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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Mar 13, 2017

Sometimes we overwhelm our clients with so much information that it causes them not to make a decision.  Here are some tips to avoid doing that!

Mar 11, 2017

In this podcast I define how to measure and achieve sales velocity by monitoring and improving on 4 levers or KPIs.

Mar 8, 2017

We have to ways of processing information; the reflective and reflexive brain.  Each operates differently and understanding how this influences the decision-making proceseses are made is important.

Mar 6, 2017

Buyers or clients need to able to trust if you want them to buy from you.  In this podcast I discuss 7 ways to build your trustworthiness!

Mar 4, 2017

Here are 7 things every great sales leader or manager should do if they wish to command the respect of their salespeople.

Mar 1, 2017

I'm going to show you two strategies that will give you time to sell more and hit your quota.

Feb 28, 2017

In this podcast I review an article in the Harvard Business Review title The New Sales Imperative from the CEB; organization responsible for books like The Challenger Sale and the Challenger customer.  Here's the link to the article:

Feb 27, 2017

In selling, you have to know your numbers.  How many calls are you making a day?  How many calls are converting to appointments?  How many appointments are garnering a sale?  Why is this important?  Listen to today's podcast to find out.

Feb 27, 2017

The number one mistake in selling is not doing....  This sales podcast will highlight what every salesperson needs to be doing during a sales conversation and HOW to do it.

Feb 23, 2017

Business owners make 4 common mistakes when handling their salesforce.  In this podcast I discuss how and why you need to shift your thinking when i comes to running a salesforce effectively.

Feb 18, 2017

If you're new to sales or are struggling to stay motivated in selling, you want to listen to this podcast.  Learn why you don't feel motivated to sell your product or service.  Understand what you can do to keep selling with purpose and focus.

Feb 17, 2017

Last week I did a coaching session with a small business owner who wanted to learn how to sell but didn't have their marketing approach clear.  Once we clarified them, it was easy to teach them how to sell.

Feb 16, 2017

What Salespeople Need to be Successful is a company that offers FIVE key things that will help them sell more effectively.

Feb 14, 2017

Did you ever find yourself in a funk?  A blue mood?  Not feeling like the world is working in your favor?  Well, you're not alone.  But what happens when you're in a bad mood and you try to make decisions concerning your future?  Your decision-making process is affected by the mood you're in.  So the question is, how do you break out of it?!

Feb 9, 2017

Here's a quick story on how I got into sales, four things you need to know about sales and having a sales eq!

Feb 7, 2017

Today's buyers like to go online to research before deciding to contact a company.  It's imperative that you leverage these channels to drive traffic to your website.  Learn why you should generate content to generate leads.

Feb 1, 2017

Get rid of clients who are not helping you be profitable by unbundling services and creating tiered pricing.

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


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