Podcasts about closing deals

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Best podcasts about closing deals

Latest podcast episodes about closing deals

Chris the Insurance Guy
This is the Secret to Closing Deals

Chris the Insurance Guy

Play Episode Listen Later Sep 5, 2022 15:17


Need more help? Visit www.chriscostantini.com Send me an email for consulting info: chris@adelfiainsurance.com Follow me on Instagram for more behind the scenes! @christheinsuranceguy @adelfiainsurance

Real Relationships Real Revenue - Audio Edition
Creating the Perfect Buy-in Process that Makes Closing Deals Easy

Real Relationships Real Revenue - Audio Edition

Play Episode Listen Later Aug 13, 2022 43:47


Mo Bunnell breaks down the perfect buy-in process and how you can create a magnetic and enjoyable buying process that clients love. Learn about the key components of a successful buy-in process, the four big “yeses” you need to get to make closing deals easier, how to use curiosity as a purchasing accelerator, and how to make it 34 times more likely your prospect will say yes.   Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the person on the other side of the table, understand the unique needs in your situation. You want to avoid beginning by talking about yourself because that triggers the fight-or-flight response most people have when being sold to. Step two is create curiosity. Find a way to be helpful that creates curiosity around going deeper. Step three is build everything together. People buy into what they help create. Talk about the basic steps of what it would be like were they to hire you to solve their problem. By engaging them in the process of solving their problem, you get the advantage of incremental buy-in. If you create a proposal without the prospect's feedback, the only feedback they can give you is negative. Step four is gain approval and get the final yes to the project. You want to avoid selling and skipping straight to yourself and your presentation. If you can construct a buying experience that starts with the other side, you will have far more success.   Why Listening and Learning is Key for Closing Deals There is a triple-win when asking good questions. A person's pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect's priorities in their words. This would be impossible if you didn't begin by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk. Great questions could look like: “If you could wave a magic wand and change your organization, what kinds of changes would happen?,” ”If one of your metrics could meaningfully move, which would it be?,” or ”If you could have a broken process fixed, what would the outcome look like?” Well-designed questions give the other person the opportunity to share something that only they know. With the bulk of your conversations, your prospect or client should be doing most of the talking.   Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it's one of the key elements of a great buy-in process. Consider your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. This is a great metaphor for what you can do within and between meetings. At the end of your next meeting, talk about the impacts of the next step and how you can't wait to go over the results. If you move too quickly, you squash curiosity. You want things unresolved to give people something to look forward to in the next meeting. Think about what you can leave unresolved at the end of your next meeting.   Why You Need the Four Key Incremental “Yeses” for Closing Deals Building a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem. There are four incremental yeses you need to obtain to secure a project. The first is clarifying the outcome of the project and giving the prospect the opportunity to modify the goals. The second is getting agreement on the process timeline.. The third is the team. At what level does the client want to interact with your team? The fourth is all about the numbers. Understanding this element is the only way the prospect can finally understand the value of the outcome. Depending on the project, you can get those answered all in one meeting or conversation. Even in a really formal situation involving RFPs, there is usually opportunity to engage with the prospect. If you can make some of the building-things-together decisions simple, people will engage. We all want to add value, so give your prospect a way to engage with the work.   Speeding Up the Perfect Buy-in Process and Closing Deals Like a Champ The fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more likely to get a yes than a request over email. The key point is being able to see each other, whether that's in person or on Zoom. Make the ask in person and in a manner with which everybody wins. When things go wrong, or you hear an objection, you have to be flexible, act with grace, then ask a follow up question to pin down the issue. Keep asking questions until you are certain of the underlying issue. Once you know that with true specificity, that's when you can address the issue. There are four major objections that people present: not seeing the return on investment, not believing the process is safe, not trusting the team, and failing to understand the strategic value at that moment. Almost everything will boil down to one of those four. Ask for next steps in person, if possible, and make sure you dig into any objections before jumping into a resolution. You're in control of the process and how fast things go. You can create a buy-in process that is enjoyable and magnetic.     Mentioned in this Episode: teachthought.com/critical-thinking/the-cognitive-bias-codex-a-visual-of-180-cognitive-biases/ ncbi.nlm.nih.gov/pmc/articles/PMC3361411/ The Snowball System by Mo Bunnell - amazon.com/Snowball-System-Business-Clients-Raving/dp/1610399609 wikipedia.org/wiki/Curiosity hbs.edu/ris/Publication%20Files/11-091.pdf hbr.org/2017/04/a-face-to-face-request-is-34-times-more-successful-than-an-email

Real Relationships Real Revenue - Video Edition
Creating the Perfect Buy-in Process that Makes Closing Deals Easy

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 13, 2022 43:47


Mo Bunnell breaks down the perfect buy-in process and how you can create a magnetic and enjoyable buying process that clients love. Learn about the key components of a successful buy-in process, the four big “yeses” you need to get to make closing deals easier, how to use curiosity as a purchasing accelerator, and how to make it 34 times more likely your prospect will say yes.   Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the person on the other side of the table, understand the unique needs in your situation. You want to avoid beginning by talking about yourself because that triggers the fight-or-flight response most people have when being sold to. Step two is create curiosity. Find a way to be helpful that creates curiosity around going deeper. Step three is build everything together. People buy into what they help create. Talk about the basic steps of what it would be like were they to hire you to solve their problem. By engaging them in the process of solving their problem, you get the advantage of incremental buy-in. If you create a proposal without the prospect's feedback, the only feedback they can give you is negative. Step four is gain approval and get the final yes to the project. You want to avoid selling and skipping straight to yourself and your presentation. If you can construct a buying experience that starts with the other side, you will have far more success.   Why Listening and Learning is Key for Closing Deals There is a triple-win when asking good questions. A person's pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect's priorities in their words. This would be impossible if you didn't begin by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk. Great questions could look like: “If you could wave a magic wand and change your organization, what kinds of changes would happen?,” ”If one of your metrics could meaningfully move, which would it be?,” or ”If you could have a broken process fixed, what would the outcome look like?” Well-designed questions give the other person the opportunity to share something that only they know. With the bulk of your conversations, your prospect or client should be doing most of the talking.   Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it's one of the key elements of a great buy-in process. Consider your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. This is a great metaphor for what you can do within and between meetings. At the end of your next meeting, talk about the impacts of the next step and how you can't wait to go over the results. If you move too quickly, you squash curiosity. You want things unresolved to give people something to look forward to in the next meeting. Think about what you can leave unresolved at the end of your next meeting.   Why You Need the Four Key Incremental “Yeses” for Closing Deals Building a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem. There are four incremental yeses you need to obtain to secure a project. The first is clarifying the outcome of the project and giving the prospect the opportunity to modify the goals. The second is getting agreement on the process timeline.. The third is the team. At what level does the client want to interact with your team? The fourth is all about the numbers. Understanding this element is the only way the prospect can finally understand the value of the outcome. Depending on the project, you can get those answered all in one meeting or conversation. Even in a really formal situation involving RFPs, there is usually opportunity to engage with the prospect. If you can make some of the building-things-together decisions simple, people will engage. We all want to add value, so give your prospect a way to engage with the work.   Speeding Up the Perfect Buy-in Process and Closing Deals Like a Champ The fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more likely to get a yes than a request over email. The key point is being able to see each other, whether that's in person or on Zoom. Make the ask in person and in a manner with which everybody wins. When things go wrong, or you hear an objection, you have to be flexible, act with grace, then ask a follow up question to pin down the issue. Keep asking questions until you are certain of the underlying issue. Once you know that with true specificity, that's when you can address the issue. There are four major objections that people present: not seeing the return on investment, not believing the process is safe, not trusting the team, and failing to understand the strategic value at that moment. Almost everything will boil down to one of those four. Ask for next steps in person, if possible, and make sure you dig into any objections before jumping into a resolution. You're in control of the process and how fast things go. You can create a buy-in process that is enjoyable and magnetic.     Mentioned in this Episode: teachthought.com/critical-thinking/the-cognitive-bias-codex-a-visual-of-180-cognitive-biases/ ncbi.nlm.nih.gov/pmc/articles/PMC3361411/ The Snowball System by Mo Bunnell - amazon.com/Snowball-System-Business-Clients-Raving/dp/1610399609 wikipedia.org/wiki/Curiosity hbs.edu/ris/Publication%20Files/11-091.pdf hbr.org/2017/04/a-face-to-face-request-is-34-times-more-successful-than-an-email

