Podcasts about sales arena

This is a reprise of one of our most popular In the Sales Arena episodes. We trust you will enjoy it ... “Gladiators Only” ITSA #023 Who We Need To “Be” To Get To the Top! Welcome – We are wrapping up our 4 part series on what it takes to be a sales master. So far, we have covered The Sales Process, Value Based Selling, and Intentionally Building Level 5 & 6 Relationships.  In this podcast, we are going to talk about who we need to "BE" to get to the top! We will explore the "be"+ "do" = "have" equation.  How have we determined who we need to "BE"?  This ITSA session will give you all the details!   Today you will learn all about The Big Five - Resiliency, Personal Accountability, Self Management, Continuous Learning, and Interpersonal Skills.  Get these 5 right, and everything else will take care of itself! Sales Tool of the Week - Outlook Calendar … keep track of your busy schedule, professionally and personally, make sure you don’t double book, particularly pay attention to send meeting notices!!! Look like a pro! Quote of the Week - What lies ahead of us and lies behind us are tiny, tiny matters compared to what lies inside of us! Hope you enjoy this podcast ... Jim Jacobus 

Every sales professional says they have a hunger to win, but few truly conquer as top sellers. My guest on this episode says every sales professional must have a perpetual hunger to win in sales - that constant drive to provide for their family, to be a success, and to be the trusted advisor who serves their customers well. Patrick’s newest book, “Perpetual Hunger” is the subject of our conversation. It’s a book that can serve you almost like a sales encyclopedia with easy-to-read chapters that are able to be immediately applied. You’ll get a great feel for what he covers in the book by listening to this episode of the podcast. Stoking Your Hunger to Win in the Sales Arena, with Patrick TinneyClick To Tweet Fear and adversity can contribute to your hunger in a positive way, or it can hold you back. You hear a lot these days about overcoming fears and adversity, but Patrick Tinney and I agree that both of those things can fuel your hunger if you know how to leverage them to your advantage. The saddest thing is to see a person with great potential who is saddled with their own fear to such an extent that they can’t push forward to the success that is possible. On this episode Patrick and I discuss the role adversity and fear can play in a positive way to stoke the hunger to win in sales, so be sure you listen. The truthful sales conversations happen when you are able to knock the chat off script. Every party involved in a sales conversation has their own agenda - a script of sorts they have prepared to direct the conversation in the direction they want it to go. But those scripts often prevent the conversation from getting to the real issues that are at stake, the real needs the clients have and the solutions you can offer. Patrick Tinney says whenever you can knock the conversation off that script you have the opportunity to hear the true needs of your prospect and are able to understand what your team can bring to the table. You’ll want to hear this part of our conversation - it’s well worth your time. The truthful sales conversations happen when you are able to knock the chat off script Click To Tweet Why relationships win in every sales interaction. Your hunger to win as a sales professional can’t be about you primarily, even though the need to attain a certain level of personal success is always part of the equation. You need to focus more on the relationships that are the basis of trust between you and your customers. That’s what will give you success long term. In this conversation, Patrick Tinney shares a story from his own experience about an opportunity he had to build enormous trust with a client and how it came to serve him personally in the end. You won’t want to miss this powerful story. The first part of becoming a trusted advisor is trust. Don’t violate it. We’ve all heard the admonition to become a trusted advisor to our customers, and while it’s definitely the goal we want to be shooting for, it’s easy to forget that “trust” is the first part of that goal. The trust our customers have in us is only what we enable them to have - and that comes about through our integrity toward them. In his new book, “Perpetual Hunger” Patrick Tinney speaks to the role those kinds of trusting relationships play in accomplishing the success we all want, and how trust is a key element in it. I encourage you to listen to Patrick’s advice on this, you won’t regret it. The first part of becoming a trusted advisor is trust. Don’t violate it.Click To Tweet Outline of this great episode [0:44] Patrick Tinney: Sales trainer, coach, and author. [1:21] What does it mean for a sales professional to be perpetually hungry and why aren’t people MORE hungry? [6:16] What makes for an exceptional sales prospector? [8:03] The higher value questions a sales pro should be asking. [9:30] Using your questions to help the prospect ask themselves value questions. [11:30] The concept of powerful scripting and unsc...

