sale to join me on my show.

During the interview we covered:

*What can be done to increase sales in a still-down economy?

*What are the 5 types of salespeople? And which one sells the most?

*How can pushing back against a prospect actually accelerate and increase the sale?

*And much more?

Be sure to download your 3 FREE chapters of BE DO SALE by CLICKING HERE!

Radio Show - How to Increase the Number and Quality of Your Leads Starting Now

guruselling — Fri, 16 Mar 2012 20:00:17 GMT

Every business owner, consultant and salesperson I speak to wants the same thing: More sales right now! Of course, the fastest way to generate more sales is to increase the amount of viable (qualified) prospects you are talking to on regular basis.

And there’s the rub! How do we increase the amount of qualified leads in our pipeline? And how can we make that happen starting today?

Well, obviously, that is the entire focus of my work. Nonetheless, I wanted to get a new POV on this issue. I wanted to get a POV from “down under” (New Zealand actually), so I asked my friend Graham McGregor, creator of The Unfair Business Advantage Report, to join me on my show.

During the interview we discussed:

*What is the ‘hiding in plain sight’ prospecting problem everyone is missing today?

*What are some fast and simple adjustments a salesperson can make to immediately improve their lead generation?

*How can we use testimonials in our prospecting without it coming off as blah-bah-blah?

*And much more

Be sure to download your 3 free chapters of BE DO SALE by CLICKING HERE!

Radio Show - Appearances Can Be Deceiving Deal-Killers in Sales

guruselling — Sun, 11 Mar 2012 17:33:50 GMT

You may have a great and wonderful professional wardrobe, but what if it is also killing your sales numbers?

One thing I’ve learned after all these years is that “appearance” is a two-way street. There is how you dress, which is based on how you think you should look. And there is also the way the client or prospect sees you, which is based on how they thy think you should look.

Basically, their first impression of you is all in their head and not on your body.

So, how do we compensate for this? How can we dress in a way that is a genuine expression of who we are that also creates a positive appearance for us to our clients and prospects?

To undress this tricky situation I asked Angel Tucker, the author of Stop Squatting with Your Spurs On, to join me on my show.

During the interview we covered:

*How much of an impact do first impressions, based on appearance, have to do with getting or not getting the sale?

*What are Personality Types and what have they got to do with appearance in sales?

*What are the ground rules for men and women to dress to generate more sales?

*And much more?

Be sure to download your 3 FREE Chapters of BE DO SALE by CLICKING HERE!

Radio Show - Great Sales Come From Playing the Inside Game

guruselling — Sat, 03 Mar 2012 18:23:10 GMT

We all know the old adage “people buy people,” and this tells us that the client wants to get to know you before they will buy from you. It is a sound principle.

The big question, then, becomes: Do you know you? After all, if the client wants to know you, you must be fully know yourself or you’ll end up being a fake, which clients can smell a mile away.

So, how do we do it? How do we truly “know” ourselves? And how do we translate that self-knowledge into the tangible world of day to day sales?

To help me work through this deeply personal issue, I asked Christine Clifford, author of You, Inc. The Art of Selling Yourself, to join me on my show.

During the interview we discussed:

*Why and how to sell yourself first

*What are truly useful questions all effective salespeople ask themselves regularly?

*Why your personal passion is more sellable than your product’s benefits

*And much more!

Get 3 FREE chapters of BE DO SALE by CLICKING HERE!

Radio Show - How Top Salespeople Own Their Niche

guruselling — Thu, 23 Feb 2012 21:05:37 GMT

What makes you different? What makes you special? Why should a client choose to spend their time, money and energy on you and your solution over someone else? If you haven’t asked yourself these questions you’re already in trouble!

The truth is that a buyer can spit and hit 20 salespeople ready to sell him the same product or service at the “best price” with the “best quality” and the “best service.” If that’s your shtick, you are the same as everyone else, which means you’ll get lost in the herd!

So how can we break from the pack? How can we position ourselves to be someone worth a buyer’s attention when everyone else wants it just as bad? Well, I know how to start: Choose a niche!

And to help me focus down on the how-to of creating and owning a niche, I asked Stephanie Chandler, author of “Own Your Niche,” to join me on my show.

During the interview we discovered:

-How to define your niche

-How to build credibility in your niche

-Why your knowledge will create more sales once you put it on paper, video or audio

-And much more!

Want to create a brand new niche that you can own forever? Then check out the book BE DO SALE by CLICKING HERE!

