Greetings,

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

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

What goes into the process of making decisions?  How do people decide? Often it is the criteria, the context and the contrast.  Do you know the process your prospect goes through in making decisions?

Join Bill and I as we discuss the decision-making process and other great ideas on episode 469 of the Winning at Selling Podcast.

Golden Nugget:

“If you approach a negotiation thinking the other guy thinks like you, you are wrong. That’s not empathy, that’s a projection.” Chris Voss, Author: Never Split the Difference

Your Hosts:

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

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

Mentions:
-Current Book: Let’s Get Real or Let’s Not Play
–Bill – 2 Minute Selling Tips #33 A Confused Customer https://www.youtube.com/watch?v=dLawLxwpz-E
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

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

Greetings,

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

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

What is the difference between working smarter vs, harder?  Do you want to be efficient or effective? How is value determined? How hard should you pressure the prospect to close the sale?

Bill and I are pleased, lucky, blessed, however you want to express a strong sincere appreciation to welcome Anthony Iannarino to our show today to discuss sales in today’s marketplace and other great ideas on episode 468 of the Winning at Selling Podcast.

Golden Nugget:

“You cannot be consultative and a trusted advisor, if you are not willing to deal with conflict over the process of serving your perspective client.” –Anthony Iannarino

Your Hosts:

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

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

Mentions:
-TheSalesBlog.com – https://thesalesblog.com/ (Anthony’s Blog)
-Amazon Author Page: CLICK HERE
-Artist Chuck Close (Anthony referred to him at 26:35) – CLICK HERE
-Current Book: Let’s Get Real or Let’s Not Play
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

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

Greetings,

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

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

We’ve all heard it before, people buy emotionally and justify it intellectually.

And we need to remember, if we jump too quick to emotional triggers and the prospect gets defensive. Customers do not make decisions on Needs.  They make decisions on Problems. Even more important, when changing a person’s behavior, consequences are more influential than value.

Put on some comfortable shoe as Bill and I take you around the block, one more time as we discuss Sales Process Part 6 – Questioning Techniques.  That and much more on episode 467 of the Winning at Selling Podcast.

Golden Nugget:

“Hard work beats talent when talent doesn’t work hard.” Tim Notke, High School Coach

Your Hosts:

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

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

Mentions:
-Current Book: Let’s Get Real or Let’s Not Play
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

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

Greetings,

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

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

In coaching and training salespeople I often ask them what they dislike most about their job. The #1 answer: Cold Calling or prospecting. I will be the first to admit that it can be hard and frustrating work. But if you don’t learn to do it well, you will never succeed as a salesperson.

So pull out that list of prospects as Scott and I discuss Sales Process Part 3 – Prospecting and other great ideas on episode 463 of the Winning at Selling Podcast.

Golden Nugget:

“In any moment of decision, the best thing you can do is the right thing.  The worst thing you can do is nothing.”  – Teddy Roosevelt

Your Hosts:

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

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

Mentions:

-Current Book: Let’s Get Real or Let’s Not Play
-Scott; Softening Statements – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

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

Greetings,

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

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

When a client initiates the conversation or reacts with interest and curiosity to something we initiated, we are in the qualifying phase. During this time, we move together to discuss value and demonstrate trust in a meaningful conversation between the salesperson and the prospect.

If you feel strung along and misled, this one’s for you – as Bill and I discuss Sales Process Part 2 – Qualifying.  That and much more on episode 460 of the Winning at Selling Podcast.

Golden Nugget:

 “Better to do something imperfectly than to do nothing perfectly.” Robert H. Schuller

Your Hosts:

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

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

Mentions:

-Current Book: Let’s Get Real or Let’s Not Play
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

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

Greetings,

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

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Before you create a contact list, attempt to prospect, or go to an appointment you may want to take a few hours to make sure you are contacting the right people and talking to them about the things that matter. Many salespeople don’t do this and waste time and resources going after prospects that can’t or won’t buy from them.

So let’s learn why it doesn’t pay to “round up the usual suspects” as Scott and I discuss Sales Process Part 1 – Strategy and other great ideas on episode 461 of the Winning at Selling Podcast.

Golden Nugget:

“Justice without force is powerless; force without justice is tyrannical.” -Blaise Pascal

Your Hosts:

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

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

Mentions:

-Current Book: Let’s Get Real or Let’s Not Play
-Bill – 2 Minute Selling Tip Video: What is the Goal? https://www.youtube.com/watch?v=SKpHMZEizKY
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

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