Get in The Door Podcast: Episode #426

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

As a sales comes to it culmination the buyer may ask for concessions – often a lowering of price. What is the salesperson to do? Hold her ground and maintain the price and the profitability or find some way to respond positively to the buyer’s request? Should negation play a part in the salesperson’s tool kit or is it an invitation for price cutting?

Scott and I believe we have very different points of view on this topic, so let’s see there are some fireworks as we discuss Negotiation Training for Salespeople: Point-Counterpoint. All that and more on episode 426.

Golden Nugget

“I have one thing that’s not negotiable. I demand that we meet your interests. The reason we want to meet your interest is that if we don’t meet your interest you won’t meet mine and I’m a real selfish guy. I want my interest met.”– Bob Woolf, sports agent

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: How A Salesperson Can Build Negotiating Leverage

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 #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.

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 #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.

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 #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.

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 #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.

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 #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.

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 #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.

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 #415

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

What is the difference between Sales and Marketing?  Who is responsible for generating revenue? There are many challenges both department struggle with on working together to achieve revenue goals.  However, there are ways for greater cooperation.

In today’s show, our guest Greg Pomerantz will discuss the relationship between sales and marketing. Plus many more topics on episode 415 of the Get in the Door Podcast.

Golden Nugget

“I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.” –Estée Lauder

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
-Greg Pomerantz at 612-998-7351.

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 #414

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

CEO – CIO – CFO – all of these executives work in the C-suite. And many sales people have no idea what it takes to get access to them nor how to sell to this high powered group. But if you can break through the barriers that hold you back and drive the right kind of meeting – you can achieve greatness as a salesperson.

Today, Scott and I will discuss Selling to the C-Suite and much more on episode 414 of the Get in the Door Podcast

Golden Nugget

“Success is not final, failure is not fatal: it is the courage to continue that counts.” – Winston Churchill

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: Selling to the “C” Suite – CLICK HERE
-BLOG: Failure puts you one step closer to AccomplishmentCLICK 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 #412

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 had a sales call where you felt desperate to close the deal? Where you REALLY needed to make this sale? Or one where you felt the buyer had all of the control? Did you make those deals? Were you able to maintain profit margin or did you end up giving it all away? How we view ourselves and our status in the marketplace can have a great effect on the outcome of a sales call.

On today’s show, Scott and I will discuss Sales Posture and Confidence and much more on episode 412 of the Get in the Door Podcast.

Golden Nugget

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
-VIDEO – ABC’s of Posture in Sales-VIDEO – Stop Helping People

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?