"How To Sell" Podcast

Closing a deal is not a one-time event. It's a series of events. Like: - Getting their attention - Identifying their needs - Providing a solution - Offering value - Building a relationship And most importantly: - Listening to what they need If you're a B2B seller and want to close deals: - Stop talking so much - Stop pushing your agenda - Stop trying to make the sale Instead: - Listen more than you talk - Ask the right questions - Build rapport and trust - Focus on their needs - Offer value that's focused on their goals Do these things, and see how B2B selling can be more about building relationships than closing deals.

Cold calling is still alive and kicking. You heard that right. ❌ No more cold calls! ❌ Cold calling is dead. But wait. ❌ Spammy, untargeted cold calls are dead. ✅ The art of cold calling is still standing. Why? - It's personal - It's direct - It's a chance to make a first impression - It's scalable How to do it right? 1. Plan, prepare, and practice 2. Know your target audience 3. Make the conversation about them, not you 4. Use social media to enhance the experience 5. Call with a purpose Remember: cold calling is an opportunity. It's a chance for your business to grow, and to make real connections with people. If you're doing it right, it will work.

The No.1 rule of cold-calling: People buy from people they know, like, and trust. Cold-calling is a daunting task. But, it's still one of the most effective ways to close a deal. How do you make people know, like, and trust you during a cold call? 1. Talk slowly 2. Use their name 3. Compliment them 4. Mirror their body language 5. Listen more than you talk Remember, a cold call is the start of a relationship. So, don't focus on closing the deal. Instead, focus on starting a conversation. By the end of the call, you want to have made a connection that's more than just a pitch. And that's how you turn cold leads into warm ones.

Closing deals isn't always about words. It's about the proof. Proof is what really sells. What do I mean? Think about your most successful sales pitch - what made it work? Was it your words, or was it the testimonials, reviews or referrals you had? Social proof is the currency of the new economy. Social proof is a story. It's the story of a client who had the same problem as your next prospect. It's the story of how you solved that problem, and how the client felt afterward. And the best part? Your story can be scalable, shareable, and repeatable. That's how you close deals.

The most common sales objection is "I'm not interested". But, being told "no" doesn't mean "never". There are two types of "no": 1. Soft no – they’re not interested in your product right now. 2. Hard no – they’re not interested in your product at all. The first one is great news. They haven't said "no" to you. They've said "not now". To deal with this, here are three steps: 1. Ask why they’re not interested. 2. Address their concern. 3. Ask when you can follow up. The second one is a bit different. They're not going to buy your product. Ever. To deal with this one, here are three steps: 1. Ask why they’re not interested. 2. Address their concern. 3. Thank them for their time and move on. Remember: rejection is never personal.

Fun fact: Podcast listeners make better customers. Why? - They listen an average of 7 episodes/week - They trust their hosts - They become passionate fans - They have the means to buy (49% have an annual income of $75K or more) Also, podcasting: - Is intimate and builds relationships - Creates a platform for thought leadership - Increases your discoverability - Content is easy to repurpose Wanna sell more? Start a podcast. It's an investment in your time and energy but it's worth every minute. Listeners will become your customers. Tell me in the comments: What's your favorite podcast?

The best salespeople don’t sell anything. They listen. They lead with empathy. They ask questions. They understand. They solve problems. They earn trust. Sure, they close deals too. But that’s just the result of their approach. People buy from people they like and trust. And nothing builds trust faster than empathy. So next time you’re on a sales call or drafting an email, remember that the customer doesn’t care about you or your product—they care about their own problems. Lead with empathy, connect with them on a human level, and watch your sales soar. Happy selling!

Selling isn't easy. But it's a necessity. To be effective, you need to follow the 80/20 rule for sales. 20% of your efforts will lead to 80% of your results. So what's the 20%? 1. Asking questions 2. Listening 3. Building rapport 4. Solving problems What's the 80%? 1. Talking 2. Presenting 3. Pitching 4. Monologuing Salespeople often believe that talking is what gets them results, but that's not the case. The most effective salespeople are the ones who take the time to understand their customers' needs and provide solutions that meet those needs. So, next time you're in a sales meeting, remember to focus on the 20%. That's where the magic happens.

The most powerful tool in your sales arsenal? Questions. People don't buy what you sell. People buy what they want. And what they want is all about their needs, goals, and problems. Asking the right questions can reveal these things to you. It helps you tailor your pitch, your product, and your messaging to their unique situation. So ask open-ended questions: - What are your goals? - What do you want to achieve? - What are your biggest challenges? And then keep digging with follow-ups: - Why is that important? - Can you give me an example? - How does that make you feel? Questions can help you: - Build rapport - Demonstrate expertise - Understand needs - Close deals So, when in doubt, ask a question.

Referrals are the "secret weapon" for B2B sales. Why? 👉 Trusted by prospects 👉 Less competitive 👉 Shorter sales cycle 👉 Higher conversion rate But how do you get more referrals? 1. Deliver a great experience 2. Ask at the right time 3. Make it easy for the referrer 4. Reward the referrer For example: 👉 Set a goal for referrals 👉 Create a referral program 👉 Give gift cards for referrals 👉 Offer a discount for referrals Remember, referrals aren't just a nice-to-have - they're essential to growing your business. So start asking for referrals today.