Sales Influence - Why People Buy!

I came from the world of selling as an account manager and moved up the ranks to Director of Sales, then VP of International Sales and eventually President of Sales and Marketing. I know what it takes to sell and how to manage and motivate your sales team. I didn't read a book on selling; I LIVED IT! Selling has become tougher! It isn't what it use to be! Show up, do the dog-and-pony and close the deal! Not any more! Today's buyer has changed given the access to more information. Which means that buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy"! Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively!
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Sales Influence - Why People Buy!



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Now displaying: January, 2017
Jan 27, 2017

What are the key elements of a great sales presentation?  Who are your buyers?  What are their buying motives?  What do you need to know and have before doing a presentation?  All these questions are answered in this week's podcast.

Jan 25, 2017

Selling is a profession that requires a certain skillset and mental toughness.  We all go through our moments when sales are low and we question if we're really cut out for this profession. This podcast will help you clarify some doubts you may be having.

Jan 17, 2017

How to deal with clients who always want discounts.

Jan 11, 2017

In this podcast find out how the concern for price changes over time when it comes to the buyer.  Initially, the concern is "How much?" but then the customer's attention is more on the solution.  In the final phase of the presentation, the concern for price reemerges but with a different twist.

Jan 9, 2017

It goes without questioning that extroverts are better at selling than introverts. Extroverts have a gift for the gab, know how to engage clients and even persuading them into make a buying decision. They’re great talkers and great closers. Introverts on the other hand are too timid, don’t speak up much and they let the client control the conversation. They’re great listeners but not great closers.  Introverts are good at listening and but fall short on communicating value to client. Extroverts are engaging and communicate value but fall short on listening skills. Ambiverts apparently have the best of both extremes.

Jan 6, 2017

Written by Neil Rackham in 1987, SPIN Selling still stands as one of the great sales books on how to uncover pain points.

Jan 4, 2017

Client walks into your retail store and says, "I'm just looking around."  What do you say as a salesperson?  What should you say in response?  What rules of influence would Robert Cialdini use?

Jan 2, 2017


PERSONALIZING A SALES PROCESS FOR YOUR BUSINESS: Studies have shown that the most consistent salespeople are these who use a sales process. Here are three compelling reasons whey having a sales process matters:

  1. Having an established sales process of what needs to happen to advance the sale allows the salesperson to be prepared 
  1. When the sales process isn’t working the salesperson is able to analyze, adjust or tweak a specific step in the process to get it back on track. Not having a sales process makes it difficult for the salesperson to know what isn’t working. You can’t fix what you can’t measure
  1. Training new salespeople and getting them up to speed becomes easier when a process is already in place