Get in The Door Podcast: Episode #445

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

Which is better?  Give something to someone – or teach them how to find it themselves? There is a parable about a fish in this question.  And why does this story upset and enable prospects.

So, grab your fishing rod and tackle box as Bill and I discuss Stop Helping People and much more on episode 445 of the Get in the Door Podcast.

Golden Nugget:

“Throw your heart over the bar and your body will follow.” Norman Vincent Peale

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:

-Next Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Scott -BLOG: Stop Helping People
-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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Stop Helping People!

This title causes most people to flinch and reread it.  They react with, “but that’s how I describe what I do.  I help people.  I help companies.”  I response with, “Stop it!“

What makes you think they want your help?  What makes you think they need your help?  Why not someone else?  Why now?

Helping people that don’t see a problem is being assumptive.  What upsets prospects the most is assumptive salespeople.  Don’t assume people have problems.  It is insulting.  They certainly don’t want other people pointing out their problems.  Especially a salesperson off the street, they never met.

Start working with people.  Get on the same side of the table with them and fight with them against a problem or towards a desired goal.  Here are three reasons why: [Read more…]

Get in The Door Podcast: Episode #444

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

Social media is a juggernaut in the personal and business landscapes. Twitter, Facebook, Instagram and numerous others are a part of most people’s everyday lives. But as a purely business platform, none of these are as important as LinkedIn. Chances are you have a LinkedIn account, but are you using it as well as you could. Does it present you in the most advantageous way and is it creating new business for you as it should?

Listen for answers to these important questions as Scott and I welcome LinkedIn expert, JoAnne Funch to discuss LinkedIn – Your 24/7 Sales Tool and much more on episode 444 of the Get in the Door Podcast.

Golden Nugget:

“Courage is knowing what not to fear.” ― 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:

-Next Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-JoAnne – Get more tips from JoAnne:  http://linkedinforbusiness.net/podcast

-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 #443

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 makes you different and better?  Different does not mean better.  It just means, not the same as.  Could be better.  Could be worst.  Why should someone buy from You, and buy Now?

So open your mind up to wonder and imagination as Bill and I discuss Creating a Strong Value Proposition and much more on episode 443 of the Get in the Door Podcast.

Golden Nugget:

“True productivity comes from allowing yourself to make mistakes. Do so, and you’ll succeed more often than any ten perfectionists.” – Laura Stack, CEO, The Productivity Pro

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:

-Next Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Scott:
How Not to Turn Your Product into a Commodity
-Bill: Article: 2 Minute Selling Tip #21 : Change the Value Proposition https://www.youtube.com/watch?v=pf8QqmlDURc

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.

Podcast Form / Jumpstart Coaching Program

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Get in The Door Podcast: Episode #442

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

Who are you and what do you stand for? What is the exceptional and important value that you bring to the marketplace? The sales model is changing, and customers are looking for more from their relationships with a company and its representatives. More depth and more trust. Can you give that to them?

So, put on your marketing caps as Scott and I discuss Personal Branding and much more on episode 442 of the Get in the Door Podcast.

Golden Nugget:

“Don’t ask what the world needs. Ask what makes you come alive and go out and do it. Because what the world needs is people who have come alive.” –Howard Thurman

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:

-Next Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Bill Article: The Power of the Personal Note

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.

Podcast Form / Jumpstart Coaching Program

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    Who would you like to contact you?

Get in The Door Podcast: Episode #441

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

Often I ask salespeople what is the most important step in the sales process.  I usually hear multiple answers.  My answer is the first step.  Without it nothing else happens.

Gather around the campfire as Bill and I discuss Building Rapport with Prospects and much more on episode 441 of the Get in the Door Podcast.

Golden Nugget:

“When dealing with people, remember you are not dealing with creatures of logic, but with creatures bristling with prejudice and motivated by pride and vanity.” – Dale Carnegie

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
-Next Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Scott: 10 ways to Active Listening
-Bill: Video: Working More Effectively with Others

-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.