Radio Show - How to Accelerate the Sales Cycle

guruselling — Sat, 18 Feb 2012 22:24:30 GMT

“My sales cycle is getting longer, while my commissions get smaller and my boss gets madder.” Sound familiar?

Yes, the economy seems to be improving, but that still isn’t speeding up the decision making process of buyers these days. And if you’re livelihood depends on their decisions you’re probably hurting right now.

So, what can we do? What choice do we have? How can we help our prospects speed up their decisions so they can benefit from our offering, and we can benefit from a healthy commission check?

To help me tackle this time-sensitive issue I invited Kevin Graham, Managing Director of Empowered Sales Training, to join me on my show.

During the interview we covered:

*How salespeople are increasing their sales cycles without realizing it

*How much does mindset have to do with the speed of a sale?

*What steps can be taken right now to accelerate sales speed?

* And much more!

Be sure to download your three free chapters of BE DO SALE by CLICKING HERE

Radio Show - Selling to Crazy-Busy Buyers with Jill Konrath

guruselling — Fri, 10 Feb 2012 20:15:17 GMT

You call. You email. You stop in. You do whatever you can to get in front of a prospect. And all you hear is “Sorry he is busy.”

Even when you get their attention for a second, keeping their attention, let alone their interest, is also a Herculean effort.

So what do we do? How do we connect with and create sales with buyers who are too busy to breathe?

To help me with that question I invited Jill Konrath, author of SNAP Selling, to join me on my show.

During the interview we covered:

*How, exactly, crazy-busy buyers’ schedules effect their sales preferences

*Why your biggest competitor is not another vendor but your prospect’s status quo

*A new spin on consultative selling for crazy-busy folks

*And much more

Be sure to DOWNLOAD YOUR 3 FREE CHAPTERS OF 'BE DO SALE'

Radio Show - Insights for New or Wanna-Be Salespeople

guruselling — Thu, 02 Feb 2012 23:25:17 GMT

“I’ll make my millions by being a salesperson!” It’s a nice idea. But the truth is that not everyone is designed to work in sales. And many folks who get into sales also drop out of it quickly, after they realize sales isn’t just taking purchase orders and handling clients’ checks.

But if you are determined to get into or succeed in sales there are some things you should know upfront.

To give us some real insight into what happens when you get into sales, I invited Louis Lautman, creator of The Young Entrepreneur Society, to join me on my show.

During the interview we covered:

*How to choose where, when and how to start in sales

*How to deal with your own fears when it comes to sales

*Actions you can take to improve your sales skills

*And much more!

Be sure to DOWNLOAD OUR FREE REPORT

Radio Show - Do You Have Reservations about Your Sales Presentations?

guruselling — Sat, 21 Jan 2012 20:39:58 GMT

Presentations are one of the basic tenets of sales processes. And it seems like everyone is trying to figure out how to create a “killer” presentation.

But is there such a thing as a “killer” presentation we can reuse over and over? What are presentations actually doing for – and possibly against – us? and why is there so much trouble delivering presentations?

To tackle these “presenting problem” I asked Tom abbott, author of The SOHO Solution, to join me on my show.

During the interview we covered:

*The real reason presenting is always a problem for salespeople

*Why the audience zones out and how to wake them up

*How to use a “proof device” in a presentation

*And much more!

Be sure to DOWNLOAD THE FREE REPORT!

Radio Show - The Low Down on Sales Lead Follow Up

guruselling — Sat, 21 Jan 2012 20:32:59 GMT

It is estimated that up 50% of all inbound sales leads are never followed up!

50%!!!!! Why not?!

Now you might be thinking “I’d never let a lead just wither and die.” Or, perhaps, you’re one of the folks who does leave leads just sitting on the table – forever!

How does this happen? Why does it happen? And how can we change it and add those sales that are literally just waiting for us to call?

In order to address this issue I asked Andy Paul, author of Zero-Time Selling, to join me on my show.

During the interview we discovered:

*The common reasons leads get left behind

*Step sales managers and CEOs can take to ensure lead follow up

*The fundamental pieces of good lead follow up

*And much more!

Be sure to DOWNLOAD YOUR FREE REPORT

Radio Show - How to Use Business Intelligence from LinkedIn to Drive More Sales

guruselling — Sat, 07 Jan 2012 21:20:00 GMT

So you have a profile on LinkedIn. And your looking to create leads and sales from it…now what do you do? Maybe you’ve tried answering some questions or searching for contacts, but you just can’t seem to get any traction!

