Winning at Selling Podcast : Episode #467


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.

We’ve all heard it before, people buy emotionally and justify it intellectually.

And we need to remember, if we jump too quick to emotional triggers and the prospect gets defensive. Customers do not make decisions on Needs.  They make decisions on Problems. Even more important, when changing a person’s behavior, consequences are more influential than value.

Put on some comfortable shoe as Bill and I take you around the block, one more time as we discuss Sales Process Part 6 – Questioning Techniques.  That and much more on episode 467 of the Winning at Selling Podcast.

Golden Nugget:

Hard work beats talent when talent doesn’t work hard.” Tim Notke, High School Coach

Your Hosts:

Bill Hellkamp See my LinkedIn profile and send me an invite
Visit my website:

Scott “Professor Plum” PlumSee my LinkedIn profile and send me an invite
Visit my website:

-Current Book: Let’s Get Real or Let’s Not Play
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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.

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