Closing

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

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!

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

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

More from the Guest:

Book – https://www.amazon.com/Demand-Side-Sales-101-Customers-Progress-ebook/dp/B08FRRF68Q

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

Twitter – @bmoesta

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.

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

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.

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

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

More from the Guest:

Website: https://www.salesman.org/

Salesman Podcast: https://www.salesman.org/category/podcast/

Sales Training Videos: https://www.salesman.org/category/videos/

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.

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

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

More from the Guest:

Book – https://www.curaytor.com/conversion

Audio book – https://www.audible.com/pd/The-Conversion-Code-Audiobook/B01MZG5006

Search “Chris Smith Curaytor” to find Chris

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.

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

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.

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