Closing – Outside Sales Talk

Become a Sales Winner with Insight Selling – Outside Sales Talk with Mike Schultz

badger — Wed, 09 Jun 2021 17:00:00 +0000

Mike Schultz is the President of RAIN Group, Director of the RAIN Group Center for Sales Research, and co-author of several Wall Street Journal and Amazon Bestselling sales books.

In this episode, Mike discusses how to leverage consultative selling to build trust with buyers and win sales.

Here are some of the topics covered in this episode:

Tips on consultative selling and helping buyers make better decisions
How to address your prospect’s perception of risk
Ways to build your likeability
The best time to approach buyers

About the Guest:

Mike Schultz is the co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards.

Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe’s, and hundreds of others to unleash sales performance.

Visit RAINGroup.com — a lot of helpful, free resources (blogs, white papers, guides) to help sellers and sales leaders

Check out Mike’s Bestseller “Virtual Selling” on Amazon – https://www.amazon.com/Virtual-Selling-Relationships-Differentiate-Remotely-ebook/dp/B088KW33WZ

Questions? Shoot Mike a message on LinkedIn (https://www.linkedin.com/in/mikeschultz50/ or email him at mschultz@raingroup.com

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

Start Selling More Today with

Badger Maps – The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now!

What Makes People Buy – Demand-Side Selling – Outside Sales Talk with Bob Moesta

badger — Wed, 19 May 2021 17:00:00 +0000

Bob Moesta is the co-founder at The Re-Wired Group, a design firm in Detroit, Michigan. Bob has developed & launched over 3,500 products and sold everything from design services, software, and houses to consumer electronics, and investment services. He’s also an adjunct lecturer at Kellogg School at Northwestern University and lectures on innovation at Harvard and MIT.

In this episode, Bob discusses top practices from his book – Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress.

Here are some of the topics covered in this episode:

Find out what causes people to buy
How to use the language that gets prospects to buy
Understanding why customers make a switch to a new product
The 4 forces of progress that impact how people buy

The Secret Art of Subtle Selling – Outside Sales Talk with Aleasha Bahr

badger — Wed, 05 May 2021 17:00:00 +0000

Aleasha Bahr is a sales expert and international sales closing coach known for showing people the Secret Art of Subtle Selling. She transitioned from a successful corporate career in outside sales to coaching solopreneurs and sales teams with her unique sales approach, which regularly doubles, or even triples, their results.

In this episode, Aleasha discusses the importance of authoritative empathy, a genuine desire to help, and natural conversation when it comes to closing a deal.

Here are some of the topics covered in this episode:

Overcoming the ‘pushy salesperson’ perception
Empathizing with prospects as humans who have feelings
Engaging with prospects through bite-sized selling
Building rapport and active listening during pitches

About the Guest:

Aleasha is here to help people bring humanity back to sales and make a killing doing it. She teaches businesses and sales teams how to close 90% of their high-ticket leads without feeling inauthentic and believes that a salesperson will be more effective if they “don’t sell like a salesperson” – authenticity and empathy are a salesperson’s greatest tools. If you’re closing under 40%, give Aleasha a call and she’d be happy to help you out!

Website: https://www.aleashabahr.com/

Email: aleasha@aleashabahr.com

Facebook: https://www.facebook.com/bahraleasha/

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

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

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now!

Powerful Sales Questions that Close More Deals – Outside Sales Talk with Will Barron

badger — Wed, 28 Apr 2021 17:00:00 +0000

Will Barron is the host of the wildly successful Salesman Podcast and the founder of Salesman.org, he has been raising the perception of the B2B sales profession and educating salespeople for 5 years.

In this episode, Will explains how to build trust with your customers by asking the right questions.

Here are some of the topics covered in this episode:

Ways to get the conversation started and build trust
How to effectively use sales questions to move the deal forward
Strategies to ask relevant qualifying questions
Tactics uncover your prospects’ pain points
Tips to actively listen to your prospects’ answers

Ultimate Lead Conversion with The Conversion Code – Outside Sales Talk with Chris Smith

badger — Wed, 14 Apr 2021 17:00:00 +0000

Chris Smith is the co-founder of Curaytor, an Inc. 500 fastest growing SaaS business that builds marketing and sales tools. In less than five years, Chris used the blueprint in his book The Conversion Code to grow Curaytor to nearly $15 million in annual recurring revenue, without raising any venture capital. In this episode, Chris shares tips from his book – “The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales”.

Here are some of the topics covered in this episode:

How to have the perfect 1st minute with a prospect
Tips on using the “Digging Deeper Technique” to gain information
Techniques to build trust while you pitch
Ways to uncover objections that will help you close

Leveraging Body Language for Sales Success – Outside Sales Talk with Mark Bowden

badger — Wed, 07 Apr 2021 17:00:00 +0000

Mark Bowden is a global authority on nonverbal communication. He has been voted #1 Body Language Professional in the world for the last two years. He is also a bestselling author of 4 books on the subject of body language and human behavior, including the famous book “Winning Body Language for Sales Professionals”.

In this episode, Mark explains how to leverage body language for sales success.

Here are some of the topics covered in this episode:

Using body language to deliver a great first impression
Tips to engage prospects during virtual meetings
Ways to avoid being perceived as a pushy salesperson
Techniques to control the environment and put prospects at ease

About the Guest:

Mark is the founder of the communication training company TRUTHPLANE. Where he trains professionals on how to use their body language to stand out, win trust, and gain credibility every time they communicate. His client list includes presidents and CEOs of Fortune 500 companies and Prime Ministers of G7 powers. He’s an international keynote speaker and the president of the National Communication Coach Association of Canada. Mark is also a member of the TED community having spoken at TEDx Toronto. Mark can be seen regularly on Canadian network CTV’s daily talk show The Social as the resident Body Language expert.

