Objections

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!

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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! 

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

The Green Rush: Sales in the Emerging Cannabis Industry – Outside Sales Talk with Francesca Vavala

Francesca is a cannabis entrepreneur, advocate, and speaker. She’s the co-founder and marketing director at Alias Cann, an on-demand cannabis sales and marketing agency founded in 2017 out of Delaware. In this episode, she explains the particularities of the sales process in the upcoming cannabis industry.

Here are some of the topics covered in this episode:

  • The evolution and booming of the cannabis industry
  • The role of outside sales in the cannabis industry
  • The legal hurdles and other challenges concerning the cannabis industry
  • The reputation around the cannabis industry

About the Guest:

Website: https://www.aliascann.com/

Email: francesca@aliascann.com

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

How to Close Larger Sales – Outside Sales Talk with Terry Hansen

Terry Hansen is the president of the Hansen Group and has been helping organizations increase their sales success for over a decade. His strategies for improving Sales Performance have been used by organizations in many B2B industries. As a keynote speaker and workshop presenter, he conducts hundreds of presentations each year for businesses all over the country. In this episode, Terry shares how you can increase your deal size.

Here are some of the topics covered in this episode:

  • Customer expectations
  • Warning signs a prospect might not close
  • How to use the PIMAT system
  • Tips to closing larger deals more consistently

 

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

About the Guest: Terry is the President of Hansen Group Company, a sales performance improvement firm, and the creator of Hansen University. For over a decade, Terry Hansen has helped startups, non-profits and seasoned businesses in many industries find more prospects, close more sales and retain customers longer.

Terry conducts about 300 lectures, trainings and speeches each year and has recognized with several awards for his outstanding achievements.  He has authored several articles for industry magazines and produced over 60 hours online training courses for sales professionals and sales managers.

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

Get access to B2B Sales Training courses http://bit.ly/B2BSellingCourse

Take a FREE comprehensive Sales Performance Assessment: https://hansenuniversity.outgrow.us/Gap

Website: hansengroupcompany.com

Email: Terry@HansenGroupCompany.com

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

How to Master your Sales Presentations – Outside Sales Talk with Victor Antonio

Ep-31-with-Victor-Antonio

Victor Antonio is an author of 13 books on sales and motivation and recently launched the Sales Mastery Academy learning platform with 300+ videos. He has shared the stage with top business speakers: Zig Ziglar, Daymond John (Shark Tank),  Rudy Giuliani, Paul Otellini (CEO of Intel), and John May (CEO of FedEx Kinkos). In this episode, Victor shares tactics for sales presentations that actually close.

Here are some of the topics covered in this episode:

  • Understand the entire sales presentation process
  • How to get in front of any objection
  • The Hero Story & how to gain the confidence of your prospect
  • Why salespeople are value merchants
  • Close from the start

 

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

About the Guest: Victor Antonio earned a B.S. in Electrical Engineering and then an MBA, leading him to build a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420Million company. As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management.

Victor is an expert on giving talks about sales and has written many books on sales tactics and motivation.  He recently published his new book, “Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling”.

Youtube: https://www.youtube.com/user/salesinfluence/featured

Website: Victorantonio.com – Sales Mastery Academy

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

How Emotional Intelligence Affects Your Sales – Outside Sales Talk with Colleen Stanley

Colleen Stanley is the Founder and Chief Selling Officer at Sales Leadership, Inc. She is well known for creating Ei Selling®, a unique and powerful sales training program that integrates emotional intelligence skills with consultative selling skills. As a successful sales keynote speaker, trainer and author, Colleen shares her knowledge and advice about how you can leverage the power of emotional intelligence to win more sales and drastically increase revenue!

Here are some of the topics covered in this episode:

  • How emotional intelligence (EI) affects prospecting, how you handle objections and other areas of sales
  • Daily exercises to improve specific EI skills such as emotional self-awareness
  • How to emotionally connect with prospect and create bigger conversations
  • How to hire and build an emotionally intelligent sales team: soft skills to screen for with example interview questions

 

Emotions have a big impact on sales decision making. Learn what you can do to trigger the right feelings for each prospect and communicate your value more effectively!

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

About the Guest: Colleen’s passion for sales started over 25 years ago where she started as a ‘bag carrying’ rep and eventually became a VP of Sales, leading a national sales team of more than 100 reps at Varsity Spirit Corporation. During her 10 years at Varsity, sales increased from 8M to 90M and the business was named by Forbes Magazine as one of the 200 fastest growing companies in the United States.

Colleen is currently the Founder and President of SalesLeadership, Inc. She is the creator of the Ei Selling® System, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Colleen is the author of two books, ‘Emotional Intelligence For Sales Success’, now published in six languages, and ‘Growing Great Sales Teams’.

Colleen is also a recipient of many awards for her work in sales development and thought leadership and Salesforce recently named Colleen one of the most influential sales figures in the 21st century.

Website: http://www.salesleadershipdevelopment.com

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

Twitter: @EiSelling

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