Bill Sayers is a huge proponent of sales professionalism. He discusses how the “sales game” has changed over the past fifteen years and what you need to know to be successful today. One of the areas he discusses is the importance of empowering your sales mindset and uses his Auntie Mildred as example. Listen to find out why! You will also hear his views on fear in the sales game and what you can do to mitigate those fears to be successful.
Bill Sayers is a speaker, coach, and sales consultant, author of “Funnels and Forecasts – The Great Game of Sales.” He is a college professor and faculty member of the Canadian Professional Sales Association. You can find out more at thesayersgroup.com
Cheryl Clausen talks about leveraging objections to make more sales. How you react to objections determines the outcome of the objection. If you expect a positive outcome it changes your mindset. She suggests it is important to both acknowledge and respect the client objection, and then attempt to understand the objection. Cheryl touches on which communication signals to watch for. You may find it interesting to hear you should have an internal smile when you hear an objection, listen to find out why.
Cheryl Clausen is a sales coach who works with clients in the insurance and financial services fields to double their business. She specializes in helping agents and financial reps get ‘unstuck’.
Jim Meisenheimer speaks to the advantages and disadvantages of maintaining a home office. As a successful sales entrepreneur who works from home he shares some practical tips of what can make you more efficient and balance lifestyle. Jim offers some interesting insights on avoiding distractions which he suggests is one of the biggest challenges facing many who work from home. He finishes by suggesting one essential item you can’t afford not to have in your home office.
Jim Meisenheimer is a former US Army Officer, was Vice President of Sales and Marketing for Baxter International, the creator of No-brainer Selling Skills, publisher of The Start Selling More Newsletter and four time nominee to the Speaker Hall Of Fame.
Complex sales expert Jeff Thull shares his insights on the initial sales presentation. He explains how traditional selling methods and presentations in particular typically focus on presenting answers to questions your prospects don’t even have. Assumptions made when crafting the presentation are no longer valid. This result is the prospect is unable to connect the information provided to actions they should take. Jeff shares five questions you can use to guide the conversation and raise questions the prospect might not have even thought of.
Jeff Thull is President and CEO of Prime Resource Group, a leading-edge strategist and valued advisor for executive teams of major companies worldwide. Jeff has designed and implemented business transformation and professional development programs for companies like Shell Global Solutions, Siemens, 3M, Microsoft, Intel, Citicorp, IBM as well as many fast track, start-up companies.
Barry Siskind started his career doing traditional sales training and would participate in 12 trade shows a year. His exhibiting interest and proficiency increased and he specialized in what he describes as “one of the oldest marketing tools and probably one of the most abused.” Barry is passionate about the effectiveness of trade shows and exhibit programs and how they can create a solid return on the investment. Did you know there are over 100 reasons to participate in a trade show or there are over 50,000 trade shows around the world annually? After listening to this podcast you may view trades shows in a totally different light.
Barry Siskind specializes in helping exhibitors achieve top performance at their trade and consumer shows. He is the author of Powerful Exhibit Marketing. Each year Barry travels throughout the world helping exhibitors improve their return on the show investment.
Bill Sayers is a huge proponent of sales professionalism. He discusses how the “sales game” has changed over the past fifteen years and what you need to know to be successful today. One of the areas he discusses is the importance of empowering your sales mindset and uses his Auntie Mildred as example. Listen to find out why! You will also hear his views on fear in the sales game and what you can do to mitigate those fears to be successful.
