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Negotiating as if Your Life Depended on It: How to Apply FBI Tactics in Sales – Outside Sales Talk with Chris Voss

Chriss Voss

Summary:

Chris Voss is the CEO of the Black Swan Group, a firm that works with companies and individuals to take their negotiation skills to the next level. He is a 24-year veteran of the FBI, and he retired as the lead international kidnapping negotiator. Chris is also the author of the national best-seller: “Never Split The Difference: Negotiating As If Your Life Depended On It,” which was named one of the seven best books on negotiation. In this episode, Chris explains how to apply high-stake negotiation techniques to never lose a sale.

Here are some of the topics covered in this episode:

  • How to get your prospects to talk and reveal what they’re holding back
  • The secret behind encouraging your prospects to show off
  • The power of getting your prospect to say NO
  • Triggering the right questions to get true information

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: 

Chris was trained in the art of negotiation not only by the FBI but also by Scotland Yard and Harvard Law School. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world. Chris has lectured on negotiation at top business schools and universities across the US and has been seen on ABC, CBS, CNN, Fox News, and Forbes.

Website: https://blackswanltd.com/

LinkedIn: https://www.linkedin.com/in/christophervoss/

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Youtube: Listen to more episodes of the Outside Sales Talk here!

Podbean: Listen to more episodes of the Outside Sales Talk here and watch the video here!

Top Sales Engagement Tactics for Outside Salespeople – Outside Sales Talk with Max Altschuler

Max-Altschuler

Summary: 

Max Altschuler is the founder and CEO of Sales Hacker, a global digital media company for Sales professionals. He is also the Vice President of Marketing at Outreach, the leading Enterprise Sales Engagement platform. Max is the author of “Hacking Sales” and “Career Hacking for Millenials”. In this episode, he explains how salespeople can build engagement with a prospect to ‘be on the same team’.

Here are some of the topics covered in this episode:

  • How sales is becoming a science and how to take advantage of that 
  • What salespeople can do to optimize their field prospecting
  • How to measure the quality of the relationship with a prospect or customer
  • Tips for salespeoples to increase efficiency in the field

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest: 

Max is an entrepreneur and salesman. With his interest in sales, psychology and technology, he is helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. Besides his managing roles at Outreach.io and Saleshacker, he is also the author of the bestselling book “Hacking Sales”. Max was also named one of LinkedIn Top Voices of 2018 for Sales.

Website: https://www.outreach.io

Educational resources: https://www.saleshacker.com/

LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Copy of his bestselling sales book:  https://salesengagement.com/

Youtube: Listen to more episodes of the Outside Sales Talk here!

https://www.outsidesalestalk.com/

Podbean: Listen to more episodes of the Outside Sales Talk here and watch the video here!

Shift Selling: Turn Your Prospects into Customers – Outside Sales Talk with Craig Elias

Craig Elias is the creator of Trigger Event Selling™ and Chief Catalyst of SHiFT Selling, Inc. He is #1 in Canada and # 15 Globally on LinkedIn’s List of Top 50 B2B Sales Experts. He is also the author of the book “Shift!: Harness the Trigger Events That Turn Prospects into Customers”. In this episode, Craig explains how to be ‘first in” with decision-makers who are thinking of changing vendors to close all of your deals.

Here are some of the topics covered in this episode:

  • Leveraging sales opportunities through Shift Selling 
  • What are trigger events and how to take advantage of timing
  • How to make your solution the perfect fit with relationship building 
  • Tips to improve your credibility and reduce each customer’s risk

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

Craig is an Entrepreneur in Residence at Bow Valley College and Advisory Board Member at SXSW and Nudge.ai. He is also the 15th on the Forbes list of the most social salespeople on the planet. For almost 20 years, Craig used Trigger Event strategies to become a top sales performer at every company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. He received a bachelor of arts in Business and Computer Science at the University of Western Ontario and an MBA in Technology Commercialization & New Venture Creation at The University of Calgary.

Website: shiftselling.com

LinkedIn: www.linkedin.com/in/craigelias

YouTube: https://buff.ly/32sLlTj

Free copy of his award-winning sales book: https://shiftselling.com/book/friends/

Listen to more episodes of the Outside Sales Talk here and watch the video here!