Real Relationships Real Revenue - Video Edition
Creating the Perfect Buy-in Process that Makes Closing Deals Easy

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 13, 2022 43:47


Mo Bunnell breaks down the perfect buy-in process and how you can create a magnetic and enjoyable buying process that clients love. Learn about the key components of a successful buy-in process, the four big “yeses” you need to get to make closing deals easier, how to use curiosity as a purchasing accelerator, and how to make it 34 times more likely your prospect will say yes.   Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the person on the other side of the table, understand the unique needs in your situation. You want to avoid beginning by talking about yourself because that triggers the fight-or-flight response most people have when being sold to. Step two is create curiosity. Find a way to be helpful that creates curiosity around going deeper. Step three is build everything together. People buy into what they help create. Talk about the basic steps of what it would be like were they to hire you to solve their problem. By engaging them in the process of solving their problem, you get the advantage of incremental buy-in. If you create a proposal without the prospect's feedback, the only feedback they can give you is negative. Step four is gain approval and get the final yes to the project. You want to avoid selling and skipping straight to yourself and your presentation. If you can construct a buying experience that starts with the other side, you will have far more success.   Why Listening and Learning is Key for Closing Deals There is a triple-win when asking good questions. A person's pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect's priorities in their words. This would be impossible if you didn't begin by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk. Great questions could look like: “If you could wave a magic wand and change your organization, what kinds of changes would happen?,” ”If one of your metrics could meaningfully move, which would it be?,” or ”If you could have a broken process fixed, what would the outcome look like?” Well-designed questions give the other person the opportunity to share something that only they know. With the bulk of your conversations, your prospect or client should be doing most of the talking.   Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it's one of the key elements of a great buy-in process. Consider your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. This is a great metaphor for what you can do within and between meetings. At the end of your next meeting, talk about the impacts of the next step and how you can't wait to go over the results. If you move too quickly, you squash curiosity. You want things unresolved to give people something to look forward to in the next meeting. Think about what you can leave unresolved at the end of your next meeting.   Why You Need the Four Key Incremental “Yeses” for Closing Deals Building a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem. There are four incremental yeses you need to obtain to secure a project. The first is clarifying the outcome of the project and giving the prospect the opportunity to modify the goals. The second is getting agreement on the process timeline.. The third is the team. At what level does the client want to interact with your team? The fourth is all about the numbers. Understanding this element is the only way the prospect can finally understand the value of the outcome. Depending on the project, you can get those answered all in one meeting or conversation. Even in a really formal situation involving RFPs, there is usually opportunity to engage with the prospect. If you can make some of the building-things-together decisions simple, people will engage. We all want to add value, so give your prospect a way to engage with the work.   Speeding Up the Perfect Buy-in Process and Closing Deals Like a Champ The fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more likely to get a yes than a request over email. The key point is being able to see each other, whether that's in person or on Zoom. Make the ask in person and in a manner with which everybody wins. When things go wrong, or you hear an objection, you have to be flexible, act with grace, then ask a follow up question to pin down the issue. Keep asking questions until you are certain of the underlying issue. Once you know that with true specificity, that's when you can address the issue. There are four major objections that people present: not seeing the return on investment, not believing the process is safe, not trusting the team, and failing to understand the strategic value at that moment. Almost everything will boil down to one of those four. Ask for next steps in person, if possible, and make sure you dig into any objections before jumping into a resolution. You're in control of the process and how fast things go. You can create a buy-in process that is enjoyable and magnetic.     Mentioned in this Episode: teachthought.com/critical-thinking/the-cognitive-bias-codex-a-visual-of-180-cognitive-biases/ ncbi.nlm.nih.gov/pmc/articles/PMC3361411/ The Snowball System by Mo Bunnell - amazon.com/Snowball-System-Business-Clients-Raving/dp/1610399609 wikipedia.org/wiki/Curiosity hbs.edu/ris/Publication%20Files/11-091.pdf hbr.org/2017/04/a-face-to-face-request-is-34-times-more-successful-than-an-email

Real Relationships Real Revenue - Video Edition
Speeding Up the Perfect Buy-in Process and Closing Deals Like a Champ

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 12, 2022 10:02


The fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more likely to get a yes than a request over email. The key point is being able to see each other, whether that's in person or on Zoom. Make the ask in person and in a manner with which everybody wins. When things go wrong, or you hear an objection, you have to be flexible, act with grace, then ask a follow up question to pin down the issue. Keep asking questions until you are certain of the underlying issue. Once you know that with true specificity, that's when you can address the issue. There are four major objections that people present: not seeing the return on investment, not believing the process is safe, not trusting the team, and failing to understand the strategic value at that moment. Almost everything will boil down to one of those four. Ask for next steps in person, if possible, and make sure you dig into any objections before jumping into a resolution. You're in control of the process and how fast things go. You can create a buy-in process that is enjoyable and magnetic.     Mentioned in this Episode: hbr.org/2017/04/a-face-to-face-request-is-34-times-more-successful-than-an-email

Real Relationships Real Revenue - Video Edition
Speeding Up the Perfect Buy-in Process and Closing Deals Like a Champ

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 12, 2022 10:02


The fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more likely to get a yes than a request over email. The key point is being able to see each other, whether that's in person or on Zoom. Make the ask in person and in a manner with which everybody wins. When things go wrong, or you hear an objection, you have to be flexible, act with grace, then ask a follow up question to pin down the issue. Keep asking questions until you are certain of the underlying issue. Once you know that with true specificity, that's when you can address the issue. There are four major objections that people present: not seeing the return on investment, not believing the process is safe, not trusting the team, and failing to understand the strategic value at that moment. Almost everything will boil down to one of those four. Ask for next steps in person, if possible, and make sure you dig into any objections before jumping into a resolution. You're in control of the process and how fast things go. You can create a buy-in process that is enjoyable and magnetic.     Mentioned in this Episode: hbr.org/2017/04/a-face-to-face-request-is-34-times-more-successful-than-an-email

Real Relationships Real Revenue - Audio Edition
Speeding Up the Perfect Buy-in Process and Closing Deals Like a Champ