Website: https://truthplane.com/

LinkedIn: https://www.linkedin.com/in/markbowden1/

Youtube: https://www.youtube.com/c/MarkBowden1/playlists

Books: https://www.amazon.com/-/es/Mark-Bowden/e/B0031H04AK/ref=dp_byline_cont_pop_ebooks_1

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

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now!

Turning Difficult Clients into Your Best Customers – Outside Sales Talk with Noah Fleming

badger — Wed, 31 Mar 2021 17:00:00 +0000

Noah is an expert in all areas of customer relations. In under five years, Noah has helped his clients generate over $5 billion in word-of-mouth business and new revenue from their existing customers. He’s also the author of 3 of the top customer service books.

In this episode, Noah explains how to deal with difficult customers for sales success.

Here are some of the topics covered in this episode:

The 2 types of difficult customers salespeople should fire
How to react to customers’ complaints
The secret to keeping customers happy
Top exercises to succeed with difficult customers

About the Guest:

In under five years, Noah has helped his clients generate over $5bn in word-of-mouth business and new revenue from their existing customers. Noah is also the author of the books Evergreen: Cultivate The Enduring Customer Loyalty That Keeps Your Business Thriving, and The Customer Loyalty Loop: The Science Behind Creating Great Experiences and Lasting Impressions, and Dealing with Difficult Customers: How to Turn Your Demanding, Dissatisfied, and Disagreeable Clients into Your Best Customers. All three books made three separate #1 category rankings on Amazon including Sales, Marketing & Customer Service.

Website: https://noahfleming.com/

Sign-up for Noah’s Newsletter: https://noahfleming.com/tuesday-tidbit/

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

Books: https://noahfleming.com/shop/ or https://www.amazon.com/Noah-Fleming/e/B00K3ZV074%3Fref=dbs_a_mng_rwt_scns_share

Sales book Noah Mentions in Show: No Lie: Truth Is the Ultimate Sales Tool by Barry Maher

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

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now!

How to Close more Sales with the Perfect Close – Outside Sales Talk with James Muir

badger — Wed, 10 Mar 2021 18:00:00 +0000

James Muir is the best selling author of the #1 book on closing sales, “The Perfect Close.” As a 30-year old sales veteran, having extensive experience in almost every single role, James is passionate about making the complex simple and growing revenue for organizations.

In this episode, James discusses proven strategies and techniques in having unique discussions with your customers to close more deals.

Here are some of the topics covered in this episode:

Being strategic about advancing sales cycles
Providing value to prospects by putting them first
Understanding the right time to offer discounts
Quantifying the problem to convince your prospect

About the Guest:

As the Vice President of Sales at Essential Hub and the VP Sales (Western US) for Marketware, Inc, James Muir is a sales expert with much concrete experience in closing deals and increasing revenue in a zero pressure environment. As a bestselling author and keynote speaker, James has helped save hundreds of thousands of dollars for his clients. He is currently also the CEO of Best Practice International and considers himself a lifelong student of sales.

Website: Puremuir.com – download James’ bundle

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

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

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now!

Powerful Authentic Persuasion Tactics to Close Your Next Deal – Outside Sales Talk with Jason Cutter

badger — Wed, 03 Mar 2021 18:00:00 +0000

Jason Cutter is a sales expert in using authenticity to grow your sales career and bring real value to prospects and customers. As the CEO of Cutter Consulting Group, a firm that offers B2C and B2B services, he is also the intelligent author behind “Selling with Authentic Persuasion,” a book that helps salespeople learn how to focus on their customers’ needs first.

In this episode, Jason discusses how to use the concept of authentic persuasion to build strong relationships with customers and close deals organically.

Here are some of the topics covered in this episode:

Utilizing authenticity to build trust with prospects
Understanding prospects’ pain points and challenges
Employing intangibles to maintain control of the conversation
Providing value to prospects in every call

About the Guest:

Initially graduating from the University of California, Santa Cruz with a Marine Biology degree, Jason Cutter went on to receive an MBA from the Southern New Hampshire University. With no formal sales training, Jason claims that’s why he learnt how to actually sell with authenticity and care, eventually landing his first sales job at 27 years old. Currently the CEO and Founder of the Cutter Consulting Group, Jason is also the host of the Authentic Persuasion Show, where he helps salespeople be more effective in their careers.

Website: Jasoncutter.com

Book – https://www.amazon.com/Selling-Authentic-Persuasion-Transform-Breaker/dp/1890427373

LinkedIn – https://www.linkedin.com/in/jascut/

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

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now!

Leveraging Storytelling to Close More Sales – Outside Sales Talk with Ed Bilat

badger — Wed, 14 Oct 2020 17:00:00 +0000

Ed Bilat is a sales speaker, trainer, podcast host, and President of Beyond Consulting Canada, a global sales training and consulting company. Ed is also the author of, “Storytelling for Sales Playbook.” Throughout his career, Ed has helped organizations such as Microsoft, HP, and Walmart, improve their sales through storytelling.

In this episode, Ed discusses the power of using stories in your sales cycle.

Here are some of the topics covered in this episode:

The STAR-model for storytelling
How to stay flexible and move with your client
Getting decision makers to listen to you
Overcoming price objections through storytelling

About the Guest:

With over 23 years of experience, Ed has helped organizations such as Microsoft, HP, Walmart, TELUS, and TD Canada Trust, empower their sales teams to define and leverage their unique brand stories. Ed believes that through storytelling, salespeople can dictate not only the direction of the story, but also the path sales reps want their prospects to take. Ed is passionate about storytelling and he is author of the book, “Storytelling for Sales Playbook” and host of the podcast, “Storytelling for Sales.”

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

Website: https://storytellingsales.com/ – Get his book for free

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

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now!