Podcast appearances and mentions of james muir

Good Buddy of John's, James Muir dropped by the pod this week to talk about the Mormon recruitment process, what it was like to be excommunicated, and the spirituality he's found after religion.

This is episode 732. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with James Muir, author of “Unsticking Deals,” and his colleague Patti Peets, Chief Revenue Officer, Unislink. JAMES' TIP:  “Be a domain expert in addition to being a sales expert. If you're a new salesperson, what that means is you need to master your industry so well that if the person that you sell to said, “Hey, I'm going to be gone for a month, could you come in and sit in and do my job for me for a month while I'm on vacation?” If you can say you can do that, then you've learned enough about your industry. Until you can say that, you need to keep grinding until you understand that, because what's going to happen is the credibility that you'll have with clients when you're with them will go off the charts.” PATTI'S TIP: “Really go through every deal in your pipeline. If it's been in that stage for more than 14 days maybe, or 21 days, you should go through that list of questions to really score yourself and be honest with yourself, and then admit this deal is stuck. Then put a plan together, follow some of those methods and techniques that James offers up, and watch what happens. You will have deals that literally unstick, and maybe not every deal, but you will have deals that get unstuck by following this process.”

Why you've got to check out today's episode:Discover the "two simple questions" for closing sales, which can immediately improve your sales approach. Find out common pitfalls that salespeople encounter to help you avoid costly mistakes and improve your deal closure rates.Learn valuable tips backed by data and real-world experience making it easier to relate and apply the strategies to your own sales processes.Resources/Links:Learn more about unstalling deals. Click here: https://www.unstickingdeals.com and if you want to know more about this effective two simple question, then go here: https://puremuir.com/Summary:Is your sales pipeline full of leads that never convert? Are your deals stalling and your sales cycles dragging on indefinitely? Learn how to close more sales with simplicity and efficiency.James Muir is the best-selling author of the #1 book on closing sales, The Perfect Close.In this episode, James shares his expertise on how to close more sales using two simple, non-confrontational questions. He highlights common mistakes in handling stalled opportunities, such as incorrectly assuming business case issues and mismanaging client indecision. Additionally, James offers valuable insights into identifying and addressing the root causes of stalled deals, providing practical strategies to enhance sales effectiveness.Check out these episode highlights:01:46 - James' ideal clients: My ideal clients are B2B organizations that sell into healthcare space.01:54 - The problem he helps solve with his clients: Most B2B organizations are suffering from large, bloated pipelines full of deals that have stalled out.03:38 - Mistakes his clients commit before seeing him: Two of the biggest traps that they make is they mishandle how they handle business case issues and client indecision. 05:40 - James' Valuable Free Action [VFA]: Two questions you can use that are non-confrontational and 95% effective: Does it make sense for us to X where X is whatever the ideal advance is that you want them to take? And, what do you think is a good next step?07:38 - His Valuable Free Resource [VFR]: Learn more about unstalling deals. Click here: https://www.unstickingdeals.com and if you want to know more about this effective two simple question, then go here:https://puremuir.com/08:29 - Q: Why do deals get stuck in the first place or maybe how do you actually unstick them? A: There's only three things that will cause your deal to stall: sales issues, client indecision, and business case issues.But there's actually only six ways you can unstick them.Tweetable Takeaways from this Episode:“When your client is suffering from indecision, don't try to solve the problem by selling the benefits of the change; shift to a risk mitigation strategy.” - James Muir

Effective communication can make or break your sales process. In this episode, James Muir and Mark Hunter dive into the three main culprits of stalled deals—sales issues, client indecision, and business case problems—and talk strategies to overcome these obstacles. James and Mark underscore how understanding client psychology and maintaining engaged communication can keep your deals alive.  James also reveals how to combat client indecision when there's missing information or outcome uncertainty. Get ready to elevate your sales strategy and close more deals with confidence!  