Real Relationships Real Revenue - Audio Edition

Play Episode Listen Later Aug 12, 2022 10:02


The fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more likely to get a yes than a request over email. The key point is being able to see each other, whether that's in person or on Zoom. Make the ask in person and in a manner with which everybody wins. When things go wrong, or you hear an objection, you have to be flexible, act with grace, then ask a follow up question to pin down the issue. Keep asking questions until you are certain of the underlying issue. Once you know that with true specificity, that's when you can address the issue. There are four major objections that people present: not seeing the return on investment, not believing the process is safe, not trusting the team, and failing to understand the strategic value at that moment. Almost everything will boil down to one of those four. Ask for next steps in person, if possible, and make sure you dig into any objections before jumping into a resolution. You're in control of the process and how fast things go. You can create a buy-in process that is enjoyable and magnetic.     Mentioned in this Episode: hbr.org/2017/04/a-face-to-face-request-is-34-times-more-successful-than-an-email

Real Relationships Real Revenue - Video Edition
Why You Need the Four Key Incremental “Yeses” for Closing Deals

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 11, 2022 10:49


Building a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem. There are four incremental yeses you need to obtain to secure a project. The first is clarifying the outcome of the project and giving the prospect the opportunity to modify the goals. The second is getting agreement on the process timeline.. The third is the team. At what level does the client want to interact with your team? The fourth is all about the numbers. Understanding this element is the only way the prospect can finally understand the value of the outcome. Depending on the project, you can get those answered all in one meeting or conversation. Even in a really formal situation involving RFPs, there is usually opportunity to engage with the prospect. If you can make some of the building-things-together decisions simple, people will engage. We all want to add value, so give your prospect a way to engage with the work.     Mentioned in this Episode: hbs.edu/ris/Publication%20Files/11-091.pdf

Real Relationships Real Revenue - Video Edition
Why You Need the Four Key Incremental “Yeses” for Closing Deals

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 11, 2022 10:49


Building a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem. There are four incremental yeses you need to obtain to secure a project. The first is clarifying the outcome of the project and giving the prospect the opportunity to modify the goals. The second is getting agreement on the process timeline.. The third is the team. At what level does the client want to interact with your team? The fourth is all about the numbers. Understanding this element is the only way the prospect can finally understand the value of the outcome. Depending on the project, you can get those answered all in one meeting or conversation. Even in a really formal situation involving RFPs, there is usually opportunity to engage with the prospect. If you can make some of the building-things-together decisions simple, people will engage. We all want to add value, so give your prospect a way to engage with the work.     Mentioned in this Episode: hbs.edu/ris/Publication%20Files/11-091.pdf

Real Relationships Real Revenue - Audio Edition
Why You Need the Four Key Incremental “Yeses” for Closing Deals

Real Relationships Real Revenue - Audio Edition

Play Episode Listen Later Aug 11, 2022 10:49


Building a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental decisions and blending your ideas with a potential client allows you to arrive at the best solution to their problem. There are four incremental yeses you need to obtain to secure a project. The first is clarifying the outcome of the project and giving the prospect the opportunity to modify the goals. The second is getting agreement on the process timeline.. The third is the team. At what level does the client want to interact with your team? The fourth is all about the numbers. Understanding this element is the only way the prospect can finally understand the value of the outcome. Depending on the project, you can get those answered all in one meeting or conversation. Even in a really formal situation involving RFPs, there is usually opportunity to engage with the prospect. If you can make some of the building-things-together decisions simple, people will engage. We all want to add value, so give your prospect a way to engage with the work.     Mentioned in this Episode: hbs.edu/ris/Publication%20Files/11-091.pdf

Real Relationships Real Revenue - Video Edition
Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 10, 2022 7:37


Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it's one of the key elements of a great buy-in process. Consider your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. This is a great metaphor for what you can do within and between meetings. At the end of your next meeting, talk about the impacts of the next step and how you can't wait to go over the results. If you move too quickly, you squash curiosity. You want things unresolved to give people something to look forward to in the next meeting. Think about what you can leave unresolved at the end of your next meeting.     Mentioned in this Episode: wikipedia.org/wiki/Curiosity

Real Relationships Real Revenue - Audio Edition
Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process

Real Relationships Real Revenue - Audio Edition

Play Episode Listen Later Aug 10, 2022 7:37


Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it's one of the key elements of a great buy-in process. Consider your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. This is a great metaphor for what you can do within and between meetings. At the end of your next meeting, talk about the impacts of the next step and how you can't wait to go over the results. If you move too quickly, you squash curiosity. You want things unresolved to give people something to look forward to in the next meeting. Think about what you can leave unresolved at the end of your next meeting.     Mentioned in this Episode: wikipedia.org/wiki/Curiosity

Real Relationships Real Revenue - Video Edition
Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 10, 2022 7:37


Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it's one of the key elements of a great buy-in process. Consider your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. This is a great metaphor for what you can do within and between meetings. At the end of your next meeting, talk about the impacts of the next step and how you can't wait to go over the results. If you move too quickly, you squash curiosity. You want things unresolved to give people something to look forward to in the next meeting. Think about what you can leave unresolved at the end of your next meeting.     Mentioned in this Episode: wikipedia.org/wiki/Curiosity

Real Relationships Real Revenue - Audio Edition
Why Listening and Learning is Key for Closing Deals

Real Relationships Real Revenue - Audio Edition

Play Episode Listen Later Aug 9, 2022 6:46


There is a triple-win when asking good questions. A person's pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect's priorities in their words. This would be impossible if you didn't begin by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk. Great questions could look like: “If you could wave a magic wand and change your organization, what kinds of changes would happen?,” ”If one of your metrics could meaningfully move, which would it be?,” or ”If you could have a broken process fixed, what would the outcome look like?” Well-designed questions give the other person the opportunity to share something that only they know. With the bulk of your conversations, your prospect or client should be doing most of the talking.     Mentioned in this Episode: ncbi.nlm.nih.gov/pmc/articles/PMC3361411/ The Snowball System by Mo Bunnell - amazon.com/Snowball-System-Business-Clients-Raving/dp/1610399609

Real Relationships Real Revenue - Video Edition
Why Listening and Learning is Key for Closing Deals

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 9, 2022 6:46


There is a triple-win when asking good questions. A person's pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect's priorities in their words. This would be impossible if you didn't begin by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk. Great questions could look like: “If you could wave a magic wand and change your organization, what kinds of changes would happen?,” ”If one of your metrics could meaningfully move, which would it be?,” or ”If you could have a broken process fixed, what would the outcome look like?” Well-designed questions give the other person the opportunity to share something that only they know. With the bulk of your conversations, your prospect or client should be doing most of the talking.     Mentioned in this Episode: ncbi.nlm.nih.gov/pmc/articles/PMC3361411/ The Snowball System by Mo Bunnell - amazon.com/Snowball-System-Business-Clients-Raving/dp/1610399609

Real Relationships Real Revenue - Video Edition
Why Listening and Learning is Key for Closing Deals

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 9, 2022 6:46


There is a triple-win when asking good questions. A person's pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect's priorities in their words. This would be impossible if you didn't begin by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk. Great questions could look like: “If you could wave a magic wand and change your organization, what kinds of changes would happen?,” ”If one of your metrics could meaningfully move, which would it be?,” or ”If you could have a broken process fixed, what would the outcome look like?” Well-designed questions give the other person the opportunity to share something that only they know. With the bulk of your conversations, your prospect or client should be doing most of the talking.     Mentioned in this Episode: ncbi.nlm.nih.gov/pmc/articles/PMC3361411/ The Snowball System by Mo Bunnell - amazon.com/Snowball-System-Business-Clients-Raving/dp/1610399609

Real Relationships Real Revenue - Audio Edition
Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process

