Winning at Selling Podcast : Episode #620

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Ever see the meme about being nice to people because you have no idea about what battles they are fighting? Everyone we talk with is coming from and taking a position about our pending conversation. Ever ask yourself, where are they coming from?

Look both ways as Bill and I discover Where Are They Coming From? and other tantalizing tidbits on episode 620 of the Winning at Selling Podcast.

Golden Nugget:

Don’t try to manage your time – manage yourself!” John C. Maxwell

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: Sell More – Less Time by JIll Konrath – AMAZON
– Click Here to Download the Top 10 Question to Ask Your New Prospect
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #619

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.


How does a salesperson make us “want” to buy from them? Is it their great charisma, alluring appearance, dazzling smile, perfectly styled hair? Or is something else entirely? Whatever it is, you and I both need it to make our way in this crazy profession of selling.

So strap on your helmets as Scott and I delve into Developing Trust and other important ideas on Episode 619 of the Winning at Selling podcast.

Golden Nugget:

“Well done is better than well said” -Benjamin Franklin

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: Sell More – Less Time by JIll Konrath – AMAZON
– Click Here to Download the Top 10 Question to Ask Your New Prospect
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #618

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Every interaction we have with another person creates a split-second impression.  They may say – “Who is this” – with interest in wanting to know more. Or “Who is this – and why are they interrupting me.  Our actions define and create the curiosity we want others to have in talking more with us.

If you are interested in learning how, stay tuned as Bill and I welcome Wall Street Journal cartoonist, Hall of Fame-nominated marketer and author Stu Heinecke to episode 618 of the Winning at Selling Podcast.

Golden Nugget:

Only those who will risk going too far can possibly find out how far one can go.”
T.S. Eliot

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: 

Stu Heinecke – https://stuheinecke.com/
-Click Here to Download the Top 10 Question to Ask Your New Prospect
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #617

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Rats! I thought I was about to close a deal until my client said that he would have to submit the plan to procurement! What does that mean? A bidding war? A long and costly RFP process? Negotiations with a team of master negotiators who are bent on the cheapest product possible? Yes, the thought of dealing with procurement can strike fear into even the most seasoned sales professional.

If you want to learn how to turn the purchasing boogieman into cuddly little lamb keep listening as Scott and I discuss Building Relationships with Procurement and other challenging concepts on Episode 617 of the Winning at Selling podcast.

Golden Nugget:
“The mind once enlightened cannot become dark.”  – 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: 

-Click Here to Download the Top 10 Question to Ask Your New Prospect
-Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #616

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Selling more and better starts with sounding different than others in the industry.  Asking better questions outside of the prospects problem and sharing your solutions will make you sound more interested in learning about the prospect’s environment, expectations and priorities.

Set your expectations high as Bill and I discuss the 10 Questions to Ask Your Prospect and other thoughtful ideas on episode 616 of the Winning at Selling Podcast.

Golden Nugget:

“Confidence isn’t optimism or pessimism, and it’s not a character attribute. It’s the expectation of a positive outcome.”   Rosabeth Moss Kanter

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: 

-Click Here to Download the Top 10 Question to Ask Your New Prospect
-Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #615

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Is your sales conversation the same as it was 5 years ago? Do you still have that tired company pitch that extols the virtues of your organization? Are you caught in the cycle of fact-benefit-confirmation? Is your customer supposed to provide the information and you match up the solution? Well, it’s time to change your approach.

If you want to keep from falling further behind the sales curve tune in as Scott and I welcome our guest Anthony Iannarino to tell us Why You Must Be One-Up Now on Episode 615 of the Winning at Selling podcast.

Golden Nugget:
“Always render more and better service than is expected of you, no matter what your task may be.” – 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: 

– Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #614

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Have you ever worked in a company that just seems to be off balance with its people?  Like a car with a misaligned front end.  You are limited in how fast you can go.  Where do you begin to look to find the problem? Is the problem the process, or the people and how they interact with each other?

Listen up as your problem-hunters – Bill and I take on dysfunction in an Overview of the 5 Dysfunctions of a Team on episode 614 of the Winning at Selling Podcast

.Golden Nugget: 

Our lives only improve when we take chances – and the first and most difficult risk we can take is to be honest with ourselves.”  ― Walter Anderson

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: 

– Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #613

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

A-B-C. A-always, B-be, C-closing. Always be closing! Always be closing!! A-I-D-A. Attention, interest, decision, action. Attention — do I have your attention? Interest — are you interested? I know you are.  You close or you hit the bricks! Decision — have you made your decision? And action. A-I-D-A; get out there!! You got the prospects comin’ in; you think they came in to get out of the rain? Guy doesn’t walk on the lot unless he wants to buy. Sitting out there waiting to give you their money! Are you gonna take it? Are you man enough to take it?

So, do I have your ATTENTION!? If you are INTERESTED, make the DECISION to listen as Scott and I take ACTION about Closing the Deal on Episode 613 of the Winning at Selling podcast.

.Golden Nugget: 

“Sometimes we stare so long at a door that is closing – that we see too late the one that is open.” – Alexander Graham Bell

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: 

– Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #612

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

As the adage goes – We battle our head and heart constantly in our day to day actions.  Often when we don’t see the results of our intentions or actions and we get down on ourselves.  Some have said, Nobody can be harder on me than me.  And I’m one of those people.  So, if this also applies to you.

Take a break and give yourself a break as Bill, and I Welcome our guest, Dr. Andrea Hollingsworth to discuss Inner Critic vs. Inner Advocate on episode 612 of the Winning at Selling Podcast.

.Golden Nugget: 

Success is not final, failure is not fatal: it is the courage to continue that counts.
― Winston S. 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: 

– Current Book – The Psychology of Money by Morgan Housel
– Andrea’s Website – https://hollingsworthconsulting.com/
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #611

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

This podcast is dedicated to the overall success in the sales channel.  From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome.  This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude.

Having no plan is really a plan to fail. But by thinking through our goals we can develop the detailed steps we must accomplish in order to attain that big objective. As the saying goes, “How do you eat an elephant? One bite at a time.” And as a sales professional you will need to analyze, determine and plan out those “bites”.

So grab a knife and fork as Scott and I dig into the steps for creating a Personal Sales Strategy on Episode 611 of the Winning at Selling podcast.

.Golden Nugget: 

Sales enablement can’t be reactive. It has to be a full-blown strategy that’s woven into the fabric of the company.” – Roderick Jefferson

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: 

– Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?