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#022 - 7 Ways to Avoid Discounting
Clients usually ask for a discount. Here are 7 ways you can counter the "can you give me a better price" objection without having to lower your pric…
9 years, 5 months ago
#021 - Increase Your Average Order Size
One of the most common objections you get from a client is, "That's more than I expected to pay." Using this one simple, yet effective strategy, you…
9 years, 5 months ago
#020 - Train Your Salespeople to Think
Every manager has to learn how to condition their salespeople to think for themselves instead of always solving the problem for them. In this podcas…
9 years, 5 months ago
#019 - Don't Psyche Yourself Out
Don't psyche yourself out as a salesperson by Committing the Fundamental Attribution Error. Too often we assume something about our customer or clie…
9 years, 6 months ago
#018 - Getting Clients to CHANGE their Minds
When a customer searches online or offline in search of a product, their 'preferences' begin to form in terms of what they want. The only way to per…
9 years, 6 months ago
#017 - Avoid Sales Burnout!
One of the toughest things to deal with is burning yourself out by doing too much and not enjoying what you're doing. Burnout means you're so tired …
9 years, 6 months ago
#016 - Black Box of Selling
I use an engineering story to drive home the point that we as salespeople need to stop and analyze our WINS in order to determine how we won the deal…
9 years, 6 months ago
#015 - Sales Excellence (Special)
What does it take to be the best in selling? What should you know? Who should train you? Do you need a sales process? In this special recording, …
9 years, 6 months ago
#014 - Sell Like a Squirrel
In this episode, I use the squirrel as an analogy for selling more to new clients. Squirrels are creatures that are focused and determined. If we c…
9 years, 6 months ago
#013 - Brain Pain = More Sales
In this episode we look at how the brain works, more specifically the reptillian brain. We talk about Fight, Flight and more importantly Freeze; whe…
9 years, 6 months ago