Podcasts about conversations that sell

If you're selling a product or service, how can you close BIGGER deals more OFTEN?  Today's guest is Bryce McKinley, the author of “The Five Hour Flip”.  He's worked with some of the biggest corporations and brands to fix their sales teams.  He's discovered, refined, and perfected a sales conversation framework that builds trust and gets prospects to open up…and sign up.  Learn his five steps to selling success in this action-packed episode.   Episode Highlights: 01:50 Bryce McKinley's Early Life and Struggles 13:29 Success in Real Estate and Lessons Learned 16:40 Bryce's Five-Step Sales Conversation  18:10 Applying the Sales Process to Real Life 22:34 The Concept of FORM in Conversations 26:47 The Art of Asking Questions 29:55 The Importance of Closing the Deal 41:11 Connecting with Bryce McKinley

On this episode, we talked about: If people don't feel you, they don't trust you Connecting head and heart Allowing your true self to get out Hearing the experiences people want to create Serving other people What we believe, will become our reality We teach people how to treat us As you're learning, you're implementing Staying in a zone of genius "I can do a lot more with a hundred people who love me than a thousand people who like me"   "What's the movement you want to create that your people is super excited about being a part of?"   "This isn't about you selling your products, it's about you engaging people to solve the problems that they are experiencing"     About Jim: Jim Padilla is a Global Impact Strategist & Investor and the founder and CEO of Gain The Edge - a done-for-you provider of industry-leading sales systems and unicorn sales professionals…   …which he co-heads with his wife and entrepreneurial partner-in-crime, Cyndi Padilla.      Through their unique blend of laser-targeted selling systems, inspirational team-building expertise, and 60+ years of combined sales experience - Jim and his wife have generated over $250 million in sales for a long line of high-level, visionary entrepreneurs.    It's why, over the last near-decade, Jim has become the online education industry's go-to expert on launching, high-ticket sales, live events, and one-to-many scaling.   Jim's mission is to help purpose-driven thought-leaders untangle themselves from the day-to-day minutiae of seeking leads and sales for their business…   …so they're free to amplify their impact - while scaling their business to the moon (and beyond)!    When Jim's not making dollars rain down from the sky, you'll regularly find him at the driving range - hitting a bucket of balls. Jim credits his time on the driving range as the main source of his best ideas.   Recently relocated back to California, Jim & Cyndi are immersing themselves in family time with their three daughters & four (soon to be five) grandchildren.    Social Links Website: www.gaintheedgenow.com Facebook:https://www.facebook.com/gaintheedgenow LinkedIn: https://www.linkedin.com/in/jimpadilla/ Instagram: https://www.instagram.com/gaintheedgenow/ Youtube: https://www.youtube.com/channel/UC5LnmwfSlRQhivPtI9IowmQ  

In this episode Misty discusses the stigma around sales. She is joined by sales expert and author Nancy Bleeke to discuss how everyone can improve their sales skills by having better conversations and the right mindset.

Today’s Guest Nancy Bleeke The two words most used to describe Nancy Bleeke are driven and practical. Her first foray into entrepreneurship was at age nine when she and her brother bought old textbooks for five cents from their grade school and then proceeded to open a “summer school” in their basement for the neighbourhood kids. Sales is definitely part of Nancy’s genetic make-up. She has spent years in the trenches as a sales professional, sales manager, a sales coach, and wrote the gold medal-winning book Conversations That Sell which has been declared a “must-read” for sales teams around the world. In 1998, Nancy left the comfort of a “regular” job and founded Sales Pro Insider Inc. – a company whose mission is to help other businesses grow sales, create raving fans for customers, and encourage employee engagement through customized training, consultations, assessments and tools that just plain work! Her Genuine® branded training modules support superior sales initiatives and help generate cohesive sales teams that succeed. Now that Nancy, and her husband, Jon, are “empty nesters”, they split their time between the warm spring and summers at their home in Wisconsin and relax near the water in sunny Florida in the wintertime. Website: salesproinsider.com Consistently Scale Your Sales Step 1: Start with the process. Step 2: Get to know your people. Step 3: Create your playbook. Support the show: https://www.systemhub.com/podcast See omnystudio.com/listener for privacy information.

