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

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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.

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?

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 Knows More About What a Prospect Needs – You or Them?

And?  That’s right.  You do.  You know more about what a prospect needs.  The goal of your conversation, with them, is to convince and persuade them, to see the same.

You are a valuable resource.  The knowledge, service and products you offer only have value when they can be used to fix or change a current or future problem.  The prospects illness.  That you have a cure for. [Read more…]

Process of Change

https://mnsales.com -So you look at a salesperson changing. It’s the same process as a prospect changing. We go through the same process and the first is awareness, so we are scratching our head as individuals, and feel frustrated? Why do I feel like something’s not working like it should? And then we get the second step, which is [Read more…]

How to Sell Above the Budget

I’m kinda guessing that when it comes to this decision, that the price or the investment is going to be a factor. Is that safe to say? Yeah, to make sure that I’m talking about the same thing, what kind of budget or range are you looking at?  Because I don’t want to be introducing anything that is higher than that budget.  If I give you something and it’s outside the budget, then it’s gonna feel like I might’ve misled you by sharing something that’s not within the budget. So do you mind sharing me, with kind of the range are you thinking.  And I’m okay with a range. [Read more…]

I’m Kit Welchlin

http://www.mnsales.com — No I am not. If you know Kit, you know I’m not him, and if you know me, you know I’m not Kit.

Every person is different, and no matter how hard I try to be like Kit, I can only be me. But Kit and I do follow the same process when getting hired and have the same goal, afterwards – to deliver results. [Read more…]

Get in the Door Podcast with Steve Kloyda and Professor Plum – Episode #303

SHOW NOTES:

This week the “Professor” and I tackle Chapter 3 from, Letters From A Self-Made Merchant To His Son by George Horace Lorimer. The book is a classic.  [Read more…]

Get in the Door Podcast with Steve Kloyda and Professor Plum – Episode #301

SHOW NOTES:

This week the “Professor” and I tackle Chapter 1 from, Letters From A Self-Made Merchant To His Son by George Horace Lorimer. The book is a classic. [Read more…]