The traditional Sales Call is product centric filled with features dumps, benefit statements, and endless testimonials on how great and impressive you are. The problem? Your prospect doesn't give a damn about you or your product! Seriously, they don't! Why would they? Prospect care about solving their problems and achieving their goals. A feature or benefit or the fact that you are "number 1 in the industry" or are a really nice person doesn't mean squat! Your challenge as a salesperson is to connect the dots between their goals and your product. If you can do that, you have a sale! How do y ..read more

What stops Sales reps dead in their tracks. Why does almost everyone NEVER ever want to be in Sales? Yup, objections. A word that sends chills down most spines. It doesn't have to be that way.  Why do we cringe at the hint of an objection? We hear disagreement, argument, and confrontation. This isn't the harmonious walking off into the sunset with my customer hand-in-hand vibe. This sucks! Listen up as we turn "Objections" on their head and unlock a new way to view an "Objection" through the Sales Mindset! P.S. This episode isn't a quick hit(5-10 mins) like the previous, but it is packed ..read more

Failure is a tremendous motivator and experience a great teacher. These Quick Hits(5-10 min episodes) share insights from a lifetime of Sales success and failures. Each Quick Hit covers a Sales Topic crucial to your success. You will be challenged to re-think your Sales approach with 5 Burning questions Unlock your potential to Predictable, repeatable, consistent, and sustainable success. This episode discusses how to achieve the Sales DEMO Mindset which focuses on customer goals, issues, and aspirations.  ..read more

Sales is by it's very nature driven by a focus on generating revenue and pressure to hit target month after month, year after year. Challenge is this often is at odds with the customer's best interest. It can create conflict and resentment from your customers. This Podcast will share a subtle yet powerful approach that will flip the script on traditional Sales tactics and create stronger and deeper relationships with your customers ..read more

The traditional Sales Call is product centric filled with features dumps, benefit statements, and endless testimonials on how great and impressive you are. The problem? Your prospect doesn't give a damn about you or your product! Seriously, they don't! Why would they? Prospect care about solving their problems and achieving their goals. A feature or benefit or the fact that you are "number 1 in the industry" or are a really nice person doesn't mean squat! Your challenge as a salesperson is to connect the dots between their goals and your product. If you can do that, you have a sale! How do y ..read more

Failure is a tremendous motivator and experience a great teacher. These Quick Hits(5-10 min episodes) share insights from a lifetime of Sales success and failures. Each Quick Hit covers a Sales Topic crucial to your success. You will be challenged to re-think your Sales approach with 5 Burning questions Unlock your potential to Predictable, repeatable, consistent, and sustainable success. This episode discusses how to achieve the Sales DEMO Mindset which focuses on customer goals, issues, and aspirations.  ..read more

Sales is by it's very nature driven by a focus on generating revenue and pressure to hit target month after month, year after year. Challenge is this often is at odds with the customer's best interest. It can create conflict and resentment from your customers. This Podcast will share a subtle yet powerful approach that will flip the script on traditional Sales tactics and create stronger and deeper relationships with your customers ..read more