Unsticking Deals: Why Deals Stall, How to Unstick Them, And How to Prevent Them From Sticking in the First Place by James Muir  ABOUT THE BOOK: Stuck deals are arguably the biggest problem in sales. Depending on the industry, between 40-60% of all sales are lost to no-decision. The implications are staggering. This fact means that the problem of stuck deals and "no-decision" effectively doubles the cost of every sale, and wastes somewhere around one-half of every sales professional's time. The good news is that if we can unstick our deals (or even better, prevent them from sticking in the first place) we can effectively double our sales, dramatically shorten our sales cycles, and double our commissions. What you will learn in Unsticking Deals: Surprisingly, stalled deals are caused by just three things. The Universal Root Cause Maxim explains the three reasons deals stall in a single sentence. The five common sales issues that cause sales professionals to stick their deals. The three things that cause customers to suffer from indecision and how to overcome them. Why deals stall due to business case issues and the three simple things that need to be in every business case to prevent stalls. Five key prevention strategies that will prevent your deal from ever sticking in the first place. The five key plays for unsticking your deals - complete with templates and examples. This book is designed to be a quick reference guide. Each chapter has been designed to be brief and concise with actionable steps you can take right now to unstick your deal.  Once you've identified why your deal is stuck you can jump right to that chapter for solutions. These short chapters are arranged into six logical parts: Part 1 – Preventing Deals From Sticking Part 2 – Unsticking Plays Part 3 – What Causes Stuck Deals Part 4 – Strategies for Unsticking Deals Caused by Sales Issues Part 5 – Strategies for Unsticking Deals Caused by Client Indecision Part 6 – Strategies for Unsticking Deals Caused by Business Case Issues This book is for all those entrepreneurs, business leaders, and sales professionals who want to close those bloated pipelines and prevent deals from getting stuck in the first place. Reading this book will teach you how to unstick deals, shorten your sales cycle, and prevent deals from sticking to begin with. ABOUT THE AUTHOR: James Muir is the founder and CEO of Best Practice International and the bestselling author of the #1 book on closing sales – The Perfect Close: The Secret To Closing Sales, which was featured on episode 149 of The Marketing Book Podcast in 2017.  James is a 30-year veteran of sales having served in every role – from individual contributor to executive VP.  James has an extensive background in healthcare where he has sold to and spoken for the largest names in technology and healthcare including HCA, Tenet, Catholic Healthcare, Banner, Dell, IBM and others. And, interesting fact – he is an accomplished guitarist! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/unsticking-deals-james-muir

An even bigger problem than losing out to a competitor is losing a deal due to no decision.    James Muir wrote an entire book on how to prevent deals from getting stuck in the first place, and then how to get them unstuck.   In this episode he shares what to do to prevent stalls, the five issues that cause deals to stick, and exactly what to do and say to get them unstuck.

James Muir discusses the current challenges in B2B selling and the top issues for sellers today. He emphasizes the importance of preventing deals from getting stuck and provides five strategies to keep the momentum going. These strategies include securing executive sponsorship, throttling information, using the perfect close technique, implementing mutual action plans, and reviewing proposals with customers. Muir also shares his personal journey in sales and how he discovered the effectiveness of the perfect close. In this part of the conversation, James Muir and Dan discuss the importance of reviewing proposals with clients and the role of executive sponsorship in the sales process. In this part of the conversation, Muir discusses the different plays or approaches to use when deals get stuck. He explains that there are three main reasons why deals get stuck: sales issues, client indecision, and business case issues. Within each of these reasons, there can be multiple factors causing the stall. He then introduces five meta plays to jar deals loose: inquiry, introducing new information, persuasion, unique messaging, and the Hail Mary circle of influence letter. He also emphasizes the importance of patience and using different disengage messages when necessary. Takeaways The current environment in B2B selling is challenging, with forces outside of selling affecting sales. Preventing deals from getting stuck is crucial, and there are five strategies to keep the momentum going: securing executive sponsorship, throttling information, using the perfect close technique, implementing mutual action plans, and reviewing proposals with customers. The perfect close technique is a powerful way to facilitate a decision and maintain momentum in the sales process. Reviewing proposals with customers face-to-face is essential to articulate the value and prevent deals from stalling. James Muir's personal journey in sales led him to discover the effectiveness of the perfect close and inspired him to write his book. Reviewing proposals with clients is essential to ensure that the scope and value of the proposal are understood and to address any potential misunderstandings. Instead of simply emailing a proposal, it is best practice to schedule a time to review it with the client, allowing for a chance to sell every element of the proposal and tailor it to their needs. Executive sponsorship is crucial in complex sales processes, as it ensures that the project receives the necessary attention and resources to move forward. By asking an executive to be an executive sponsor, you gain access to their network and can leverage their influence to unstick deals and gain support from other stakeholders. A mutual action plan is a project plan for the client to achieve their desired outcome, and it should focus on their goals rather than just closing the contract. Mutual action plans help maintain momentum in the sales process and provide opportunities for ongoing communication and updates with the client. Deals get stuck for three main reasons: sales issues, client indecision, and business case issues. The five meta plays to jar deals loose are: inquiry, introducing new information, persuasion, unique messaging, and the Hail Mary circle of influence letter. Patience is sometimes necessary when deals get stuck, as there may be legitimate reasons causing the stall. Different disengage messages can be used to keep the door open for reengagement. It's important to be selfless and focus on helping the customer throughout the sales process. Chapters 00:00 Introduction and Welcoming James Muir 01:24 The Current Challenges in B2B Selling 05:41 Working with Purchasers and Delegated Procurement 09:31 Overcoming Revenue Goals and Complexity in Selling 11:51 James Muir's Journey in Sales and the Discovery of the Perfect Close 14:26 The Five Strategies to Prevent Deals from Getting Stuck 25:55 Reviewing Proposals with Clients 31:50 The Role of Executive Sponsorship 36:33 Creating a Mutual Action Plan 50:07 Approaches to Unstick Stalled Deals 51:01 The Three Reasons Deals Get Stuck 52:03 The Five Meta Plays to Jar Deals Loose 53:43 The Power of Persuasion in Sales 56:47 Using Unique Messaging to Unstick Deals 01:03:08 The Importance of Patience in Sales 01:06:31 Using Disengage Messages Effectively