Podcast Form / Jumpstart Coaching Program

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Get in The Door Podcast: Episode #440

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

It’s tough out there, you know. Client’s won’t take my calls and when I do get hold of someone I can’t get the appointment. Sales are slow because of the lockdown and I don’t know if I can hang on. The weather is terrible too and when it gets like this my leg hurts… Well I don’t need to go on, because you’ve heard it all before.

What you can do to combat these feelings by Staying Mentally Strong is what Scott and I discuss, that and much more on episode 440 of the Get in the Door Podcast.

Golden Nugget:

“The fool wonders, the wise man asks.” – Benjamin Disraeli

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
-Next Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Bill: Video: Attitude Residue

-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.

Podcast Form / Jumpstart Coaching Program

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Get in The Door Podcast: Episode #439

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 scratch your head and ask yourself, why did I do that OR what was I thinking?

Well, it’s quite possible, you were not thinking, rather acting out of existence and the subconscious.  These are legit reasons; however, they may not hold up in court or in a conversation with your sales manager.

We are so lucky to have a neuroscientist with us today to discuss the brain, why it follows and how you can make it work for you.  So put your phone on silent, grab a notebook and pen and take notes as Bill and I discuss Why the Brain Buys with Dr. Terry Wu and much more on episode 439 of the Get in the Door Podcast.

Golden Nugget:

“Human behavior flows from three main sources: desire, emotion, and knowledge.”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
-Next Book: Psycho-Cybernetics by Dr. Maxwell Maltz
– Dr. Terry Wu – Speaking on the neuroscience of sales and marketing: https://www.whythebrainbuys.com/
Consulting Service: https://www.neuromarketingservices.com/
17-minute TED Talk: https://www.youtube.com/watch?v=UEtE-el6KKs

-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.

Podcast Form / Jumpstart Coaching Program

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    Who would you like to contact you?

Get in The Door Podcast: Episode #438

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

The sale is moving forward nicely. You’ve had some great discovery sessions and have put together a solid proposal. Now as you are discussing the details you hit a snag. One of the key influencers raises an objection. How do you deal with it? What answer do you give? Handling key objections should be a part of your preparation as you move toward the close of a sale.

So put on your helmets and tighten your chinstraps as Scott and Bill discuss Handling the BIG Objections and much more on episode 438 of the Get in the Door Podcast.

Golden Nugget:

“Human behavior flows from three main sources: desire, emotion, and knowledge.”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 – How to Sell Above the Budget

-Bill – Video – 2 Minute Selling Tips #21 : Change the Value Proposition

-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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Selling is Your Reputation in Action

CLICK HERE FOR THE SLIDES

11-10-2020 — Club E will be joined by Scott Plum, President, Minnesota Sales Institute

Creating a sales culture starts at the top. Company leadership defines the sales culture – every day – by what they are willing to tolerate from the sales channel. Every day we can proactively focus on our goals or by reacting and waiting for someone else to do something.

CLICK HERE FOR THE SLIDES (The slides are a little blurry)

Learn how to create a strong value-proposition that positions your company as the best value and not the lowest price. There is difference of leading and competing.

If you are a business owner, sales manager or salesperson, this event will deliver the elements of leading with reputation, managing by creating experiences and selling to create customer advocates.

Scott Plum is the President of the Minnesota Sales Institute and facilitates most of the classes taught. He started his selling career in 1987 and since then he has been sharing the skills and techniques he learned. His goal for students is to “inspire growth and change in your presence and have it last and continue in his absence.

He is Professor Plum and host of the podcast “What Salespeople Need to know About Selling” and co-host of the weekly podcast “Get in the Door Podcast.”

He published the book; Taking Off Into the Wind – Creating Lift Out of Life. This book is written for the person who is a salesperson – the human being before the human doing. A salesperson of someone that has an Impact on the Experience and an Influence in the Outcome.

He served as the Vice President of the National Speakers Association – Minnesota Chapter, as President of the Sales and Marketing Executives of Minnesota and President of the Professional Sales Association.

Scott’s Social Media: LinkedInFacebookTwitterYouTube