Send us a Text Message. Info Brokers to Personal Guides: The Evolution of Sales This episode takes us on a journey through the fascinating evolution of sales. Scott explores how the role of a salesperson has transformed from information gatekeeper to trusted advisor. The Information Age: In the early days, salespeople held the power of information. They were the experts with product knowledge, and potential buyers had to reach out to them to learn anything. The Shift to Value: The internet...

Send us a Text Message. Tenacious + Determination  = Success Mike tackles the winning combination of tenacity and determination. While they might sound like synonyms, Mike breaks down the key differences that make them a powerful duo. Tenacity is your inner bulldog. It's the relentless spirit that allows you to claw your way through obstacles and bounce back from setbacks. It's the fire that fuels your fight and keeps you pushing forward when things get tough. Determination, on the other...

Send us a Text Message. There are certain things that should not be attempted. One of those is a Venn Diagram of Life. But that is exactly what Scott tried to do over an audio only medium. If you are here, it is because you are looking for the chart. What Really Matters - Where are you Moving In Life (or Sales) we are either moving toward something or away from something. This diagram helps us know and choose where we are going. This Venn diagram is divided into four circles: Want To Do:...

Send us a Text Message. Struggling to Connect on LinkedIn? Try a Personalized Message! This episode is all about the power of personalized messages on LinkedIn. Forget generic emails and impersonal texts - a well-crafted message can be the key to making a strong professional connection. Here's what you'll hear: Make it Personal: Generic messages get ignored. Take the time to mention something specific from the person's profile that caught your eye. This shows you've done your research and...

Send us a Text Message. If you are in any sort of sales role, you are going to love this conversation! Brian Sullivan, CSP, is known for his expertise in sales, leadership, and presentation skills. He founded PRECISE Selling after a successful tenure at Welch Allyn, where he developed a successful sales and leadership training program. Brian is a Certified Speaking Professional, a designation held by less than 7% of professional speakers globally, indicating his high level of expertise...

Send us a Text Message. There are 3 types of curiosity that will impact the questions that are asked. When you are selling, many quesitons should be asked. Not all questions are created equal. There are different types of asking the questions to get the information. These are the 3 types of curiosity that create the questions: Genuine - The focus here is on the customer. The genuine curiosity is all about what the customer is desiring. Client's needs and concerns are in the forefront and...

We covered the first 7 steps in sales in the previous episode last week . This week we continue with the best steps that anyone can use to improve their sales.  The following is a list of all 12 steps.  Here are the best steps in sales negotiation: Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or another but that is okay, as long as there is no coercion to buy or sell. Both parties need to walk away...

There are many tactics in sales. One of my favorites is the negotiation. I have used these steps in negotiating from small goods to large ticket items. The steps are the same but implementation is slightly different.  The following is a list of all 12 steps. However, in this episode, we only go over the first 7. Join us next week for the rest of the ways to improve your negotiation. Here are the best steps in sales negotiation: Be Fair - There is never a good time to take unfair advantage...

When nothing is working, here is what you can do. Let's define our sellers slump. There are two types of slumps that we encounter: Difficulties that arise what are out of our control.Challenges that we create for ourselves.A few weeks ago, we spoke about things that you can do to help sell when things are out of your control. This episode is to get out of the challenges that you create yourself.  This time of year (end of winter and beginning of spring) is a common time to have a slump...

Sales can be complicated and complex. There are several steps to make it nice and easy when selling. If we are going to break it down, here are the four main ingredients or steps to help you sell. Ensure that you reflect on these 4 steps before every sale. Distraction - Too many times I am either distracted or distracting in the sales process. Insure that you have practiced before presenting. This will help you eliminate and mitigate distractions.Reaction - Use the science of sales to create...

Why do we choose not to use our CRM?  Too often we complain about how we need more sales help, resources or benefits from the company. What can a CRM do for you? This is what we discuss in this episode. Challenges using CRM that we tell ourselves: Save time by not using your CRM - it takes too much time. While you might think that now, it is when you are at the follow up meeting and can't remember the next steps, you should have taken more time writing down notes.Notes put in are not clear...

Are you struggling to keep your sales pipeline consistently full? In this episode, we dive into the essential strategies for ensuring a steady flow of prospects and closing more deals. Key Takeaways: The Updated, Tracked Funnel: Stop dreading the funnel and instead embrace it as your progress tracker. Consistent updates are crucial for visibility and success.Pipeline Matchmaking: Play matchmaker between your prospects' desired outcomes and your solutions. A good fit leads to better results...