Real Relationships Real Revenue - Audio Edition

Play Episode Listen Later Aug 8, 2022 9:08


There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the person on the other side of the table, understand the unique needs in your situation. You want to avoid beginning by talking about yourself because that triggers the fight-or-flight response most people have when being sold to. Step two is create curiosity. Find a way to be helpful that creates curiosity around going deeper. Step three is build everything together. People buy into what they help create. Talk about the basic steps of what it would be like were they to hire you to solve their problem. By engaging them in the process of solving their problem, you get the advantage of incremental buy-in. If you create a proposal without the prospect's feedback, the only feedback they can give you is negative. Step four is gain approval and get the final yes to the project. You want to avoid selling and skipping straight to yourself and your presentation. If you can construct a buying experience that starts with the other side, you will have far more success.     Mentioned in this Episode: teachthought.com/critical-thinking/the-cognitive-bias-codex-a-visual-of-180-cognitive-biases/

Real Relationships Real Revenue - Video Edition
Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 8, 2022 9:08


There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the person on the other side of the table, understand the unique needs in your situation. You want to avoid beginning by talking about yourself because that triggers the fight-or-flight response most people have when being sold to. Step two is create curiosity. Find a way to be helpful that creates curiosity around going deeper. Step three is build everything together. People buy into what they help create. Talk about the basic steps of what it would be like were they to hire you to solve their problem. By engaging them in the process of solving their problem, you get the advantage of incremental buy-in. If you create a proposal without the prospect's feedback, the only feedback they can give you is negative. Step four is gain approval and get the final yes to the project. You want to avoid selling and skipping straight to yourself and your presentation. If you can construct a buying experience that starts with the other side, you will have far more success.     Mentioned in this Episode: teachthought.com/critical-thinking/the-cognitive-bias-codex-a-visual-of-180-cognitive-biases/

Real Relationships Real Revenue - Video Edition
Closing Deals by Understanding the Major Steps of the Perfect Buy-in Process

Real Relationships Real Revenue - Video Edition

Play Episode Listen Later Aug 8, 2022 9:08


There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice, then quickly flip the conversation to the other person. As a buyer, you want to feel heard, and like the person on the other side of the table, understand the unique needs in your situation. You want to avoid beginning by talking about yourself because that triggers the fight-or-flight response most people have when being sold to. Step two is create curiosity. Find a way to be helpful that creates curiosity around going deeper. Step three is build everything together. People buy into what they help create. Talk about the basic steps of what it would be like were they to hire you to solve their problem. By engaging them in the process of solving their problem, you get the advantage of incremental buy-in. If you create a proposal without the prospect's feedback, the only feedback they can give you is negative. Step four is gain approval and get the final yes to the project. You want to avoid selling and skipping straight to yourself and your presentation. If you can construct a buying experience that starts with the other side, you will have far more success.     Mentioned in this Episode: teachthought.com/critical-thinking/the-cognitive-bias-codex-a-visual-of-180-cognitive-biases/

Wholesaling Inc
WIP 1006: Why You Aren't Closing Deals

Wholesaling Inc

Play Episode Listen Later Aug 1, 2022 22:23


One of the most crucial skills in all of wholesaling is being able to make the right offer on a property. And that's exactly the focus of today's episode. In this episode Lauren breaks down the likely reason why you aren't closing deals: your offers are just off. She highlights the biggest mistakes she's seen when wholesalers make their offers and how to do it the right way.If you like what you heard in today's episode and want Lauren as your personal coach as you start your real estate journey, check out Lauren's Virtual Investing Mastery program where she'll teach you how to wholesale and flip real estate from anywhere.----------Show notes:(1:55) - Beginning of today's episode.(3:44) - How to diagnose a problem: focus on facts.(5:30) - The importance of always making an offer.(7:29) - The biggest mistake wholesalers make when making offers.(15:50) - The right way to evaluate and make offers on properties.----------Resources:Want to learn more? Check out our Virtual Investing Mastery program.To speak with Lauren or one of our other expert coaches call (281) 835-4201 or schedule here.

Wholesaling Inc
WIP 999: How a 14 Year Old Investor is Closing Deals

Wholesaling Inc

Play Episode Listen Later Jul 21, 2022 22:05


Do you remember what you were doing at 14? You likely weren't a bona fide real estate investor like today's guest. At just 14 years old, Joshua Smith has already closed wholesale deals and is eyeing a lot more. He joins Brent Daniels to discuss how he got started so young, how he is able to pull off negotiating and closing deals as well as his big ambitions for the future.Joshua is living proof that folks of any background and of any age can start in real estate today. But, as Joshua did, you can accelerate your growth by learning from someone who has the experience. Consider investing in yourself by applying to Brent's TTP training program today.----------Show notes:(0:54) - Beginning of today's episode.(1:55) - How Joshua discovered wholesaling.(3:53) - Finding and negotiating deals as a 14 year-old.(14:30) - Joshua breaks down his first deal.(18:08) - Joshua's real estate dreams.----------Resources:Want to learn more? Check out our TTP training program.To speak with Brent or one of our other expert coaches call (281) 835-4201 or schedule here.

AGS LIVE
GOW Ragnarok Details | PS Stars | PS Closing Deals | Marvel TV Shows | TLOU Is Gold - AGSLIVE Ep.99

AGS LIVE

Play Episode Listen Later Jul 18, 2022 253:58


Cash App Donations $h8times Social Media Twitter: @hard8_times Instagram: xhard8times PS5 Hard7times Xbox Live Hard8times Steam ID Hard8times Tower Gamers facebook group https://www.facebook.com/groups/52040.... https://www.g2a.com/r/hard8times --- Support this podcast: https://anchor.fm/shawn-williams22/support

Real Estate Investing Secrets - FlipNerd (Video Version)
REI Secret #552 Closing Deals In A Shifting Market

Real Estate Investing Secrets - FlipNerd (Video Version)

Play Episode Listen Later Jul 6, 2022 45:35


Tim Herriage has been helping investors get their deals closed for the past 20 years. Discover his #1 secret to being a successful investor regardless of where their market's at.

Real Estate Investing Secrets - FlipNerd (Audio Version)
REI Secret #552 Closing Deals In A Shifting Market

Real Estate Investing Secrets - FlipNerd (Audio Version)

Play Episode Listen Later Jul 6, 2022 45:35


Tim Herriage has been helping investors get their deals closed for the past 20 years. Discover his #1 secret to being a successful investor regardless of where their market's at.

Virtual Real Estate Investing
Closing Deals and Build Our Ops Team

Virtual Real Estate Investing

Play Episode Listen Later Jul 5, 2022 32:47


Closing Deals and Build Our Ops Team

Accelerate Your Business Growth
Receptivity: The Key to Building Your Pipeline, Growing Accounts, and Closing Deals

Accelerate Your Business Growth

Play Episode Listen Later Jun 27, 2022 45:40


Tom Stanfill joins our host, Diane Helbig, to explore how receptivity is the the key to building your Pipeline, Growing Accounts, and Closing Deals. Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing nine consecutive years in the Selling Power Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training over 100,000 sellers in over 35 countries. Tom is dedicated to helping sellers eliminate buyer resistance and cultivate receptivity. He is a featured columnist for CEO World and the author of UnReceptive: A Better Way to Sell, Lead & Influence. Each episode of this podcast provides insights and education around topics that are important to you as a business owner or leader. The content comes from people who are experts in their fields and who are interested in helping you be more successful. Whether it's sales challenges, leadership issues, hiring and talent struggles, marketing, seo, branding, time management, customer service, communication, podcasting, social media, cashflow, or publishing, the best and the brightest join the host, Diane Helbig, for a casual conversation. Discover programs, webinars, services, books, and other podcasts you can tap into for fresh ideas. Be sure to subscribe so you never miss an episode and visit Helbig Enterprises to explore the many ways Diane can help you improve your business outcomes and results. Learn more about Tom Stanfill at Helbig Enterprises.