Words matter. Perhaps now more than ever. In this episode, Nancy Bleeke, author of one of my favorite sales books, "Conversations that Sell", joins me to share how to connect with people during a crisis. And we break down (to a practical level) how to effectively open a conversation with a new prospect, existing prospect, or customer. 

One of the takeaways from this episode is that many of us take courses, attend seminars and more, but it's up to us to implement the take aways. Even if we only get one tip we can apply, WE need to apply it ourselves.  Nancy talked about creating her companies’ future - their revenue generator - is their new virtual course option. This is an 11 week course to immerse into and then develop the habits for collaborative selling. Now to our topic and Nancy’s tip: People need to ask for decisions - ask for commitment, in every buyer interaction. People put so much work into getting in front of the right prospect. Then they know they need to explore the possibilities and solutions, but they leave that time together with nothing specific, or worse, the unknown, "OK, I'll send you something and follow up with you later..." WHAT!? ASK the question. Give a close to the "episode" with that prospect. Are you ready for?... Is it the next meeting? Is it bringing someone else into the conversation? Are they agreeing to review a recommendation? Don't agree to put in time if they are not giving you a specific commitment to meet again. There is no commitment on their end if you just send something without a specific next step on their end.It might take you hours for each to put together something to send. Nancy tells this story at about the 4:45 mark in this episode. ASK FOR SPECIFIC COMMITTMENTS OR DECISIONS BEFORE YOU LEAVE THE MEETING! Without it, you've let them off the hook with a stall. You have lost control of the meeting or conversation. You have to guide them. They are looking to you to be the expert. They want you to be the expert. Act like one who has confidence. There is more, but you'll just have to listen to this episode. And at the 15 minute mark, Susan Finch gives a challenge to anyone who has gained success and REVENUE by attending a workshop, signing up for a training series - pay it forward. If you increased revenue by a few thousand dollars last year as a direct result, or closed a big deal after learning from a $1250 seminar series, why not pay it forward and create a scholarship of sorts with that event or series host - 10% to go to help someone else attend and gain insights? YOU can be part of their success. It also shows your appreciation for the knowledge beyond the event tuition. There would be no greater compliment.  About Nancy Bleeke (pronounced Blay-key), CSO and President of Sales Pro Insider: Sales is definitely part of Nancy’s genetic make-up. She has spent years in the trenches as a sales professional, sales manager, a sales coach, and wrote the gold medal winning book Conversations That Sell which has been declared a “must-read” for sales teams around the world. About Nancy Bleeke (pronounced Blay-key), CSO and President of Sales Pro Insider: Sales is definitely part of Nancy’s genetic make-up. She has spent years in the trenches as a sales professional, sales manager, a sales coach, and wrote the gold medal winning book Conversations That Sell which has been declared a “must-read” for sales teams around the world. Connect with her on LinkedIn  Twitter and her website. Get more tips on Susan's site: https://susanfinch.com/rootedtips