Well, good news/bad news, you’re not alone! Most of the folks ON LinkedIn don’t know how to USE LinkedIn.

So, what is the secret? How can we use LinkedIn to get through to decision makers? Or create opportunities? Or drive qualified traffic to our site?

To address these questions I asked Lori Ruff and Mike O’Neill, co-authors of Rock the World with Your Online Presence, to join me on my show.

During the interview we discovered:

*Simple ways to identify decision makers on LinkedIn

*How to edit and leverage your LinkedIn profile for more interest

*Do’s and don’ts of connecting with folks on LinkedIn

*And much more!

Please be sure to CHECK OUT OUR WEBISTE for Blogs, Videos, Interviews, Reports and other free resources!

Radio Show - A Refresher on Relationship Building for Increased Sales

guruselling — Fri, 30 Dec 2011 19:24:22 GMT

There are two schools of thought on the “game” of sales. One school says “Sales is a numbers game.” The other says “Sales is a relationship game.” Which one is right? Is either of them 100% correct? Who knows!

What I do know is that relationship building is vital if you want to bond with a client and create long term, ongoing business with them.

Of course, how do we do it? How do we create real, meaningful, mutually beneficial relationships with clients?

To get some answers I asked Elinor Stutz, author of Nice Girls DO Get the Sale, to join me on my show.

During the interview we covered:

*Why depth of sale trumps speed of sale

*How relationship building will drive you to decision makers

*How to deal with “unfriendly” executives

*And much more

And be sure to CHECK OUT OUR WEBSITE!

Radio Show - How to Avoid Painfully Long Sales Cycles

guruselling — Thu, 22 Dec 2011 20:47:20 GMT

One of the biggest complaints I hear from the Sales Organizations I talk to is that their sales cycles are getting longer and longer. So the big question becomes: Which has a longer life cycle – the sale or your job?

Long sales cycles are an epidemic. They keep people and organizations from getting the solutions they need right now to solve the problems they have right now, while also hurting the companies and people that should be supplying those solutions. It is arguably the single biggest issue keeping our economy in its fragile state. And it has to stop!

To tackle this problem head on I asked Ian Altman, author of ‘Your Untapped Growth Engine’ and founder of ‘Grow My Revenue,’ to join me on my show.

During the interview we discussed:

*What makes buyers default into the long sales cycle mindset?

*Is trying to get into a company at the highest level a good or bad strategy?

*How do we stop the buyer from shopping our proposal to the lowest bidder?

*And much more!

Be sure to VISIT OUR WEBSITE

Radio Show - How to Go from Order-Taker to Business-Advisor in Sales

guruselling — Thu, 08 Dec 2011 21:31:43 GMT

It seems like a Catch 22 out there in the world of sales today; Buyers always seem to start by comparing prices, while we know that they lack the real advice they need before they can honestly compare any solutions.

If we can turn the tables, and get the client to talk with us before they start asking numbers from us, then we can give them the advice they need and earn the trust and respect we need to create the sale.

But how do we do it? How do we go from being just another number babbling order-taker to a respected and often called upon business-advisor?

To discuss this timely topic I asked Jeff Seeley, CEO of Carew International, to join me on my show.

During the interview we discovered:

*How salespeople fall into the order-taker trap without knowing

*The simple steps to transform into a business-advisor almost instantly

*How to apply new measures to these new methods

*And much more

Be sure to VISIT OUR WEBSITE

Radio Show - A Simple Guide to How Salespeople Generate Leads Using Social Media

guruselling — Fri, 02 Dec 2011 00:19:20 GMT

“I spend hours trying to ‘do’ social media stuff every week. I put a bunch of stuff out there, but I don’t see (think) it’s doing any good. I’m just not getting any new leads.”

Does that sound familiar?

This is the plight of millions of salespeople who keep trying to use social media to drive new leads but, instead, end up baffled, bewildered and with no new sales to show for all their effort.

Social media is impossible! Or is it? What if there were some SIMPLE, proven actions you could easily do right now that would help you leverage social media in just a few days?

In order to discover those simple steps I asked Kevin Knebl and Landy Chase, authors of ‘The Social Media Sales Revolution: The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Networking’ to join me on my show.

