Objections

High-Profit Prospecting Strategies – Outside Sales Talk with Mark Hunter

Mark Hunter, known as the “Sales Hunter”, is a keynote speaker, sales trainer, consultant and the author of the best-selling book “High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results”. With over 30 years of sales leadership experience, Mark helps salespeople develop successful prospecting strategies and close more deals. In this episode, Mark uncovers the biggest prospecting myths and shares his powerful tactics that will help you get the best leads and drive revenue.

Here are some of the topics covered in this episode:

  • High-profit prospecting strategies: insights from Mark’s best-selling book
  • Writing cold emails that get your prospect’s attention
  • Prospecting myths and pitfalls
  • Prospecting role play with Mark and Steve
  • The best trick to actually start prospecting

 

To make the most out of your time with prospects, it’s important to communicate the value of your product and map your solution to their needs. Learn how to deliver the perfect sales pitch and close more deals!

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

About the Guest: Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of the two best-selling books “High-Profit Prospecting” and “High-Profit Selling: Win the Sale Without Compromising on Price.”

Mark helps companies identify better prospects, close more sales and profitably build more long-term customer relationships. Since 1998, Mark has conducted thousands of training programs and keynotes on sales. He is best known for his ability to motivate and move an organization through his high-energy presentations.

He has received the Certified Speaking Professional (CSP) designation from the National Speakers Association, a designation that requires strict criteria and is given to a small percentage of NSA speakers.

Mark spent more than 18 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force responsible for volume in excess of $700 million. Mark has held sales management roles in teams ranging in size from 20 to 900 members. This level of experience is at the core of every program he delivers to thousands of people each year in the areas of sales, prospecting, negotiating, pricing, communication and leadership. Clients appreciate his specific strategies that yield measurable outcomes.

Not only does Mark have expertise in sales, but also knows how to communicate it to others. This is seen by the 50+ speaking events he does each year throughout the U.S. and Canada and around the world.

Website: https://thesaleshunter.com/

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

Twitter: @TheSalesHunter

Facebook: http://www.facebook.com/TheSalesHunter

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

Best Ways to Deal with Competition in Sales – Outside Sales Talk with Anthony Iannarino

 

Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader, joining us today to discuss competitiveness in Field Sales. One key thing that high-performing and successful salespeople share regardless of their industry, is that they embrace their competition, rather than let it intimidate them. In this episode, Anthony talks about how you can differentiate yourself in Field Sales and outperform your competitors.

Here are some of the topics covered in this episode:

  • Why competition is important in sales
  • Key skills that will set you apart from the competition
  • The mindset you need to outsell your competitors
  • A secret productivity hack and best books to read for salespeople
  • Sales trends and how to stay competitive in the future

 

Learn how you can differentiate yourself and outsell your competition with this killer territory plan!

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

About the Guest: Anthony Iannarino is a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.

In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching, and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes, and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals.

Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth.

Anthony is the author of ‘The Lost Art of Closing: Winning the Ten Commitments That Drive Sales’ and ‘The Only Sales Guide You’ll Ever Need’. He’s also hosting the ‘In the Arena Podcast’ where he interviews top sales leaders about B2B and B2C sales strategies.

Stay tuned for Anthony’s new book ‘Eat Their Lunch: Winning Customers Away from Your Competition’, releasing October 16th!

Sales Blog: http://www.thesalesblog.com/

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

Twitter: @iannarino

Check out more episodes here.

How to Overcome Price Objections – Outside Sales Talk with Steve Benson

In this special episode of the Outside Sales Talk podcast, host Steve Benson is addressing a very frequently asked question – what’s the best way to handle and overcome price objections in sales?

You probably already know that mastering price discussions is important, but did you know, that almost six in 10 buyers want to discuss pricing on the first call?

Even reps who are great at overcoming most sales objections aren’t prepared to overcome price objections – no matter how experienced they are. It throws them off their whole game.

Steve will show you how YOU can overcome a price objection and walk away from the meeting, with the deal in your pocket and without discounting your price or losing the deal because you didn’t have an answer when your customer said, “This is too expensive for me.”

Here are some of the topics covered in this episode:

  • Identifying the 4 types of price objections
  • How to address and overcome different types of price objections
  • Giving discounts vs. making ‘price adjustments’

 

Steve is the host of the Outside Sales 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 selected as one of the Top 40 Most Inspiring Leaders in Sales Lead Management.

Steve is also a passionate life and career coach and believes his main job leading a company is to empower the people on his team to find their best career path and thrive in their role.

Website: www.badgermapping.comLinkedin: www.linkedin.com/in/stevenbensonTwitter: @SteveBenson and @BadgerMapsFacebook: www.facebook.com/badgermapsYouTube: www.youtube.com/user/BadgerMapping

You can listen to more episodes here: https://www.badgermapping.com/podcast

Powerful Sales Techniques To Win More Deals – Outside Sales Talk with Deb Calvert

Deb Calvert is known for her unique sales training approach that has helped thousands of sales teams reach peak performance and accelerate sales. She stands out as a sales coach by putting people first. In this episode, you’ll learn how to identify a real objection with ‘the test’ and how to specifically overcome price objections. Deb explains how certain selling behaviours might harm your performance and how you can start behaving like a leader today to win more deals!

Deb has been named as one of “The 65 Most Influential Women in Business” and consistently appears on lists of Top Sales Influencers and Thought Leaders. She is a UC-Berkeley Instructor, field researcher, trainer, speaker, and best-selling author.

Deb’s newest book is Stop Selling & Start Leading. Her bestseller, DISCOVER Questions® Get You Connected, has been named one of “The 20 Most Highly-Rated Sales Books of All Time” by HubSpot. Deb is the founder of The Sales Experts Channel, where you can find career advice and free education, and of the movement to Stop Selling & Start Leading®.

Here are some of the topics covered in this episode:

  • How to buy time, evaluate real objections and determine the best way to move forward
  • Tips and tricks to overcome pricing objections
  • How to Stop Selling & Start Leading® – Key takeaways from Deb’s book
  • Seller behaviors – how they affect the sale and your relationship with the customer
    The best way to start a conversation with new leads

Listen to this episode on iTunesStitcherGoogle Play or wherever you get your favorite podcast!

About the Guest: Deb Calvert is President and Founder of People First Productivity Solutions, a consulting and training firm that specializes in sales training, leadership development and team effectiveness.

Prior to founding People First, Deb was a corporate training director for a Fortune 500 Media Company. Deb’s early career included a variety of inside, outside and major account sales and sales management positions.

Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. She has been training sales trainers and teams for more than 15 years, helping them boost their sales productivity and revenue through people development.

Website: www.peoplefirstps.com

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

Book: www.stopsellingstartleading.com

Sales Experts Channel: http://www.thesalesexpertschannel.com/

Twitter: @PeopleFirstPS

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