Podcast Episodes
Back to Search382 - Spinning a Story
Episode 382
Here are 4 elements to a convincing story to help you sell more.
4 years, 2 months ago
381 - Big Sales Rocks
Episode 381
When it comes to doing high leverage activities, keep in mind the example of the bowl and big sales rock story. HLA should be done early. Also, Whe…
4 years, 2 months ago
380 - Avoid No Decisions
Episode 380
Your biggest competitor is not your competitor, it's a no- decision.
4 years, 2 months ago
379 - Create a Value Chain
Episode 379
Every product/service can be differentiated if we look hard enough. Use a value chain to find those points of differentiation in your sales process.
4 years, 2 months ago
378 - Position Your Value...Again
Episode 378
Position your value, not your price; that's the message. Shifting your mindset to selling on value will allow you to see how you can sell more effec…
4 years, 2 months ago
376 - 3 Levels of Empathy
Episode 376
There's rational, compassionate and convulsive empathy when it comes to understand what your buyer is going through.
4 years, 2 months ago
375 - Sell Without Selling Out
Episode 375
In this podcast I review Andy Paul's new book, Sell Without Selling Out!
4 years, 2 months ago
377 - IntraProspecting: A New Sales Term
Episode 377
When it comes to finding new business, we rely on two overarching strategies:
We have 'inbound' prospecting (marketing). We have 'outbound' prospect…4 years, 2 months ago
374 - STOP Asking That Question
Episode 374
As buyers become more aware and smarter, here's a question you should STOP asking and here's what you should ask instead.
4 years, 2 months ago
373 - Name That Sales Tune
Episode 373
We go from Name That Tune to Name that Sales Problem using the F.I.T. model for asking questions.
4 years, 2 months ago