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Selling Professional Services in a Down Economy
Mike Schultz discusses current trends in selling professional services in a down economy. The advice he offers might surprise you on what you should be doing today to ensure your business is maintaining its course in these turbulent times. He looks forward to 2009 with a prediction of what the future holds. He is [...]...

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[ Wed, 27 Aug 2008 10:03:05 +0000 ]


Time Flies - Vince Poscente
With the Olympics happening in Beijing this week it is timely we have a returning guest who is a former Olympian. We are joined by Vince Poscente who has become an expert on the impact time is having on our daily lives. Vince talks about some of his findings from when he was researching his [...]...

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[ Wed, 20 Aug 2008 10:16:56 +0000 ]


Maximizing Sales Success – Rick Johnson
Dr. Rick Johnson is a firm believer that selling is based on relationships. He walks through ten steps he believes are crucial if you want to maximize sales success. He suggests if you are a total solution provider you become a demand creator. How your client views you and your unique value proposition determine how [...]...

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[ Wed, 13 Aug 2008 09:52:52 +0000 ]


I’ve been lied to – Mark Hunter
Mark Hunter contends that customers frequently lie to sales people. He explains why prospects and customers do this and provides practical suggestions on how to deal with the situation. While they may not lie intentionally it does impact the potential success of the transaction. He suggests people buy confidence, then goes on to tell how [...]...

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[ Wed, 06 Aug 2008 10:03:44 +0000 ]


Strategic Selling - Jim Pancero
Jim Pancero cut his teeth in the late 70’s with IBM rising to one of their top sales reps. An expert on selling Jim defines strategic selling as your ability to communicate your value and competitive uniqueness throughout your entire selling process, “it’s more than an elevator speech.” Can you answer your prospect’s question [...]...

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[ Wed, 30 Jul 2008 10:02:24 +0000 ]


Goal Setting Tips – Dr. Drew Stevens
Dr. Drew Stevens has a passion for helping sales professionals. One of the ways he does this is by sharing his methodology for setting goals. In this podcast he provides his Letterman top ten list, the top ten steps required to effectively set goals. Do you have your internal GPS set up? Are you visualizing [...]...

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[ Thu, 24 Jul 2008 01:10:11 +0000 ]


Negotiating Tactics - Jonathan Farrington
Jonathan Farrington explains why not all business is good business. He suggests a win-win is negotiation strategy is always best, but a loose-loose strategy is not necessarily bad. He is a fan of using the four social styles, or as he calls them - personality types (analytical, driver, expressive and amiable) as effective ways to [...]...

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[ Wed, 16 Jul 2008 04:12:38 +0000 ]


Trigger Events Explained
Craig Elias explains what ‘trigger events’ are and how they can boost your sales. He explains how emotion comes into play, and the three types that exist, bad experiences, change or transition, and an awareness strategy. Craig goes on to talk about three different buying modes and why one of these three is the key [...]...

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[ Wed, 09 Jul 2008 10:11:15 +0000 ]


Personal Development - Bill Sayers
Bill Sayers shares words of wisdom on the topic of personal development. He speaks to the many changes and variety of sales resources that exist today, and how the market has changed. He recognizes that not all salespeople are getting the development opportunities they need to continue to evolve and be successful. Bill shares some ideas [...]...

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[ Wed, 02 Jul 2008 02:03:40 +0000 ]


Leveraging Objections - Cheryl Clausen
Cheryl Clausen talks about leveraging objections to make more sales. How you react to objections determines the outcome of the objection. If you expect a positive outcome it changes your mindset. She suggests it is important to both acknowledge and respect the client objection, and then attempt to understand the objection. Cheryl touches on which [...]...

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[ Wed, 25 Jun 2008 04:03:08 +0000 ]


Surviving the Home Office - Jim Meisenheimer
Jim Meisenheimer speaks to the advantages and disadvantages of maintaining a home office. As a successful sales entrepreneur who works from home he shares some practical tips of what can make you more efficient and balance lifestyle. Jim offers some interesting insights on avoiding distractions which he suggests is one of the biggest challenges facing [...]...

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[ Wed, 18 Jun 2008 12:53:09 +0000 ]


The Presentation Trap - Jeff Thull
Complex sales expert Jeff Thull shares his insights on the initial sales presentation. He explains how traditional selling methods and presentations in particular typically focus on presenting answers to questions your prospects don’t even have. Assumptions made when crafting the presentation are no longer valid. This result is the prospect is unable to connect the [...]...

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[ Wed, 11 Jun 2008 13:52:02 +0000 ]


Leveraging Trade Shows - Barry Siskind
Barry Siskind started his career doing traditional sales training and would participate in 12 trade shows a year. His exhibiting interest and proficiency increased and he specialized in what he describes as “one of the oldest marketing tools and probably one of the most abused.” Barry is passionate about the effectiveness of trade shows and [...]...

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[ Wed, 04 Jun 2008 04:09:30 +0000 ]


Lead Generation Tips - Drew Stevens
???????? ????? ????????Dr. Drew Stevens has been on the front line in sales and now consults for sales organizations. He speaks to some of the current challenges sales forces are facing today. Dr. Stevens is a big advocate of being both a farmer and a hunter. Knowing how to generate your own leads is critical [...]...

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[ Wed, 28 May 2008 16:02:43 +0000 ]


Resources and Relationships– Michael J. Hughes
Michael J. Hughes explains the importance of networking, why it is core to success in business and life, and why hi-touch is critical in our hi-tech world. You will hear terms like relationship accelerators, networking flashpoints, and leverage strategy. Michael is a strong believer that relationships are the most valuable and valued resource a sales [...]...