In this podcast episode, John Golden interviews James Muir, founder and CEO of Best Practice International, about his book "Unstuck: How to Unlock and Activate the Wisdom of Others." They discuss why sales deals get stuck, stressing the importance of targeting the right customers, managing relationships, and handling competition. James emphasizes disciplined targeting, understanding stakeholder dynamics, and overcoming client indecision by providing certainty and using social proof and guarantees. He shares practical strategies for preventing stalled deals and improving sales processes

Lightning Round: Top 10 Ways to Know It's Time to Fire Your Salesperson Question: Ron from Salt Lake asks, “I want to increase my closing ratio. It is not bad, but I think I can do better, be more effective. Do you have strategies, ideas?” Book: Unsticking Deals by James Muir  

Get James New Book Now! UNSTICKING DEALS. Click Here Connect with James Muir on LinkedIn. #1 best-selling book: The Perfect Close | Find Out More Connect with Paul M. Caffrey on LinkedIn. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." p.s. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me on LinkedIn Paul M. Caffrey on LinkedIn. Summary James Muir, author of 'The Perfect Close' and 'Unsticking Deals', shares insights on effective closing techniques and preventing deals from getting stuck. He introduces 'The Perfect Close', a simple two-question approach that is 95% effective in advancing sales. Muir emphasizes the importance of having a clear outcome in mind for each meeting and preparing a mutual action plan with the client. He also discusses common reasons for deals getting stuck, including sales issues, client indecision, and business case problems. In this conversation, James Muir and Paul M. Caffrey discuss the importance of champion management and building strong relationships in sales. They emphasize the need for salespeople to be fully present and focused on helping their clients achieve their goals. They also highlight the power of referrals in prospecting and the importance of delivering results to get promoted. James recommends the book 'Let's Get Real or Let's Not Play' by Mahan Kals as a valuable resource for complex B2B sales. He also shares his perspective on doing the work before the work, which involves understanding the industry and the challenges faced by clients to provide tailored solutions. Takeaways The Perfect Close is a two-question approach that is 95% effective in advancing sales. Having a clear outcome in mind for each meeting and preparing a mutual action plan with the client can facilitate decision-making and prevent deals from getting stuck. Common reasons for deals getting stuck include sales issues, client indecision, and business case problems. Building relationships with key stakeholders and obtaining executive support can help overcome sales challenges and facilitate the decision-making process. Champion management is a key aspect of successful sales, and salespeople should focus on building strong relationships with their clients. Being fully present and genuinely trying to help clients achieve their goals is crucial in building trust and credibility. Referrals are a highly effective channel for prospecting, and salespeople should leverage them to maximize their potential. Delivering results is the most important factor in getting promoted, and mastering prospecting can significantly contribute to sales success. The book 'Let's Get Real or Let's Not Play' by Mahan Kals is recommended for salespeople in the complex B2B sales space. Doing the work before the work involves understanding the industry and the challenges faced by clients to provide tailored solutions.

James Muir is the founder and CEO of Best Practice International, known for his expertise in sales with a 30-year career that spans from individual contributor to executive VP. As the bestselling author of "The Perfect Close," he focuses on simplifying complex sales processes. Muir has a significant background in healthcare, having worked with major names in technology and healthcare, such as HCA, Tenet, Catholic Healthcare, Banner, Dell, and IBM. Beyond his professional life, Muir is passionate, enthusiastic, and enjoys incorporating fun into his work. He is also a dedicated lifelong student of sales, an accomplished guitarist, an organic chemistry enthusiast, and a fitness buff. Residing in the mountains of Salt Lake City with his wife and two sons, Muir embodies a well-rounded and vibrant personality.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, hosts Larry Levine and Darrell Amy welcome sales expert and author James Muir. They dive deep into the challenges of dealing with stalled sales and discuss actionable strategies from James' new book, "Unsticking Deals." Listeners will gain insights into diagnosing the root causes of stuck deals and learn practical methods to keep their sales pipelines moving. Whether you're a sales professional struggling with deal closures or a leader seeking to optimize your team's performance, this episode is packed with valuable advice to help you navigate the complexities of today's sales environment.KEY TAKEAWAYSSincerity and Integrity in Sales Environments: Throughout the discussion, the importance of sincerity and integrity in navigating modern sales environments is emphasized. By prioritizing these values, sales professionals can build trust and credibility with clients, ultimately driving long-term success.Alignment with Client Priorities: The conversation stresses the significance of aligning sales propositions with client priorities. By understanding and addressing client needs, sales professionals can build stronger relationships and drive successful outcomes.Reengaging with Silent Clients: Muir outlines innovative messaging strategies for reengaging with silent clients. By leveraging these strategies, sales professionals can reignite communication and rekindle interest from clients who have gone silent.The 'Muchness, Soonness, and Sureness' Framework: Muir introduces the 'muchness, soonness, and sureness' framework for comparing sales options. This framework helps sales professionals prioritize and align sales propositions with client priorities effectively.QUOTES“If your intention is just to help them, then you can go into every single encounter, just enjoying yourself, having a great experience.”“We have to bring intentionality to the forefront, and if we can bring that good thing start to happen.”“It's about transforming the way you sell by being authentic, real, and trustworthy in every interaction.”"Trust has always been everything in sales, but boy, it's hard to get trust. It's hard to build it. It's hard to keep it.” “You can compare them based on sureness... Even if you're not the top priority... you can still position your solution as becoming a no-brainer” Learn more about James Muir: LinkedIn: https://www.linkedin.com/in/puremuir/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Please visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/daily

