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The Sales Podcast


Jan 8, 2019

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

  • How to handle hate mail
  • Grouchy people are just grouchy 
  • It is a sign of success when you start getting haters
  • The world is full of ideas
  • Put yourself out there
  • People are at different stages
  • "The Competitive Displacement Playbook," a.k.a. "Eat Their Lunch
  • Competition breeds excellence
  • You are the value proposition
  • Own the sale
  • Stop passing blame
  • Have insight, ideas, business acumen...bring value
  • "Capturing Mindshare" chapter 2
  • The phone is better than ever
  • You are not different
  • Your prospects are not different
  • Why change? Why now? Why us?
  • 11,000 Baby Boomers retire every day
  • How to handle an RFP
    • How to ask for a "no-bid"
    • Review it and move them back to Discovery
  • Play. Be combative and argumentative enough to differentiate and win.
  • Prospecting is a campaign
    • Pick 60 dream clients
    • Even those your competitors have on lockdown
    • Use the phone
    • Follow up with email
    • Offer a 20-minute executive briefing—offer VALUE
    • Don't waste their time
  • 800CEORead.com
  • TheSalesBlog.com—9 years daily blog
  • Trust. Caring. That lasts.
  • Listen.