Category: sales podcast

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Cold Calling Tips using Jill Kontrath’s Agile Selling #18

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Jill KonrathCold Calling Tips using Jill Konrath’ Agile Selling is just one of the many topics in this episode. Jill is the bestselling author of 2 award-winning books: SNAP Selling (#1 Amazon bestseller) and Selling to Big Companies, a Fortune magazine “must read.”

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At the start we discuss her new book AGILE SELLING, Get Up To Speed Quickly In Today’s Ever Changing Sales World   just  released on May 2014. In it, she shows salespeople how to succeed in a constantly changing sales world.

Right-click here to download the MP3

Cold Calling Tips

In this podcast we talk about :

  • The importance of being nimble in an ever changing sales landscape
  • You should never start a sales call with a biography on your organization
  • Always speak to  the prospects issues, not yours
  • How to approach cold calls that intrigue the listener
  • Jill shared a common cold call tip
  • Leverage our existing customers to learn the language of your market
  • The status quo is your primary competitor
  • Entrepreneurs must learn sales before they can hire sales reps.

Items of Interest

In the interview we mentioned  the following resources:

Cold Calling Breakthrough

Cold calling is a task many struggle. From Jill’s coaching are you able  create your own? Share it with us!

I agree with  Jill’s message on life long learning.  Unless you become a student of selling, you will never truly understand the intricacies and the art of  deal making. Like any discipline, sales professionals, business owners and managers should  be growing their skill set  through reading and self study.  Book’s like Agile Selling are a great way to stay on top of your game,

Click here to hear Steve Schiffman’s Cold Calling Techniques.   Compare Steve’s script to Jill’s. What do you think?

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 Sales Training

Check out the Selling With Confidence  training for both new and experienced sellers.

You have this tremendous secret that nobody knows. It’s frustrating to see people buy from the competition, yet you KNOW it’s inferior to what you provide. You’ve devoted your whole life into your business. It’s time to let world in, on this secret. And how do you do this?

This is an opportunity for  you to

  • Hone your sales skills,
  • Beef up your persuasion,
  • Grow your influence and
  • build relationships with clients for life.

This is not a time to be shy. Share the secret that your business provides the VERY best.

Learn Sales in 10 days and grow your business.

Contest

Would you like to win a copy of Agile Selling by Jill Konrath?

Enter your name and mailing address(any where in the world, I’ll pick up the postage)  below by July 29th  2014 to  place your name in a raffle  to be  announced on Wednesday July 30th. This is a great book and that discusses the need to be nimble during changing times.

Click here  to enter the contest!

Review Request in iTunes

Did you enjoy this episode? If you’re on this page I’m assuming yes!

I want to make sure I get as many people introduced to this great content as I can. So I would really appreciate it if you could help me with a review on iTunes. It takes just a few minutes and it would really mean a lot to me.

Click here for directions to provide a review in iTunes.

News

This week I had a number of people email me and say how much they look forward to these podcasts.  Thank you for your great support.. With that said I must share with a heavy heart that  I’ll taking some time off next week so there will be no podcast next Wednesday..  Sad I know.  Consider it your opportunity to reach back into the archives and get caught up on some episodes you skipped.

 

 

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SB017 | How Fear Clutters the Sales Process, An Interview with Debbie Ruston

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Debbie RustonDebbie Ruston is  entrepreneur and sales trainer who is taking an active stand for human potential. At her company Success Educator, Debbie provides Entrepreneurial Leadership Education for individuals and groups addressing fears in both the corporate and educational sectors.

In this episode we talk about how to push through fear and take action anyway. We learn how fear may always be part of us, but if you  face it and continue to move forward you will be surprised  how capable you are.

Right-click here to download the MP3

In This Episode Fear

The topics we cover include:

  • Fear is a common experience in sales
  • Professional sellers push through the fear anyway
  • The importance of having passion about your product or service
  • Sellers need to take the leadership roles to service their clients
  • People want to buy, they don’t want to be sold
  • Don’t get attached to the sale, care about the clients and let them decide.
  • Honesty is  truly the best policy, it makes for repeat sales
  • Force vs Flow
  • Trust yourself and your ability to connect with others.