Custom Apparel Startups
Episode 177 - The Truth is... Now You're in Sales

Custom Apparel Startups

Play Episode Listen Later Jun 16, 2022 61:53


Being a business owner means you wear many hats.Project Manager. Production Manager. Financial Officer. Customer Service.And yes… Sales Person.Chances are you aren't starting your business with a full time sales person on staff. You might be fortunate and be a natural born sales person. Or maybe your business partner is the sales person for your company (husband, wife, sibling, friend).However, if you don't come from a sales background there is a lot to learn.One of the core parts of sales is Closing Deals, in other words, getting customers to say yes and pay you.It's easy to fumble the close. Saying the wrong thing, letting customers always postpone the deal, losing out to competition.Today we are going to discuss traditional closing techniques and how you can use them.The Now or Never Close (Create Urgency)This is a close where you offer a special deal or limited offer based on signing up right now.Right now my vendor has X shirt on sale. If you buy it today I can save you 10% or $200.I've got 50 of these shirts in stock on a deal, once they are gone I cannot sell them for that price.Prices all over are going up. The supplies I have in stock are at X price, but I'll run out soon.I'm looking to fill up my production as I have a lot of jobs next month, but room for one right now. So if you buy now I can deliver faster, but if you wait, it will take longer.The Recap CloseThis is where you recap everything the customer is going to get in a brief summary. Describe everything in detail so they are excited at the idea of getting it. Then ask for the businessYou are helping them visualize the deal.You are getting 50 shirts and 20 hats with your logo. Plus mugs you will get to give away to your clients (which they will love you for.) So we can get those in production this week. Do you want to put the deposit on a credit card?The Quid Pro Quo CloseYour customer may ask for a Deal. “Can you take $300 off?” This means you've got an opportunity to present a “favor for a favor” to close the deal now.Sure. Let's do that. But in return, I'd like to sign you up right now. I've got to be very efficient to give you that price so I want to get the process started right away.Yes I can do that for you, but I'd like a favor from you too. I don't normally pass out a deal like that, and don't prefer quotes like that floating around. I can say you strong armed me with a promise to pay today.My partner doesn't like deals that slim. They are a challenge with maintaining profitability. However, if you close now, I'll have the excuse that I had to make an executive decision.Question ClosingThis is where you ask a question that the customer agrees to, and therefore the deal is good for them. If they don't say yes, then you need to dive deeper into helping them or understanding their needs.“Will this order meet your needs and fit within your budget?” Yes. Then let's get it going so you can move on to more important things."Have I covered everything you need and answered your questions? Does it all look good?" Yes. "Let's close this up and get to production.""In your opinion, will this provide the solution you need for your business? Then let's move forward and get your promotional goods in process."Assumptive CloseThis is the power of confidence and positive thinking. Just assume they will say yes.“Ok, so I can send you the invoice right now and you can pay on your phone.""Do you prefer me send the payment via PayPal or with a credit card form?""Let's go ahead and look at the calendar to pick an estimated delivery date and time. Then I can collect a deposit and get to work for you."The TakeawayThis is when a customer isn't sure of the price you are charging. So you remove something to make the deal fit their budget. Some people will then begin to think about what they aren't getting and want to close the deal"Well, if this isn't in your budget, we can go ahead and remove those mugs you talked about giving your clients. That should save you the money you need to fit your budget.""We can go with a less premium shirt. It won't be quite as comfortable and long lasting but it will save you money and fit your budget. Not everyone buys the premium shirts."Tips:Never lead with your cheapest product. Start a medium (better) quality shirt, or front and back print or 15 oz. mug. This way if you need to lower the price, you can sell a reduced feature item.Have wiggle room. If you have to make a min of $500 on this deal, don't offer a price where you make $500 right away. Start with a $600 profit or a $700-800 profit, so you can negotiate if neededNever take the first 'I'll think about it'. If they have to think about it, just politely ask them what they are considering or what concerns they have. They may have a concern that you can answer right awayBe confident. Be sincere. Be Honest. The most successful sales people just work hard, and take time to learn the craft. Just like anything else there are little things you can do to help get more deals handed to you!

The FastForwardAmy Show: About Perfectly Imperfect Entrepreneurship
#133. Why Your Online Shop Visitors Aren't Buying

The FastForwardAmy Show: About Perfectly Imperfect Entrepreneurship

Play Episode Listen Later Jun 6, 2022 19:37


In this episode, Amy explains why high traffic rates to your online shop may not result in high sales numbers. You'll learn how to determine where you're losing the client in the sales process by examining conversion rates, bounce rates and cart abandonment rates, and you'll find out why creating a smooth customer experience is critical to your success. Amy also shares advice for ensuring your shop isn't overwhelming your visitors because “when you confuse, you lose.”To help you grow your business, Amy has created a webinar teaching you how to increase conversions by avoiding 5 major mistakes — follow the link fastforwardamy.com/5salesmistakes to access the training now!You can find a written recap of this episode and the key takeaways here: https://fastforwardamy.com/133

True Underdog
#TUClassic: Closing Deals with Brian Elias

True Underdog

Play Episode Listen Later Jun 2, 2022 30:13


Today on the show Jayson is joined by John LeBlanc to talk to Brian Elias, founder of 1-800 Hansons, and CEO of Refloor and DontGO. Brian was never supposed to succeed in life according to the people around him. He never did well in school and dropped out of college to work for his dad's friend's window company where he started at the bottom. What Brian did have, is an understanding of people, and a never give up attitude. After saving up $5,000, he founded 1-800 Hansons and grew it to a an80 million dollar company with the principle that the customer comes first. Today, Brian talks about how he got to where he is, what makes a good salesperson, and why you shouldn't let anyone hold you back from being the best version of yourself. Highlights: How starting at the bottom taught Brian how valuable he is Why you should be fearless when making sales How making money is easy if you put the customer first Helping other people succeed makes you successful Loving the thrill of winning pushed Brian forward Why you should never box yourself into one way of thinking How talking to girls relates to making sales How to change the question and assume the sale Why people are so quick to say no, and how you can find ways around that no Surround yourself with smarter people and you'll never lose GET A COPY OF OWN YOUR POWER - AN AMAZON'S NUMBER 1 BOOK RELEASE! Immerse yourself with 8 key life-changing principles, worksheets to create your own map, and how to reach another level of your game!  It's all Real Life Stories! It's You vs You! Warning: This book is not suitable for pessimists, excuse-makers, and haters! SPONSORS: Coinbase - For a limited time, new users can get $10 in free Bitcoin when you sign up today at Coinbase.com/underdog Constant Contact - To start your free digital marketing trial today, visit constantcontact.com  Credit Karma Credit Cards - Go to CreditKarma.com or the Credit Karma app to find the card for you Manscaped - Get 20% Off and Free Shipping with the code TRUEUNDERDOG at Manscaped.com PINK ENERGY is the leading solar energy company installing solar panels and solar power for homes.  Looking for a job in the Energy Industry Serving Communities? Join the solar movement! www.Powerhome.com/careers Social‌ ‌Media:‌ Check out Jayson's website: https://www.jaysonwaller.com/ ‌ Follow True Underdog and Jayson Waller on your favorite social media channels and digital podcast platforms: https://linktr.ee/trueunderdog True Underdog is a Top 3 Entrepreneurship podcast on Apple hosted by Jayson Waller, CEO of Pink Energy, one of the fastest-growing private companies in the USA, and his high-profile guests share motivational tips, inspiring stories, and business-building lessons to help each listener grow in their entrepreneurial journey. Reach‌ ‌out‌ ‌to‌ ‌Jayson‌ ‌directly‌ ‌at:‌ ‌ Jayson@trueunderdog.com‌ ‌ Guest Social Handles / Links In The Episode: Website: https://www.brianelias.com/ LinkedIn: https://www.linkedin.com/in/brianbenjaminelias Instagram: https://www.instagram.com/brianelias/ Twitter: https://twitter.com/brianelias?lang=en Facebook: https://www.facebook.com/brianbenjaminelias Learn more about your ad choices. Visit megaphone.fm/adchoices

