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.

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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.

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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.

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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.

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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.

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Get in The Door Podcast: Episode #411

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

Imagine you the just held the best prospect meeting ever. They asked you all the right questions. You gave them all the right answers. There were no questions. It was a “drop the mic” moment.  Silence. Then they said. “Well, thank you for coming in. I can tell you really know your stuff. You taught me a lot. I can see why so many people pick you. I will think this over and get back to you.”  Now you want to pick up the mic and ask – “what happened?”

In this episode, Bill and I will investigate the “I need to think about it” objection and how you can deal with it, and much more.

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: WHY NOW?  CLICK HERE
-VIDEO – 2-Minute Selling Tip #33 A Confused Customer

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 #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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