Get in The Door Podcast: Episode #425

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

Every day we take on adversity.  Some days more than others.  Some time it is initiated by us, others from someone else.  If we don’t manage and leverage adversity productivity, we will either grow or become stagnate through unconscious complacency.

So get focused and ready to learn as Bill and I discuss Complacency with special guest, Ronn Lehmann and much more on episode 425.

Golden Nugget

A good novel tells us the truth about its hero; but a bad novel tells us the truth about its author. — Gilbert K. Chesterton

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:

-Book study: Challenger Sale.  Amazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
SPECIAL GUEST: Ronn Lehmann – call 612.353.7800 or click here for email | or visit his website: www.ronnlehmann.com
Download Slides from Ronn LehmannCLICK HERE
-Scott – BLOG: You Don’t Need to Educate Your Prospects
-Bill – Video 2 Minute Selling Tip #34 The Full Sales Funnel

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

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Get in The Door Podcast: Episode #424

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

Neglected, ignored, taken for granted, just a number. This is how many customers feel when doing business. And because of this, they are vulnerable to the next salesperson that comes along. Or maybe they are actively looking for an alternative supplier. But we’re sure this isn’t true for you, is it?

So think about your customers while Scott and I will discuss the topic of Building Stronger Client Relationships and much more on episode 424.

Golden Nugget

A good novel tells us the truth about its hero; but a bad novel tells us the truth about its author. — Gilbert K. Chesterton

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:

-Book study: Challenger Sale.  Amazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
-Wendy Blomseth – Keep in touch with your clients – CLICK HERE or email her HERE
-Scott – BLOG: What Makes You Think I Need Your Help?
-Bill – Article: Strengthening Client Relationships

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

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Get in The Door Podcast: Episode #423

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

Our beliefs create an internal operating system. How we act. When we are silence. And when we don’t take action. This process defines our truths, gives us confidence, and delivers our results.  Do you believe you deserves results?  Learn how powerful thoughts, attitudes and beliefs are everyday of your life.

So make sure your ear buds are firmly in place, as Bill and I discuss Believing works when you are involved in the believing and much more on episode 423,

Golden Nugget

Don’t measure yourself by what you have accomplished, but by what you should have accomplished with your ability.” – John Wooden

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:

-Book study: Challenger Sale.  Amazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
-Scott – Chapter TWO in my book – Believing works when you are involved in the believing. AND Find out about the book – CLICK HERE
-Bill – Article – Whatever is in the Well Comes Up in the Bucket

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

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Get in The Door Podcast: Episode #422

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

Let’s be honest with each other, there’s something about selling that scares you! When you find yourself in a situation where you have to do that “thing” you can feel your heart beat a little faster and your palms start to sweat. At this point you can either drive yourself forward or find another task to do. But if you find another task it puts one more chip into your wall of confidence and hurts your ability to move the sale forward.

In this podcast, Scott and I will discuss the topic of You Must Overcome FEAR and how we can work through it.  All that and more on episode 422.

Golden Nugget

“Thinking will not overcome fear but action will.” – W. Clement Stone

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:

-Book study: Challenger Sale.  Amazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
-Bill: Article – Video – Presentation to PSA – Finding Your Spark of Courage 

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

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Get in The Door Podcast: Episode #421

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

Most relationship-based sales don’t happen on the first call. Often the first call is the first step in the sales process. The bigger the sale, the longer the process and the more steps.  Each step is an investment of time and energy, with a shared risk on both sides of the table.  How can we increase the likelihood of winning the sale with each step?

So get ready to learn more about Follow-through or Foul Up and much more on episode 421 of the Get in the Door Podcast.

Golden Nugget

“People often say that motivation doesn’t last. Well, neither does bathing–that’s why we recommend it daily.” –Zig Ziglar

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:

-Book study: Challenger Sale.  Amazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
-Bill: Article – Article When Prospects Hesitate

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

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Get in The Door Podcast: Episode #420

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

I got an appointment with the right person. The appointment went great and I asked penetrating and essential questions. My proposal was spot on and the client seemed really interested in our value proposition. But here it is 3 weeks later and I still don’t have the deal. What’s up with that?

In this podcast, Scott and I will have a conversation with Steve Keating, a well-respected sales professional and trainer on the topic of I’m Doing the Work, Why Don’t I Get the Deal? All that and more on episode 420.

Golden Nugget

“You can’t build a reputation on what you are going to do.” –Henry Ford

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:

-Book study: Challenger Sale.  Amazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
-Bill: Article – Be Wary of the Seven Deadly Sins of Selling

Connect with our Special Guest: Steve Keating on Twitter or via his Website.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

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Get in The Door Podcast: Episode #419

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

There are people you know; and people you don’t. If we leverage the people we know, to get introduced to the people we don’t know, we will shorten the sales cycle, increase the closing ratio and increase your prospect base – faster and cheaper than any other form of marketing.

In today’s show, we will discuss The Power of Referrals and much more on episode 419 of the Get in the Door Podcast.

Golden Nugget

“I can’t change the direction of the wind, but I can adjust my sails to always reach my destination.” – Jimmy Dean

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:

-Book study: Challenger Sale.  Amazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
Scott; Blog –Top 7 Mistakes Salespeople Make on LinkedIn
Bill: Video2 Minute Selling Tip #31 Know Your Top Ten

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

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Get in The Door Podcast: Episode #418

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

Since I’m in sales and paid to be a salesperson then it only follows that I’m a professional, right? While that might technically be true, both statistics and personal experience tell us that only about 15 to 20 percent of salespeople are truly professionals.

In this podcast, Scott and I will talk about the 5 key attributes that make the difference between a Sales Professional and an Amateur. So buckle up for episode 418.

Golden Nugget

“Develop an attitude of gratitude. Say thank you to everyone you meet for everything they do for you.” – Brian Tracy

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:

-Book study: Challenger Sale.  Amazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
Scott:  Blog: Commitment > Consequences
Bill: Article: What is Your Level of Selling Ability

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

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Get in The Door Podcast: Episode #417

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

In complex, relationship sales there is usually more than one person involved in the overall decision to make a change.  In addition, to the most common motive and finding three reasons to change, there may also be more than three people affected.  Getting everyone, together to agree and commitment, can be a challenge.

In today’s show, we will discuss Important to Who? Understanding the people and process of the sale, and much more on episode 417.

Golden Nugget

“Begin always expecting good things to happen.” – Tom Hopkins

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:

-Book study: Challenger Sale.  Amazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

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Get in The Door Podcast: Episode #416

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

Have you ever asked a question in a customer interview and gotten an answer that made it HARDER to sell your product or service? Perhaps this happened because you hadn’t prepared questions that lead the customer to understand the unique value that you are bringing to them.

Today, Scott and I will explore Advantage Questions and much more on episode 416 of the Get in the Door Podcast.

Golden Nugget

“The world as we have created it is a process of our thinking. It cannot be changed without changing our thinking.” ― Albert Einstein

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions:

-Book study: The Magic of Thinking BIG.  Amazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
-BLOG: Three Questions Begin with One Answer
-Article: Selling Isn’t Telling


Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

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