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The Sales Podcast

Jul 12, 2022

Professional Sales Tips you'll learn today on The Sales Podcast...

  • PhD Organizational Leadership
  • Former professor
  • Was in sales before he got into scholarship
  • Did well in sales for 12 years
  • He wanted to leave a legacy, so he switched from selling to scholarship
  • Are you a sales professional or someone who sells?
  • "It's all my fault." That means I own the solution.
  • If it's all "their" fault, then they own the solution, so I'm trapped and I've smuggled away the solution to my problem.

Related episodes and posts

  • "If you think we are too expensive then I have done a terrible job of explaining the value we offer." (Or the customer doesn't need what I'm selling.)
  • 100% of the time I have an action to take.
  • We feed our negative feelings too well
  • If you're not making quota, you're probably not going to get into a sales leadership position
  • Bring in an outside person as a manager if you want to change the culture
  • Your organization is thriving if the top salespeople are earning more than the manager
  • Stress the emotional part of the sale, especially in real estate
    • Go see their current home
    • Go room to room
    • Ask them questions about their current home and the layout and their feelings about each room
  • Get better at discovery calls
  • Get to the emotions
  • Understand their motives
  • People get wound up on the answer when they're shopping
    • Don't say, "What is it that you hate?"
    • Ask, "How did you come to that conclusion?"
  • 91% of all job separations are due to cultural issues
  • 9% are due to skills
  • Too many people interview their new hires on the 9%
  • His past sales manager would ask salespeople who had expensive hobbies

Sales Growth Tools Mentioned In The Sales Podcast