Time To Sell Mindset with Chris Spurvey #202 In this episode Chris Spurvey shares his uncomfortable sales journey. When he started in sales, he didn’t find instant success. It took time, but he discovered the right mindset that would allow him to connect with prospects, and convert them into loyal clients. He calls it Chris Spurvey 5.0.  In his new book It’s Time to Sell he explains his process for reinvention, self discovery and the right time to sell mindset. Achievement Demands a Vision Without a direction, you can’t reach a destination. Chris believes a compelling vision motivates you to go out and act. It’s all about mindset. By celebrating smalls win, successes will compile. Create a vision with a time to sell mindset Set aside time each day executing this vision What is your sales vision? Consider framing sales as a problem solver, not a pusher. If you can give your clients a good night sleep you’re doing it right. Create relationships with your clients and gain their trust with “Questions of Understanding.”   Bad Sales Management We need to shed this idea that great salespeople are fast talkers. While working in sales, Chris got a new sales director.  He moved his comp plan from closed sales to an activity focus vs percent of revenue. It was demotivating for the team. Given the manager didn’t provide training or coaching, sales tanked. Eventually he was fired and surprisingly Chris was promoted in his place.  Why? Chris started researching world class sales organizations on his own. He was mentally prepared for the next step. Take Action Advice Chris invites three people for a Skype call per day on Linkedin.  One of out three agrees. He talks to someone new regarding: Vision Gratitude Serving Learning Hub for Networking At any point in time we are a moment away from a breakthrough. Get ready for it!   Leverage LinkedIn and reach out to three people every day.   Create opportunity. How To Find Chris Spurvey Chris can be found across the internet with his time to sell mindset. LinkedIn  linkedin.com/in/chrisspurvey Websites   chrisspurvey.com    Chris has a weekly blog  Twitter @chrisspurvey ChrisSpurvey (Skype) To find his book go to It’s Time to Sell and he has a podcast it’s Time To Sell Consultative Selling Let’s continue the conversation. Here are past episodes you will find on topic. Listen now! How to be a Sales Sherpa with the Hyperconnected David Fisher How To Sell Hardware, Software and All Things IT with Mike Slowik #181 How To Generate Leads with Relationship Selling with Michael Ross Four Skills You Need For Sales Success – HEAT The Perfect Close with James Muir #132 How to Sell to the Obvious with Stephen Schiffman Educate While You Negotiate with Jeanette Nyden #85 Why Can’t I Get a Degree in Sales with Professor Shawn Green #80 The Ultimate Sales Revolution with Steve Lishansky #77 Conversations That Sell an Interview With Nancy Bleeke #68 The post Time To Sell Mindset with Chris Spurvey #202 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Sales Jokes That Don’t Fall Flat with Jon Selig #195 There  are parallels between sales, improv and stand up comedy. Unfortunately sales jokes can fall flat and jeopardize a deal. In this episode Jon Selig shares advice on how to employ comedy to connect, build relationships and win deals. Sales and Comedy Each sales call has elements of standup. Open strong, close strong, probe the audience for their pain. display confidence. First you need to sell them on you. A simple  self deprecating joke is safe. Craft jokes specifically for a prospect’s pains and challenges within their industry. It is very easy to offend and alienate your prospect.  