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The Sales Podcast

Sep 16, 2019

Get the show notes and bonuses for all episodes here.

Join The Cool Kids Club

  • Built a business to 70 people
  • Acquired by KPMG
  • Relationships are still key
  • Be consistent
  • Seek win-win opportunities
  • There is no new magic trick to sell today
  • Social media can help facilitate relationships
  • Do whatever it takes
  • Be where you need to be
  • He formed a vision when he grew his IT services business
  • Create a growth culture for your entire company
  • Their telecom company was training PeopleSoft implementors
  • Go where there is need and charge for solving the need
  • Have the diagnostic conversation
  • Price your services based on the value you bring
  • Start with a situational analysis, which is regurgitating what they already said
  • Give them the methodology
  • Show them a computation of how you price your services based on their growth
  • Maybe ask for 30% up front and the remainder over the course of the year
  • You must believe in yourself so you can ask the hard questions
  • Test your own limits
  • We're all learning
  • Don't be too eager to jump to a proposal
  • Keep your posture...don't jump right into selling and pushing
  • Ask the right questions. Maintain your integrity.
  • Listen to your intuition.
  • Tap into the buyer's energy
  • Get to the truth if they buyer is sincere.
  • Don't over-complicate things
  • Stop pushing for an arbitrary close to meet your calendar-based quotas.
  • It's a long game.
  • Seek to serve.
  • Customers want certainty and proactive results
  • Use a thin wedge, i.e. choose your clients well
  • When the student is ready the teacher will appear

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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