Objections – Outside Sales Talk https://www.outsidesalestalk.com Where Sales Experts Meet Wed, 05 May 2021 21:38:18 +0000 en-US hourly 1 https://wordpress.org/?v=6.9.4 https://www.outsidesalestalk.com/wp-content/uploads/2018/12/cropped-OST_logo_white-1-32x32.png Objections – Outside Sales Talk https://www.outsidesalestalk.com 32 32 The Secret Art of Subtle Selling – Outside Sales Talk with Aleasha Bahr https://www.outsidesalestalk.com/the-secret-art-of-subtle-selling-outside-sales-talk-with-aleasha-bahr/ https://www.outsidesalestalk.com/the-secret-art-of-subtle-selling-outside-sales-talk-with-aleasha-bahr/#respond Wed, 05 May 2021 17:00:00 +0000 http://outsidesalestalk.podbean.com/39c744b7-535a-3311-b376-e1727c7f7cbc

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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]]> https://www.outsidesalestalk.com/the-secret-art-of-subtle-selling-outside-sales-talk-with-aleasha-bahr/feed/ 0 Mastering a Highly Effective Mindset to Raise Your Line – Outside Sales Talk with Robert Stevenson https://www.outsidesalestalk.com/mastering-a-highly-effective-mindset-to-raise-your-line-outside-sales-talk-with-robert-stevenson/ https://www.outsidesalestalk.com/mastering-a-highly-effective-mindset-to-raise-your-line-outside-sales-talk-with-robert-stevenson/#respond Wed, 21 Apr 2021 17:00:00 +0000 http://outsidesalestalk.podbean.com/a655d1af-60a9-35e1-89af-160e5cf05996

Robert Stevenson is an expert at building high performance cultures, improving efficiency, and accelerating growth. He’s a bestselling author who’s owned five companies and has sold internationally in over 20 countries.

In this episode, Robert explains how sales success is all about a higher line mentality.

Here are some of the topics covered in this episode:

  • How to be a realistic optimist and why it helps you sell
  • Ways to remain competitive and keep customers happy
  • Tips on building credibility while you pitch
  • Using objections to move the deal forward

About the Guest:

Robert Stevenson has over 30 years of extensive corporate and entrepreneurial experience. He coaches salespeople to deal with risks, competition, and the ever-changing business arena. Robert delivers high-energy programs that blend humor, facts, and inspiration to help any company or person achieve higher levels of excellence. Today, he travels around the world, sharing powerful ideas for achieving excellence.

Website: Robertstevenson.org – Check out his weekly newsletter

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

Books: http://www.robertstevenson.org/robert-stevenson-online-store/robert-stevenson-online-store

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! 

]]> https://www.outsidesalestalk.com/mastering-a-highly-effective-mindset-to-raise-your-line-outside-sales-talk-with-robert-stevenson/feed/ 0 Ultimate Lead Conversion with The Conversion Code – Outside Sales Talk with Chris Smith https://www.outsidesalestalk.com/ultimate-lead-conversion-with-the-conversion-code-outside-sales-talk-with-chris-smith/ https://www.outsidesalestalk.com/ultimate-lead-conversion-with-the-conversion-code-outside-sales-talk-with-chris-smith/#respond Wed, 14 Apr 2021 17:00:00 +0000 http://outsidesalestalk.podbean.com/30681bbd-1780-323e-b45d-d25950231052

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.

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

]]> https://www.outsidesalestalk.com/ultimate-lead-conversion-with-the-conversion-code-outside-sales-talk-with-chris-smith/feed/ 0 Turning Difficult Clients into Your Best Customers – Outside Sales Talk with Noah Fleming https://www.outsidesalestalk.com/turning-difficult-clients-into-your-best-customers-outside-sales-talk-with-noah-fleming/ https://www.outsidesalestalk.com/turning-difficult-clients-into-your-best-customers-outside-sales-talk-with-noah-fleming/#respond Wed, 31 Mar 2021 17:00:00 +0000 http://outsidesalestalk.podbean.com/64ebef5d-68fb-3042-b5fb-c82130017d3c

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! 

]]> https://www.outsidesalestalk.com/turning-difficult-clients-into-your-best-customers-outside-sales-talk-with-noah-fleming/feed/ 0 The Green Rush: Sales in the Emerging Cannabis Industry – Outside Sales Talk with Francesca Vavala https://www.outsidesalestalk.com/the-green-rush-sales-in-the-emerging-cannabis-industry-outside-sales-talk-with-francesca-vavala/ https://www.outsidesalestalk.com/the-green-rush-sales-in-the-emerging-cannabis-industry-outside-sales-talk-with-francesca-vavala/#respond Wed, 12 Feb 2020 17:00:00 +0000 http://outsidesalestalk.podbean.com/092ccef4-5791-5ba9-8e69-32815877de28 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!

]]> https://www.outsidesalestalk.com/the-green-rush-sales-in-the-emerging-cannabis-industry-outside-sales-talk-with-francesca-vavala/feed/ 0 How to Close Larger Sales – Outside Sales Talk with Terry Hansen https://www.outsidesalestalk.com/how-to-close-larger-sales-outside-sales-talk-with-terry-hansen/ https://www.outsidesalestalk.com/how-to-close-larger-sales-outside-sales-talk-with-terry-hansen/#respond Wed, 30 Jan 2019 18:05:01 +0000 http://outsidesalestalk.podbean.com/how-to-close-larger-sales-outside-sales-talk-with-terry-hansen-4a14062c902b8d23d98b346719ed574c

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

]]> https://www.outsidesalestalk.com/how-to-close-larger-sales-outside-sales-talk-with-terry-hansen/feed/ 0 How to Master your Sales Presentations – Outside Sales Talk with Victor Antonio https://www.outsidesalestalk.com/how-to-master-your-sales-presentations-outside-sales-talk-with-victor-antonio/ https://www.outsidesalestalk.com/how-to-master-your-sales-presentations-outside-sales-talk-with-victor-antonio/#respond Wed, 02 Jan 2019 18:00:00 +0000 http://outsidesalestalk.podbean.com/how-to-master-your-sales-presentations-outside-sales-talk-with-victor-antonio-ea3eef30e4a2d17a5b349bb6d0fbcfdb 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!