You only need to offend one person on a team to lose a deal. Don’t push anyone down Don’t marginalize anyone Don’t mock popular sentiments Be as politically correct as you can Have empathy and put yourself in your customer’s shoes. If you do that you won’t cross the line and have your sales jokes fall flat. Improv in Sales Frame your message within the problems and desires of your prospects. Be positive with the other person, respect them. Answer the question  your prospects ask Listen for the question, address it square on Use the improv framework of Yes And Accept what you hear and go with it. Show how your solution will address their pains and challenges Take Action Plan Write more. Set aside time, express your thoughts in  1-3 pages. Stream what’s going on in your head. Discover your goals, then work it into your sales presentations. The key is to be relatable. How to Find Jon Selig You can find Jon Selig online and at a comedy club near you in Central America! Website: jonselig.com TW: @jonselig LinkedIn: https://www.linkedin.com/in/jonselig/ IG: ImprobableComic EMAIL: jon@jonselig.com Jon also raises funds with Comedy Abroad, which produces live English stand-up comedy fundraisers in Latin America.  Sales Babble Sales Jokes Go here www.salesbabble.com/jokes  Building Rapport in Sales There are other ways to build rapport other than jokes. Here are past episodes. Listen today! How To Sell The World with Karl Weaver #177 How to Sound Better and Improve your Voice during Sales Presentations with Tracy Goodwin #172 Selling from the H.A.R.T. with Mega Cindy Vranken #143 4 Step Sales Framing Process with Aaron Janx #131 When Buyers Say No with Tom Hopkins How to Assume Rapport when Prospecting with Ken Dunn #90 Stop Selling Start Leading with Deb Calvert #84 The Myth of Know Like Trust #74 Conversations That Sell an Interview With Nancy Bleeke #68 How To Sell a Fine Dining Experience with Tony DeSalvo #62   The post Sales Jokes That Don’t Fall Flat with Jon Selig #195 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Nancy Bleeke has spent years in the trenches as a Sales Professional, Sales Manager, and Sales Coach. She is the winner of the Top Sales World Magazine’s 2013 Gold Medal Book Award for ‘Conversations That Sell’, declared a “must-read” for sales teams around the world. Nancy’s practical focus since 1998 has been equipping companies to grow Sales, Customer Loyalty, and Employee Engagement through customized Training, Consulting, Assessments, and effective Processes. What you’ll learn about in this episode Looking at sales as simply helping others through the decision making process The need for more technical sales training in multiple business fields How to overcome overwhelming and scary feelings about being a salesperson The importance of finding a positive mentor to lean on in times of struggles How stepping out of your comfort zone may push you to success Why learning to sell is a critical skill to master in business The importance of identifying your approach to doing business Building trust with your potential clients and existing customers The power of having transparency and being genuine in your sales approach The importance of not losing sight of the enjoyment and fun your business provides you How to best connect with Nancy: Website: www.salesproinsider.com/onward Email: nancy@salesproinsider.com

