SalesRepRadio

"If sales reps get the hint of a smile or maybe a closing question from their prospective customer, they think there's hope. Many don't realize that their responsibility early in the sales call is to disqualify their prospect...find out all the reasons they wouldn't buy from you so you're not chasing people who aren't a good fit for you." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"I think often times we in the sales profession forget that a large part of the value a client perceives in the solution we're positioning has to do with how we engage them. How we engage a client is a huge part of the equation in how much value is perceived." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"People live very busy lives, and if you want them to be receptive to your first call or overture, you may want to be prepared to put together a process which we call "Speed Bumps" to slow everybody down and create receptivity to what you have to talk about." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"The interesting thing is what we teach sales people is selling. It's very 'me' focused, very product focused. Even though we say we're customer focused, customers don't think that way. When you think like a buyer, you're focused on helping the customer solve their problems, issues and challenges. The dialogue is different and very often the results are different." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Confidence is something, that if you pursue, you will never be successful. Instead, let's pursue competence. Because with competence, you end up having a great big vast vat of hoarded resources inside you." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"If you zoom the camera lens out and you look at human interaction, you'll find that when people interact productively, they interact in a question-based way. If you look in the rear-view mirror at your sales relationships that have gone well, they too are question-based." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"As you look at your customers that you've already sold to, there's a whole group of people who are out there supporting you and the solution that you've sold to them that can be leveraged as a network on your behalf in that organization." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Most salespeople -and I'm going to give you a Cleveland, Ohio term - suck. The reason being, they don't practice their craft. They don't look at it as a profession. Most salespeople never take a course, especially with their own money. They never read a book cover-to-cover. So there are six basic ingredients that make the best of the best." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"The Alliance, or 'networking on steroids' is where I will develop a networking group, but it won't be something I do in my spare time. It will be something that I work to really cultivate, just as I would cultivate an account list." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"The thing to really think about when you look at a CRM is what it can do for you, not what it can do against you. If you take a completely different view at CRM and view it as an enablement product instead of as a “Big Brother” system, all the sudden your mind will open up and you’ll start to see ways you can streamline your workflow." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"There are lots of ways to gain access - you can contact the executive directly, you can use a sponsor within the executive's organization, you can use a business associate to help you get to the executive or you can treat the gatekeeper as a resource. The executives gave us some interesting insight of how to get to them." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"It's an incredibly competitive marketplace today, and it's only getting more competitive. The margin of victory is increasingly small and most sales people lack a sales process that matches the natural buying process that nearly all buyers follow." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"When a salesperson is transaction focused, they tend to talk to their clients about who their company is, what they can do and how it can work for the customer. The problem is that's not the way your customer thinks." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"You've got something that's incredible. You've got a great product or a great service. You've targeted your market and you know you have something of real value to bring, and you can't get the prospect on the phone. It happens over and over again to so many sales reps." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"What's your opening? How do you come in? Especially when you're on the phone, you have less than fifteen seconds to make an impact, and today we're looking at a lot of new ways to make your introduction. You don't have much time when you're dealing with a very distracted and busy decision maker." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.