Dave Kahle is the author of Question Your Way to Sales Success and is passionate about the power of questions. He believes the single most powerful tool in a salesperson’s tool box today is the question. “It is the key that unlocks all kinds of benefits to the salesperson.” Dave details some of the science behind good questions and how you can influence the thought process of the customer without being manipulative. Are the questions you are using today contributing to your success or limiting it?
Dave Kahle is a consultant and trainer who helps his clients increase their sales and improve their sales productivity. He speaks from real world experience, having been the number one salesperson in the country for two companies in two distinct industries. Dave has trained thousands of salespeople to be more successful in the Information Age economy. He's the author of over 1,000 articles, a weekly Ezine, and seven books including 10 Secrets of Time Management for Salespeople, and Question Your Way to Sales Success.
Jeff Koser defines a zebra as a perfect prospect. In this podcast he explains his process of quantifying a prospect against seven quick questions to determine if you should pursue the prospect or not. Jeff suggests when you look at a zebra you know exactly what you are looking at … the same applies to the perfect prospect. The lion is the main predator of zebras; you will enjoy the metaphor he uses when he compares the hunting techniques of inexperienced and experienced lions which have strong parallels to sales people. Jeff claims an individual can close 90% of zebras by using the sales process he outlines in his book. That by itself is worth the listen!
Jeff Koser has more than thirty years of experience in consulting, executive sales management, business strategy, and business development in various industries. His current consulting customers range from Global 2000 companies to companies aspiring to make an initial public stock offering. He and his son Chad co-authored the book Selling to Zebras which was selected by USA Book News as the WINNER of the National Best Books 2008 Award for Best Book in the “Business Sales” category!
Colleen Francis shares ideas and tips on how to strengthen your customer loyalty which leads to improved sales which results in increased commissions! She discusses loyalty programs, tailoring your messages, how you can help your customers, ideas to engage your customers, and many more suggestions, most of which don’t cost a dime to implement!
Sales training expert Colleen Francis has studied the business habits of the top 10% of sales performers in organizations of all sizes and shapes for over 15 years. Her innovative, no–nonsense approach leverages the common business habits of these top 10%. New York based Sales and Marketing Magazine rated her company Engage Selling Solutions as one of the top–five most effective sales–training organizations in the market today.
Tibor Shanto suggests you move away from being “seller centered” and use techniques to engage the buyer in a more meaningful way. He advocates a quantitative approach that ultimately helps create a sense of urgency. Tibor wants you to think about what the impact is for the client, and then extend that to what the impact of the solution is, both tied to specific measures and potential outcomes which will help qualified the opportunity.
Tibor Shanto is the President of Renbor Sales Solutions. He works with companies in Canada, the U.S. and the U.K. helping them increase their revenue though improvements in sales strategy and execution.
Anne Miller shares some very practical advice on how to make engaging presentations. Using Barack Obama and Steve Johns as examples, she explains how you can improve your presentations skills. Using a model she calls the Presentation Engagement Power (PEP) score which measures four elements critical to effective presentations. Listen and learn how to analyse your presentation to determine how it stack up in terms of relevance, is it visual enough, involves your audience enough, and if it has sufficient flow. Try it and see how you stack up.
Anne Miller is an internationally respected author, speaker and seminar leader. Anne teaches sales people how to increase their business; coaches CEOs and senior management to communicate successfully to key constituencies; and enables technical people to transform complex information into simpler, meaningful messages. She authored the very popular book Metaphorically Selling.
Jeff Koser defines a zebra as a perfect prospect. In this podcast he explains his process of quantifying a prospect against seven quick questions to determine if you should pursue the prospect or not. Jeff suggests when you look at a zebra you know exactly what you are looking at … the same applies to the perfect prospect. The lion is the main predator of zebras; you will enjoy the metaphor he uses when he compares the hunting techniques of inexperienced and experienced lions which have strong parallels to sales people. Jeff claims an individual can close 90% of zebras by using the sales process he outlines in his book. That by itself is worth the listen!
Colleen Francis shares ideas and tips on how to strengthen your customer loyalty which leads to improved sales which results in increased commissions! She discusses loyalty programs, tailoring your messages, how you can help your customers, ideas to engage your customers, and many more suggestions, most of which don’t cost a dime to implement!
Tibor Shanto suggests you move away from being “seller centered” and use techniques to engage the buyer in a more meaningful way. He advocates a quantitative approach that ultimately helps create a sense of urgency. Tibor wants you to think about what the impact is for the client, and then extend that to what the impact of the solution is, both tied to specific measures and potential outcomes which will help qualified the opportunity.