How To Sell Hardware Software and All Things IT with Mike Slowik #181 In this episode we meet Mike Slowik, 34 year veteran of selling hardware software and all things IT  But Mike tells us that he doesn’t actually sell IT. He sells change.  We talk about the enterprise sale and the complexity of working a prospect who brings a large team for the evaluation. Mistakes sellers make: Not communicating, not talking in a style prospects respect. It’s a must if you want to learn how to sell hardware software and IT. The Danger of the Unsolicited RFP It’s difficult to win an RFP, especially one that is requested out of the blue. Most likely your competition wrote the majority of the evaluation. Get a meeting before applying for an unsolicited RFP to see if it’s worth the trouble. Moral of the story – GET THE MEETING. FUD  (Fear Uncertainty and Doubt) FUDing is a process sellers use to motivate prospects to look at competition skeptically. Fear Uncertainty Doubt Get the prospect to dig deep into the competition by creating fear, uncertainty and doubts in their mind. Have the prospect take the initiative and  see if the competition is all they promise. At the same time assume YOUR competition is doing the same to you. Have an answer to set the facts straign about your company. Treat Everyone Like the Boss It only takes on person on the buying team to deep six a deal. Beware of groupthink!  Listen deeply to everyone’s insight. Don’t judge the team, dynamics quickly. It may not be at ALL what you think it it. How To Connect With Mike Slowik Maybe you would like to learn more on how to sell hardware software and IT. Connect here… LinkedIn    for Mike Slowik We mentioned the Aurora University Sales Institute Link to the Aurora University Sales Institute Interview with Dr. Shawn Greene.     where we talked about why schools fail to offer a Bachelors degree in “Sales” Bluehost Sponsor Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month FREE Domain Free Site Builders 1-Click WordPress Install 24×7 support Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide   Consultative Technology Selling This is just one of a number of past episodes that discusses the enterprise and sale and the need for using a consultative process. Listen today! How To Generate Leads with Relationship Selling with Michael Ross Four Skills You Need For Sales Success – HEAT The Perfect Close with James Muir #132 How to Sell to the Obvious with Stephen Schiffman Educate While You Negotiate with Jeanette Nyden #85 The Ultimate Sales Revolution with Steve Lishansky #77 Conversations That Sell an Interview With Nancy Bleeke #68 The Smooth Sale Pricing Process with Elinor Stutz #60 What is Consultative Selling with John Corley #59 How to Win Complex Sales in Technology – an Interview With Brad Walker The post How To Sell Hardware, Software and All Things IT with Mike Slowik #181 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Sell The World  – Advice on Selling Asia #177 In this episode we meet Karl Weaver, an international sales professional who is a wealth of knowledge when it comes to how to sell the world. Selling Asia is different than the USA . Europe too. In both cases, sales only happen once trust is built.  In this episode Karl shares 7 ways to sell in a protectionist environment by a process of creating trust. Advice on Selling Asia We walked through a series of steps that in many ways, mirror enterprise sales in the United States: Realize their goal is to compete with the West Protect all you laptops and stored information Learn the language or bring someone who can Give a gift and something local like Almond Roca Don’t expect an immediate sale Honor the exchange of business cards Use social media like LinkedIn and WeChat Get a free Slidebean account today! Advice on Selling Europe Like Asia, European companies do not make pop decisions. They are more formal when approaching business transactions. The gesture of exchanging business cards is a good example. Like Asia, it’s treated as an honor to both give and receive a business card. Europe is interested in gaining trust before doing business. They want substance and don’t make quick decisions. Take Action Advice Even if you lose a deal, keep working on the next one. It takes time to break in. Be patient. Share on social media you’re value proposition. Over time relations will build for those who grind away. Don’t expect the immediate sale. Be in it for the long run. Don’t close the door, keep going back and try again. Continue the good battle, sell, market and use social media why you’re products are great. Get a free Slidebean account today! How to Find Karl Weaver Karl Weaver 魏卡尔 is a globally trained, Mandarin-Chinese speaking, senior wireless market and Smart Phone/mobile device specialist, working for wireless technology companies on both sides of the Pacific Rim in a sales & business development capacity. https://www.linkedin.com/in/karljweaver/ Add Karl J. Weaver 魏卡爾 on WeChat    Building Rapport in Sales Dig into our back catalog and learn more about the challenge and skills you need to build rapport with YOUR customers. Listen now! How to Sound Better and Improve your Voice during Sales Presentations with Tracy Goodwin #172 Selling from the H.A.R.T. with Mega Cindy Vranken #143 4 Step Sales Framing Process with Aaron Janx #131 When Buyers Say No with Tom Hopkins How to Assume Rapport when Prospecting with Ken Dunn #90 Stop Selling Start Leading with Deb Calvert #84 The Myth of Know Like Trust #74 Conversations That Sell an Interview With Nancy Bleeke #68 How To Sell a Fine Dining Experience with Tony DeSalvo #62 SB030 – Karma Calling an Interview with Victoria Cook Get a free Slidebean account today! Slidebean Examples Created for Sales Babble As I mentioned here are  couple slide decks that I created for two Sales Babble presentations. Enjoy! https://app.slidebean.com/p/hggYElvrRX/Tips-For-Selling-Success https://app.slidebean.com/p/tvielUvSqi/Selling-With-Confidence-for-Startups Here are details in how why Slidebean sponsors Sales Babble! The post How To Sell The World with Karl Weaver #177 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