Items of Interest

We also  mentioned  the following resources:

Breakthrough Fear

Consider the things you fear when starting a sale. Then consider the consequences of the deal going poorly vs the deal not happening at all. Hesitation and procrastination are just as likely, if not more likely,  to kill a deal than you saying something wrong. The trick is to be aware of the fear, push through it and take action anyway.

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What do you think?

If you recall two weeks ago we kicked off a  contest for Thomas Ellis’s  book How to Close More Sales Today,Tomorrow, and Forever “   Today I’d like to announce that  Sherva Joseph  of Maryland is the winner.  Congratulations!

Did you enjoy this episode?  If you’re on this page I’m assuming yes!   As you know I put a lot of time and effort into these episodes and I want to make sure as many people are introduced to Sales Babble as possible.  Let’s all  make sure and help them become more successful.  So I  would really appreciate  it if you  could help  by adding a  review on iTunes. It  just takes  a few minutes  and would really be appreciated.

Review Sales Babble in iTunes Now!

Been wondering how to get started discovering Sales Babble?  Start here.

We can teach you a selling style that fits your personality and works!

 

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Special Segment Your Hired! An Interview with Job Seeker Tami Miller #16

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This is a special segment interview:  not an expert,  but a client who is a non-seller, learning sales!

Through  serendipity I’ve found myself coaching a number of job seekers this past spring. Interviewing for a job is just another form of sales though most people don’t think of it in those terms.  These job seekers  are truly non-sellers.  A  few months ago we published a post titled All Job Hunters are Sellers  on this very topic.

Job Coaching

So it makes sense to follow up with more help  on Sales Babble. This week we’ve added a  new page dedicated to job and career coaching. On that page we interview one of my former clients. 

Tami miller

Listen to this  interview of a successful coaching client, Tami Miller.

“As a career coach, Pat Helmers is a straight shooter with no room for negative. He encourages you to look beyond your comfort zone and forces you to seek new avenues and the fear of the unknown behind. I am fortunate to have learned and grown through working with Pat.” – Tami Miller

Instead of spending your entire day polishing your resume and submitting it to a black hole website, I believe you should be reaching out to employers as we do in sales. 

Secondly, daily coaching provides the quickest path to success.  Coaching creates a sense of urgency, accountability and treats  the task of getting a job, like a job.   

Click here to find the coaching page

Enter The Contest

Win a copy Thomas’s book “How to Close More Sales Today,Tomorrow, and Forever “  Last week we interviewed Thomas (and by the way, it’s been a real hit due to Thomas’ practical and sound sales advice)  and the contest is still going on for his book.

Enter your name and mailing address(any where in the world, I’ll pick up the postage)  below by July 7th  2014 to  place your name in a raffle  to be  announced on Tuesday July 8th. This is a great book and that discusses the fundamental of sales.

Click here  to enter the contest!

Needs some advice. Have a burning issue you want to talk out?   Contact or call me by clicking here or leave a comment.    I can help!

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Pleasantly Persistent Sales With Thomas Ellis #15

Thomas Ellis Portrait

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Thomas Ellis PortraitPleasantly Persistent Sales with Thomas Ellis

In this episode we  interview  Thomas Ellis,  a  business sales trainer and coach. Thomas shares his views on “pleasantly persistent sales” .   He believes tenacity and persistence are a must to close  sales, while at  the time sellers must be both patient and pleasant.

Right-click here to download the MP3

In This Episode Pleasantly Persistent Sales

… we talk about pleasantly persistent sales:

  • To focus on creating conversations, and not selling when networking
  • Tactics for starting a conversation when networking
  • How follow-up is the secret sauce
  • Pleasantly Persistent Sales – what it is and how to use it.
  • Meetings are called “chats” or “conversations”
  • How it’s critical to uncover the truly important problems during the conversation
  • Propose solutions you are certain address their most important needs
  • Tell stories of past successes to build credibility
  • Becoming  a Rolodex for your clients

In the interview Thomas said …..

“If you master the basics of sales, you will be wildly successful. “

Items of Interest

….. we  mentioned  the following pleasantly persistent sales resources:

Breakthrough

Next time you’re at a networking event strike up a conversation with a stranger by commenting on the venue and then ask them why they’re attending. Challenge yourself to see how long you can keep the conversation going WITHOUT talking about yourself.   Over time they may self identify as a prospective customer.  Fi that happens you should say ” we should continue this conversation later”, exchange business cards and follow up in three days.  That’s prospecting!