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[ Wed, 21 May 2008 04:04:26 +0000 ]


Sales Talk - Colleen Francis
??????Colleen Francis says top sales performers pay attention to the dialogue they have with their prospects. She provides tips on how to “share the love” in conversation by using softening statements, deploying echo techniques, creating space, and being honest but not brutal. Find out why you want to remove the word “I” from your [...]...

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[ Wed, 14 May 2008 10:37:54 +0000 ]


Recession Proof Your Business - Joanne Black
Joanne Black talks about the recession or how she puts it, “leaner times.” In this podcast she describes her “5 killer steps” to recession proof your business. These five steps are practical and relevant. As everyone seems to want to talk about slower times, learn how to use this conversation to your advantage. Joanne explains [...]...

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[ Wed, 07 May 2008 04:14:25 +0000 ]


Get the Sales Edge - Greg Stebbins
Dr. Greg Stebbins tells you how to get the Sales Edge. He explains the difference between a sales person and a sales professional. He outlines four key points you need to know if you want to excel in sales. A strong believer in continuous learning and sharing knowledge, you will find Dr. Stebbins has a [...]...

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[ Wed, 23 Apr 2008 04:31:42 +0000 ]


Sales Questions– Art or Science – Dr. Rick Johnson
Dr. Rick Johnson has a clear opinion on whether sales questioning is an art or a science. His response and rationale for this opinion might first surprise you, and then have you nodding your head. Rick shares some of the common mistakes made by sales people today, then goes on to list what he [...]...

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[ Wed, 16 Apr 2008 10:17:42 +0000 ]


Sales Attitude Rocks– Lee Salz
In conversation with Lee Salz he shares his thoughts on sales attitude and what it can do for you. A strong believer that attitude is the number one criterion for sales success. Lee suggests part of the attitude you need must focus on is your client and their success. He makes a strong point that [...]...

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[ Wed, 09 Apr 2008 04:02:52 +0000 ]


Billable Minutes - Nido Qubein
Nido Qubein explains the only thing you can’t replicate is time. He suggests you might think of time management as energy management. Think of a battery, you can charge it up but it only lasts for so long. He uses this metaphor to describe how you might think of your time as set ‘units’. Nido [...]...

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[ Wed, 02 Apr 2008 11:01:07 +0000 ]


Closing Sales - Rochelle Togo-Figa
Rochelle Togo-Figa speaks to what many feel is the most challenging aspect of the sales process … closing the sale. She says this is a big issue for sales people and up to 50% of sales are missed because people don’t ask for the business. Rochelle walks through seven steps she believes can have a [...]...

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[ Wed, 26 Mar 2008 10:27:08 +0000 ]


Prospecting Tips - Anita Sirianni
Anita Sirianni describes the three biggest mistakes salespeople make when it comes to prospecting. She discusses practical prospecting tips that work. She stresses the importance of having a consistent sales process in place, but one that is not so restrictive that it suppresses your unique personality. An advocate for life-long learning she tells you how [...]...

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[ Wed, 19 Mar 2008 04:06:50 +0000 ]


Emotional Advantage - Craig Elias
Can you develop an ‘emotional advantage’ that will allow you to make more sales? Craig Elias believes you can. If you are the person who is first in your client or prospect’s mind you have five times the chance of making the sale. He explains what an emotional favorite is, how you can become your [...]...

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[ Wed, 12 Mar 2008 12:04:40 +0000 ]


Referrals Work Best - Joe Heller
Joe Heller explains why “Referrals Work Best.” Hear how you can use referrals to build your credibility, confidence and establish trust. Learn how to perpetuate your success in the referral marketing arena. There is only one type of person you should be asking for referrals from, find out who this is. Joe suggests you can’t [...]...

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[ Wed, 05 Mar 2008 12:39:12 +0000 ]


Sales Advice for the Times - Dan Sitter
Dan Sitter is a practicing sales professional who has a passion for learning and sharing his expertise. He is a great believer that life long learning is essential to enhance ones success in life. Dan explains we are working in a ‘conversation age’ that requires sales people to “put themselves out there.” It’s a move [...]...

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[ Wed, 27 Feb 2008 05:06:54 +0000 ]


Personal Marketing– Paul McCord
Paul McCord discusses personal marketing – what he defines as anything a sales person does to generate prospects. He argues that traditional marketing methods are dying. His perspective seems to strike accord with sales managers, but not sales producers. Paul suggests the secret to success for producers is to acquire ‘expert’ status. Do to this [...]...

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[ Wed, 20 Feb 2008 15:21:38 +0000 ]


Overcoming Price Objections– Lee Salz
The most common objection in sales has to be about price. The customer wants the best price possible, the sales person is accountable to ensure they receive fair price for their product or service. Lee Salz provides some sales tips on how to more effectively manage the price objection discussion. He looks at ways you [...]...

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[ Wed, 13 Feb 2008 18:26:00 +0000 ]


Sales Tips on Activity - Jacques Werth
Jacques Werth shares his “Sales Tips on Activity” in this candid interview. With five decades of experience and many years of studying top sales performers, he tells it like it is, when it comes to what works and what doesn’t. You might be surprised to hear what hasn’t changed over the years. Jacques shares a [...]...

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[ Wed, 06 Feb 2008 12:26:09 +0000 ]


Building Relationships– Ross Shafer
Ross Shafer has a very simple business philosophy, if people love you, they give you more money. Find out how and why this philosophy can make a difference to your sales game. Ross is passionate about helping people become more successful. He is a strong advocate for individuals taking personal responsibility for creating outstanding customer [...]...

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[ Wed, 30 Jan 2008 06:14:46 +0000 ]

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Hipsters United

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