What actions and methods are you taking to make sure buyers want to talk to you? Nancy Bleeke, President and Chief Sales Officer of Sales Pro Insider, and author of a great book called, Conversations That Sell, joins me for the second time on this episode.

Nancy Bleeke has spent years in the trenches as a Sales Professional, Sales Manager, and Sales Coach. Sales is definitely a part of Nancy’s genetic make-up. Her first foray into entrepreneurship was at age nine when she and her brother bought old textbooks for five cents from their grade school and then proceeded to open a “summer school” in their basement for the neighborhood kids.Today, she is the winner of the Top Sales World Magazine’s 2013 Gold Medal Book Award for Conversations That Sell, declared a “must-read” for sales teams around the world.She is driven by a battle cry that an entrepreneur’s key to on-going growth is making each conversation count – with customers, prospects, and team members. When the right people have the right conversations, companies thrive.Nancy’s practical focus since 1998 has been equipping companies to grow Sales, Customer Loyalty, and Employee Engagement through customized Training, Consulting, Assessments, and effective Processes.Learn more: www.salesproinsider.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Nancy Bleeke has spent years in the trenches as a Sales Professional, Sales Manager, and Sales Coach. Sales is definitely a part of Nancy’s genetic make-up. Her first foray into entrepreneurship was at age nine when she and her brother bought old textbooks for five cents from their grade school and then proceeded to open a “summer school” in their basement for the neighborhood kids.Today, she is the winner of the Top Sales World Magazine’s 2013 Gold Medal Book Award for Conversations That Sell, declared a “must-read” for sales teams around the world.She is driven by a battle cry that an entrepreneur’s key to on-going growth is making each conversation count – with customers, prospects, and team members. When the right people have the right conversations, companies thrive.Nancy’s practical focus since 1998 has been equipping companies to grow Sales, Customer Loyalty, and Employee Engagement through customized Training, Consulting, Assessments, and effective Processes.Learn more: www.salesproinsider.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Pop Quiz... What's your communication strategy when you launch? What do you communicate? Where do you communicate it? Where do you tell people about your launch? How often do you talk about launch leading up to the launch? Do you use email? Videos? Podcast? Where you communicate, where you show up...matters. And if you're not watching the interaction and response during that time, you need to start doing it. Not only will you identify places you can drop, stop wasting time on, and focus more fully in the places where people are actually listening! Today's episode is all about having more conversations that sell and making sure you do the experimentation before you launch — so that your communication happens when, where, and exactly how often it needs to! Make sure you listen to the episode and also sign up for the Launch Essentials Workshop to get started on your entire launch plan and strategy. http:// www.freelaunchworkshop.com Links mentioned: freelaunchworkshop.com fearlesslaunching.com Hilary Rushford - deanstreetsociety.com Camila Prada - camilaprada.com Miss Trenchcoat - strangecharmed.com

Pop Quiz... What's your communication strategy when you launch? What do you communicate? Where do you communicate it? Where do you tell people about your launch? How often do you talk about launch leading up to the launch? Do you use email? Videos? Podcast? Where you communicate, where you show up...matters. And if you're not watching the interaction and response during that time, you need to start doing it. Not only will you identify places you can drop, stop wasting time on, and focus more fully in the places where people are actually listening! Today's episode is all about having more conversations that sell and making sure you do the experimentation before you launch — so that your communication happens when, where, and exactly how often it needs to! Make sure you listen to the episode and also sign up for the Launch Essentials Workshop to get started on your entire launch plan and strategy. http:// www.freelaunchworkshop.com Links mentioned: freelaunchworkshop.com fearlesslaunching.com Hilary Rushford - deanstreetsociety.com Camila Prada - camilaprada.com Miss Trenchcoat - strangecharmed.com

How to Sell more without using any sleazy sales techniques

Sales is a two-way process, but it’s shocking how often sales conversations end up being one-way. The best reps don’t drill prospects for information. They guide the conversation to be relevant, informative, and engaging. In this episode, Nancy Bleeke, Founder of Sales Pro Insider and Author of Conversations That Sell, walks us through her 5-part framework for having conversations that sell.

In this episode, Nancy Bleeke, President of Sales Pro Insider, and author of Conversations That Sell, discusses why it’s essential for sales reps to embrace a collaborative approach to selling. In this episode we discuss how to make that happen and other topics including: Why all sales calls are not conversations; but should be. How collaborative selling is different from, and more effective than, consultative selling The expertise you require to become a collaborative seller How to use collaboration to create proposals that win How to use sales conversations to uncover the true buying motivations that influence your customer’s decisions. If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Today's episode is possibly the shortest ever for the history of The Fearless Launching Show where I share a few things happening and one you're invited to next week!   Fearless Launching: http://www.fearlesslaunching.com Conversations That Sell (Free Webinar!) https://annesamoilov.leadpages.net/conversations-that-sell/

Today's episode is possibly the shortest ever for the history of The Fearless Launching Show where I share a few things happening and one you're invited to next week!   Fearless Launching: http://www.fearlesslaunching.com Conversations That Sell (Free Webinar!) https://annesamoilov.leadpages.net/conversations-that-sell/

Nancy Bleeke is the queen when it comes to having meaningful conversation with prospects. Conversations that really, engage the prospects and that really sells! She has been doing this for quite some time and offers impeccable advice. Nancy Bleeke founded Sales Pro Insider in 1998 to help companies improve their sales, customer service, coaching and teamwork […] The post TSE 059: Learn How To Have Conversations That Sell From Nancy Bleeke! appeared first on The Sales Evangelist.