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Sales, the final frontier.
Sorry, the phrase, "the final frontier", are the words from the hit, sci-fi show "Star Trek".
Well, you now have a business or maybe you have been practicing your trade for a few years.
The trend over the last 5-10 years has been to move away from connecting with people in face-to-face or telephone conversation in favor of "engaging" them over the Internet.
If you really want to be successful in selling, you can continue using digital platforms but you must realize that sales is a people business. It always has been, and it always will be.
Don't be afraid. You can do it. It's fun.
Try it today.
Marco Giunta: Good morning guys. How are you doing today?
Chris Kieff: Very good.
Stephan Webster: Yeah.
Marco Giunta: I'm setting you up today. This is not our normal channel. I want to ask you a couple of questions, and not about technology. They're more about business and sales and marketing. Ready?
Chris Kieff: Wait, do we get to take a vote?
Marco Giunta: No.
Stephan Webster: One more sip of coffee before this question. Okay, go ahead.
Marco Giunta: Do you guys remember the Justice League?
Stephan Webster: Yes. We're talking the cartoon correct?
Marco Giunta: Correct.
Stephan Webster: Okay.
Marco Giunta: The whole concept. Right? If you were on the lane though, you might remember the Avengers. The Justice League was made out of Superman, Aquaman, Wonder Woman. If you were in the Justi
Join us for an interview with Craig Lindell who is ranked in the top 1% of all recruiters nationally. Craig will share how he overcame Sales Call Reluctance. Craig works in two extraordinarily challenging industries. He'll share about his mentors and how he overcame adversity.
The Pinnacle Society is the nation's premier consortium of top recruiters within the permanent placement and search industry. For nearly 20 years, the Pinnacle Society has provided the nation's top recruiters a forum in which to exchange the business principles and placement techniques that led them to achieve, and allows them to maintain their success.
Sales training. Sales training is not product training. Sales training is learning how to relate to prospects in a way favorable such that, both, the agent and the prospect have meaningful, two-way dialogue during the sales interview.
Personal development. This area involves keeping a positive attitude when you do not feel like working. Personal development reduces anxiety and frustration so you will not beat yourself up.
Core beliefs. This is the set of values that defines you. No one can take these from you. Your core beliefs can accelerate your sales performance. Or, your core beliefs can dampen your sales performance.
If your core beliefs are not aligned with good sales performance and revenue expectations, you can develop new components to establish a new belief system... but it is not easy. You have had your current core beliefs for the last 25, 35, 45, or 55 years.
But here's one thing I learned and use to help salespersons. Getting all three-sales training, personal development and core beliefs-to fire in harmony starts with sales training.
If you do not know how to sell, while trying to improve personal development skills and working from your current belief system, functioning as a salesperson becomes extremely frustrating.
Why? Because personal development training is not sales training, and this results in salespersons working too hard trying to wing it with prospects. Salespersons will often spend years and thousands of dollars on personal development training and never learn how to sell.
Sales training helps clear the fog about what you are selling. Here's how:
Learning how to sell and generate more income, the mind becomes more receptive to personal development training.
Next, personal development training exposes negative core beliefs that need to change.
Bill Eckstrom is the President of EcSell Institute. EcSell Institute is a research based organization that helps sales departments drive more revenue by working only with sales leadership–not sales people.
1. If sales departments want to grow sales, why do you say it more about the leader versus the sales person?
2. Why has there not been much emphasis on developing managers/leaders, but yet so many resources are dedicated to the sales person?
3. What should sales leaders be doing differently if they want to grow sales?
Lively discussion with Lisa Magnuson: Pre-Call Planning your Single Source for Prospecting Success
When was the last time your team closed a seven-figure deal? Despite the best sales talent, many high potential, big contracts either get whittled down, end up stalled, or are lost completely. Large, strategic accounts are complex and require a very different approach to identify, develop and win. Can you afford to chase smaller opportunities at the expense of bigger deals that can exponentially change your company’s growth curve?
Top Line Sales has a proven track record of guiding account teams to land larger deals. We’re proud to have enabled our clients to land over $100 million in new contracts. We are not simply advice-givers - we work side-by side with your account executives, running deal war rooms, applying just-in-time expertise, tools and live deal coaching where it counts: in the field.
Example: Top Line Sales helped one of their TOP Line Account War Room clients land a contract for a new customer worth 20m – their second largest deal in the country for that solution set
Lisa's books: Secrets to Increase Sales with Existing Customers,The Simple Executive Engagement Plan, The 48-Hour Rule and Other Strategies for Career Survival
Nowadays… Entrepreneurs, Business Owners, and Sales Professionals have to think about generating business, and go about generating business, differently. You must shift your entire sales and marketing approach to be in alignment with what works in this new sales and marketing economy. Rodney is going to share some tips on how you can make the mental shift that will get you the results you’re looking for out of your business, so you can start getting more results in less time!
Rodney Hughes is a Best-Selling Author, Speaker, and Sales and Marketing Expert focused on delivering accelerated results through collaborative and creative problem solving. Whether conducting a speaking session, training, or coaching session, he has the strong reputation for delivering tangible outcomes and over-delivering on results.
Today's show is sponsored by Today's show is sponsored by Audible.com and Expert Insights.
Audible.com is a leading provider of spoken audio entertainment and information. Listen to audiobooks whenever and wherever you want. Get a free book when you sign up for a 30-day free trial at audibletrial.com/businessgrowth.
Expert Insights brings you expertise of business gurus from around the world. Direct excerpts of this show's episodes. Available on Amazon.com.
Norma Siciliano is an appointment-setting specialist who creates new business for companies and individuals through her appointment-setting services. Her clients give her a list of companies that they would like to do business with, and Norma sets the appointment with the decision maker for her clients to go in to close the sale.
With over 20 years of sales experience, ten were spent at Conde Nast’s House & Garden magazine where she sold advertising to major companies like GE and IBM.
Norma's website is: http://coldcallingforhotsales.com
Norma welcomes the opportunity to work for new clients. Please feel free call her at 212-472-2650.
in Self Help
Life Coach, Personal Development Specialist, Author and Radio Talk-Show Host Nazim Rashid is the guest speaker today continuing his series entitled Conscious Parenting and Personal Growth. Spirituality is the topic today.This series is for parents who want new information for raising the best emotionally balanced and validated children possible and for those who want to align with the very best personal development possible. Reconnected is must-have for today’s parents, wanting the best tools to raise emotionally balanced children who are empowered with high self-esteem and confidence. It is these children who will lead balanced, intelligent lives, have healthy relationships and chart a course for themselves that will be an excellent model for others to follow. For you parents, I know you are the ones that want the absolute best for your children. Your children were created for excellence, by excellence and through excellence, and it is through your compassion and knowledge that they will be great producers for the world. In this series I will read and expound from Reconnected in the areas that specifically address parenting and personal growth. These areas include Validation, Self-Esteem, Self-Image, Visualization, Communication & Listening Skills, Optimism, Gratitude, Building Emotional Literacy, Emotional Balancing, and Identifying and Managing Emotions. www.cloudsofabundance.com
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