Eric Dunn’s Post

Too many salespeople rush discovery with leading questions instead of genuinely trying to understand the prospect's situation. That's why this week's episode is all about the lost art of questioning. We discuss why skipping over thoughtful, open-ended questioning is so problematic - it clogs your pipeline with unqualified opportunities. The goal should be creating an environment where prospects openly discuss their real challenges. Let us know if you've also noticed the diminishing returns of shoddy questioning these days. #questioning #sales #selling #askingquestions #lostart #advancedsellingpodcast https://lnkd.in/g5jgEth2

Sales Tales Episode 33: How to build trust - get results before relationships Joe Ingram helps salespeople get that next deal. He says that people don't always need to like us to buy from us. He teaches us that getting people to like us is secondary to building trust. To build trust, you've got to get results. https://hubs.ly/Q02DcwML0 #CoffmanGroup #SandlerCAKC #SalesTales

Nobody comes on LinkedIn to be hunted. Steve Watt and I talk about how to become the type of salesperson that people WANT to speak with. Full episode in the comments. #socialSelling #sales #SalesIsCommunication #EverythingIsCommunication #CommunicationIsEVERYTHING

Part 2 of 4 of my series on Sales is EVERYTHING in Business - How to Win at the Game of Sales, which is out on Millionaire University with host Brien Gearin. You don't want to miss this episode if you are involved with #sales in any way. In this episode, we covered: Developing Key Skills and Strategies - Effective Communication in Sales: Delve into the art of communication, focusing on listening skills, questioning techniques, and how to clearly convey your message. - Building Relationships and Trust: We discussed strategies for building long-term client relationships, emphasizing trust and rapport. - Negotiation Techniques: We offered insights into negotiation strategies, focusing on arriving at mutually beneficial outcomes. https://lnkd.in/g-PqHemb

𝗧𝗵𝗲 𝗡𝘂𝗺𝗯𝗲𝗿 𝗢𝗻𝗲 𝗚𝗼𝗮𝗹 𝗜𝘀 𝗡𝗼𝘁 𝗧𝗼 𝗣𝗿𝗼𝗺𝗼𝘁𝗲 𝗬𝗼𝘂𝗿 𝗣𝗿𝗼𝗱𝘂𝗰𝘁, 𝗕𝗿𝗮𝗻𝗱 𝗢𝗿 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻 – 𝗕𝘂𝘁 𝗥𝗮𝘁𝗵𝗲𝗿 𝗙𝗼𝗰𝘂𝘀 𝗜𝗻 𝗢𝗻, 𝗔𝗻𝗱 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝗧𝗵𝗲 𝗣𝗿𝗼𝗯𝗹𝗲𝗺 𝗬𝗼𝘂𝗿 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝗜𝘀 𝗧𝗿𝘆𝗶𝗻𝗴 𝗧𝗼 𝗦𝗼𝗹𝘃𝗲. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution. In this interview I go deep on Trust-Based Selling, sharing insights on: 🔸How to create DEEP TRUST in a single sales conversation 🔸How to stop "chasing" ghosts (prospects who don't call you back) 🔸Key trust-based languaging that is authentic and creates instant trust Listen to the audio below, where I join Marli Liis Vaher on "The Powerful Marketing Tips Podcast" and let me know how your deepening trust with your prospects? https://lnkd.in/gY7jEQz5

Ready to unleash your inner sales warrior? 🔥 Tune into the How to Become a Sales Warrior podcast, hosted by Edward Adelman, a sales expert with 30+ years of experience and author of the acclaimed book. 💪 Get practical tips, proven strategies, and insider insights to level up your sales game and crush your goals. Don’t miss out—subscribe now on YouTube and become the sales warrior you were meant to be! https://loom.ly/OKzTv24 #SalesTips #SalesStrategy #BecomeAWarrior #SalesSuccess

Sales Tales Episode 31: Are we done qualifying yet? Why do prospects lie? How to avoid the traps in qualification? In this episode, you'll learn: 👉 How to help your prospect do their 'own math' when gaining financial context for the impact of what you sell. 👉 How to spot signs your prospect is ready to see a presentation. 👉 Types of questions to ask when qualifying. https://hubs.ly/Q02zrzKV0 #CoffmanGroup #SandlerCAKC #SalesTales

𝗛𝗮𝘃𝗲 𝗬𝗼𝘂 𝗖𝗼𝗻𝘀𝗶𝗱𝗲𝗿𝗲𝗱 𝗛𝗼𝘄 𝗣𝗼𝘄𝗲𝗿𝗳𝘂𝗹 𝗬𝗼𝘂𝗿 𝗩𝗼𝗶𝗰𝗲 𝗜𝘀 𝗜𝗻 𝗬𝗼𝘂𝗿 𝗦𝗮𝗹𝗲𝘀 𝗖𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻𝘀? The sales gurus told us to be enthusiastic and excited about our solutions and we’re supposed to share that enthusiasm with our sales prospects. But what happens if you approach a potential prospect or start a sales conversation with enthusiasm and excitement? In this interview I go deep on Trust-Based Selling, sharing insights on: 🔹How to create DEEP TRUST in a single sales conversation 🔹How to stop "chasing" ghosts (prospects who don't call you back) 🔹Key trust-based languaging that is authentic and creates instant trust Watch the video below where I join David Russell on his podcast "Manage 2 Win" and let me know what changes will you make to your voice during sales conversations? https://lnkd.in/gfR7JxNx

Hey Network, I know it, we all love hearing "yes" as an answer, however, what happens after the price point? Don't forget to let your prospects know what happens if they decide not to do anything with the challenges they are facing. This is one of the topics that Alex Kremer & Sujan Patel talked about in our last episode of ShakeSales. Don't forget to tune in :) #shakesales #sales #advice

𝗪𝗵𝗮𝘁 𝗪𝗶𝗹𝗹 𝗖𝗼𝗻𝘃𝗶𝗻𝗰𝗲 𝗬𝗼𝘂𝗿 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 𝗧𝗼 𝗪𝗼𝗿𝗸 𝗪𝗶𝘁𝗵 𝗬𝗼𝘂, 𝗧𝗮𝗹𝗸𝗶𝗻𝗴 𝗔𝗯𝗼𝘂𝘁 𝗧𝗵𝗲𝗶𝗿 𝗣𝗿𝗼𝗯𝗹𝗲𝗺𝘀 𝗢𝗿 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻? Well, it’s all about the problem. Think about it—if someone trusts you enough, you could say, “I’ve got the solution to your problem, let’s sign you up,” and you wouldn’t even need to tell them what the solution is. To build trust, talk about your customers’ problems. In this interview I go deep on Trust-Based Selling, sharing insights on: 🔸How to create DEEP TRUST in a single sales conversation 🔸How to stop "chasing" ghosts (prospects who don't call you back) 🔸Key trust-based languaging that is authentic and creates instant trust Listen to the audio below, where I join Josh Steimle on "The Consulting Published Author Podcast" and let me know one key idea that you learned, that you can use right away in your sales process? https://lnkd.in/gXiYWvXG