Welcome! Today is Part 2 in a series that will run through mid-December. We are discussing the Four Questions to ask ourselves personally and professionally to prepare ourselves for a successful 2016.  Last week’s question was: What is working right now and how do we do more of it? Today’s question is my favorite one, and it has provided more value to me than any other: What is not working, and how do I get rid of it (or make it work)?   What does it mean for something NOT to be working? It may have value, but you may not be getting a great ROI from it.  Jim shares three examples from his own life to illustrate the action steps that follow this question:   Selling a guitar that he just could not find the time to play as he initially intended Selling some personal possessions and property to fulfill a mutual commitment to become debt-free Using Team Podcast for post-production work on both In the Sales Arena and Your Marriage Matters podcasts You can even have this conversation and ask this question at different points during the year whenever you feel overwhelmed and maxed out.  I hope you’ll use this question, along with the others, to your benefit in your personal and professional life. The questions will help you make assessments and needed adjustments to maximize productivity and value in your life! Listener Question of the Week: Hey, Jim! I just got back from a deer-hunting trip with one of my best customers who invited me to go with him and some other vendors. The message was sent that I could go on a lot more of these trips if I could give them a better price. What do you think about that? Quote of the Week: “Nobody is going to buy from you because you have a quota to meet.”—from Bob Burg, author of The Go Giver  

Welcome to Inside the Sales Arena!   This month we are covering “Power Sales Questions”.  So far in June, we have discussed: The Power of Asking Great Questions We have looked at two tactical strategies: 1. The Columbo Approach 2. How To Ask the Tough Questions.   This week we are going to look at Questions to Keep You Out of the Price Trap!   If we were to work together and I brought you a proposal how would you go about evaluating price?   Would it simply be the cheapest price? Do added features and benefits matter? How would delivery time and service figure in? Would you look to us to create ideas and solutions that may be new to the mix? 2.  POWER Question – If I were to bring you a solution that was at a higher price but could show you better/higher ROI for using that product/service would that be a business case you are open to listening to? What if they say – "All I care about is price”?   “Typically that isn’t our strong suit but I would love to get involved and see where we are price-wise. How does that process work for you? How would we get involved? Gather the information and prepare to leave like a good little sales rep the buyer has controlled again.  Columbo them on the way out with the power question …    While there are tons of great questions in the business unit category, I love this Power Question because I want to hit the “price is too high” objection head-on, long before we have put together a proposal.  Use this Power question before you quote the work to: Establish a high level of credibility with the prospect Understand early on how they will evaluate your pricing strategies Quickly determine if this client fits your “ideal client” avatar and are worth spending time on!   Listener Question of the Week – Jim you talk a lot about “ideal clients” and focusing on doing business with just them. So, when is it time to fire a customer? When their ROI isn’t where I need it to be When they are asking me to do things that would bring my integrity into question When they aren’t fun to work with any more!   Quote of the Week - "The successful warrior is the average man, with laser-like focus." - Bruce Lee  

4 Reasons Why No One Reads Your E-mail - ITSA #035 (And What To Do About It!) Welcome to In the Sales Arena Podcast #035 ...    We are wrapping up a months worth of content where we have been working on how do we get to see more decision makers – prospects or current clients. Today we are going to talk about why we can’t get them to respond to our e-mails. So … here are the 4 primary reasons no one reads our e-mails … #1 – it is all about us! Let me tell you about! Here is our newest! Guess what we just did! Market, market, market! Sell, sell, sell!!! I, I, I, We, We, We!!! #2 – we have a brand that says we don’t consistently deliver “value” But wait … a lot of my customers read my e-mails so they are perceiving value! Are they? Are we communicating the things they value? Is the value consistently communicated? With their best interests always at heart? #3 – no thought put into the subject line! It is boring and can’t compete with all of their other e-mails! #4 – the e-mail itself isn’t written to make it easy to read! They see the e-mail is from you and set it aside until they have time to read a book! What to do? Find a resource that will help you write more effective copy – Copyblogger, Ray Edwards! Learn to write compelling subject lines and use scanable copy! Make it about them – you, you, you! Ask a lot of questions? Always make certain your e-mail brings them value! Info, did you know, articles, whitepapers, case studies Use “google alerts” to stay on top of cool things going on with them!!! Consistently communicating value, value, value + consistently delivered in a compelling way = the privilege of marketing to them! (Thanks Tom Antion!) Our Listener Question of the Week – Jim, you are always talking about how it sucks to be “stuck in the middle”! I don’t get it … doesn’t someone have to be there?   Quote of the Week – “Let others lead small lives, but not you. Let others argue over small things, but not you. Let others cry over small things, but not you. Let others leave their lives in the hands of others, but not you!” Jim Rohn Thanks for joining us on this week's In the Sales Arena" podcast ...  Jim Jacobus, CSP