Channel Junkies Podcast
WALK AND TALK #40 How Fast You Start Closing Deals From YouTube Depends on These 2 Factors

Channel Junkies Podcast

Play Episode Listen Later May 25, 2022 24:37


Welcome to today's YouTube For Realtors WALK AND TALK #40 - I have so many things going through my head every day about YouTube for Realtors that I just want to get it all out! I get asked so many questions everyday and coach so many agents it's time to answer all of those in depth, on my walk to the gym!In todays episode I do a deep dive into How Fast You Start Closing Deals From YouTube Depends on These 2 Factors. This is a question that I get constantly. How long, on average should it take for me to start seeing results from YouTube? There's a lot of mixed results out there. A lot of people putting in tons of effort, not seeing as many reach out some people put in a video or two and all of a sudden it's like instant success. I have a story about this guy who did two channels (one for Florida and one for Ohio). He was the one who was doing it for both markets, and then he moved from Ohio to Florida. And he goes, yeah, it just wasn't really working as well and COVID kind of hit it, so I just really focused on the Florida channel which is just killing it. All of a sudden, just like some of these videos started picking up. And it is a beautiful little source of referrals. He goes, I'm getting, it's getting reach outs. I'm having this team close all the deals and it is just unbelievable how many referrals I get from that now. It works for him just like that. Your channel's gonna go if you're consistent and you do videos. You have to do them right. Don't fall into the trap of, I just need to get a video out so I'll do a property too or I'll do some. Simple video, right? I've done that and all of my channels took a hit. We talked about that in the last walk and talk. Where when I was forcing videos out, short ones every channel took a nosedive. Doing good long videos is what's gonna bring the success. We got to get there and we got to stay consistent. If you want to never have to chase a client again. Then you got to go all in this content marketing I'm telling you right now it will change your life and it may not be in one month or six months. But if you're consistent that 12 month to 24 month is when you're gonna start getting viable business. And that 24 month to 48 month is when it turns into an absolute snowball. If you have your systems in place, you have follow up and if you close a great deal. Because at the end of the day, these people will come crawling back when you crush the deal. And you have incredible follow up. And you do pop by as every year, you make your clients feel special they feel like they owe you something because you saved their life moving. There's a lot to it, your success is really gonna garner on a on multitude of factors it's not just ranking a video. It is being yourself on video so that you attract your ideal clientele, and when you do that you knock the deal out of the park. That's how you build this business now. I couldn't do that second half. I can only do the front half, so that's where you need to align yourself with people. And sometimes finding those people is the most difficult part. But that's what we're doing every single day. You wonder whether some of the top real estate Youtubers in the in the world are going. It's not enough here that you need to listen from start to end homie! Want to see over 500 free videos teaching you YouTube for Real Estate? Go here: https://www.youtube.com/channel/UCVALMF99nztSJEJ7lehzEOQTo learn more about our courses and trainings schedule call here: https://calendly.com/channeljunkiessalesWant to partner with us at eXp and get all our training and coaching free? Tell me more here: https://forms.gle/UrVcNtnSYCR6H1Vd9Or email info@jacksonwilkey.com and say you came from the podcast!

Real Estate Rockstars
1047: Closing Deals for Real Estate Developers With Jessica Peters

Real Estate Rockstars

Play Episode Listen Later May 19, 2022 46:25 Very Popular


What does it take to become a builder's broker of choice? On today's podcast with Jessica Peters, we discuss the steps she took to start closing deals for real estate developers in Brooklyn. Jessica also shares how working with developers differs from working with the average seller, what listing agents want to see in an offer right now, and why good Realtors will be fine even in a bad housing market. Learn more about your ad choices. Visit megaphone.fm/adchoices

Owned and Operated
#41 - Chris Edwards - From Consulting to Closing Deals

Owned and Operated

Play Episode Listen Later Apr 13, 2022 47:44


Chris Edwards is a small business owner born in and residing in Colorado. After college, he jumped into a finance position but eventually decided to switch out of corporate America and into the SMB world. So in February of 2021, he closed on a flooring store called Affordable Flooring Warehouse. They have a storefront location as well as a warehouse operation to provide installation services to customers. You'll get to learn how this has created a competitive advantage and differentiated their business. You'll also get to hear about why it seems more consulting guys are purchasing small companies, as well as the trajectory and direction he envisions his company going in. Enjoy the show!

The Sales Prescription Podcast
The Keys to Building a Successful Business: Guest Jill Blankenship

The Sales Prescription Podcast

Play Episode Listen Later Apr 4, 2022 34:53


There are many things that go into building a successful business. But one of the most important ones is a well-developed business plan. This is a working document that lays the groundwork for success. Building a successful business is not an overnight process. It takes hard work, dedication, and a lot of time and effort. However, if you are passionate about what you do and you have the right people on your team, anything is possible.In today's episode, Ron and Rusty are joined by Jill Blankenship, CEO at Frontline Group. They will talk about what it takes to build a successful business, how Jill has become successful in a male-dominated industry, and what led her to trust others with running her company.Jill Blankenship embodies the entrepreneurial spirit by constantly honing her curiosity and sense of innovation into concrete business plans. She is an entrepreneur who develops solutions to provide excellent customer care for companies where customer retention matters. Jill's success speaks for itself by the accolades she has received since founding Frontline in 2005 including her recognition in Forbes, who referred to her as a “serial entrepreneur.”Frontline Group is the leading professional contact solutions center for remote support staffing, which showcases and supports your every need through Frontline Services, Frontline Call Center, and Ternio. Frontline Group understands the importance of the customer partnership and can deliver solutions to address the customer's needs to fit the mold and scope of any project.Enjoy! In This Episode00:58 - How Rusty and Jill built their professional relationship06:04 - What it takes to build a successful business08:26 - How Jill started her entrepreneurial journey10:38 - The importance of a business plan15:55 - How Jill has become successful in a male-dominated industry17:36 - Does being a woman present challenges in the technology field?25:56 - What led Jill to trust others with running her company30:19 - How mentoring, coaching, and empowering employees are critical to delegating tasks31:40 - What Ron has to say about JillFavorite Quotes04:16 - "One of the most exciting things that I get to do in business is the collaboration, to work with leaders and really share, combine, and to work together to execute what we want to accomplish in the end." - Jill Blankenship06:24 - "It's critical to put together a business plan, and the business plan is a working document. When you come up with a concept of a business, it's exciting, you're seeing the big picture, you're seeing the highlights, and you're seeing the end result. But you don't always see the little steps that are going to get you there. So by writing the business plan, that really becomes your playbook." - Jill Blankenship17:36 - "Being a woman in technology, does that change the game a little bit? I'm a firm believer that as long as you know the rules and how to play the game, gender doesn't matter. The problem is a lot of people don't take the time to learn the rules of how to play the game." - Ron Halbert and Jill Blankenship28:58 - "It's been nice to bring in leaders, empower the leaders, pay that forward, give them something they love doing, which is being a president of one of the companies, that achieves their goals. And they're now happy and proud. I'm proud, it's a win-win situation." -  Jill Blankenship30:22 - "You don't just throw it over the fence and hope someone grabs it and runs with it. And that's where that mentoring, that coaching, and that empowerment really comes into play. It is preparing that person for success. You don't want to set somebody up for failure or frustration or even disappointment. You want to set them up to be the best that they can be." - Jill BlankenshipEngage with Jill BlankenshipLinkedInFrontline GroupOurDivorceConnect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInConga WebsiteListen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast 