Welcome to the not-so-typical "A" personality spectrum where you'll encounter our fab five of "A" personality types: Adversarial, Antagonistic, Agnostic, Apathetic, and Advocate. And every complex sales call encounters at least three of the personalities. But fear not, for every "A", there's a way to sway! First up, we've got the Adversarial bunch. These are the folks who are "negatively vocal." They're openly opposed to you or your product for some reason, but fear not, your mission is to...

Justin Ashby serves as the Vice President of Marketing at Alysio, and also assumes the role of host for the "Great Day in Sales" Podcast. Besides that, he is a lot of fun! His insights, knowledge, and experience can't hold a candle to his sarcasm and humor! In our interview, we delve into two primary subjects: Alysio aims to redefine the concept of exceptional sales practices. As sales reps, we find ourselves neglecting to monitor the appropriate leading indicators. Alysio introduced a...

Mike tries to convince Scott that no pipeline is needed. This episode has a small role play and brings out the excuses we have all used or wanted to use when it comes to creating a pipeline. Feeling overwhelmed by the idea of a sales pipeline? You're not alone! This episode tackles common excuses like "I'm already swamped" and "more clients = stress," revealing the hidden potential that pipelines hold. While it's true that growth can bring challenges, we'll bust the myths and show how a...

Skip the Pitches and Sprint to "Yes" with This Podcast Hack! Feeling like your requests land with a resounding "no" more often than a "heck yeah"? Buckle up, friend, because this episode is about to turn your "ask to task" ratio upside down. Forget the traditional sales song and dance – we're ditching the ditch and taking a shortcut straight to the "yes." Turns out, people are actually more likely to help when you simply ask. But hold your horses, eager beavers! Just throwing out your ask...

Bust Your Sales Slump: 5 Steps to Reignite Your Fire Hitting a sales wall? Feeling defeated after a new territory, crushing quota pressure, or losing a big client? You're not alone. Even top performers face slumps, but the good news is, you can bounce back stronger than ever. In this episode, we'll dissect the common causes of sales slumps and equip you with five actionable steps to reignite your fire and crush your goals. Step 1: Expand Your Prospect Pool: First things first, you need leads!...

Mike and Scott, the dynamic duo of sales, dive into the world of "Win-Win Strategies," proving that closing deals doesn't have to be a cutthroat competition.  Mike's point is that if you don't maximize the sales, then it is a compromise. Scott's focus is that as long as the compromise is favorable for the party, then it is a win. We ended up changing the "win-win" verbiage to "both needs were met". Buckle up for some banter as they tackle these key points: 1. Win-Win? Why settle for...

In this episode, we're not just talking about closing deals – we're diving into the art of creating partnerships that make everyone feel like a winner. Say goodbye to the old-school win-lose mentality, because in sales, it's all about embracing the undeniable truth: win-win is the only way to go. We'll break down why those win-lose strategies often lead to lose-lose situations. No one aims for failure, but chasing short-term victories at the expense of long-term value can seriously...

Finding Your Tribe and Loving the Sales Hustle Have you ever felt like you're casting your sales net into a vast ocean, hoping to snag some random fish? This podcast episode is about throwing on your scuba gear and diving deep into a vibrant coral reef – a niche teeming with your ideal customers. We're talking about finding your people. That passionate, engaged group who not only needs your product, but also clicks with your vibe. Because let's face it, when you sell to folks you genuinely...

Have you been leveraged in a sales conversation? The leverage that comes with being a top-notch product or service in a competitive market. Sometimes, we find ourselves caught in the crossfire of price battles, or worse, used as pawns in another rep's game. Today, we'll navigate these tricky situations with grace, transparency, and maybe even a dash of strategic sass. Part 1: Price Battle Royale - Keeping Calm When You're the Prize Imagine this: you're the latest tech marvel, and two sales...

You might feel that your sales pitch and process is good. However, what does it sound like from the prospect or client's point of view. Flip your script to ensure you are targeting exactly what the customer is looking for and wanting. Sell how they would like to be sold and not how you like selling. What pushes client engagements? Let's focus on when we are pushing the sale as finding the customer versus the customer coming to us. Here is the more complicated scenario of us taking our...

Everyone says that they want to help people. But there must be more than that. Helping people is not a distinguishing feature nor a competitive advantage. Coming into sales will have many different paths. However, there are 3 indicators that sales might not be the right profession for you. You don't get excited for the opportunities of that day.Always feel like you are on an island.Start second-guessing managementEach one of these will likely creep into your life. It is okay if these come...

When asking the perfect question, it is crucial to be sincere. Here are some steps: Understand Your End Result - There are two pain points that are likely to discover. 1) What is the buyer getting that they don't want? or 2) What are they getting that they don't want?Don't Interrogate - Unfortunately, there is where the "art of sales" comes into play. The is likely something that can't be taught but it can be learned. This will likely come with several steps that create misses and you have to...