Do This ONE Thing To Crush It Every Day! - ITSA #033 Hey gang ... Thanks for tuning in to this episode of "In the Sales Arena"! We have a great show as we talk about the "one thing" we can do to make every day awesome and we are going to focus in on the part having a great attitude plays in how successful we are.  I love this old quote by Zig Ziglar - "your attitude, not your aptitude, will determine your altitude"! I even do a lousy job of trying to imitate how Zig used to say that in his audio programs. I even say him live and heard him share this quoy=te as a young sales rep way back in 197?????. Who cares! I am going to share a number of ideas about how to develop, maintain and protect a positive attitude like: Practicing positive responses Understanding the principal of Garbage In-Garbage Out (als known as GIGO) and how important that is Being careful about who we hang out with and the influence that has one us But the "one thing" I have come to experience that can have the greatest influence on our attitude, and our lives, is getting in the habit of listing "The 10 Things I Am Thankful For". We spend a bit of time on this and I think you will get a lot out of listening to it but even more out of making a commitment to yourself to do it! Hope you enjoy it ...  Listener Question of the Week - What do you think are the 3 biggest mistakes sales people make? Quote of the Week - Everything can be taken from a man but one thing:the last of human freedoms - to choose one's attitude in any given circumstances, to choose one's own way! Viktor E. Frankl Have a great week gang! Jim Jacobus            

Value Based Selling – Avoiding The Price Trap By Learning To Sell Value! - ITSA #021  Hey gang! Welcome to In the Sales Arena #021. We are going to talk about one of my favorite topics today and a topic I see transform the careers of a lot of sales people when they get ahold of this idea in the sales training programs we deliver. Today we are going to talk about Value Based Selling.  Let me ask you a few questions … Are you tired of quoting, quoting and quoting some more where you win some and lose some? Are you tired of the whole “price is king” rat race? Would you like to sell more volume? At a higher margin? With clients that are more collaborative in nature and appreciate what you bring to the table? Would you just like to have more fun at work every day?  Well, there is no silver bullet. Sorry! But, there is an answer to being able to do all of the above and it begins with knowing the value you bring to the table. When I say know it I mean to master your value like I asked you … “what’s your birthday”? So, we are going to cover in this podcast … 1.     A beginning conversation on value based selling 2.     A structure for better communicating value in 3 categories 3.     We are going to talk about the difference in value based selling when you have “me too” products and when you have “hammers” or leveraged products So, “buckle up buttercup” (yes I said that and I promise not to ever again) we are going to start a heck of a ride that can change your entire career, and life!   Sales Tool of the Week – the book Essentialism by Greg McKeown (a must read)   Quote of the Week – “Pressure is what you feel when you don’t know what you’re doing”! Peyton Manning – The Denver Broncos  Now, go do something significant this week to build the sales career, and life, YOU want! Jim Jacobus

Mastering the Sales Process - ITSA #020  Welcome to “In the Sales Arena” podcast #020! This is our second podcast of 2015 and what we are calling the year of sales mastery. As we go through the year ahead, in all of our content, we want you to have all of the tools you need to build the sales career, and life you want in 2015!  Our hopes for you can be summed up like this; ü    If you are new … we want to help build the foundation for a great year and long term sales success ü    If you are stuck in the middle we want to help you get to the top ü    If you are already at the top and wanting to stay there, we want to help you blow the roof off the numbers In this episode we are going to talk about the sales process and how critical it is to master it! I know-it isn’t very sexy! During this podcast we are going to share with you the following: ü    The 8 step process we teach and a little about each ü    5 reasons why mastering the process is so critical ü    Why you should care!  So, hope you enjoy this one. Taking the sales process serious has altered my career in a number of ways. It will do the same for you!  Our Sales Tool of the Week – Fiverr go to www.fiverr.com and check it out. It is way cool!  Quote of the Week - Great things are not done by impulse, but by a series of small things brought together." - Vincent Van Gogh