During the interview we covered:

*The first social media action every salesperson needs to take, but only a small percentage actually do

*A simple way to imbed differentiation into your social media efforts

*Which social media site you should focus on based on what you sell and to whom

*and much more

Be sure to visit The GURUS Selling System Website

Radio Show - Is Your Sales Presentation a Seller or a Snoozer?

guruselling — Sun, 13 Nov 2011 17:27:44 GMT

Just getting to the point where you can deliver a presentation to a client is an accomplishment. After all, you had to go through the entire lead generation process, make the connection and engage the prospect enough to want to see your presentation. It’s also a painful point at which to lose the sale because your presentation was DOA.

In an age when everyone is becoming more annoyed with Powerpoint and more focused on engagement, pulling off a great presentation is fast becoming a herculean effort.

So how do we do it? How can we pull off a presentation that not only enlightens and engages but also makes the prospect excited enough to say “I want more”?

To handle that question I asked Kristin Arnold, author of Boring to Bravo, to join me on my show.

During the interview we discussed:

*The most effective mediums for giving presentations and how to choose

*How to connect with prospects during the presentation

*How to leverage a presentation to drive the sale

*And much more

Be sure to vist www.guruselling.com for more

Radio Show - How to Hire Sales Talent with an Eye on ROI

guruselling — Sun, 06 Nov 2011 18:53:34 GMT

I regularly speak with sales managers and VP’s, and one of the most common issues I hear from them is that there is a “lack” of talented salespeople in today’s marketplace. But I also often hear stories of spending tons of money on sales recruits who are unceremoniously dumped just a few months later.

So, is the problem a lack of sales talent? Or is it an inability to find the right people because you just don’t know HOW to identify them?

To tackle this highly important issue I asked Kathi Graham-Leviss, author of the Perfect Hire, to join me on my show.

In our interview we discovered:

*The obvious, and downright boneheaded, mistakes sales organizations make when hiring new people

*The proper way to create benchmarks for new salespeople

*The right way to reward salespeople so they stay instead of stray

*And much more

Be sure to download your 3 free chapters of the book BE DO SALE

Radio Show - Are Your Sales Killing Your Sales Career and You?

guruselling — Sun, 06 Nov 2011 18:46:58 GMT

In the push to make quota, create new leads, close sales, play company politics and get paid Salespeople and Sales Managers can often overlook a painful fact: The job you chose to support your lifestyle may very well be taking away your life.

We all know that stress is real, and the affects of stress on our bodies and minds is well documented. Yet, sales professionals regularly ignore stress in the pursuit of getting enough sales to alleviate the stress…? Sounds weird, but it is also true.

But what if you could eliminate stress right now? What if you could improve not only your sales numbers but your entire life simply by implementing some small but pivotal changes starting today?

To discuss the stressful topic I invited Brandon Hensinger, author of The Alive Sales rep, to be a guest on my show.

During the interview we covered:

*What are the top stressors in salespeople’s lives that they are UNAWARE of?

*How can salespeople start dropping stress right now without having to interrupt their lives or work?

*What can salespeople do to capitalize on their stress-free work-life once to increase sales?

*And much more

Be sure to download 3 free chapters of the book BE DO SALE

Radio Show - The Secrets to Selling Across Cultures

guruselling — Sat, 22 Oct 2011 20:23:06 GMT

Technically the world isn’t getting smaller, and yet it is. 20 years ago most of the products you bought, and most of the people you sold your products to, were in and from the country you lived in. Today, thanks to outsourcing, globalization and immigration you are just as likely to be selling to someone in another country or selling to someone from another country who now lives and works in your country.

This can create many challenges.

Do they dress the same as me? Do they carry on conversations like I do? Do they have business customs I am unaware of? Do they like to be contacted and addressed differently? Do they shake hands? And these questions only scratch the surface!

To help address these culturally challenging questions I asked Michael Lee, author of Cross-Cultural Selling for Dummies, to join me on my show.

During the interview we discovered:

*Why different cultures DO NOT want to buy from their own countrymen

*How treating everyone the same, even when done with respect, can immediately lose you a sale

*What changes you must make to do effective lead generation from other cultures

*And much more

Be sure to visit OUR WEBSITE for your copy of our free report

Radio Show - Managing Your Social Media Time Investment for Efficiency and ROI

guruselling — Sun, 16 Oct 2011 19:15:23 GMT

Time for money, sometimes it seems like a fair trade. But in using social media to create sales it seems like a lot of folks are spending more and more time and creating less and less money.