Aw, how can you not LOVE guest Daisy Connolly's choice for this one - but let's not spoiler you here. Host Toby plays Spot The Extra (in this case, James Muir again), celebrates the Zygon design (of course), and adores this short lived TARDIS team. Oh it's so good this, and it takes a certain generation back to their childhood - and in Toby's case into a long, stuttering monologue with uncompleted metaphors. No change there then.   Please support these podcasts on Patreon, where you will get advance releases, exclusive content (including a patron-only podcast - Far Too Much Information), regular AMAs and more. Tiers start from as little as £3 per month.  patreon.com/tobyhadoke Or there is Ko-fi for the occasional donation with no commitments: ko-fi.com/tobyhadoke Follow Toby on Twitter @tobyhadoke And these podcasts @HadokePodcasts And his comedy club @xsmalarkey www.tobyhadoke.com for news, blog, mailing list and more.   

James Muir, best-selling author of "The Perfect Close", joins Skip and guest host Kayla Kallander as the conversation takes an unexpected, but very informative, turn! James talks about new selling techniques and strategies from his book. B2B sellers, regardless of industry, need to give this one a listen. Mortgage folks...tune in and take notes!

One of the country's biggest investment funds, ACC, has launched a $100 million Climate Change Impact Fund. Kathryn speaks to James Muir, ACC's Climate Change Impact Fund Manager.

Join us as we welcome James Muir on the latest episode of the Conquer Local Podcast to share the best practices in closing a sale. James is the founder and CEO of Best Practice International and the author of a bestselling book on closing sales - The Perfect Close. James is on a mission to make the complex appear simple and is a sales veteran with over 30 years of experience serving in roles from Individual contributor to Executive VP.James' extensive background in healthcare led him to sell to and was invited as a keynote speaker for large companies in technology and healthcare from HCA, Tenet, Catholic Healthcare, Banner, Dell, IBM, and many more.To find out more, reach out to James at PureMuir.com to explore a zero-pressure closing method that involves two questions, and has a 95% success rate.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) make up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Are you closing techniques not working? We know why... stop doing them! What is the best single action to increase sales? - Sell to the right person!Studies find that closing techniques erode trust and James shares about neuro-linguistic programming. Stop manipulating people! Either way, pick up his book The Perfect Close because it is so helpful.James Muir highlights the 7 Myths of Sales. Find out more about what he shares at his website PureMuir.com.  7 Deadly Sins or Myths of Closing:Closing techniques workABC - Always Be ClosingClosing tactics work on large and small dealsClosing gambits show you want the businessCustomers are happy when they make a decisionSale will close itselfSales people are afraid of asking for commitmentDo you not like selling technique? Great! They are not working for specific reasons.Join in the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com

99% of what you get about closing is REALLY bad. There are ancient tactics that keep circulating and bad practices must be abolished! James Muir shares his expertise on sales. Find out more about what he shares at his website PureMuir.com.  Are you listening to "practitioners in sales" or intellectuals that are digging up old information that is not relevant or applicable. Selling in today's world when prospect have all the information is different in the information world. 7 Deadly Sins or Myths of Closing:Closing techniques workABC - Always Be ClosingClosing tactics work on large and small dealsClosing gambits show you want the businessCustomers are happy when they make a decisionSale will close itselfSales people are afraid of asking for commitmentGambits work if the sale is a low price sale. The higher the cost, the lower probability of close. What advice are you listening to and who is sharing it with you. Question what you are hearing! In this week, we speak about myths 1-4. Join us next week for 3-7 and more James Muir.Join in the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com

Are you having trouble selling yourself and getting prospects to see the value you can provide for them? In this episode, James Muir joins Jason to talk about closing more sales and his book, The Perfect Close. James shares the process leading up to it, 4 high leverage areas in sales, how to prepare messaging that works to get a high close rate, and the two questions that can improve your closing percentage without ever sounding pushy or manipulative. Sponsors and Resources Wix: Today's episode is sponsored by the Wix Partner Program. Being a Wix Partner is ideal for freelancers and digital agencies that design and develop websites for their clients. Check out Wix.com/Partners to learn more and become a member of the community for free. Subscribe Apple | Spotify | iHeart Radio | Stitcher | Radio FM 4 High Leverage Areas in Sales The truth is there's no messaging that will suddenly overwhelm people with persuasion and approval. You have to do your research and make your that you're delivering the right message to the right audience and using the correct medium. James breaks down this process into four high leverage areas in sales that will you to improve your closing rate: Market. The single best thing you can do to improve sales is sell only to ideal clients. Targeting the right customer will be pivotal because everything else falls below that in your funnel. If you get that wrong, everything you're doing in sales will fall on deaf ears. Message. Now that you figured out who you want to target, what is the message you want to send? It's a very narrow window to get your message across once you have their attention, so you have to make sure that you're delivering a high-impact message. Medium. Now that you know who you're talking to and what you're going to say ask yourself where do these people hang out? Remember to meet the customer where they are (social media, trade shows, etc). Motivation. This is about personal motivation, what gets you out of bed in the morning? Getting all these elements just right will require a lot of work and the right motivation will help you get through it. Are You Talking to the Right Prospects? For his part, Jason recommends thinking of N.B.A.T. before engaging in any new project conversation. These steps will help you save time and energy on the wrong prospects. N – Need: Ask what the specific needs are and what specific end results they're expecting. Ask how this project fits in with the overall company vision. If they need to pull in another person to answer that question, hold onto that nugget of information. B – Budget: Ask for the budget. More often than not, you won't get an actual number so act like a reverse auctioneer… Start with a ridiculously high number saying, “Is your budget $500,000, or $400,000, maybe $300,000…?” They either give you a more realistic range or the name of someone who knows. Hold onto that nugget of information, too! A – Authority: Were they able to answer the questions about need and budget? If not, and they gave you another name or two, then you know who you really need to be talking to. T – Timing: Only you know what you can do and how long it takes. You might really want or even need this project but, if the timing has unrealistic parameters you are setting yourself up for failure. Messaging to Increase Your Agency's Close Rate There's really great research available on how to create effective messaging and identifying the different elements you should consider when crafting a sales pitch. Some of these elements include determining the Issues or problems the customer has, as well as the goal they're trying to achieve. Then there's the Trigger event, which are occurrences that lead to a sales opportunity and will indicate the best time to sell your product or service. The most challenging part will be the Insight or unconsidered needs, where you get your prospect to see a compelling enough reason to buy by tapping into their unconsidered needs, which are shortcomings, challenges, or missed opportunities that they haven't considered yet. This will help you create a value proposal of how you can produce some results for them. The natural outcome of this will be Skepticism, which is the perfect moment for you to reveal your mechanism of action, the thing you do for the customer that produces the desired results. For this, you will need Proof. There are many types of proof you can present, but you can get the best results with third-party validation because it is the hardest to fake. You don't necessarily have to follow this order, but this is the mechanism that will get buyers to make a decision now and not wait. Related: Overcoming the Top 5 Agency Sales Objections 2 Questions To Improve Your Closing Percentage Before you go into any meeting, you should have an idea of what you want the outcome of this meeting to be. You should have an idea advance and a couple of alternate advances. If you have that prepared, then you're ready for the two questions, which are designed to be non-confrontational or pushy: Does it make sense for us to X? (where X is your sales advance). What do you think is a good next step? It's all about really considering the possible results before you walk into the meeting. Think about, what's the best thing that could happen for the client? And what other things you can do keep the ball rolling? By doing this, you're pacing the sale at exactly the rate that the client is ready to move. It's when you try to move a customer faster than they're comfortable with when it can feel pushy or manipulative. Want the Support of Like-Minded Agency Owners to Help You Grow? If you want to be around amazing agency owners that can see you may not be able to see and help you grow your agency, go to the Digital Agency Elite to learn all about our exclusive mastermind.

When Luigi started the Sales IQ Podcast, he had one goal in mind: help sellers to become the very best they can be. Each guest on this podcast has given us valuable insights, advice and perspectives that they've earned over their careers. In this, our 150th episodes, we take a look back at some of our favourite moments to help you #bethebestyoucanbe. Episode 37 How to Optimize Your Sales Cadence, with Gabe Larsenhttps://www.salesiqglobal.com/podcast-episodes/episode-37-how-to-optimize-your-sales-cadence-with-gabe-larsen ( listen here). Episode 41 Finding Your Tribe, with Seth Godin https://www.salesiqglobal.com/podcast-episodes/episode-41-finding-your-tribe-with-seth-godin (listen here). Episode 48 The Power of a Growth Mindset, with Brad Lea https://www.salesiqglobal.com/podcast-episodes/episode-48-the-power-of-a-growth-mindset-with-brad-lea (listen here). Episode 71 Making the Most of Your Day, with Craig Ballantyne listen here. Episode 40 The Sales Mindset, with Jeffrey Gitomer listen here. Episode 1 Are We Starting With the Right Prospects, with Mark Hunter https://www.salesiqglobal.com/podcast-episodes/episode-1-are-we-starting-with-the-right-prospects-with-mark-hunter (listen here) Episode 87 Developing a Mindset for What's Possible, with Chris Muddell listen here. Episode 39 The Perfect Close, with James Muir listen here. Episode 75 Smart Calling, with Art Sobczak listen here. Episode 53 The Perfect Email, with Kyle Coleman listen here.

Tonight, All in on High School Sports welcomes Passaic County Technical Institute Girls Flag Football Coaches, Matt Fava and James Muir. We will also be joined by the head coach of the Elmwood Park Girls Basketball program, Thomas Cannon. Be sure to tune in live and drop a comment to join the discussion! from March 30, 2021

Michael Mason - a well known sales trainer and amazing friend coming in here and just dropping some nuggets!  See if you are REAL in sales - you need the right tools, skillsets, mindset and most importantly a guide/trainer. This guy is a beast at it. He  helps develop and grow sales teams using my expertise and experience in B2B Inside Sales, training, speaking, mentoring and personal development. Also former podcast host of The Smart Sales Pro Podcast; on which I interviewed the most successful and "Elite Sales Pros" as well as offered my own insight and expertise on sales, mindset, attitude and behavior. Guests include Morgan Ingram, Ryan Stewman, Jill Konrath, Dave Kurlan, James Muir, Lauren Bailey and Fred Diamond. Connect with him: https://www.linkedin.com/in/michaelmasonlf/   Also, if your sales team needs training or you are  fucking stressed in sales and need someone to talk too!  Hit me up https://www.linkedin.com/in/coachsandoval/  

From making an award winning documentary they discovered that the method of councils collecting on freshwater quality is flawed. For information on Riverwatch visit, https://riverwatch.nz/ to watch the documentary Subscribe to Sarah's Country on the podcast and if you love us, please leave a review! Contact the show: sarah@sarahscountry.com Follow Sarah's Country on: Facebook: https://www.facebook.com/sarahscountry  Instagram: https://www.instagram.com/sarahscountry

This week's guest is James Muir, Vice President of Sales at Essential Hub, and author of the #1 selling book, The Perfect Close: The Secret to Closing Sales. James is truly passionate about healthcare and growing revenue for organizations. He is also very well involved with Outbound, which is the biggest and baddest Sales Conference in the world which recently just took place in Atlanta, Georgia. On today's episode, we discussed: · Genuine Listening · Sales Skills Are Human Skills · The Importance of A High and Wide Strategy · Truly Understanding The Problem · Intent Is More Important Than Competence Enjoy my conversation with James Muir ______________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Future episodes of the Sales Segment include: · Dale Dupree · Richard Harris · Andrea Waltz · Galem Girmay · Scott Leese · Meridith Elliott Powell · Kendra Lee · Steve Richard · The list goes on and on. Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

In this  24th episode of the #Books series, Douglas Burdett, Founder of ARTILLERY, and James Muir, author of "The Perfect Close" , recap some of the key ideas from the marketing and sales books recently featured on The Marketing Book Podcast.

If referrals have such a high close rate, why are we not continually asking for referrals? There is a better way to do it! Ask with the ability to make a difference and get the great leads that you want. Get referrals that match your target market instead of referrals being random.James Muir at www.puremuir.com explains all about referrals. He is the author of the #1 selling book, The Perfect Close. In this week we seek answers for the two questions: How to start when you haven't done it? How to start out to create a system of referrals?In this episode we discuss:Creating value for your clients before you ask for referralsProvide site visit and put that cost as the discount for the serviceBest way to ask for referralsMeet all your clientsOffer valueSend a letter apologizing for lack of connection or get engagedAsk right after the value for referralsEnsure your LinkedIn profile is maximizedThe profile should be about your customers and not highlighting your accomplishments.Name drop on LinkedIn to share who you have helped.James will be part of www.outboundconference.com  Contact us for more information or if you have any questions:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com

We all agree that referrals are the best way to find customers. Statistically, you are not getting as many referrals as you should be receiving. Why are we not getting that many referrals is we know that they are so good?How do you get more without coming off desperate or "sales-y?" James Muir at www.puremuir.com explains all about referrals. He is the author of the #1 selling book, The Perfect Close. In this episode we discuss:Define your target market by two categoriesDemographics - Commonalities of size, measurable aspect, etcPsychographics - Mindset of the people (are they in change mode?)Problem inventoryWhat problems we solve?What problems clients have?Referrals through introductionsFind desired LinkedIn connection of client After you provide value, then ask for an introductionEnsure that you are providing value then ask for the connectionIn short, James states that you should not be a jerk! In his words, he says, "become a better person." Since this was going to take some extra time for Scott, we needed to break up this session into two episodes. Come back next week for the answers to the two questions, 1. How to start when you haven't done it? and 2. How to start out to create a system of referrals?Contact us for more information or if you have any questions:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com

In this 23rd episode of the Books series, Douglas Burdett, Founder of ARTILLERY, and James Muir, author of "The Perfect Close" , recap some of the key ideas from the marketing and sales books recently featured on The Marketing Book Podcast .

James Muir could be one of the most analytical people in sales but because of that he has created the perfect close! I mean this, it's the perfect close and so perfect he wrote a book about it! These two simple questions have changed peoples lives and closing rate significantly and when used properly, are actually timing questions rather than closing questions.It's fair to say his book, The Perfect Close, is worth reading twice and full of tactics and fundamentals that we should be using everyday in our sales journey.Chapter 12 however, is where the rubber meets the road.Check out this chat that is FULL of nuggets that you can implement now for success!https://www.linkedin.com/in/puremuir/https://puremuir.com/

  James Muir is the best selling author of the #1 book on closing sales, “The Perfect Close.” As a 30-year old sales veteran, having extensive experience in almost every single role, James is passionate about making the complex simple and growing revenue for organizations.   In this episode, James discusses proven strategies and techniques in having unique discussions with your customers to close more deals.    Here are some of the topics covered in this episode: Being strategic about advancing sales cycles  Providing value to prospects by putting them first Understanding the right time to offer discounts  Quantifying the problem to convince your prospect   About the Guest: As the Vice President of Sales at Essential Hub and the VP Sales (Western US) for Marketware, Inc, James Muir is a sales expert with much concrete experience in closing deals and increasing revenue in a zero pressure environment. As a bestselling author and keynote speaker, James has helped save hundreds of thousands of dollars for his clients. He is currently also the CEO of Best Practice International and considers himself a lifelong student of sales.    Website: Puremuir.com - download James’ bundle LinkedIn: https://www.linkedin.com/in/puremuir/    Listen to more episodes of the Outside Sales Talk here and watch the video here!    If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!  Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.   Are you in? Subscribe to Badger Maps’ newsletters now! 

In this 22nd episode of the #Books series, Douglas Burdett, Founder of ARTILLERY, and James Muir, author of "The Perfect Close", recap some of the key ideas from the marketing and sales books recently featured on The Marketing Book Podcast.

James Muir joins us to talk about is best selling sales book: The Perfect Close. 

James Muir is founder and CEO of Best Practice International and the bestselling author of the #1 book on closing sales - The Perfect Close. James is a 30-year veteran of sales having served in every role from individual contributor to Executive VP. His mission - to make the complex simple. Find James on the web and social: PureMuir.com Facebook: https://www.facebook.com/james.muir.902266   LinkedIn: https://www.linkedin.com/in/puremuir/   Instagram: https://www.instagram.com/jamespuremuir/ @JamesPureMuir   Twitter: https://twitter.com/B2B_SalesTips @B2B_SalesTips

Have we gone all Eighties with this episode? The simple answer is 'no', as James shares a very modern and scientifically-backed way of working. Its elegance is in its simplicity. James Muir, founder and CEO of Best Practice International, shares insights including: Advancement or continuation? Close it in THEIR timeframe Develop yourself in the crucible  Connect with James on LinkedIn, and reach your host Fred Copestake through https://linktr.ee/fredcopestake.  The Selling Through Partnering Skills podcast is sponsored by Remaster Media: www.remastermedia.com.

Read the complete transcript on the Sales Game Changers Podcast website. JAMES' TIP TO EMERGING SALES LEADERS: "Pre-call planning is not that complicated, you can simplify it down to just three questions you should ask yourself before you go in. First, "Why should this customer see me?" That's the valid business reason for them to meet with you so instead of winging it, just give it a little thought, it basically speaks to your value proposition. Second, "What do I want the customer to do?" The last is, "How can I add value on this encounter?" We need to make the sales call itself inherently valuable."

James Muir finishes up this series with a demonstration of how to avoid discounting and providing  better way. A simple, quick phrase will help you close the deal the way the customer wants. We discuss ways to keep the customer in mind and James provides an easy way to do just that!Reach out and learn more about James Muir at http://www.puremuir.comContact us at:scott@TheSellingPodcast.commike@TheSellingPodcast.com

James Muir wrote a great book (which I highly recommend you get) called The Perfect Close...I just added a  little  'sales influence' spin to make it fit for me. Check it out on this podcast!

A listener favorite, James Muir comes back with more insights and wisdom on closing complex sales. James shares his thoughts on how to qualify and clarify, keep people engaged, and most importantly, ensure they are progressing. We also discuss the misconception most sales representatives have about the progression of customers. Sometimes times we think a customer is moving forward and in reality, they are not progressing towards the close.This was another GREAT interview and one that will help you!Visit James at http://www.puremuir.com for downloadable content.Contact us at:scott@TheSellingPodcast.commike@TheSellingPodcast.com

How does James use school raves and cross-disciplinary learning to help engage his students and stimulate curiosity? Find out how he does this and uses raves to inspire his students to become lifelong learners.

How does James use school raves and cross-disciplinary learning to help engage his students and stimulate curiosity? Find out how he does this and uses raves to inspire his students to become lifelong learners.

How would you like to learn the perfect close?  More importantly why the perfect close works from a psychological perspective.  Join me as I interview sales expert James Muir on the Sales Influence Podcast.

In this episode, James Muir, founder and CEO of Best Practice International and bestselling author of "The Perfect Close" shares his perspective on how to close a sale via a proven yet powerful process. Insights he shares include: What is closing in a sales contextWhy mindset is keyUnderstanding what you can and can’t control in the sales spaceDefinition of the terms - closing, advance, and continuationThe importance of intent over techniqueWhy is the critical advance important in B2B salesWhat is the perfect close and the science behind itExplore planning and what it means in a sales meeting contextHow to set meeting objectivesHow to provide value in a meeting and plan the next encounterHow to collaborate with your prospects on the next steps The secret weapon that salespeople don’t realize they have3 questions you should ask to put your core planning to the testHow James provides value to clients (with examples)and much more

This will rank as one of the BEST GUESTS we have had!James Muir, author of "The Perfect Close," shares the ideology and applicational he uses and teaches to close deals. He has proven the simple concept over and over. Both as a sales representative and sales leader!Sales is not fun if you are not closing deals. James says that this "close" can advance more business and close deals with just two questions! James is happy to share and demonstrates how and when to use "The Perfect Close". For other study helps and information about "The Perfect Close" please visit https://puremuir.com.Share, like, and mention us on all the social media channels! Join the conversation and have fun!

ZDNet Security Update: Danny Palmer talks James Muir, threat intelligence Research lead at BAE Systems, about how cyber threats targeting banks are evolving and how to protect against them. Learn more about your ad choices. Visit megaphone.fm/adchoices

James Muir, the author of The Perfect Close. He's an accidental sales person. Started out in operations assisting sales team. He was drafted without knowing how to advance a meeting to the next stage. He created this method as an outcome of his own experience. Statistically, what happens is that no question is asked to advance the sales. 50-90% of sales meetings end without a salesperson asking for any commitment, depending on industry. This number is way higher than those who ask "incorrectly" - at least they ASK. What is it in the psychology of sales or people that prevents them from asking for the sale? If sales people are not comfortable with the method they've been taught - manipulative - they won't do it at all. Teach them away that is in aligment with their personal values, there is no difficulty asking Visit puremuir.com - free report - 7 Deadly Sins of Closing In this episode, James Muir covered: 1. Fear of asking to early or being pushy. 2. Fear of the "No". Both of these involved in feeling maninupulative or moving the process too fast. You need to have an idea of your ideal outcome of the meeting, but you should also have a couple of positive alternatives. Catch this full episode for more tips and check out James' site - puremuir.com 

This is “the Dodcast” I'm your host, Nathaniel Dodson. In today's podcast I sat down with Justin James Muir, a Philadelphia area photographer who is arguably one of the best photographers in the county. The smooth colors, the sublime use of light and shadow, the depth of field, and the location light he captures are only a few of the thing that will convince you that his work is a cut above the rest of us. We talk a whole lot about commercial photography, working with top photographer JoeyL, working as a creative director for a big TV channel, photographing chickens with his own personal “Chicken Whisperer,” the challenges of marketing yourself as a photographer, landing magazine photo jobs, Netflix addictions, and a whole lot more in this, the eighth episode of “the Dodcast.” Hosted on Acast. See acast.com/privacy for more information.

James Muir, author of the best seller, The Perfect Close, joins us this week to discuss how sales professionals and their managers can transform their results by turning the focus inward. You'll learn about the power of knowing who you are, what you value, and your story. At the end you'll love the practical ideas that James brings to the table. Enjoy and check out James' book on Amazon.

James Muir, author of the best seller, The Perfect Close, joins us this week to discuss how sales professionals and their managers can transform their results by turning the focus inward. You'll learn about the power of knowing who you are, what you value, and your story. At the end you'll love the practical ideas that James brings to the table. Enjoy and check out James' book on Amazon.

James Muir, author of the best seller, The Perfect Close, joins us this week to discuss how sales professionals and their managers can transform their results by turning the focus inward. You'll learn about the power of knowing who you are, what you value, and your story. At the end you'll love the practical ideas that James brings to the table. Enjoy and check out James' book on Amazon.

James Muir, the author of The Perfect Close. He's an accidental salesperson. Started out in operations assisting the sales team. He was drafted without knowing how to advance a meeting to the next stage. He created this method as an outcome of his own experience. Statistically, what happens is no question is asked to advance the sales. 50-90% of sales meetings end without a salesperson asking for any commitment, depending on the industry. This number is way higher than those who ask "incorrectly" - at least they ASK. What is it in the psychology of sales or people that prevents them from asking for the sale? If salespeople are not comfortable with the method they've been taught - manipulative - they won't do it at all. Teach them away that is in alignment with their personal values, there is no difficulty asking Visit puremuir.com - free report - 7 Deadly Sins of Closing In this episode, James Muir covered: 1. Fear of asking too early or being pushy. 2. Fear of the "No". Both of these involved in feeling manipulative or moving the process too fast. You need to have an idea of your ideal outcome of the meeting, but you should also have a couple of positive alternatives. Catch this full episode for more tips and check out James' site - puremuir.com