Hey gang ...  We were not going to do a podcast this week but as I got up this morning I felt compelled to sit down to do a quick one just to say THANK YOU for an incredible 2014 and to share how excited we are heading into 2015. There are a lot of awesome things on the horizon for TheSalesGladiators.com and our "In the Sales" Arena podcast as well as some new additions to our premium In the Sales Arena members. And, we are launching our modular based, online sales training in January for folks who want a focused learning opportunity to grow their sales skills. So, to say the least, we are jacked up about what lies ahead! Again ... thanks! You guys are the best, we really appreciate you and we are looking forward to an awesome 2015!   Jim J

How To Make 2015 Your Best Sales Year Ever! The Power of Learning - ITSA #015   Again our focus in this 7 part podcast series is ending 2014 on a roll so we can start 2015 off with a ton of momentum! This week we are talking about how important it is to invest in our own sales training and growth in addition to whatever our company is, or isn’t, providing for us. Did you know that the average sales professional that we have trained, with 10 or more years in sales, has 10 or less days of formal sales training? That is the data from us surveying our clients from major companies! And sales people are the lifeblood of the companies they work for! Yet, it takes 30 hours of training to receive a Certified Purchasing Professional accreditation and an additional 30 hours to receive a Certified Purchasing Manager accreditation.  Bottom line? Most sales people are poorly equipped and undertrained to deal with today’s much more informed and educated, via the internet, buyers. In this podcast we are recommending some very simple, and inexpensive, ways for us as sales people to put more tools in the bag. Here are 5 ideas for you; ü     Blogs – google “sales blogs” and find the ones you like! ü     Podcasts – go to Itunes and do a search for sales and/or sales management. While I don’t think there are any really great ones out there (except ours of course) I do think there are some good ones you might like. ü     YouTube – again, go to YouTube and do a search for sales training and you will find some good stuff. ü     Audible.com – we have talked about this one before. For a small monthly fee you can download some outstanding books to listen to and will help you grow your sales career. ü     TheSalesGladiators.com – this is our own stuff and yes, we do believe in it! And yes, we are encouraging you to make it a part of your learning process. As a matter of fact here are a couple of things you can do to get started … 1.     If you haven’t already … go to www.thesalesgladiators.com and subscribe to our free stuff – the blog, the podcasts and the newsletter. No charge for this stuff and it is right out of the pages of the things we teach in our live sales training events. And every now and then we toss in something special from our premium membership category – check out your invitation to our Members Only webinar in December below! 2.     Try out our 30 Free Trial to our premium In the Sales Arena content that includes 2 sales training webinars a month, 1 live sales coaching call a month and our monthly Master Sales Interview. This is a 100% free trial and our stuff always comes with a 100% money back guarantee if somewhere down the road you don’t think what we are doing is helping you! Our normal, ridiculously low price for all of this is $14.95/month (less than $.50 a day). Right now we are running a “Give Yourself the Gift Of Sales Training For Christmas” special right now where you get an entire year for just $99 (That adds up to just a hair over $.27 a day)! If we can’t give you at least one idea that will pay that investment back a gazillion times over then just shoot me – I’m done! Check out the link for that below … 3.    Here is the link for the free “Members Only” webinar … this is by far one of our most popular webinars every year! WE have been doing this one for 5 or 6 years now and a ton of the participants come back every year for a refresher. The title is “4 Questions To Ask Yourself To Make 2015 Your Best Year Ever!” Spoiler alert … Question #2 may be the most important thing we will ever ask ourselves! So, click on the link and join us for this webinar on December 17th at 11:00am CST. Can’t make it live? Don’t worry … we record every event and send that recording out to everyone who signs up or is a Premium Member of In the Sales Arena! Here is the link: https://www2.gotomeeting.com/register/496643074 So, let’s make 2015 the year we invest in our sales careers, in addition to and over and above whatever our company provides and make it our best sales year ever!