If this sounds familiar, join the club! Social media can be a time-suck like you never imagined. And, when it doesn’t produce the income you hoped it would it can also be downright depressing.

But what if you could minimize the time you spend on social media? What if you could get around to creating an ROI from social media faster? What if you could leverage social media the way all those “other people” do?

To address these relevant questions and concerns I asked Christine Giri, author of Facebook, Twitter & LinkedIn: A Quick-Start Guide, to join me on my show.

During the interview we discussed:

*What is the first and fatal mistake virtually all salespeople make when they try to use social media?

*How to choose which social media site you should start with

*How to always have relevant content with little or no effort

*And much more

Radio Show - How Salespeople Turn Social Media in Sales Made

guruselling — Thu, 29 Sep 2011 17:24:45 GMT

One of the biggest complaints I hear from salespeople is that they would love to use social media to create leads and sales, but they are so busy and they feel that social media changes so fast that they are afraid to do anything more than create a LinkedIn profile and hope for the best.

It’s true, social media technology and outlets change so fast it can be dizzying. And being busy already certainly doesn’t help.

But could you do it anyway? Is there a SIMPLE way to utilize social media right now so you can get involved and get leads?

To discuss these issues I invited Patrick Schwerdtfeger, author of Marketing Shortcuts for the Self-Employed, on my show.

During the interview we discovered:

*Why salespeople must move from traditional marketing to social media if they want to stay employed!
*How to have your message heard in a “saturated” market
*How to make great content without giving away the “good stuff”
*And much more

And be sure to check out our WEBSITE

Radio Show - The Little Thing that Means Everything in High End Sales

guruselling — Thu, 08 Sep 2011 21:21:05 GMT

As a high end salesperson you’ve been trained in complicated sales. You’ve been trained in your product or service specs. You’ve dressed the part. You’ve done your research. You’ve prepared for every objection.

Nothing can stop you!

Okay...maybe ONE thing can stop you; the Little Voice in your head! Afterall, how can you escape it?

Well, that is what my guest Blair Singer, author of Little Voice Mastery, is here to tell us!

During the interview we discussed:

What exactly is the Little Voice?
Why you need a Code of Honor to overcome the Little Voice
How you can master the Little Voice and create great sales by simply being yourself
And much more

Be sure to visit our WEBSITE

Radio Show - What to Do When Cold Calling Doesn’t do it Anymore

guruselling — Thu, 01 Sep 2011 22:19:22 GMT

If you are a regular listener to this show you know that we have often talked about the subject of cold calling. But in the end every guest who spoke about cold calling ended up saying that they would still recommend cold calling as the way to generate new leads and sales.

Of course, being a contrarian thinker, I am always on the lookout for folks who go against the grain and away from the pack, especially when it comes to one of the cornerstones of lead generation.

When it comes to cold calling, Bob Bly is a contrarian! Bob is one of the foremost copywriters and direct marketing consultants in the world and the author of over 70 books, including The Complete Idiot's Guide To Direct Marketing.

Bob recently allowed me to interview him about his views on cold calling and lead generation. During the interview we discovered:

*Why he advises clients AGAINST cold calling for leads

*How you can get a lot more clients right now without spending money or learning new skills

*A simple plan to get higher fees or close bigger ticket sales

*And much more

Be sure to check out our WEBSITE

Radio Show - How to Build a High Performance High-End Sales Team

guruselling — Thu, 25 Aug 2011 19:34:43 GMT

With a scared marketplace, salespeople seeking security (like any other employee), clients and prospects closing down or scaling back or otherwise distracted, creating sales can be problematic.

That is why building a high performance sales team is vital, and also very hard. After all, every company is out there looking for the best sales talent and looking to keep it!

The question is: How can we build a high performance team in a highly volatile economy and highly competitive marketplace?

To help me address that issue I asked Floyd Wickman, creator of Sweathogs Training and SMART Selling, to join me on my show.

During the interview we discussed:

*First steps for sales managers in building a high performance team

*What actually keeps sales teams motivated long after bonuses lose their effect?

*The critical factors to watch for that will tell you if you have a superstar or a super dud

*And much more

VISIT OUR WEBSITE

Radio Show - Why aren’t Your Buyers Buying?

guruselling — Thu, 18 Aug 2011 18:44:31 GMT

Sure the economy is rocky and that makes people skittish. Yet, at the end of the day, trillions of dollars of commerce is still being done every day. People still need things, so somebody is buying something. They’re just not buying YOUR stuff.

