Referrals – the mother’s milk of sales growth in many reps’ eyes, and in many cases it is. But lots of time has been spent by many reps following up on referrals and coming up dry. Why? Because unless all the stars line up just right, your referral is likely not much more than someone’s name & phone number, and they don’t need what you’ve got. Might be time for a fresh approach. How about PREferrals? Business consultant Bill Doerr is managing partner at Sell More Marketing, and joins host Dan Walker with the scoop in this 10-minute podcast.
How many times have you been in the final stages of a sales cycle – you’re rounding the turn into the home stretch, things are looking great, and then suddenly your customer decides he or she wants to negotiate a better price. We become a little intimidated and we feel that dropping our price is the only way to close business. Well sales consultant, author and president of Value Selling Associates, Julie Thomas, tells host Dan Walker that we don’t have to fall into that trap, and it all comes down to one thing,…being prepared. Hear all about it in this 10-minute podcast.
ABC, also known as “Always Be Closing” is an MO that has not only seen its better days – it can be downright destructive to your success rate. Today’s buyer is far more sophisticated with many more resources at their disposal. This requires a new twist on the way we do business nowadays. Speaker, sales consultant and author of The New Game of Selling, Mitch Axelrod joins host Dan Walker to explain in this 10-minute podcast.