The Sales Prescription Podcast
Partnering, Sales and Marketing: Guest Randy Littleson, Chief Marketing Officer of Conga

The Sales Prescription Podcast

Play Episode Listen Later Mar 28, 2022 31:25


Businesses that succeed in the marketplace do more than create a great product or offer a fantastic service. They also take the time to understand their target market. Knowing who your ideal customer is, what they want, and where to find them is the key to creating effective marketing messages and strategies. In today's digital world, how can marketers win the digital market?In today's episode, Rusty and Ron are joined by Randy Littleson. They will talk about the different marketing models that marketing leaders employ, how marketing organizations identify and target the right people, and what it takes to win the digital market.Randy Littleson is the Chief Marketing Officer of Conga, the global leader in revenue operations transformation, delivering the most scalable revenue lifecycle management solution to help companies crush operational complexity.Randy is a Senior Executive with progressive track record of accomplishments in both public and privately held companies. He has held executive management positions in marketing, business/corporate development, software development, professional services, and product management. At Conga, Randy is responsible for driving market leadership as a strategic catalyst for growth.Enjoy! In This Episode02:06 - Randy's perspective on the most important thing in marketing03:12 - How marketing organizations identify and target the right people06:29 - Tips and tricks for finding good contact targets09:28 - Different marketing models that marketing leaders employ15:04 - How to create awareness to people who are or aren't in the market21:04 - How Randy spent his 6 years as a c-level marketing executive at inContact23:09 - What it takes to win the digital market27:38 - What does it take to be a marketing executive? Favorite Quotes09:16 - "So you wanna be generating awareness broadly in the market. you wanna be really focusing on where you're generating demand, as we've talked about, and intent is the best way to actually target where you're going to be putting your energies today." - Randy Littleson02:22 - "If you think about marketing today, it is a blend of art and science. It always has been, especially today. You do need a good message. You do need good creative. But at the end of the day, I think targeting is the most important." - Randy Littleson05:51- "You can have the best sequence, the best cadence with the best messaging. But if you're sending it to the wrong people, it's a waste of time at the end of the day. " - Ron Halbert07:14 - "More is not always better. Having a smaller, more targeted list sometimes can be way more efficient." - Randy Littleson19:41 - "There's a lot of groundwork that's going on ahead of time that lays the foundation and sets it up for you to be successful." - Rusty Jensen Engage with Randy LittlesonLinkedInConnect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInConga Website Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast

The Sales Prescription Podcast
Cold Calling and the Perfect Pitch

The Sales Prescription Podcast

Play Episode Listen Later Mar 21, 2022 33:27


hen it comes to sales pitches, most people think of manipulation and persuasion. This simply isn't the case. A great sales pitch is about making a connection. It's the process of bringing a prospect into the conversation, getting to know their goals, and helping them find a solution to their problem. The best salespeople know that having a well-crafted sales pitch can make the difference between making a sale and losing a customer. How can sales professionals create a pitch that gets prospects engaged?In today's episode of The Sales Prescription Podcast, Rusty and Ron talk about cold calling and the perfect pitch. They will speak about what makes a cold calling pitch different from a classic sales pitch, Rusty's thought process for creating the perfect sales pitch, and how salespeople can be very good at delivering pitches.Steps to writing the perfect sales pitch:Acknowledge the interruption.Validate the prospect's role.Do a quick introduction about your company.State your intention.Go right into questions.Enjoy! In This Episode01:46 - What makes a cold calling pitch different from a classic sales pitch03:59 - Ron's first experience with sales and doing a pitch07:39 - To script or not to script when selling10:12 - Rusty's thought process for creating the perfect sales pitch24:13 - How to get prospects to show up after setting up an appointment27:33 - How salespeople can be very good at delivering sales pitches Favorite Quotes32:26 - "Don't become a clone. Don't become your boss. Don't become the top rep on the team. Be you, but be prepared on what you should say and follow these principles. Make sure you master the principles we put down. The principles stay, your personality comes in and it's applied to this framework." - Ron Halbert and Rusty Jensen08:31 - "The reason that salespeople are in the top earners at most companies is that it requires more. It requires human connection, the ability to connect with other people." - Ron Halbert15:59 - "One of the things that'll beat down a salesperson is having a lot of negative interactions with people where people are aggressive and mean to you. And if you don't acknowledge that you interrupt them and you don't go right to validate their role, you're at risk." - Rusty Jensen29:01 - "If your company is not facilitating a situation where you can embarrass yourself and do role plays, facilitate them yourself. Find ways. Get with people on your team, schedule meetings, do pitches in front of them, and allow them to correct you. Take it with a grain of salt and just make yourself better." - Ron Halbert31:40 - "You've heard us talk about authenticity. You've heard us talk about character. You've heard us talk about communication. All of this is designed to humanize who you are. All of it is designed for you to be yourself. That's why we want diversity in our sales organization because we know that different people are going to connect with different types of people." - Ron Halbert Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInConga Website Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast 

The Solarpreneur
The Powerful Technique to Take People from "Not Interested" to "Maybe"

The Solarpreneur

Play Episode Listen Later Mar 18, 2022 18:50


Related Episodes: 2 Ninja Techniques to Get Your Prospects to Drop Their GuardBook Mentioned: Never Split the Difference by Chris VossSOLARCON April 21st - 23rd, 2022GET YOUR TICKETS HERE: https://attendsolarcon.com/tickets/DISCOUNT CODE: solarpreneur25GET FREE SOLCIETY ACCESS!HOW: Send a screenshot of your receipt to taylor@solarpreneurs.com or support@solarpreneurs.comDOWNLOAD SOLCIETY APP NOW!Thanks to our sponsor Pi Syndicate for this episode! 

