The Advanced Selling Podcast’s Post

Watch Sales Tales Episode 31: Are we done qualifying yet? Why do prospects lie? How to avoid the traps in qualification. Do you have excited prospects who disappear when it's time to decide? How do you know when you're finished qualifying a prospect? Take a common benefit for many solutions and explore how to take an intellectual curiosity to an emotional impact (when there is one). 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/Q02wQbD80 #CoffmanGroup #SandlerCA #SandlerKC #Sales #Selling #SalesTales

What are the consequences of prejudging potential clients? How does it influence the client's perception of salespeople? Prejudging potential clients based on their accent, appearance, or perceived characteristics can hinder the sales process and damage the relationship from the start. Instead, treat everyone the same and follow your sales process regardless of initial assumptions. In this episode, I talk about the common mistake of prejudging potential clients in sales. Drawing from my experience in running call centers, I discuss how prejudging based on factors like accent, location, or age can inadvertently sabotage the sales process. Tune in to gain valuable insights on navigating sales without falling into the trap of prejudgment. Link in the comment section! #authenticpersuasion #salespodcast #sales #salesprofessionals

Only The Average Do Discovery Calls ... ... so why are you still doing them? 95% of fractional executives base their sales process on starting with a discovery call or conversation. How do you know if your prospect has one or more issues that you can help them with if you don’t ask? Whether you must do a discovery conversation depends on your level of genius or as the lawyers like to call it your intellectual property. Fractionals with insight and wisdom don’t do discovery conversations because they don’t need to discover. Prospects engage with these fractionals to discover the truth as to why they are in pain or why an opportunity seems out of reach. In this discovery conversation, the prospect learns from the fractional the path forward allowing them to go from squalor and misery to prosperity and success. If you have insight or wisdom, then stop doing discovery calls and start helping those in your target market discover what’s holding them back. Every time you do a discovery call, you are telling your prospect you’re average. Let me know your thoughts in the comments below. Subscription information for our Fractionals Unplugged podcast and vodcast are in the comments. #Sales #Discovery #FractionalExecutives

Can salespeople be authentic while still using tactics and techniques? There's a growing sentiment that some of the 'traditional' sales methods we've been taught over the years may be doing more harm than good when it comes to building genuine connections with buyers. Are we inadvertently 'toxifying' the sales process by relying too heavily on outdated closing tricks and gimmicks? In this week's episode, we discuss the importance of adapting to the modern selling landscape, unlearning old habits, and focusing on a more consultative, value-driven approach. Authenticity should be the guiding principle, not a nice-to-have. #authenticity #advancedsellingpodcast #salestactics https://lnkd.in/gnEsDyMi

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

Why do you think customers often feel the need to consult with someone else before making a purchase? What strategies can salespeople use to make customers feel safe? When a potential client says they need to consult someone else, it's often a trust issue. They're seeking safety in their decision. Learn strategies to make your clients feel secure and trust your guidance, reducing the need for that "lifeline. In this episode, I talk about a crucial aspect of the sales process that resonates with many of my listeners: the art of following up when you don't close a deal on the first try. Learn more about the pitfalls of salespeople who forgo follow-ups, nurturing leads, effective strategies for follow-up, and striking the perfect balance between persistence and patience. Link in the comment section! #authenticpersuasion #salespodcast #sales #salesprofessionals

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

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

Ideas and Impact podcast guest appearance 3 big ideas discussed in this episode: BIG IDEA #1: Networking is about relationship building with people who may or may not need what you have to sell. BIG IDEA #2: Selling is not convincing or persuading. It is matching a solution to a problem. BIG IDEA #3: Being curious and focusing on learning is the best way to eliminate objections Get the show notes for this episode here: https://vist.ly/3mp38x2

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