Click here to subscribe to SalesBabble.com

Enter The Contest

Win a copy Thomas’s book “How to Close More Sales Today,Tomorrow, and Forever “

Enter your name and mailing address(any where in the world, I’ll pick up the postage)  below by July 7th  2014 to  place your name in a raffle  to be  announced on Tuesday July 8th. This is a great book and that discusses the fundamental of sales.

Click here  to enter the contest!

If you recall two weeks ago we kicked off a  contest for Bob Rickert’s book Profit Heroes.  and today I’d like to announce that  Ginger Booth of Connecticut is the winner.  Congratulations!

Been wondering what Sales Babble is all about?  Start here.

We can teach you a selling style that fits your personality and works!

 

 

 

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SB014 | Creative Thinking When Selling an Interview with Tony Vengrove

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Tony VengroveCreative Thinking When Selling an Interview with Tony VengroveCreative Thinking in Sales

In this episode we  interview Tony Vengrove to explore the question: how does creativity impact sales?

Tony is the founder  of Miles Finch Innovation a marketing company that removes  barriers that interfere with corporate innovation and creative thinking. He is an idea champion and believes every problem has a solution    With  over 20 years experience  Tony has  worked in world-class New York City ad agencies and Fortune 500 marketing, innovation and R&D organizations.

Tony and I  talk about  creative thinking and ways a sales professional can build  an emotional connection.

Right-click here to download the MP3

In This Selling Episode…..

Tony  mentions the Idea Climate Equation:

  • Idea Climate Equation =creativity ** belief/ logic** doubt

 

  • Visualize the  tension in an organization between logic and creativity
  • The more doubt the less ideas
  • The more creativity the more ideas , and if you believe you’re on the right track for even more ideas!

Items of Interest

These are the two links mentioned in this episode:

Creative Breakthrough

Consider the things you can do to lower doubt and increase possibility. Answer this question:

Have you been thinking out of the box to grow more clients, are have you been doing the same old same old?  

If you answer same old same old, create  a list of 10 innovative ways to engage your clients and get into their heads.

Click here to subscribe to SalesBabble.com

What do you think?

Would you like to win a copy of Profit Heroes by Bob Rickert?   If so click here by June 23rd 2014,

www.salesbabble.com/contest

and I’ll place your name in a raffle  to be  announced on Tuesday June 24th.  This is a great book.  Read it!

Did you enjoy this episode?  If you’re on this page I’m assuming yes!   Please make sure I get as many people introduced to this great content as I can.  So I  would really appreciate  it if you  could help  me with a review on iTunes. It takes just a few minutes  and it  would really mean a lot to Sales Babble.

Click here for directions to provide a review in iTunes.

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SB013 | Winning Customers by Building Profits, an interview with Bob Rickert

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Bob rickertIn this episode we interview the author of the book Profit Heroes by Bob Rickert. In his book Bob tells a fascinating tale of two sales rep who both vie for the same deal. In the both cases the two characters in the book are true sales professionals. But like in any competition there are winners and losers. Bob will explain the context and insight to explain why the deal went in the direction it did. And sum it up in with one word, it’s PROFIT.

Bob Rickert is an expert sales coach on breakthrough strategies for winning customers and building profits.

Right-click here to download the MP3
In This Episode
In this podcast we talk about how you need to view a customers business from their perspective :

  • How to quickly understand a prospective client via social media
  • If you understand a company’s financials, you can uncover their needs
  • The need to find out the decision making process
  • Honoring the competition
  • Connect their issues to your companies products and services
  • Companies are continuing to minimize costs to drive profit
  • Product differentiation is not enough, you must show how it impact their business
  • The best way to influence the buying decision is to have positive impact on profit
  • Customers love to talk about their business

Items of Interest
This episode mentioned the following resources:

Breakthrough
Consider one of the leads you are working now and answer the following questions:

  • My prospective customer makes/provides __________________ for their customers such as _________________
  • My prospective customer is profitable………
  • The greatest struggle my prospective customer has………
  • My prospective customers would be highly successful if ………..
  • My company can provide ________________ that would increase my prospective customer’s profit

Click here to subscribe to SalesBabble.com
What do you think?

