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Category Archives: Podcasts

Selling for the Non-sales Professional (Episode 19)

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What do you do when you find yourself in a situation where you have to be a salesperson – but you really don’t have the skills, or you really don’t want to – for whatever reason! You may be in a start-up or a small firm where the 1 salesguy or gal just quit, and now you’re the sales person. You may be in a firm where the founder or owner always did the selling — you always handled marketing, or product management. But now the founder wants a break or gets sick — and you’re called on to sell. Or, in this bad economy, your firm may simply not want to hire a professional salesperson — so you get the job. In this podcast we discuss five tenets of successful sales that anyone who’s not used to selling can use to help them — at a minimum — get…

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How to Demonstrate Software – Part 1 (Episode 17)

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When you are a software salesperson, giving a demonstration – whether face-to-face or online – is one of the most crucial aspects of selling success. There are many “moving parts”, and thus many chances for things to go wrong. But when you perform excellently you can improve your close-rate significantly in this most important step of the sales cycle. In this episode, part 1 of 2, we interview sales trainer Brian Geery, who has written an eBook called Software Demonstrations – Your most powerful sales tool, and is now writing a book on this subject. Tune in for great tips on giving great demonstrations!

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Need Sales Training? Be Sure to Solve the Real Problem (Episode 16)

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What comes to mind when you hear the phrase “sales training”, or when someone says they need to provide sales training for their team? When it comes to training there is probably no other corporate function that sees more varieties and providers than sales. Google the phrase “sales training” and you’ll find over 71,300,000 options. So how do you figure out what kind of training both the organization and the sales executives really need? In this episode we offer tips for how to choose the most appropriate training for your needs, and take a look at 8 keys to sales effectiveness.

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Calling “cold” – is it worth it today? (Episode 15)

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In an age when buyers and their gatekeepers have an arsenal of technology to keep the salesperson out, why bother cold calling? The depersonalized nature of electronic communication – personal email, corporate email blasts and websites – has allowed buyers to self-select who they talk to and who they will not. Many sales execs believe they can’t get through today’s gatekeeping technology. And for most of them, cold calling is the least fun aspect of sales. This natural call resistance, together with the siren-song of technology as the great “lead giver”, can lead sales organizations to believe that cold calling is unproductive. We disagree – both from a practical standpoint and the reality of what’s worked for us, in our own business. In this episode we offer practicle, time-proven tips on how to make cold calling work for you today.

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The Art of Reading People You Can’t See: Cold calling and e-mailing “in style” (Episode 14)

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When you can talk with your prospect or client face-to-face, watch movements and see what’s hanging on their office wall, you can get a good idea what they are all about. And, as a salesperson, you’re able to use all 100% of our communication capability. But, what about when you can’t see the person — when all of our communication is over the phone or by e-mail? The bad news is that on a cold or warm call you instantly give up 55% — body language – of your ability to communicate effectively. The good news, however, for salespeople is that we all give “clues” to our preferences and styles even over the phone and in writing. Learn how to listen and question your way to understanding the behavior style of the person you cannot see – and improve your selling success.

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The 6 Motivators and their Impact on Selling (Episode 13)

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In this multipart series on behavior style and values you’ve heard, starting w/ episode 10, all aspects of the impact and value in both personal and corporate life. Last time we discussed how to apply DISC and Motivators (or this knowledge) in behavioral selling. The last aspect is discerning the motivators in those you sell to – and determining how to communicate based on these.  What is it that motivates you to take action? What’s the source of your desire to become involved in certain activities—or to avoid them? Why do you behave in the manner you do? The answers lie deep within your unique set of personal interests, attitudes and values. These powerful motivating forces within you largely affect what drives you and have a hand – along with your behavior style – in how others perceive you. Identifying motivators is important to understanding what makes you effective, satisfied…

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Behavioral Selling: Developing the Unfair Advantage (Episode 12)

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Ever been taken completely by surprise by a client or prospect?  Or been unable to close a sale because you just couldn’t’ “get through” to them?  Today, prospects are being bombarded by so many salespeople – all using the “latest” selling techniques and technology to try to connect with and engage them to persuade to buy. However, one of the most fundamental ways to connect with prospects is often overlooked by salespeople: understanding behavior styles and adapting one’s selling and communication approach for it. The best salespeople know what most salespeople do not – that behavior style is the foundation for understanding communication style – which is the key to developing profitable, long-term relationships. This truly is the unfair advantage that the best possess! Learn how you can gain this advantage in this episode.

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The Many – and Intriguing – Aspects of Style, Motivations and Decision-making (Episode 11)

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In the last episode of Collaborating, Bev Flaxington discussed the impact of behavior style and motivations in all that we are and do, and how the DISC and Motivators assessments are used to determine these. Our guest on this podcast, Jennifer Copley, president and founder of Copley Consulting, discusses a third aspect — the cognitive impact of how we make decisions. We also discuss how this additional tool, called TriMetrix, helps in hiring, and key attributes of top salespeople.

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You Are Who You Are: Behavior Style & Motivators (Episode 10)

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How can behavior style be defined, and why do we seem to communicate with some people better than others? How do our values impact relationships, decision-making and how we view the world? Bev Flaxington has been using behavior style and motivation assessment tools — called DISC and Motivators — since 1997, with thousands of people.  She will explain them and lend insights to the role they play in both business and personal life. She’ll introduce this subject, and how they impact our communication style – something that’s very important for effective marketing and sales.

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