Ross Shafer has a very simple business philosophy, if people love you, they give you more money. Find out how and why this philosophy can make a difference to your sales game. Ross is passionate about helping people become more successful. He is a strong advocate for individuals taking personal responsibility for creating outstanding customer relationships. He provides a tangible example of how this can have a significant difference to your income. Use David Letterman and Jay Leno’s secrets to catapult your success.
Ross Shafer is a six-time Emmy Award winning comedian who is now a consultant, author and speaker who specializes in customer empathy, training and sales. Ross authored the popular book “Nobody Moved Your Cheese” which speaks to personal accountability.
Expectations on the part of sales people and the buyer are often misunderstood resulting in a push-pull negotiating situation when discussing price. Kelley Robertson explains what you can do early on in the sales conversation that will help position your value long before you begin to talk price. Surely you don’t give away more money than you have to, or set a precedent for discounting future sales.
Before this information packed 8 minute podcast ends, Kelly provides three great tips for the next time you find yourself negotiating price. Every sales person (and buyer) should hear them!
Kelley Robertson is a professional speaker and trainer on sales, negotiating, customer service and employee motivation. He is the author of “The Secrets of Power Selling” and “Stop, Ask & Listen – Proven Sales Techniques to Turn Browsers into Buyers.”
Don France maintains that questions enable discovery, and discovery is critical to finding the right solutions for your customers.
He points out prospects don’t like to talk too much; instead they would rather have the sales person tell them about their product. Prospects typically won’t share their real issues up front as it makes them feel vulnerable, something he calls intellectual protection. Don explains the concept of question spirals and why this technique is so effective. His examples are clear and practical in describing this simple but valuable technique.
Learn the advantage of having the discipline to peel away all the layers to ensure you fully understand the prospects situation. You will hear how to create relevance and become a trusted advisor.
Don France is the founder of SalesNavigation , a consulting, training, and software firm focused on improving the performance and success of front-line professionals. Although Don has worked in a variety of industries, his specialty continues to be computer software and financial services.
Jim Meisenheimer is a former US Army Officer who runs an annual boot camp for sales professionals. An author of seven books, former VP Sales and Marketing, accomplished speaker and corporate coach he has demonstrated his sales success by consistently growing his own business’s profitability and revenue every year over past two decades.
He shares advice on setting your 2008 goals, along with tips to turn these goals into reality. Jim gives a personal example of how he set a goal he failed to achieve for many years, the reason why he didn’t achieve it, and what he ultimately did to ensure he met the goal.