Would you like to win a copy of Profit Heroes by Bob Rickert? If so email me at pathelmers @ salesbabble.com by June 23rd 2014, I’ll place you name in a raffle and I will announce on Tuesday June 24th. This is a great book and that any small business professional or seller will find of value. It’s practical, pragmatic and fun to read. No kidding.

You can also enter by clicking here

Did you enjoy this episode? If you’re on this page I’m assuming yes!
I want to make sure I get as many people introduced to this great content as I can. So I would really appreciate it if you could help me with a review on iTunes. It takes just a few minutes and it would really mean a lot to me.

Click here for directions to provide a review in iTunes.

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20 Minutes To A Performance Seller and  interview with  Rick Day #12

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1b71d06How To Be A Performance Seller

In this episode we talk about performance selling with Rick Day, an entrepreneur with over 25 years of starting, growing, and selling businesses.  From meager beginnings, Rick spent 5 years in the Navy, put himself through college, and became an entrepreneur.  Now at age 50, he’s a semi-retired investor, coach, blogger, and podcaster with practical business advice that works!

Right-click here to download the MP3

In This Episode

Rick defines the four ways performance sellers can grow revenue:

  • Keep selling existing products to existing customers (1x cost)
  • Sell new products to existing customers (3x cost)
  • Sell existing products to new customers (7x cost)
  • Sell new products to new customers (12x cost)

Set your expectations when growing your business and leverage your existing clients as best as possible.

Items of Interest

I highly recommend following Rick:

Rick also mentioned a number of tools:

  • Aweber email tool  (so do I and this is an affiliate link)
  • Hootsuite (so do I and this is free)

Lastly he recommended a book I’ve not read:

Robert Shook – Hardball Selling: How to Turn the Pressure on, without Turning Your Customer Off

Breakthrough

Take a moment and reflect on his advice:

  • Keep adding  to your tool belt and learn how to address different types of clients
  • Read voraciously and copy the habits of the best authors
  • Develop your own personal sales process, measure that process and continually improve it
  • Make sure to carve out time for  prospecting.

We also had a great moment where Rick shared an example where a sales candidate. I mentioned a similar tactic in the blog post All Job Hunters Are Sellers

Announcing the Selling Secrets for Non-Sellers Workshop!

We’re  offering a live workshop to teach selling secrets to non-sellers on on Thursday,  June 26 at the IIT Rice Campus in Wheaton IL… Just west of Chicago.  It’s all about learning  a selling style that fits your personality and works.

The Sales Babble Workshop  is  a terrific  opportunity for sales professionals  to learn strategic selling styles in an interactive forum. Thid in-person  workshop  promises to provide actionable scripts, processes and practice that can be applied  the very next day –   or your money back!

Your resistance to selling  will be directly addressed. You will learn that sales is not about pushing customers to buy,  but instead a process of discovering and serving the customer’s needs and desires.

Click here to register  on Eventbrite

Did you enjoy this episode?  If you’re on this page I’m assuming yes!

Please help me  get as many people introduced to this great content as possible.   I  would really appreciate  it if you  could help  me with a review on iTunes. It takes just a few minutes  and it  would really help get the word out.

Click here for directions to provide a review in iTunes.

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The Non-Sellers Blueprint, Email Marketing Tips with Neil Kristianson #11

We train coach consult and teach a selling style that fits your personality and works.

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iTunes Art WorkV2Email Marketing Tips

In this episode we  interview Neil Kristianson who shares the journey he made from being an order taker, to a salesman. When the  home remodeling market crashed,  the rise in competition motivated Neil to create new processes that build trust with prospective clients via email auto-responders. Today we learn the blueprint he used to grow his business.

Neil is an email marketing specialist, certified business coach, music marketing producer and entrepreneur. This is the first time we have a guest join us in the Sales Babble Studio and you’ll find it unusually relaxed and fun.

Right-click here to download the MP3

In This Episode

… we talk about :

  • How to use email  marketing to generate leads for sales
  • The importance of being honest with problems and how it adds credibility
  • The power of using a series of emails  to nurture trust
  • How Neil used a Sales Warming Kit to engage clients and prepare them for the sales call.

Items of Interest

This episode mentioned  the following resources:

Breakthrough

Neil recommended three pieces of advise:

  1. Build an email list!  Nurture leads over a long time.
  2. Get clear about what you’re selling – Ask the question “Are you sure what you  think is important is the same thing your prospective customers think is important?”
  3. Be yourself. Know your strengths and weaknesses.  Don’t be something you’re not. Be you.

