11 episodes

Power up your prospecting with the Power Sales Guru Will Harris; author of the best selling book Power Prospecting. This upbeat podcast provides sales people with tips to increase success when cold calling for clients and customers.

International Sales Consultant, Will Harris, shares how the best sales people differentiate themselves in their market. Learn how to stand out from the sea of sales people calling your prospects.

Will Harris motivates you to be unique as he uses real stories and life analogies in a fun way. Each podcast provides a free Power Tool to help you sell more and have more fun!

Power Sales Guru With Will Harris podcast Will Harris

    • Business

Power up your prospecting with the Power Sales Guru Will Harris; author of the best selling book Power Prospecting. This upbeat podcast provides sales people with tips to increase success when cold calling for clients and customers.

International Sales Consultant, Will Harris, shares how the best sales people differentiate themselves in their market. Learn how to stand out from the sea of sales people calling your prospects.

Will Harris motivates you to be unique as he uses real stories and life analogies in a fun way. Each podcast provides a free Power Tool to help you sell more and have more fun!

    Introduction to Power Sales Guru

    Introduction to Power Sales Guru

    Overview of the benefits of the Power Sales Guru podcast.

    • 7 min
    Episode 009 How to get information that guarantees you close a cold call

    Episode 009 How to get information that guarantees you close a cold call

    How to get information that guarantees you close a cold call.
     
    Anyone with the desire to grow and willingness to prepare must also accept the responsibility to take action. It is an established fact that the largest and most powerful train in the world can be held in place by a one-inch block of wood.
     
    Placed in front of a huge train, a little 1 inch block of wood will hold it completely motionless. However, that same train, when in full speed motion, can crash through a steel-reinforced concrete wall. That shows the power of……..ACTION! ACTION!
     
    Taking action when others over look an opportunity is the biggest differentiator in sales. You know it and I know it. Every day we face a great opportunity but it can go unmissed as we take no ACTION. ON this podcast we are going to discuss the one resource that’s THE most critical source of information before you reach out to prospect.
     
    This source is there every time but is not dressed up like a present under the Christmas tree…yet it is still a gift. WE are going to discuss what this gift is and how to unwrap it and claim your success.
     
    What if you were able to know all your prospect’s business needs?
    What if you knew their personality before you contacted them?
    What if you could access EVEN what your prospect’s boss wishes?
    All of this is available to you with ease…and 95% of other sales people don’t even consider this resource.
     
    The key to GETTING critical information that guarantees you close a cold call is…..
     
    The Receptionist Gatekeeper
     
    In a previous podcast, we talked about from the mid-level gatekeeper, right…the person that has the power to say NO but not the power to say yes.   Well now we come full circle we’re talking about the frontline receptionist gatekeeper. The sales tactics I discuss on this podcast is ideal for cold calling into a company.
    Let me set the context…..You may have an idea of who to speak with at a midsize company (not too big, not to small…like goldie locks…just right). Maybe you researched them prior to your call. AND Now the phone is ringing
     
    And the first thing you hear is: “Thank you for calling Harris Technologies, how can I direct your call?”
     
    Remember it’s a cold call…so the normal your response would be: “Hi, I would like to speak to the person in charge of purchasing?”
     
    The receptionist will respond: “That will be Jane, please hold and I will transfer you.” She could even transfer you without supplying the decision maker’s name or department.
     
    And that concludes your interaction with the gatekeeper.
     
    Let me share a personal story about my mother. My mother was that gatekeeper at a mid-size company for 15 years. After school, I would ride my bike to my mother’s job. I would stay there doing my homework for two hours until she got off of work.
     
    Once she was off work we would throw my bike in the back of her blue Chevette and we would go home. My mother’s workspace was situated in the middle of the lobby at a traditional desk. I would go around the corner so she could see me doing my homework as she greeted visitors to the company.
     
    I could see the large volume of calls my mother took at the front desk. I also observed people from the back come up and have conversations with my mother. Gatekeepers in this role do not get paid based on the volume of calls they receive or the number of people they talk to. Nor are they paid based on the efficiency in which they transfer a call.
     
