Paul McCord discusses personal marketing – what he defines as anything a sales person does to generate prospects. He argues that traditional marketing methods are dying. His perspective seems to strike accord with sales managers, but not sales producers. Paul suggests the secret to success for producers is to acquire ‘expert’ status. Do to this he advocates the salesperson should be more concerned about educating the consumer before attempting to sell anything. Is he a contrarian thinker, futurist, or both? Listen to the podcast and you be the judge.
Paul McCord is the President of McCord and Associates, a Houston Texas based sales training, coaching and consulting company. He is an internationally recognized authority on prospecting, referral selling and personal marketing. He is author of the best selling book “Creating a Million Dollar a Year Sales Income – Sales Success Through Client Referrals.”
Dan Sitter is a practicing sales professional who has a passion for learning and sharing his expertise. He is a great believer that life long learning is essential to enhance ones success in life. Dan explains we are working in a ‘conversation age’ that requires sales people to “put themselves out there.” It’s a move away from traditional selling and making presentations to really getting involved in a personalized way as a sales person. He shares his eight habits of successful sales people which is a great checklist for anyone in sales today.
Dan is a speaker, student of learning, and author of “Learning for Profit” and “Superior Selling Skills Mastery.” You can visit his blog at www.idea-sellers.com
The most common objection in sales has to be about price. The customer wants the best price possible, the sales person is accountable to ensure they receive fair price for their product or service. Lee Salz provides some sales tips on how to more effectively manage the price objection discussion. He looks at ways you can be better prepared, how you can better understand your customer’s situation, and practical steps you can take to deal with a price concern. Lee provides some interesting examples to support some of the psychology behind prospects price concerns. This 13 minute podcast may save your commission on your next sale!
Lee Salz is the President of Sales Dodo, LLC and author of “Soar Despite Your Dodo Sales Manager.” Lee specializes in helping companies and their sales organizations adapt and thrive in the ever-changing world of business. Lee is a popular key note speaker and respected business consultant and sales trainer.
Jacques Werth shares his “Sales Tips on Activity” in this candid interview. With five decades of experience and many years of studying top sales performers, he tells it like it is when it comes to what works and what doesn’t. You might be surprised to hear what hasn’t changed over the years. Jacques shares a very simple but surprisingly difficult technique that you can use to get amazing results if you just do it. He sums it up in one word. You can’t afford to miss this tip.
Jacques Werth is the President and co-founder of High Probability Selling. He considers himself a man with a mission; to radically change the sales process through his system of “radically honest selling.” His sales methodology is based on the deceptively simple concept that people buy from people they trust and respect.