The Sales Prescription Podcast
Authenticity - The Secret to Successful Selling: Guest Jairus Oliver, Director of Sales Enablement at Replicant

The Sales Prescription Podcast

Play Episode Listen Later Mar 14, 2022 43:51


Sales is all about connection. It's about connecting with customers and establishing trust. And the best way to do that is by being genuine and authentic. Customers can see through a fake persona, and they will be less likely to do business with you if they don't trust you. Customers want to connect with the person behind the product or service. They want to feel like they are buying from a real person, not a faceless corporation.In today's episode of The Sales Prescription Podcast, Ron and Rusty are joined by Jairus Oliver. They will talk about how Jai developed a sense of reading people, why being authentic matters in sales, and how trust affects a salesperson's ability to sell or enter into a sales process.Jairus Oliver  is the Director of Sales Enablement at Replicant, a company that develops AI-powered technology and provides always-on support to resolve customer issues quickly and naturally over the phone using Voice AI. He created the company-wide sales enablement strategy from scratch along with supporting stakeholders across Sales, Pre-Sales, Product, and Services.Enjoy! In This Episode01:25 - How Jai developed a sense of reading people03:50 -The Lightsaber scale: What it is and how it can be used to measure people07:43 - How Jai defines the word authentic11:38 - Why being authentic matters in sales16:16 - How trust affects a salesperson's ability to sell or enter into a sales process23:11 - Why diversity is beneficial for a sales team24:07 -A real-life example of Jai applying the principles of mirroring and paraverbal communication34:26 - The key to trust35:14 - Jai's perspective on using curse words in the workplace Favorite Quotes22:32 - "You have to accept this fact, if you are authentic, if you are you, there will be people that do not like you, plain and simple. If you're comfortable with that, then you're comfortable with everything. That's the key, the secret sauce." - Ron Halbert and Jairus Oliver07:53 - "Authenticity to me is being who you are, but you're never afraid to be who you are." - Jairus Oliver12:51 - "Trust is the main factor in sales. Because if you can get someone to trust you early in the sales cycle or early anywhere, people are buying the messenger not the message." - Jairus Oliver13:41 - "The definition of trust is where character and competence combine. If I believe that you are competent, if I believe that you know what you're talking about, then I'm willing to listen to you." - Ron Halbert34:26 - "The key to trust is to be trustworthy. Just be a good person. Don't try to screw people over. Just try to be decent to people. You can still make millions of dollars and be very, very successful in this world and be a decent person at the same time. You do not have to choose one or the other." - Ron Halbert42:04 - "Try to be you because people can tell when you're trying to be someone else. It forces them to see you as an entity. It doesn't allow them to see you as a person. So, take some time intrinsically. Think about who you are when you're with your friends, when you're with your spouse, when you're with your family and try to let that come out as you communicate with others." - Ron Halbert Engage with Jairus OliverLinkedIn Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInConga Website Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast  

The Sales Prescription Podcast
What To Do With All That Money?

The Sales Prescription Podcast

Play Episode Listen Later Mar 7, 2022 38:28


It is common for people to think that building wealth is all about earning more money. Although this is definitely part of the equation, spending habits and debt are equally important. These are powerful forces that drain your finances. Too often, making more money is a trap that leads to lifestyle inflation. What can you do to break the cycle and build wealth? In today's episode of The Sales Prescription Podcast, Rusty and Ron talk about what most salespeople find most exciting about their job, the money. They will discuss how Rusty developed a deep understanding of finance, his wealth-building strategy, and how to break the spending addiction. Enjoy! In This Episode01:36 - What makes Rusty different from other leaders when it comes to financial leadership 04:29 - How Rusty developed a deep understanding of finance 11:13 - How Rusty influenced Ron's financial journey 12:05 - The key to breaking the spending addiction 18:46 - Rusty's advice on managing finances effectively 22:17 - Ron's story about Rusty and his Corolla 26:33 - Rusty's wealth-building strategy 34:37 - Why paying off debts plays a crucial role in building wealth Favorite Quotes19:48 - "You cannot out earn a lack of discipline, you cannot. You cannot make enough money to be able to go through and survive this force of taking your money away, you can't. You have to change your behavior. You have to develop discipline if you want to build wealth." - Rusty Jensen 04:01 - "There are too many people who live in a situation where people can't make the choices they wanna make. They can't do the things they want to do because they feel trapped doing a job. They live in this quiet desperation where they have to perform, they have to do this job, they have to do this thing and they can't do what they really want to do. They can't let their passion come out because they're trapped." - Rusty Jensen 12:14 - "This is a powerful principle; we are not spreadsheets. You and me, we are not robots. We are not cold calculators." - Rusty Jensen 12:52 - "If you want to build a great career, it takes time, investment, work, education, discipline, and things that you learn that actually lead to that outcome. It doesn't just happen." - Rusty Jensen 15:53 - "You have this need to be able to spend. You cannot underestimate that force. How do you break that? You have to go through a process, a disciplined process of controlling your money, changing your behavior, and cultivating your psychology to actually be able to influence true control over your money. You have to have accomplishments to build up that strength because you're a human, not a spreadsheet." - Rusty Jensen 27:15 - "When it comes to building wealth, it really is about being able to free up your income, pay off debt, and save." - Rusty Jensen 37:16 - "Use your income as a salesperson that builds your wealth, use it to become great. Use it in the future to be able to do what you really want to do for your family." - Rusty Jensen Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInConga Website Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast

The Sales Prescription Podcast
How To Stay Motivated In Challenging Times

The Sales Prescription Podcast

Play Episode Listen Later Feb 28, 2022 37:43


It can be difficult to find the power to keep going when times get tough. At some point in our lives, whether in our professional or personal lives, we have felt like giving up. It's during these challenging moments that it's essential to keep motivated in order to move forward.  But when it comes to motivation, there is no one-size-fits-all solution. What motivates one person may not motivate another. However, there are certain things that are universally motivating, and knowing your 'why' is one of them. Knowing your purpose makes it easier to stay motivated, and motivation awakens inner strength and power.Believe it or not, your inner strength is a powerful tool that can help you achieve anything you set your mind to. In today's episode, Rusty and Ron are joined by Craig Terry, Director of Medicare Sales at GoHealth. They will talk about the many ups and downs of Craig's personal and professional career, how inner strength can accomplish the impossible, and how knowing your motivation can help you reach your full potential.  Enjoy! In This Episode3:33 - The many ups and downs of Craig's professional career 07:06 - What drove Craig to bring himself back to a peak point  09:00 - What you believe is what you will achieve 11:44 - An event that shook Craig's world but never let him down 16:50 - How to become a leader who pushes people to reach their full potential  19:51- Craig's leadership philosophy 25:18 - The power of inner strength to make impossible things possible 27:49 - Success stories about people who were able to tap into their inner selves 31:16 - Craig's advice on how salespeople can tap into the reservoir of motivation and pull themselves up Favorite Quotes32:29 - "Always figure out what your motivation is and then just don't give up. Don't let things that come in your way, be in the way. I firmly believe that we can do whatever we want to do. You just have to do it. Just find out that grit, that inner thing that you have, that's gonna separate you from everybody else." - Ron Halbert 06:32 - "Sales career in life is just like a river. Sometimes you're going through rapids and you got to hang on, you gotta face the storm and just do what it takes to make it through. Other times you're floating along, getting a suntan. It just all boils down to what your motivation in life is." - Craig Terry 06:55 - "Life is just a series of ups and downs. And you have to hope that you have more ups than downs. But when you are down, you need to climb your way out. You need to get your way back up." - Ron Halbert 07:47 - "You have to believe that you can do better. You have to believe that you can be in a better spot than you're in right now. And it's that internal belief that I can do better than this. I just have to find a way to do it." - Craig Terry 08:21 - "People don't realize what human potential is. We have the potential to do unbelievable things. But the people that actually show that potential are the people that believe that they can." - Ron Halbert 11:04 - "To get people to become motivated, sometimes they have to dig deep. They kind of have to have grit and they have to dig deep into a reservoir to kind of pull up who they really are. And sometimes it takes traumatic events for that to come out." - Rusty Jensen 18:02 - "There are core things within people that drive them and motivate them. You just have to be able to understand how to lead somebody from within themselves. You can't lead them from outside. You have to lead them from within." - Craig Terry 26:51 - "Human beings can do anything they want to do if they just tap into that inner strength." - Craig Terry Engage with Craig TerryLinkedIn Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedIn Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast