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The Salesman.com - podcast feed gives you the worlds best sales content.



Selling Made Simple - Sometimes B2B sales professionals just don’t have the time to listen to an hour of content. This is where Selling Made Simple comes in with its 10-minute, practical episodes.



Salesman Podcast - The Salesman Podcast is the worlds most downloaded B2B sales podcast and is an Apple Award winning show. It helps sales professionals learn how to find buyers and win business from them in a modern, effective, and ethical way. The show has featured NASA astronauts, F1 drivers, Olympic athletes, UFC fighters, world leading neuroscientists and the world’s top sales experts as guests.

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The Salesman.com - podcast feed gives you the worlds best sales content.



Selling Made Simple - Sometimes B2B sales professionals just don’t have the time to listen to an hour of content. This is where Selling Made Simple comes in with its 10-minute, practical episodes.



Salesman Podcast - The Salesman Podcast is the worlds most downloaded B2B sales podcast and is an Apple Award winning show. It helps sales professionals learn how to find buyers and win business from them in a modern, effective, and ethical way. The show has featured NASA astronauts, F1 drivers, Olympic athletes, UFC fighters, world leading neuroscientists and the world’s top sales experts as guests.

    Creating Urgency in Sales (Obliterate the Status Quo)

    Creating Urgency in Sales (Obliterate the Status Quo)

    If your buyers don’t have a reason to move forward in their buyer’s journey, then they will stand still.



    This leads to 26% of all deals that are forecasted as a likely win, to turn into a “no decision” according to CSO insights.

    That is a massive amount of revenue that you’re leaving on the table every quarter. It could be the difference between hitting quota or not.

    So, let’s take a look at why this happens and then what we need to do to create too much urgency in our buyers that they get the deal done, quicker than ever before.

    Pain of Implementation

    The main thing that kills urgency in B2B sales is the “pain of implementation”.



    This is where the buyer has casually come to the conclusion that the pain of implementing the solution and then seeing the benefits, is more painful than just plodding on with the issues they are currently facing.

    For example, lets say someone is dramatically overweight. They might come to the conclusion that even though the benefits of losing the weight and becoming healthy would be life changing, they don’t want to go through the effort of dieting and exercising to get there.

    Outside looking in, everyone else can see that this is dumb. But for that individual, it makes sense in their brain. They’re thinking short term, rather than long term.

    In a business context, lets say that the prospect is struggling to use excel spreadsheets to complete all their financial reporting. You offer them a new software solution, designed specifically to fix this issue, it seems like a no brainer for them to get started working with you, but they don’t.

    It’s likely that the prospect feels the pain of learning a new tool and then getting the benefits of that software don’t outweigh the small, niggling pain that they’re in right now where excel crashes once every couple of hours.

    You’ll know if you’ve a lack of urgency in your deal because of the pain of implementation if you get hit with objections like:



    Which begs the question, how do we turn these objections on their head, add more urgency to the deal and get it over the line?

    To do that we need to re-enforce the “reality gap”.

    The Reality Gap Method

    If the buyer doesn’t have a clear understanding of their current reality and their future reality then they can trick themselves into a state of procrastination.



    Alternatively, if the prospect truly knows the risk of staying where they are and the upside of taking action to move to the bolder, brighter future reality they could be living in, then the amount of urgency to make the change increases.

    It’s our job to coach the prospect to better understand their current and future realities with questions like these.

    Current reality:



    * You shared that this problem takes X time each week, what is the financial cost of that to the business?

    * What is stopping you from solving this yourself?

    * When does this problem need to be solved?

    * What happens if it doesn’t get solved by then?



    Future reality:



    * If you could stop this issue happening in the future, how would that make you feel?

    * What would be the knock-on, positive consequences of this being fixed?

    * What’s stopping you from getting started with this today?



    These questions need to be asked constantly, throughout the entire sales process. This is because buyers get distracted easily.



    Sure, right now you are their main priority but tomorrow something else is bound to break. The next day, their wife is threatening to leave them. The next week they’re not even sure if they want to be working for their current employer at all.

    Buying Temperature

    So, urgency needs to be managed at all times. If you haven’t spoken to your prospect for a couple of weeks, their buying temperature will decrease.



    So,

    • 7 分鐘
    How to Weed Out Bad Clients – 9 Discovery Call Questions

    How to Weed Out Bad Clients – 9 Discovery Call Questions

    Want to find better buyers and weed out the crappy leads that only end up wasting your time? Then be sure to ask the 9 qualification questions we’re talking about in this video on each of your discovery calls.

    Diagnosis calls are slightly different to traditional discovery calls because they cover discovery, qualification, product positioning and micro-closing in a single call rather than spreading all of this out over multiple engagements.

    1) Uncovering Pain

    Is your prospect dealing with a problem? And are they in enough “pain” to drive the right amount of urgency to buy?

    A “yes” to both is downright necessary. And to get to the bottom of it, you can ask two questions in particular…

    “You booked this call with me today, what led to getting this call booked in?”

    What’s the main reason they’re talking with you right now? You’ll have to do a bit more digging of course. But even in the most tight-lipped buyers you’ll still uncover at least a kernel of truth.

    “What’s stopping you from solving this issue yourself?”

    One of my favorite follow-ups to the previous question. Not only does this question uncover any roadblocks to implementation you may hit down the road. But it also gives you a clearer idea of how big this problem really is. Because if it really was a problem, the buyer should have been working to solve it themselves.

    2) Timeframes

    Not all timelines will line up. And one of your chief concerns when qualifying is whether your prospect’s timeline matches your own.

    When do they want this problem solved? Today? This quarter? Next year?

    As a rule of thumb, the buyers you want to work with should all want to solve their problems quickly. Because if they don’t have urgency, they won’t be compelled to act. And that might mean feet dragging, ghosting, and an overall waste of your time.

    “When does this issue need to be solved by?”

    This straightforward question gives you no-b******t timeline you can use to assess if your timeframes are a match.

    3) Confirming Fit

    And for this category, you actually need to ask yourself…

    “Do I have the solution for this buyer’s problem?”

    Honesty is key here. The best reps don’t oversell their product’s capabilities. Why? Because they know a dissatisfied and duped buyer ruins reputations, doesn’t provide referrals, and never ever comes back to buy again. So you need to think long and hard about whether your solution will really make the buyer’s problem a thing of the past.

    4) Calculating ROI

    No matter how big or how small, every new solution takes effort to implement. Buyers need to change vendors, hire new staff, train on novel systems, or fight for a change to the budget.

    The question is, is the value your solution provides worth that discomfort?

    How much will they have to change to accommodate it? And when all is said and done, will they look back on the investment as a good purchase or one that ate up too many resources?

    You can start figuring that out by asking…

    “How would things be different if we solved this for you?”

    What will actually change for the buyer once they implement your solution? Is it a simple quality of life difference? Or does the switch lead to real change for the business on a fundamental level? This one’s key because no matter how well you think you understand the industry, every business is different. And asking the buyer outright will give you better insight into the real value your solution offers.

    5) Understanding Process

    Be sure your buyer is willing to adapt to your process before working with you. Check to see if they’re willing to stop working with current vendors, put in the necessary time for training, and whatever other “musts” need to be done to get maximum value from your solution.

    To get to the bottom of this one, ask…

    “When your organization has done similar projects in the past,

    • 14 分鐘
    Winning at Selling: The 3 Best Sales Strategies

    Winning at Selling: The 3 Best Sales Strategies

    If you want to consistently win at sales then you need to be strategic in your approach.

    It’s not good enough to randomly be connecting with prospects and hoping that they will buy from you. You need to implement step-by-step systems that allow you to find and close business like clockwork.

    And that’s where the three sales strategies that I’m going to cover in this post come in.

    Right Message, Person, Timing

    The first sales strategy is designed to rapidly improve your prospecting.



    It’s deadly simple. For every prospecting activity you do, ask yourself if you’re sending the right message, to the right person, at the right time.

    If not, then don’t send it.

    This simple framework forces spammy sellers to stop spamming and it encourages sellers to share too much information to pull back.

    When I’m coaching the students in my Salesman.com Academy program I find that most prospecting issues come down to the fact that the individual isn’t:



    * Sending a message that is going to leave the prospect in a position where they are excited to book a call.

    * Connecting with the real decision maker that can move a deal forward.

    * Communicating at a point in the buyer’s journey where the prospect has enough urgency to get a deal done.



    Critique every single step of your sales prospecting cadence against the criteria of; right message, right person, right time and your meeting booking conversion rate will sky rocket.

    Which leads me to the next sales strategy of understanding “buying temperature”.

    Buying Temperature

    Understanding the required buying temperature for your prospects to commit to getting started is integral to sales success.



    Think of your sales process as needing a certain level of temperature put into the system before it hits an “activation energy” where the deal happens naturally.

    Your goal as a seller is to increase this buying temperature with every single interaction you have with the prospect.

    Every time you send a crappy email like, “Hey, not heard from you, just checking in?” The buying temperature decreases.

    Alternatively, every time you share an insight, build trust or create curiosity in the fact that your product is likely to help the prospect solve a painful problem, you increase the buying temperature.

    As the temperature in the system increases you go from the prospect thinking “I don’t care”, to “OK, I’m interested”, to “Let’s do this!”

    It’s only at the point that the prospect commits to becoming a customer. The sooner you can help them make that psychological shift, the shorter your deal cycles will become and the easier it is to increase deal sizes.

    So remember to ask yourself, “is this going to increase or decrease the prospects buying temperature” every time to attempt to interact with them.

    And that leads us into our third sales strategy. This strategy is how you practically increase your prospecting buying temperature by leveraging the “curiosity loop”.

    The Curiosity Loop

    The curiosity loop is essential when prospecting to book your first meeting with a buyer and when you’re trying to get a deal over the line.

    When you implement the curiosity loop you eliminate the risk of oversharing which is a trap most sellers fall into.



    Most sellers try to explain the problem that they solve and then how they solve it in their communications to the buyer.

    This often leaves the buyer with the feeling that they know the “how” and so they can then go and resolve the problem themselves. Of course nine times out of ten, they don’t solve the problem and continue living in pain.

    A much better way to increase buying temperature whilst keeping the attention of your prospects is to open a curiosity loop and then only close it on the next meeting.

    For example, in your cold outreach you might explain that you hypothesize the b...

    • 8 分鐘
    Sales Techniques: 4 Ways to Boost Your Income

    Sales Techniques: 4 Ways to Boost Your Income

    Ever feel like your sales strategy hit a wall? You’re not alone. Many struggle with methods that just don’t cut it anymore, leaving you frustrated and questioning what’s missing.

    But what if you could turn it all around? Today, we’re breaking down the ‘4 Rules of Sales’ that’ll transform your approach and skyrocket your results.

    Whether you’re a seasoned pro or just starting out, these insights are your key to unlocking a whole new level of success.

    Rule One: Treat Sales Like a Game

    Let’s start with the first rule of sales: Treat it like a game, not a chore.

    Now, before you roll your eyes and think, “Games are for kids,” hear me out. What makes a game? Inputs, variable outcomes, and feedback loops.



     

    Think about it. In a game, you make a move, see what happens, and adjust your strategy. Sales are the same.

    In sales, your inputs are the calls you make, the emails you send, and the presentations you nail. These are your moves on the chessboard. But here’s where it gets interesting – not every move wins the game.

    You’ll face rejections, and guess what?

    That’s your feedback loop. It’s the game’s way of saying, “Try a different move.” And just like in any game, outcomes vary. Some deals are your bonus level, easy and rewarding, while others are that boss battle you prepare for, strategize, and maybe even struggle to conquer.

    Now, think about this. What’s the real cost of losing a round in this game? Zero. Nada. Nobody’s getting hurt if your pitch doesn’t land.

    No prospect is out there plotting revenge because your product didn’t dazzle them. The stakes might feel high, but in reality, you’re just playing a game where the worst outcome is a “no,” and the best? Well, that’s the big win, the high score, the dream house.

    But here’s the kicker – it’s not just about playing the game; it’s about mastering it. How? By understanding that success in sales, much like in any game, comes down to how well you play. Your tools are simply words and strategy.

    Your reward? More than just bragging rights – think bigger, think a house with a view.

    And remember, while you’re playing this game, you’re not alone. You’re competing, sure, but every player has their eye on the prize. And that’s what I’ll reveal in the the fourth rule of sales. But let’s not get ahead of ourselves.

    For now, let’s focus on mastering the game in front of us. Because, at the end of the day, in the grand game of business, there’s room for just one winner.

    So, as we gear up to reveal more rules of this game, think about how you’ve been playing so far. Have you been making moves without seeing them as part of a bigger strategy? Stay tuned, because we’re about to take this game to a whole new level.

    Rule Two: You’re Not Selling a Product

    Rolling into the second rule of sales, and this one’s a mind-bender: you’re not just selling a product; you’re selling a bridge.



    Imagine for a second, your buyer’s living in their own version of reality, right? But it’s not where they dream of being. That’s their current reality.

    Now, there’s this sparkling, shiny future they’ve got their eyes set on—that’s their future reality. And what are you offering? You’re the savvy guide handing them the map to cross from here to there. This is the Reality Gap Method in action.

    It’s like you’re holding the key to a secret passage that leads them to their treasure chest of dreams. Every product, every service you sell, it’s not just an item or advice; it’s a ticket to their future. The whole economy’s running on this fuel—people chasing better realities.

    • 10 分鐘
    This is How You Start a Sales Discovery Call (Perfect Agenda)

    This is How You Start a Sales Discovery Call (Perfect Agenda)

    The best way to start a sales discovery call is with a “pre-frame”.

    A pre-frame is an influence technique used to limit the scope of a conversation to drive it towards a specific outcome.

    I start all my pre-framing on calls with:



    “The way these calls usually go is…”

    And then outline the quickest process to get through qualification, discovery and the close.

    The best way to think about pre-framing is to “act like a Doctor”.

    The Doctor Mindset

    The best metaphor for the mindset behind a successful diagnosis call is to act like a doctor.

    When you visit a doctor, they ask what the problem is. You answer.

    Then, before they tell you the solution to your painful problem, they ask more questions. They send you for a scan. They sit in their white coat, emotionless, making notes, and then quiz you on a couple of related points that you hadn’t even considered could be tied to your acute pain.



    The Doctor makes a formal diagnosis and offers a solution only when they have the full picture of the diagnosis.

    Can you see how this is literally the opposite of most sales calls?



    On an average sales call, if the buyer mentions any pain whatsoever, even the slightest of niggles, the seller usually shoves a product pitch down their throat and tries to close the deal.

    Talk less, ask more, diagnose, and you’ll close more deals.

    So, to diagnose your buyer like a doctor, you must think like a doctor.

    Let’s tie this into our pre-framing that we covered at the top of the video.

    When you go to visit a Doctor, you know that you have a problem. You also trust that the Doctor has seen this problem many times. You’re not there to argue with them, you’re there to get a solution.

    So our pre-frame in this context might sound like –

    “The way these calls usually go is, I’ll ask you a few questions, we’ll see where your teams sales performance is against the data I have on your industry and if I think I can help, I’ll share a few ways we might be able to work together. Sound good?”

    Notice the “sound good?” at the end of the statement.

    This is what is called a micro-close. You can learn more about micro-closing in my free book, Selling Made Simple that you can download for free over at Salesman.com.

    But what we’re doing is getting a small commitment that the prospect agrees to our process of conducting this call. When they verbally agree, they’re more likely to act like a patient rather than pester you about price before you’re ready to share it for example.

    That leads us onto the biggest mistake that sellers make during the beginning of their discovery calls and that is that they try and tell the prospect what they want rather than truly discussing their issues.

    Telling vs. Discussing

    Telling the buyer the pain theyʼre in is not as motivating as allowing them to tell you instead.

    Why? People donʼt like to be told how to feel. They will rebel against it, even if youʼre highlighting the truth.

    So, how do we get the buyer to tell us what their current and ideal future realities look like? We ask questions.

    Think of each of the questions in your Diagnosis call being a three-step process:

    • 9 分鐘
    Adjusting Your "Wealth Thermostat" (29/36)

    Adjusting Your "Wealth Thermostat" (29/36)

    The post Adjusting Your “Wealth Thermostat” (29/36) appeared first on Salesman.com.

    • 35 分鐘

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