In complex, relationship sales there is usually more than one person involved in the overall decision to make a change. In addition, to the most common motive and finding three reasons to change, there may also be more than three people affected.
Getting everyone, together to agree and commitment, can be a challenge.
In today’s show, Bill and Scott will discuss Important to Who? Understanding the people and process of the sale, and much more on episode 417 of the Get in the Door Podcast. Find our show notes at http://www.getinthedoorpodcast.com
Important to who?
Order “The Art of Prospecting: Your Guide To Get In The Door” is finished and is available in all formats. I’m really excited Steve's book is finished. It’s his life’s work and I am confident it will help take your skills and abilities to the next level.
“I like books that have proven ideas and The Art of Prospecting is exactly that. Steve Kloyda spent well over 25 years creating and fine-tuning a philosophy and techniques for finding new customers. He used this process to achieve remarkable success as a salesperson, entrepreneur, and business owner. In this book, he shares how he did it, and how you can do it, too. He is known as “The Prospecting Expert,” and when you read this book, you’ll know why. There is no one on the planet more knowledgeable about prospecting, and I’m sure that if you apply Steve’s wisdom to your own prospecting efforts, you’ll see the results.” —Ronn Lehmann, Consultant in Human Factors
Learn sales and prospecting secrets to get in the door and close more sales!
Live calls, ebooks, videos, podcasts and an entire archived library of Steve’s materials will be at your disposal. Whether you learn individually or in a group, some of what you expect to be addressed includes:
- Six (6) proven strategies to expand your sales pipeline
- Annihilating your fear of call reluctance
- Reducing your daily distractions that take you away from “the main thing” – prospecting and selling
- Avoiding the inevitable Gatekeeper trap
- Getting to the true decision maker
- Expanding your prospecting through social media
- Receiving more “call backs” from prospects after leaving a voicemail
- Eliminating the single biggest mistake that 90% of sales people make on the phone
- Embracing guidance to keep you on track despite objections, rejections or losing confidence
- Getting your foot in the door to close more sales
Each participant has access to proprietary “Sales Tools” with simple step-by-step strategies and prospecting tips as well as an exclusive collection of “Sales Calls” for learning from both disasters and best practices in sales prospecting. This unique approach includes simple to use strategies that you will apply through practice, application and continuous improvement.
These programs are specifically designed to build and layer your learning experience regardless of your skill level or learning style.
On today’s show, Scott and Bill will discuss Important to Who? Understanding the people and process of the sale, and much more on episode 417 of the Get in the Door Podcast. It includes:
- Uncovering individual motives.
- Questioning Techniques to uncover decision process.
- Selling to a committee.
In our book study this week we are discussing the Introduction: A Surprising Look into the Future, in the book The Challenger Sale by Matthew Dixon and Brent Adamson
This week's Sales Nugget: How do you drive sales and deliver customer value in any kind of economic environment?
This week’s Sales Quote: “Begin always expecting good things to happen.” – Tom Hopkins
Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.