Closing

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

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! 

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

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.

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

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

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!

What it Takes to Be a Virtual Selling Hero – Outside Sales Talk with Craig Wortmann

Craig Wortmann, the Founder and CEO of Sales Engine, has been a professional sales person for 25 years. He is the author of What’s Your Story?, a book that looks at how leaders and sales professionals use stories to connect, engage and inspire. Craig is also a Clinical Professor of Entrepreneurship at Northwestern University’s Kellogg School of Management and the Founder of the new Kellogg Sales Institute. Craig designed, developed and teaches the award-winning course called “Entrepreneurial Selling,” ranked by Inc. Magazine as one of the “Top Ten” courses in the country. In this episode, Craig explains how salespeople can become exceptional virtual sellers.

Here are some of the topics covered in this episode:

  • Why prospecting should be increased during this time
  • Tips for keeping virtual meetings with prospects snappy
  • How to stop a prospect from ghosting you
  • The secret ingredients in a great virtual presentation

About the Guest:

Over the last twenty-five years, Craig has developed a set of sales and leadership tools critical to delivering results. This became the cornerstone of  Sales Engine Inc. At Northwestern University’s Kellogg School of Management, Craig won the Faculty Excellence Award, given to the professor who has had the most positive impact on the students.

In May 2018, Craig launched The Art of Sales: Mastering the Selling Process, a four-part Massive Open Online Course (MOOC) Specialization with Coursera. The purpose of the online MOOC is to become as efficient and effective at selling as possible. In addition, he serves as an Operating Partner at Pritzker Group Venture Capital where he helps grow the sales engines of its portfolio companies.

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

Twitter – https://twitter.com/craigwortmann

Instagram – https://www.instagram.com/craigwortmann/

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

Don’t Panic! – Here’s How you Can Still Close Deals While Remote

Tom is an entrepreneur, speaker, and author of the book Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics. He is Mediafly’s Chief Evangelist, and he focuses on developing new practices for sellers and marketers to communicate and quantify business value to increasingly frugal buyers. In this episode, Tom covers how field salespeople can effectively navigate this crisis, with tips for sales managers on how to best adapt to the new work dynamic.

Here are some of the topics covered in this episode:

  • How field salespeople can provide meaningful value during this time
  • How to make the buyer’s journey easier amidst tightening budgets
  • Tips for reps to meet quota and show accountability
  • Daily habits and routines for working remotely
  • Ways to maintain a winning mindset

About the Guest:

Over the past decade, Tom has engaged in the launching and maturing of several innovative technology companies. During his role as Managing VP of Gartner, he played a major role in making Gartner into the industry standard it is today. Today Tom is the Chief Evangelist at Mediafly and the Founder of the Evolved Selling Institute.

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

Website – https://www.evolvedselling.com/ – Evolved Selling Institute, has interactive tools, free books during the Coronavirus, & provides a great community during this time

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

P.S.: Don’t miss Steve’s announcement about a new project we’re releasing next week. It’s going to be a way to celebrate the top sales leaders that have inspired all of us.

Stay tuned to know more!