Get in The Door Podcast: Episode #447

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

We all know that product knowledge is important. After all, we don’t want to go into an appointment and not know what we are talking about. But the most accomplished salespeople go beyond knowing about their product to knowing about the industry. In this way they can bring new and valuable information to their customers.

Listen for answers to these important questions as Scott and I discuss Becoming an Industry Expert and much more on episode 447 of the Get in the Door Podcast.

Golden Nugget:

“One of the penalties of refusing to participate in politics is that you end up being governed by your inferiors.” –― Plato

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: Psycho-Cybernetics by Dr. Maxwell Maltz
-Bill – Video: 2-Minute Selling Tip #17 Do Something https://www.youtube.com/watch?v=gqbq8ZgDtEU
-Scott – My Boss Told Me I Should Go – oh joy!
-In memory of Thomas Winninger (https://www.winninger.com/)
Obituary: Thomas Winninger

-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 #445

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

Which is better?  Give something to someone – or teach them how to find it themselves? There is a parable about a fish in this question.  And why does this story upset and enable prospects.

So, grab your fishing rod and tackle box as Bill and I discuss Stop Helping People and much more on episode 445 of the Get in the Door Podcast.

Golden Nugget:

“Throw your heart over the bar and your body will follow.” Norman Vincent Peale

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:

-Next Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Scott -BLOG: Stop Helping People
-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 #443

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 makes you different and better?  Different does not mean better.  It just means, not the same as.  Could be better.  Could be worst.  Why should someone buy from You, and buy Now?

So open your mind up to wonder and imagination as Bill and I discuss Creating a Strong Value Proposition and much more on episode 443 of the Get in the Door Podcast.

Golden Nugget:

“True productivity comes from allowing yourself to make mistakes. Do so, and you’ll succeed more often than any ten perfectionists.” – Laura Stack, CEO, The Productivity Pro

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:

-Next Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Scott:
How Not to Turn Your Product into a Commodity
-Bill: Article: 2 Minute Selling Tip #21 : Change the Value Proposition https://www.youtube.com/watch?v=pf8QqmlDURc

Complete the form below to enter the FREE Book Drawing.  Thank you!
-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 #439

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

Ever scratch your head and ask yourself, why did I do that OR what was I thinking?

Well, it’s quite possible, you were not thinking, rather acting out of existence and the subconscious.  These are legit reasons; however, they may not hold up in court or in a conversation with your sales manager.

We are so lucky to have a neuroscientist with us today to discuss the brain, why it follows and how you can make it work for you.  So put your phone on silent, grab a notebook and pen and take notes as Bill and I discuss Why the Brain Buys with Dr. Terry Wu and much more on episode 439 of the Get in the Door Podcast.

Golden Nugget:

“Human behavior flows from three main sources: desire, emotion, and knowledge.”Plato

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: Beyond Selling Value.  Amazon – CLICK HERE
-Next Book: Psycho-Cybernetics by Dr. Maxwell Maltz
– Dr. Terry Wu – Speaking on the neuroscience of sales and marketing: https://www.whythebrainbuys.com/
Consulting Service: https://www.neuromarketingservices.com/
17-minute TED Talk: https://www.youtube.com/watch?v=UEtE-el6KKs

-Complete the form below to enter the FREE Book Drawing.  Thank you!
-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 #438

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

The sale is moving forward nicely. You’ve had some great discovery sessions and have put together a solid proposal. Now as you are discussing the details you hit a snag. One of the key influencers raises an objection. How do you deal with it? What answer do you give? Handling key objections should be a part of your preparation as you move toward the close of a sale.

So put on your helmets and tighten your chinstraps as Scott and Bill discuss Handling the BIG Objections and much more on episode 438 of the Get in the Door Podcast.

Golden Nugget:

“Human behavior flows from three main sources: desire, emotion, and knowledge.”Plato

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: Beyond Selling Value.  Amazon – CLICK HERE
-Scott – Video – How to Sell Above the Budget

-Bill – Video – 2 Minute Selling Tips #21 : Change the Value Proposition

-Complete the form below to enter the FREE Book Drawing.  Thank you!
-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 #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.

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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 #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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