    During one ride home after work, I asked my mother if her job was boring. She replied that she had begun playing mental games to keep her mind sharp. It also helped her become more efficient at the skills needed to transfer calls.
     
     
    My mother was extremely good at her job. As with most jobs, there were pros and cons. The cons were that my mother was the undeclared emotional garbage dump for anyone having a bad day. Employees would come up and sc

    • 23 min
    Episode 008 What to Say in Your Opening Statement

    Episode 008 What to Say in Your Opening Statement

    Episode 008 What to say in your Opening Statement

     

    Hello, I’m Will Harris. Welcome to the Power Sales Guru podcast.
    The title of this episode is What to Say in Your Opening
    Statement.

     

    I love the story of the high school basketball coach who was
    attempting to motivate his players to persevere through a difficult
    season. Halfway through the season he stood before his team and
    said, “Did Michael Jordan ever quit?” The team responded, “No!”
    “What about the Wright brothers? Did they ever give up?” “No!” the
    team responded. “Did Steve Jobs ever quit?” “Again the team yelled,
    “No!” “Did Elmer McAllister ever quit?”

     

    There was a long silence. Finally one player was bold enough to
    ask, “Coach…who’s Elmer McAllister? We never heard of him.” The
    coach snapped back , “Of course you never heard of him….he
    quit!”

     

    I love that story. In this podcast we are going to discuss the
    four parts of a great opening statement. And ensuring you never
    quit before you connect with a new customer.

     

    Allow me to paint a picture for you. You made a call to
    speak with a potential client. You have built rapport with the
    gatekeeper, who was happy to supply helpful
    information.

    When you are transferred to the Decision
    Maker,

    He answers the call and says: “Hello. This is
    Tom.”

     

    The clock begins….

     

    You have ten seconds to generate interest before you
    lose them forever. The moment is here and the pressure is on. What
    you say next makes or breaks the call.

     

    What do you do when the pressure is on?

    What do you say to gain progress?

     

    The desires of our heart often require unquenchable
    spirit, sweat, energy beyond what we think is possible, and an
    undying commitment. These prerequisites to success culminate in one
    overriding quality – Perseverance.

     

    I’m a big fan of the great psychologist William James.
    Dr. James said “Fatigue gets worse up to a certain point, when
    gradually or suddenly, it passes away and we are fresher than
    before!”

     

    At that point we have tapped a new level of energy…There
    may be layer after layer of this experience, a third even fourth
    ‘wind.’ We find amounts of ease and power we never dreamed
    ourselves to own, sources of strength habitually not taxed, because
    habitually we never push through the obstruction right in front of
    us.

     

    Dr. Seuss’s first children’s book was rejected by 23
    publishers. The twenty-fourth publisher sold six million copies and
    Dr. Seuss realized his perseverance resulted in challenging and
    educating millions of children.

     

    After having been rejected by both Hewlett-Packard and
    Atari, Apple microcomputers had first-year sales of $2.5
    million.

     

    And Formula 409…got its name because 4 hundred and 8
    times they submitted their compound and were rejected. But the 4
    hundred and 9th time …………….was accepted.

     

    So how do you know when enough is enough?

     

    When we achieve what we set out to do, that is when it
    is enough?

     

    Are you willing to do enough?

     

    To cold call, or to prospect within an account you need 4 parts
    in your opening statement. For a great opening statement 4 things
    are enough.

     

     

    The four major parts to a powerful opening statement
    are:


    Greeting
    Attention Statement
    Interest Statement
    Opening Question

     

    The opening statement creates a bridge from “I don’t
    know you” to “I need to know you.”

     

    Different is the new great. The goal is to stand out
    amongst the sea of sales people fighting for your prospect’s
    interest.

     

    Now let’s take a look at the first thing to say in your opening
    statement:


    The Greeting

     

    Some sales people whisper the name of their company as if they
    were passing notes to another student in class. Or they say it so
    quickly that it lacks the luster and power the name deserves. The
    greeting is where you acknowledge who you are and which company
    employs you. This should be said slowly and with pride.

