Get in The Door Podcast: Episode #405

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

When you were in high school, did you ever receive a lower grade than you thought you deserved?  What contributed to that outcome?  What will you do different, next semester? Our grades as a student are like our monthly sales numbers as a salesperson.

TODAY, Bill and I will delve into False Facts about “Making Your Number” and much more on episode 405 of the Get in the Door Podcast

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 BIGAmazon – CLICK HERE
-If you have a mantra you live by, We’d be grateful to hear it.  Please let us know (complete form below).
-5 Keys to Productive Selling – 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.

Podcast Form / Jumpstart Coaching Program

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Get in The Door Podcast: Episode #404

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 found yourself in a new client meeting and shortly into the discussion it dawned on you that there was nothing here for either you or the customer? How about those times when you had an appointment that was going well until you discovered that your price wasn’t even close to an amount they were willing to spend?

TODAY, we will explore the importance of Qualifying Prospects to Avoid Useless Meetings and much more on episode 404 of the Get in the Door Podcast

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

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

Mentions:

Book study: The Magic of Thinking BIGAmazon – CLICK HERE

CLICK HERE – BLOG: You Don’t Need to Educate Your Prospects

CLICK HERE to Download White Paper on Building Value by Ronn Lehmann

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.

Podcast Form / Jumpstart Coaching Program

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Get in The Door Podcast: Episode #403

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 “The Professor” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

What is the difference between price, cost and value?  Often I hear those words used interchangeable, which means they have the same definition.   This is simply not true.
TODAY, We will discuss the importance of Defining Value and much more on episode 403 of the Get in the Door Podcast

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

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

Mentions:

  1. Book study: The Magic of Thinking BIGAmazon – CLICK HERE
  2. Define Value! – Scott Plum

  3. Ranking of Get In The Door Podcast – from 3rd parties.  You are listening to a leader!
    A) Ranked 11 of 21 by Impact Learning Center – Click Here
    B) Ranked 7 of 44 by Channel of Crazy Call  – Click Here
    C) Ranked in the top 10 By Peak Sales Recruiting – Click Here
  4. 2-Minute Selling Tips #21 Change the Value Proposition with Bill Hellkamp
  5. BLOG: define: Value – CLICK HERE
  6. 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.

Podcast Form / Jumpstart Coaching Program

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Get in The Door Podcast: Episode #402

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! – Prof Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

What is your attitude like in these trying times of a national lock down and fears of a pandemic? Does your attitude matter? And if it does, what steps do you take to keep it upbeat and productive? We will discuss how attitude makes a difference and much more on episode 402 of the Get in the Door Podcast

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

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

Mentions:

  1. Book study: The Magic of Thinking BIGAmazon – CLICK HERE
  2. Bill Hellkamp – Video #1 2-minute Selling Tip on Attitude: /
  3. Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

    Contact us:

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

Podcast Form / Jumpstart Coaching Program

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Get in The Door Podcast: Episode #401

Greetings,

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

OUR ASK for this episode is for you to share a story about how the founder of Get In The Door podcast, Steve Kloyda, The Prospecting Expert, made an impact on your life.  Please share your story via the form below.

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

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

Mentions:
1) Article Bill mentioned about working from home: http://reachdev.com/five-important-tips-for-working-remotely/

2) Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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

Podcast Form / Jumpstart Coaching Program

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

You Don’t Need to Educate Your Prospects

At the beginning of class I usually ask the question, “What is the goal of your sales call; whether it is on the phone or in person?”  I always hear someone say, “I need to educate my prospect.”  I replied with “Educate them on what?”  They say, “On my products, our services, the company, my experience.”  “Is that where you want the focus during the rest of the meeting – on you?” I response.  “Well, they need to know what I offer in order for them to buy from me.” They say.  “And that’s your goal of the sales call?”  “Yes,” they reply. The problem what that is… [Read more…]

Winning the Competitive Sale

Join us
Tuesday, March 10th, 2020
8:15 am – 4:30 pm

Where you will learn to:

  • Leverage a posture of being in demand
  • Redefine the purchasing process of procurement
  • Create a unique value proposition
  • Break the formula of commoditizing your product
  • Structure a consistent formula to duplicate and scale

Finding themselves in a competitive situation, salespeople often face the reality that prospects and customers will attempt to commoditize their product or service.  Understandably, prospects want to get the best product at the best price. Pitting one seller against another has proven to be a winning strategy – for the customer! To neutralize this approach, the salesperson needs to uncover the “true” requirements of the solution and determine what has the greatest value to the customer. This 1-day sales training program will deliver professional sales strategies to compete effectively in these situations and tactics that will enable you to win consistently. Not only will you sell more, but will more effectively maintain the margins you need to make a profit.