]]> https://www.outsidesalestalk.com/how-to-master-your-sales-presentations-outside-sales-talk-with-victor-antonio/feed/ 0 How Emotional Intelligence Affects Your Sales – Outside Sales Talk with Colleen Stanley https://www.outsidesalestalk.com/how-emotional-intelligence-affects-your-sales-outside-sales-talk-with-colleen-stanley/ https://www.outsidesalestalk.com/how-emotional-intelligence-affects-your-sales-outside-sales-talk-with-colleen-stanley/#respond Wed, 24 Oct 2018 17:00:00 +0000 http://outsidesalestalk.podbean.com/how-emotional-intelligence-affects-your-sales-outside-sales-talk-with-colleen-stanley-3d4076c4ed050a86d6cf76f4f407b5ea

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!

]]> https://www.outsidesalestalk.com/how-emotional-intelligence-affects-your-sales-outside-sales-talk-with-colleen-stanley/feed/ 0 How to Master Sales Follow-Ups – Outside Sales Talk with Steve Benson https://www.outsidesalestalk.com/how-to-master-sales-follow-ups-outside-sales-talk-with-steve-benson/ https://www.outsidesalestalk.com/how-to-master-sales-follow-ups-outside-sales-talk-with-steve-benson/#respond Wed, 17 Oct 2018 17:00:00 +0000 http://outsidesalestalk.podbean.com/how-to-master-sales-follow-ups-outside-sales-talk-with-steve-benson-228f97171a971e7fb4764b950f0d63f4 Host Steve Benson shares his proven strategies about how to follow-up effectively after sales meetings in this special episode. So many outside sales reps are losing deals that they’re already 80% of the way to closing because they’re not doing follow-ups right. Deals are going dark on them and they lose traction after the first meeting. Learn how to master follow-ups and move deals faster and more successfully through the sales cycle!

Here are some of the topics covered in this episode:

  • What to say in a follow-up via email vs. over the phone
  • The best times to follow-up
  • Steve’s 3 follow-up tricks
  • Follow-up do’s and don’ts

 

For more tips about how to follow-up after sales meetings, check out Steve’s video and blog post here!

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

About: Steve is the host of the Outside Sales Talk Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009.

In 2012 Steve founded Badger Maps to help field salespeople be more successful. He has been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Website: https://www.badgermapping.com

Linkedin: https://www.linkedin.com/in/stevenbenson

Twitter: @SteveBenson, @BadgerMaps

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

YouTube: https://www.youtube.com/user/BadgerMapping

Instagram: @stevebensonsf

Listen to more episodes of the Outside Sales Talk here!

]]> https://www.outsidesalestalk.com/how-to-master-sales-follow-ups-outside-sales-talk-with-steve-benson/feed/ 0 Tactics that Win The Complex Sale – Outside Sales Talk with Alice Heiman https://www.outsidesalestalk.com/tactics-that-win-the-complex-sale-outside-sales-talk-with-alice-heiman/ https://www.outsidesalestalk.com/tactics-that-win-the-complex-sale-outside-sales-talk-with-alice-heiman/#respond Wed, 19 Sep 2018 17:00:00 +0000 http://outsidesalestalk.podbean.com/tactics-that-win-the-complex-sale-outside-sales-talk-with-alice-heiman-515b4248759b261e480d051716e4a6ea

Alice Heiman is a nationally recognized sales expert and trainer who brings profound changes to her clients’ business and sales practices. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ and a sales keynote speaker. On this episode, Alice shares the biggest challenges salespeople face when dealing with complex B2B sales and how you can overcome them. Conquer the complex sale with her proven strategies and hands-on tips!

Here are some of the topics covered in this episode:

  • The 8 elements of the complex B2B sale
  • Tactics to conquer the complex sale – from prospecting to closing
  • How to deal with multiple decision makers and gatekeepers
  • Ways to shorten the sales cycle for complex sales
  • How you need to position yourself to close the deal

 

Dealing with price objections is one of the biggest challenges salespeople face. Watch this video to learn some actionable strategies that will help you overcome this objection and win more sales!

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

About the Guest: Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She started her sales career in her family business, the ‘Miller Heiman Group’, as Director and Sales Trainer. In that role, Alice worked with clients including Coca Cola, John Deere, Hewlett Packard, and other Fortune 500 companies. When the ‘Miller Heiman Group’ was sold, she started her own sales consulting firm to bring the knowledge she gained to smaller, high-growth companies.

‘Alice Heiman, LLC’ is sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales to accelerate business growth. Alice’s innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.

Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic.

The ‘Alice Heiman, LLC’ team helps SMB companies drive sales growth by incorporating the newest research and the best practices.

Website: http://aliceheiman.com

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

Twitter: @aliceheiman

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

]]> https://www.outsidesalestalk.com/tactics-that-win-the-complex-sale-outside-sales-talk-with-alice-heiman/feed/ 0