I got an appointment with the right person. The appointment went great and I asked penetrating and essential questions. My proposal was spot on and the client seemed really interested in our value proposition.
But here it is 3 weeks later and I still don’t have the deal. What’s up with that?
In this podcast, Scott and Bill will have a conversation with Steve Keating, a well-respected sales professional and trainer on the topic of I’m Doing the Work, Why Don’t I Get the Deal?. Find our show notes at http://www.getinthedoorpodcast.com
Are you doing the work and wonder why you don't get the deal?
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.
15% Discount on hard copy! Use Coupon Code: DISCOUNT15 – Get your copy HERE>>>https://theprospectingexpert.com/buy-book/
The Art of Prospecting is a richly rewarding and necessary book for any professional with business development responsibilities. Steve Kloyda has written a refreshingly authentic book that will inspire, encourage and improve your ability to get in the door and close more deals.”—F. Scott Addis, CEO, Beyond Insurance
Learn sales and prospecting secrets to get in the door and 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.
These programs are specifically designed to build and layer your learning experience regardless of your skill level or learning style.
Learn more here > https://theprospectingexpert.com/learn-expert-secrets-to-sales-prospecting-and-closing-more-sales/
On today’s show, Scott and Bill will discuss the strategy of “I’m Doing the Work, Why Don’t I Get the Deal?”. It includes:
- Understanding the most important step in the sales process
- Creating “Order Commitment Closes”
- How to sell on value and not price.
In our book study this week we are discussing Chapter 3: The Challenger: Exporting the Model to the Core, in the book The Challenger Sale :Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
This week's Sales Nugget: Challengers tailor their message to different types of companies and different types of people in the organization.
This week’s Sales Quote: “You can't build a reputation on what you are going to do.” –Henry Ford
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Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.
Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/
Scott “The Professor” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com
- Book study: Challenger Sale. Amazon – CLICK HERE
- Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
- Bill's Article: Be Wary of the Seven Deadly Sins of Selling
- Sales Tactic: Asking for the Appointment or Sale