Get in The Door Podcast: Episode #410

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

Acquiring a new customer can cost 4 to 5 times as much as retaining a current customer. Meanwhile, the success rate of selling new product or services to an existing customer is over 50% whereas the success rate of getting a NEW customer may be as low as 5%. Obviously it is worth our time to concentrate on developing the accounts we already have.

On today’s show, Scott and I will discuss Major Account Strategy and a bunch of other information designed for the sales professional on episode 410.

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
-Article: Strengthening Client Relationships  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 #409

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 your first reaction to your prospect’s objection?  How do you response in a way to build confidence – in you, your product, and the marketplace?  Once we label the objection and follow a process to seek the real reason, we can apply the response in a way to build value, reassurance, and credibility.

In this episode, Bill and I will investigate Overcoming Objection. how to address them, and much more on episode 409 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:

We welcome your objections – What is holding prospects back from saying yes to you? Please submit via the form below.
-Book study: The Magic of Thinking BIGAmazon – CLICK HERE
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
-Article: When Prospects Hesitate CLICK HERE.
-BLOG: What is it going to take to win your business? – 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 #408

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

Good training is valuable, right? Well trainers think so, but I’m sure that not all of the participants would agree. Determining the value of training based on our “gut” gets us nowhere. But there are systems that will help you understand the real Return On Investment, whether you are the sales manager or the sales person sitting in the class.

On today’s show, our special guest, Kristen Taraszewski will give her insights on Measuring Training ROI and much more on episode 408 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
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
-Special Guest: Kristen Taraszewski at ElevenPoint2 (https://www.elevenpoint2.com)
Download the FREE White Paper – Salespeople who know more, sell more.  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 #407

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 can save you money!  Salespeople lead this statement which automatically turns your conversation into selling on price and not value.  You will never win the price battle. What will add the most value to the conversation?  What is most important to the prospect? How can you win more sales by offering value, delivering the best solution and maintaining your profit margin?

In today’s show, Bill and I will investigate Fighting Commoditization and much more on episode 407 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
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
-Article: Sell What the Client Values CLICK HERE
-Bill Hellkamp Video – Resist the Urge

-[blog/video] How Not to Turn Your Product into a Commodity – CLICK HERE
-Scott Plum Interview: Be a Problem Finder

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 #406

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

Industry event – CANCELLED! Trade Show – CANCELLED! Networking breakfast – CANCELLED! Now what do I do? Where can I go to get new names to prospect?

On today’s show, Scott and I will discuss of Sources for Customers While in Lock Down and much more on episode 406 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
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
-[blog] Are you a Decision Maker? CLICK HERE
-Special Offer: Want to track your sales and prospecting activity?
Download NOW! Go to dailysalestracker.com
-Bill Hellkamp Video – Know Your Top 10 [Asking for Referrals]


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 #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.

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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.

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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.

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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.

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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

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    Who would you like to contact you?