This workshop is limited to 25 people.

An investment of $595 will lock in your seat for this 1-day sales training course.
$395 when you register before 2/21/20; $695 after 3/4/20. Or complete the form below for group pricing.

Call 612-789-5700 for more information.

Workshop

We would love to hear from you! Please fill out this form and we will get in touch with you shortly.

Who gets paid more; Educators or Entertainers?

I think we all know the answer to that question. Its probably aligned with how we spend our time and money. This is an example of human motivation and how we buy. How we purchase items and where we spend our money.

The point I want to make is we are more motivated to seek emotional entertainment then intellectual information. We’ve all heard the saying, “People buy emotionally and justify it intellectually.” And we spend more money on how we want to ‘feel’ versus what we want to ‘know.’
Artists, as entertainers, are paid to change how we feel. Keep this in mind when you are working on influencing a decision or convincing somebody to do something.

Contact Us

We would love to hear from you! Please fill out this form and we will get in touch with you shortly.

Negotiation: Creating Collaborative Conversations

Negotiation can be misunderstood when it is not focused on achieving the goal of both sides.  Not everyone decides in the same way or for the same reasons.  The best way to achieve a mutually beneficial agreement is by sharing information in a way that does not diminish respect, rather add value.  This approach involves a combination of applying different beliefs, removing bias, past experiences and concentrating on a respectable and mutual overcome through a unique and predetermined process.  During this class you will learn how to create conversations that are focused on achieving the goals within your fiduciary obligations of your client while respecting the people on the other side.

“It was a great investment to attend Scott’s negotiation training! He had clear objectives for the value he provided, practical examples to explain the strategies and tactics to implement. Above all, Scott’s focus on mindset and character showed that he truly is looking to inspire growth and change through his training. Thank you, Scott!

Kimberly Reeves, Realtor, Expansion Partner at Papasan Properties Group @ Keller Williams Realty Elite

January 15, 2020, Kimberly was a client of Scott’s

Course Objective:

  1. Remove personal belief, bias and past experiences from client interaction
  2. Identify the goals of the client and explore options for a mutual beneficial outcome
  3. Maintain the integrity and reputation of a real estate professional

Instructor: Scott Plum, Minnesota Sales Institute, LLC

Scott Plum started his sales career at age 21 in 1987 selling Real Estate. He has been licensed in California and Minnesota, and is approved to teach classes in many other states.

He is the only Master Certified Negotiation Expert (MCNE) in Minnesota and has taught ALL the classes for the Real Estate Negotiation Institute (RENI). RENI owns the Master Certified Negotiation Expert (MCNE®) designation program and the Certified Negotiation Expert (CNE®) course. The MCNE program is the premier negotiation training program in real estate and the CNE course is the most popular negotiation training course in real estate.

He founded the Minnesota Sales Institute in 2002 to teach salespeople how to increase their closing ratio, generate more revenue and stop cutting their price to win the business.

He is Professor Plum as the co-host of a weekly podcast, with the Prospecting Expert, Steve Kloyda called “Get in the Door Podcast

Scott published his first book titled; Taking Off into The Wind: Creating Lift Out of Life and his second one will be out in the Fall called, Doing it for Real: Is your Commitment greater than the Consequences?

He serves clients with Onsite Classes and Workshops, Coaching and Consulting on Value Propositions, Sales Process Management and Compensation.

Scott has served as president of the Professional Sales Association (PSA) from 2011-14 and the Sales and Marketing Executives (SME) from 2014-15.

APPROVED for 3.75 Hours Real Estate Continuing Education Credits in Minnesota
(Provider number: 21023716, Course Number: 1028025)

Please complete the form for more information

Real Estate Classes

 

 

Whose Easter Eggs are They

Bed time was the usual time of 8 o’clock for the kids, though they did not fall asleep quickly.  Tomorrow is Easter Sunday with the traditional Easter egg hunt in the morning before Church.  The parents were ready with eggs filled with candy, dollar bills and small gifts.  They would have to wake up before the kids so they could hide the eggs in the backyard.  All was ready and off to bed the parents went.

The next morning the parents awoke before the children and quietly snuck out to the backyard.  They hid some eggs under the big evergreen tree, a few next to the swing set legs, a couple under the trampoline, one in a tree and some along the fence.  They counted 24 the night before and all were placed for the kids to hunt for and discover. [Read more…]