Using Co-Creation to Develop Better Relationships & Win Bigger Deals

David_Nour

David Nour is a growth strategist, thought leader, and global keynote speaker on Relationship Economics. As a speaker, Nour examines relationships to drive business growth. He is also the author of the book “Co-Create: How Your Business Will Profit from Innovative and Strategic Collaboration”. In this episode, David explains how salespeople can drive growth by co-creating and intertwining success.

Here are some of the topics covered in this episode:

  • How salespeople can use co-create to improve
  • Building and utilizing strategic relationships in Sales
  • What a SUG list ist and how it can help you get better every day
  • How leaders can enable sales teams to co-create

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

As a thought leader, growth strategist & speaker, David Nour is focussed on leveraging the value of relationships. With his team at The Nour Group, he provides insight that transforms relationships into a strategic asset in which a company can invest. He has been featured in The Wall Street Journal, The New York Times, Fast Company, Mashable, The Huffington Post, Entrepreneur, Success magazine and many others. He also wrote several books, including the bestselling Relationship Economics.

Website: NourGroup.com

LinkedIn: https://www.linkedin.com/in/davidnour/

Twitter: https://twitter.com/davidnour?lang=en

Instagram: https://www.instagram.com/davidnour/

YouTube: https://www.youtube.com/channel/UCdukMPf1_DtKsyd6fB087kA

Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Break out of a Sales Slump – Outside Sales Talk with Chris Spurvey

Chris-Spurvey

Chris Spurvey is an entrepreneur, consultant and keynote speaker. He hosts the “It’s Time To Sell” podcast, which profiles entrepreneurs who have learned to sell their offering in a way that feels good for them and delivers results. He is also the author of the bestselling business book “It’s Time to Sell: Cultivating the Sales Mind-Set”. In this episode, Chris explains how salespeople can work on themselves and strive towards change to get back to success.

Here are some of the topics covered in this episode:

  • Taking action to prevent falling into a sales slump
  • How to achieve your goals by focusing on a vision
  • Getting back into a good mindset when in a sales slump
  • How sales managers can put a low-performing team back on track

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

As a consultant, speaker & coach, Chris Spurvey is focused on helping sales leaders and executive teams establish, refine and execute sales strategies and processes that get results. He is not only the author of  the bestselling book “It’s Time to Sell: Cultivating the Sales Mind-Set”, but has also published his work on major platforms such as Forbes, LinkedIn and Inc.  With his clients, he shares step-by-step strategies to close deals.

Website: chrisspurvey.com – Reach out to have a conversation around growing a sales culture!

LinkedIn: https://www.linkedin.com/in/chrisspurvey/

Podbean: Listen to more episodes of the Outside Sales Talk here and watch the video here!

How to Become Hyper-Connected in Outside Sales – Outside Sales Talk with David Fisher

David Fisher is a sales expert, professional keynote speaker, and best-selling author. He delivers the Hyper-Connected Selling program that focuses on the convergence of social selling, networking, and old-school sales skills. He is also the author of the book “Hyper-Connected Selling: Winning Business Through Personal Influence and Human Connection”.

In this episode, David explains how to engage with your prospects and customers to help them make better buying decisions.

Here are some of the topics covered in this episode:

  • How to keep in touch and stay top of mind with your prospects
  • Creating multiple points of contact by using modern tools
  • Providing your prospects with valuable insights instead of just information
  • How to bring in human connections that today’s technology cannot replicate

 

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

As a sales speaker, author & coach, David Fisher has made it his mission to ‘help professionals be better professionals’. Building on over 20 years of experience as an entrepreneur and sales professional, he focuses particularly on the area where social selling, relationship-building, and old-school sales skills converge.

He is the author of six best-selling books in the “Networking in the 21st century”- series.

Website: https://davidjpfisher.com

OST Landing Page: https://davidjpfisher.com/podcast/outsidesalestalk/

LinkedIn: https://www.linkedin.com/in/iamdfish/

Twitter: https://twitter.com/dfishrockstar

Listen to more episodes of the Outside Sales Talk here and watch the video here!