Mike Schultz discusses current trends in selling professional services in a down economy. The advice he offers might surprise you on what you should be doing today to ensure your business is maintaining its course in these turbulent times. He looks forward to 2009 with a prediction of what the future holds. He is clearly an expert in sales and marketing who uses his animated style to make it all sound so simple. You’ll enjoy this podcast if you are a professional services provider or not.
Mike Schultz is the publisher of RainToday.com the premier site for marketing and sales for professional services. Mike is also a Principal of the Wellesley Hills Group a lead generation and marketing firm for professional services.
With the Olympics happening in Beijing this week it is timely we have a returning guest who is a former Olympian. We are joined by Vince Poscente who has become an expert on the impact time is having on our daily lives. Vince talks about some of his findings from when he was researching his latest book “The Age of Speed.” Hear how his early exposure to speed has transitioned him into a very successful career. He draws interesting parallels to Olympic athletes and sales people on how they compete. Vince shares how you can differentiate yourself to go for gold. Using sports metaphors he explains how you can leverage your abilities and then layer on the advantage of mental conditioning.
Vince Poscente is a former Olympian and accomplished speaker and author of three best selling books; Invinceable Principles, the Ant and the Elephant, and the Age of Speed
Dr. Rick Johnson is a firm believer that selling is based on relationships. He walks through ten steps he believes are crucial if you want to maximize sales success. He suggests if you are a total solution provider you become a demand creator. How your client views you and your unique value proposition determine how quickly you will be on your way to sales success.
Rick Johnson is the founder of CEO Strategist, a firm specializing in leadership for wholesale distribution. CEO Strategist works in an advisory capacity with companies helping them make changes to create and maintain competitive advantage.
Mark Hunter contends that customers frequently lie to sales people. He explains why prospects and customers do this and provides practical suggestions on how to deal with the situation. While they may not lie intentionally it does impact the potential success of the transaction. He suggests people buy confidence, then goes on to tell how trust and confidence add up to competence in the eyes of the customer. Find out what he means when he says “Discount once, accept twice.” It will make a difference to your sales success.
Mark Hunter helps individuals and company’s better prospect, close more sales, and profitably build more long-term relationships. He earned his stripes over 18 years in the sales and marketing divisions of three Fortune 100 companies. A member of the National Speakers Association he is an excellent communicator, who’s lively interactive style and practical real-life experiences make him a sought after speaker.
Mike Schultz is the publisher of RainToday.com the premier site for marketing and sales for professional services. Mike is also a Principal of the Wellesley Hills Group a lead generation and marketing firm for professional services.
Vince Poscente is a former Olympian and accomplished speaker and author of three best selling books; Invinceable Principles, the Ant and the Elephant, and the Age of Speed
Rick Johnson is the founder of CEO Strategist, a firm specializing in leadership for wholesale distribution. CEO Strategist works in an advisory capacity with companies helping them make changes to create and maintain competitive advantage.
