Podcast Episodes
Back to SearchWhat to Say to Avoid Dropping Your Price
Season 1 Episode 14
Many salespeople give away pure profits unnecessarily. It's when they hear what is actually just a price comment or statement, and then feel compelle…
7 years, 8 months ago
How to Avoid Data Dumping and Creating Objections
Season 1 Episode 13
Many salespeople talk too much about their products/services, dumping on prospects with things that are not of interest. And that creates objections.…
7 years, 8 months ago
"Good Enough" Does Not Cut It in Sales
Season 1 Episode 12
To be really successful in sales, being "good enough," or doing a "good enough" job doesn't cut it. Hear how going the extra mile is the secret of th…
7 years, 8 months ago
What to Say Instead of "Just Checking In"
Season 1 Episode 11
One of the most worthless things to say at the beginning of a call to a prospect or customer is "I'm just checking in with you." (The "Probation Offi…
7 years, 8 months ago
Guest: Jim Domanski. "Sending Notes to Stand Out, and Make a Major Personal Impact"
Season 1 Episode 10
In today's impersonal digital world, would you like a little something that would help set you apart from your competition?
Something that gets you n…
7 years, 8 months ago
"How are You Today?" - Use it, Or Not at the Beginning of Calls?
Season 1 Episode 9
Should you start out your phone calls with the "How are you today?" question? Or ANY small talk?
Some people say, that just screams out "Salesperson?…
7 years, 8 months ago
Size DOES Matter as it Relates to This
Season 1 Episode 8
The size of your thinking is the most important component that determines your sales success. It affects all areas of your potential, from the size o…
7 years, 8 months ago
The Most Important Sales Skill Everyone Uses Every Day
Season 1 Episode 7
The most important skill in being wildly successful in sales--and in most human interactions-- is not talking, but listening. Everyone knows how to …
7 years, 9 months ago
Close More Sales Without Using Goofy Closing Techniques
Season 1 Episode 6
The words "close," "closer," and "closing" are synonymous with sales. However, many people have it all wrong when it comes to closing, and that resu…
7 years, 9 months ago
How to Get Through Gatekeepers and Screeners; DON'T
Season 1 Episode 5
Lots of conventional sales material says to "get past" the gatekeeper, or is about "going through" the screener. And that is bad information, which a…
7 years, 9 months ago