Get in The Door Podcast: Episode #434

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

So, you call yourself a sales professional! And that might be true, in that you get paid to do what you do. But are you at the top of your game or are you satisfied to play at an amateur level. We know that professional athlete’s practice and exercise so that on game day they can be the very best, the most elite of those who play the sport. Shouldn’t we strive or that level of competence in our sales careers?

So light your torches and pull up your tights as Scott and Bill discuss on How You Sell – Keys to Professional Behavior and much more on episode 434.

Golden Nugget

“A good decision is based on knowledge and not on numbers.” -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: Man in the Arena
-Scott – BLOG: You’re Not Being Tested
-Bill – Video: Behaviors that Promote Customer Loyalty (2 parts):
-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 #433

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 look at a company’s that failed and know why it happened long before the lights went out – or sometimes you hear about it later and wonder why.  On this very episode, Bill and I will talk about the autopsies of companies that are no longer with us.

Pour yourself a cup of chamomile tea as Bill and I discuss Reason Sales Departments Fail and much more on episode 433 of the Get in the Door Podcast.

Golden Nugget

“Creativity is just connecting things” – Steve Jobs

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:  BLOG: Think Twice Before You Hire Your Competitor’s Salespeople
-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 #432

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

Are you more interested in work/life balance than on getting the job done? Does your morning routine include a big cup of coffee and extended internet news? Are long walks on the beach and 2 hour lunches part of you daily schedule? If that’s true for you, quit sales and become a politician! Because success at sales means consistent effort and diligence. But the rewards are great if you are willing to do the work!

So buckle up for a spirited conversation on The Hard Work of Selling and much more on episode 432.

Golden Nugget

“Happiness is possible only if reason rules the emotions and desires and both the emotions and desire have been trained to be led harmoniously by reason” – 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
-Bill : Article: The Labor of Selling
-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 #431

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

 

Information is essential for open and relevant conversations. Asking each other questions is a mutual activity. What type of questions progress the sales process, which ones stall it out and which ones can kill it all together.

You may need a wooden spoon between your teeth as Bill and I discuss How to Deliver Difficult News and much more on episode 431.

Golden Nugget

“The harder the conflict, the more glorious the triumph.” – Thomas Paine

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
-Bill : Article: What Scares Salespeople
-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 #430

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

Are you a logical salesperson who relies on facts, features and benefits to make the sale, but ignores the emotional side of the sales process? Or perhaps you are a relationship salesperson who focusses on being liked to close the deal. In either case you can benefit by learning more about the psychological side of influence and selling.

So get yourself focused for a great discussion:  Take Advantage of Cialdini’s Six Principles of Influence (part 2) and much more on episode 430.

Golden Nugget

“He who learns but does not think is lost; he who thinks but does not learn is in danger.“ –Confucius

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
-Bill : Article: Using Cialdini’s Six Principles of Influence
-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 #429

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

Sales is leadership and leadership is persuasion; Appealing to others greater good and working with them to achieve their goals.  That takes action through influence.  Which is convincing others to take action.

Put on your thinking caps as Bill and I discuss and Take Advantage of Cialdini’s Six Principles of Influence and much more on episode 429.

Golden Nugget

“Men (and women) are anxious to improve their circumstances, but are unwilling to improve themselves.”  ― James Allen, As a Man Thinketh

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
-Bill : Article: Using Cialdini’s Six Principles of Influence
-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 #428

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

Are you a VENDOR, a PROBLEM SOLVER, a BUSINESS RESOURCE or a STRATEGIC RESOURCE? And what does each of these descriptions mean to us as sales professionals? Our book club is starting the book BEYOND SELLING VALUE which discusses these selling levels. Fortunately, we have one of the co-authors, Dan Kosch with to tell us about these descriptions and how we can improve our own selling skills.

So grab a notepad and your favorite beverage as we discuss Beyond Selling Value on episode 428.

Golden Nugget

“Failure will never overtake me if my determination to succeed is strong enough.” — Og Mandino

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
-Download the whitepaper and subscribe to the ‘Sales Tip of the Month’. CLICK HERE
-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 #427

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

How is your self-worth defined? By WHAT you DO or WHO you ARE?

Often we will fail in the role you play – what we DO – but we should never feel like a failure – who we ARE. Because you can never outperform a negative self-image.  On a scale of 1 to 10, if you feel like a 7 you cannot perform a an 8 or higher.

So grab a cup of your favorite beverage as Bill and I discuss Who You Are and What You Do and much more on episode 427.

Golden Nugget

“The future is something which everyone reaches at the rate of sixty minutes an hour, whatever they do, whoever they are.” – C.S. Lewis

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 – Lessons from My Father

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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