So, the question is: Why aren’t buyers buying your stuff?

To tackle this timely topic I asked Edie Raether, author of Forget Selling, to join me on my show.

During the interview we discovered:

*When and why people buy

*How our neurology for buying has been rewired

*Why you need tension to create more sales

*And much more

www.guruselling.com

Sales Management Mastery

guruselling — Thu, 18 Aug 2011 18:25:12 GMT

Just because you have the title Sales Manager that doesn’t mean you know what to do or how to do it. As the high turnover rates and poor performance that come from this role prove: Sales Management is not a title, it’s a skill.

So what is the difference between a name-only Sales Manager and a Sales Manager who personifies their title?

To address this important question I invited Jeffrey Fox, author of ‘How to be a Fierce Competitor’ and the creator of ‘Dollarization’ to join me on my show.

During the interview we cover:

*What basic mistakes are Sales Managers making right now and why?

*Is Sales Management a process or a mindset?

*What contradictory step certain Sales Managers are taking right now that is pushing their sales even higher.

*And much more

www.guruselling.com

Radio Show - How to Find Sales Talent in a “Talentless” World

guruselling — Fri, 05 Aug 2011 19:12:23 GMT

I have been interviewing many Sales VP’s, Directors and Managers over the past 6 months and far and away the biggest gripe I’ve heard (after “the economy”) is the inability to find good salespeople. But is there really a lack of talent out there? Could there be other factors that contribute to this lack? Could the fault lie “not in our stars but in ourselves”? Well, to address these operational, fiscal and philosophical questions I asked Alice Heiman, creator of Biz Talk Blender, to join me on my show. During the interview we discussed: *Why it seems difficult to find new hires *Realistic and unrealistic expectations from new hires *How much blame for “failure” belongs to the salesperson and how much belongs to management *And much more

Radio Show - Do You Have the Energy to Handle High-End Sales?

guruselling — Sat, 16 Jul 2011 20:32:11 GMT

You can have all the apps, all the connections, all the suits, all the talking points, and all the “killer” presentations in the world. If YOU don’t have the energy to use all those tools, communicate with the customer and keep everything flowing then it is all a waste. Now I’m not talking about energy from working out and eating healthy. Yes, that helps, but there is a deeper energy at work here in the world of high end sales. It is the energy of your spirit, your id, your soul. We are taking about YOUR core energy. In financially scary times like these, this power is more important than ever. Yet, I see more and more folks putting more faith in their software, their call list or their iPad than themselves…and then they call me and ask what they’re doing wrong! So, to tackle this core subject of energy in sales I asked Joe Nunziata, bestselling author of Spiritual Selling, to be my guest on this show. During the interview we discovered: *What “energy” really is and how it affects salespeople and clients alike *The energy flow in sales, and mistakes even the best sales pros make that screws it up *How to get re-tuned quickly so you can turn a bad morning into a great (and profitable) day *And much more

Radio Show - How to Build a Sales Process in Distribution Sales

guruselling — Sat, 09 Jul 2011 18:38:02 GMT

Sales is sales, right? Well, in a general sense, yes. In a specific sense, no. In the end the way people do sales varies by country, culture, industry, size of company and means of sale. A lot of folks have been asking me more and more about distributor based sales, and how to build an effective sales process within this sector. So to focus in on the specific needs sales folks in this arena, I asked Frank Hurtte, author of The Distributor Specialist and founder of River Heights Consulting, to join me on my show. And even though we talked about distributor sales, there are great nuggets in here for all salespeople. During the interview we discovered: *The nuances that set distributor sales processes apart from all others *Effective targeting in a sales process *Why process must come before people *And much more

Stop Closing and Get More Sales

guruselling — Wed, 06 Jul 2011 17:22:16 GMT

Because of the scarcity mentality in today’s marketplace high end salespeople are chasing every sale they can. Of course, getting a check or a signed purchase order is the real goal, and the one that seems to be more and more difficult to achieve. Thus, many folks are asking “how do I close these deals?” But what if you didn’t have to “close” deals? What if ‘going’ for the close was the very thing that was stopping it from happening? To discuss this very important topic I interviewed Eric Taylor, co-author of the book ‘Mastering the World of Selling.’ We discovered: *The biggest problems salespeople face and create when trying to close large deals *How to know when to close and when not to close *How to comeback to a client even after a “no” *And much more