Announcing the Selling Secrets for Non-Sellers Workshop!

We’re  offering a live workshop to teach selling secrets to non-sellers on on Thursday,  June 26 at the IIT Rice Campus in Wheaton IL… Just west of Chicago.  It’s all about learning  a selling style that fits your personality and works.

The Sales Babble Workshop  is  a terrific  opportunity for sales professionals  to learn strategic selling styles in an interactive forum. Thid in-person  workshop  promises to provide actionable scripts, processes and practice that can be applied  the very next day –   or your money back!

Your resistance to selling  will be directly addressed. You will learn that sales is not about pushing customers to buy,  but instead a process of discovering and serving the customer’s needs and desires.

Click here to register  on Eventbrite

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SB010 | PAR A Recipe for Heating Up Your Sales, An Interview with Mike Cooper

We train coach consult and teach a selling style that fits your personality and works.

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iTunes Art WorkV2In this episode we  interview Mike Cooper Vice President of the Sales Kitchen. In it we focus on the high payoff activities and indicators that will ensure success in your sales: PAR a recipe for heating up your sales! Right-click here to download the MP3

In This Episode

PAR is  a  process Mike teaches to organize  selling.  PAR is an acronym  for:

  • Planning
  • Accountability
  • Results

The way Mike explains it …    Planning + Accountability = Results

Mike recommends that sellers find  high payoff activities in  sales, the things that go into planning and accountability.  If you move your concerns away from the anxiety of making results and  instead place energy on the things that generate results, success is guaranteed.

Items of Interest

This episode mentioned  the following resources:

Breakthrough

Take a moment and reflect on the two ways to grow revenue::

  1. Get more customers
  2. Get your current customers to buy more stuff

It’s easy  to get distracted in sales,  but planning  can keep you on course.  As Mike said,  if you work the activities  and review your efforts, the results will come. Click here to subscribe to SalesBabble.com

What do you think?

Did you enjoy this episode?  If you’re on this page I’m assuming yes! Please help me  get as many people introduced to this great content as possible.   I  would really appreciate  it if you  could help  me with a review on iTunes. It takes just a few minutes  and it  would really help get the word out. Click here for directions to provide a review in iTunes.

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SB 007 | Selling Fearlessly, An Interview with Bob Terson

We train coach consult and teach a selling style that fits your personality and works.

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iTunes Art WorkV2

In This Episode
In this episode we interview Bob Terson, a veteran seller and author of the book “Selling Fearlessly, – A Master Salesman’s Secrets For the One-Call-Close Salesperson” Bob will discuss the how sellers should have a mindset of equality that first and foremost focuses on the clients best interest. He talks about how amateurs dive into the presentation while professionals use questioning to guide the presentation. He speak about discovering the needs of the customers and adding value with solutions that make sense.

Many people have at least some resistance to cold calling, and some people are uncomfortable approaching strangers and being considered pushy or rude. This sense of fear stops non-sellers from growing their business.
Right-click here to download the MP3

Items of Interest
In this podcast we mentioned the following resources:

Quote
If you don’t have a dream, that’s so outrageous, that you couldn’t possibly succeed unless God himself puts in a personal appearance, you’re not alive.

Click here to subscribe to SalesBabble.com

Breakthrough
Take a moment and reflect on the following points made by Bob

  • You should approach all customer interaction on a level of equality. Yes you are asking them for money, but it’s a trade because you’re solving their problem or creating opportunities in their business.
  • Approach clients with the mindset of serving them
  • Ask questions when first meeting clients and use the answers to guide your presentation
  • If you view yourself as pushy,or have any of the negative stereotypes, you are doomed before you start
  • Use LinkedIn to understand prospective clients and warm them up prior to meeting

What do you think?
Did you enjoy this episode? If so please take a moment to LIKE Sales Babble on Facebook.

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If you not already done so, please give us review on iTunes.

Click here for directions to provide a review in iTunes.

Did you know each Thursday there is a blog post posted on Sales Babble?

Click here for  7 Sales Steps for Validating Your Business Idea

Is there no end to the questions I have for you? Why yes there is and that was the last one. Or was it?