     

    “Hello. My name i

    • 22 min
    Episode 007 How to Win a Sale in the first 10 seconds of a cold call

    Episode 007 How to Win a Sale in the first 10 seconds of a cold call

    How to close a sale in first 10 seconds of a Cold Call - Winning Sales Message
    For this podcast, we are going to look at the most important part of your opening statement…the interest statement.
     You never get a second chance to make a good first impression. When you are prospecting to a client there are no second takes. If you stammer the initial call, you cannot hang up and call right back to try again.
     Regardless of the business or organization, everyone has the same problems all over the world. In order for you to achieve differentiation with your prospecting efforts, you need to mention one or more of these six needs in your WIIFM Statement. Take a look at an example for each:
     
    Operations WIIFM – You operate better with me
    Operations represent the biggest challenge for any business. This area has a dual focus on cost control and inventory management. Even for service companies, inventory is present in the form of human labor. Your WIIFM should focus on how you can have a direct impact on overseeing key areas of their inventory, or the way in which they conduct their business.
     For your clients, differentiation of companies in your industry becomes tougher every day. Look for operational superiority in your offer if you cannot easily show product superiority. In the absence of product differentiation, focus your WIIFM on process differentiation. Most businesses interact with companies based on what works for the company and not their customer. Highlight this difference and you will stand out.
    Operations: These ideas will gain you more control over your expenses.
     
    Marketing WIIFM – You have more customers with me
    Marketing focuses on generating revenue. Every company is in the business of making money. A strong WIIFM focuses on how your company can help them make more money. In some cases, you may be positioned to use Power Prospecting to contact organizations and not businesses. This includes non-profit organizations, like a city council or other government agencies. Not for Profit organizations have a reason for existing and that reason is the source for developing a strong WIIFM. Show how you can help them find new customers or reach their objectives quicker.
    Marketing: I specialize in helping my customers find customers.
     
    Financial WIIFM – You make money with me.
    Financial needs involve a business’ ability to collect billed revenue. Getting business is good, but collecting money on business is great! All decision makers have a concern around ensuring that billing and collecting is a smooth process. It may require a creative WIIFM to connect your offering to this regard. However, that connection will immediately resonate with the decision maker during your prospecting call.
     
    Productivity – You gain more resources with me
    Productivity is the area where businesses look to accomplish more by using fewer resources. Using fewer resources could refer to things like money or time. Every business leader seeks ways to prevent over spending. Nothing frustrates a vested business professional more than spending too much time on administrative activities and not enough time on revenue generation.
    Productivity: I will show you ways to spend more time on revenue-generating activities and less time on administrative activities.
     
    Information – You stay ahead with me
    Information empowers any business to make the right decisions to keep themselves in business. Company owners and leaders want to ensure that they are up to speed on the latest trends within their industry or market. No one wants to be behind the times. In addition, no one wants to be too far ahead which could result in not having any customers. For business leaders, having complete and correct information about the business environment makes for a compelling WIIFM.
    Information: My company prides itself on supplying you with the most valuable resource in the market right now…information on the industry’s best practices.

    • 18 min
    EPISODE 6 - Increase your charisma to win more sales

    EPISODE 6 - Increase your charisma to win more sales

    Power Sales Guru, Will Harris discusses concepts from his best selling book "Power Prospecting".  In this episode he states: "What you do does not define who you are.  But what you think does define who you are. And, many times it defines your amount  of charisma."

     

    What is charisma?  You may not be able to define it.  But you know it when you see it. At the heart of charisma are two things that make or break you. 

     

    This podcast will tell you both things and help you increase your charisma to win more sales!

    • 15 min
    EPISODE 005 - Making the Gatekeeper Your Champion

    EPISODE 005 - Making the Gatekeeper Your Champion

    This is the 5th Power Sales Guru Podcast by Will Harris. In this podcast, Will helps you convert the gatekeeper into an advocate. This episode helps you sell easier by selling from within.

    Have you ever spoken to someone who acted like they were the boss…only to find out later that they had no signing power?

    Maybe you reached out to someone who said I’m not the boss but tell me what you want and I will tell them.

    What can you do?

    Do you go around them and risk isolation? Do you do nothing and hope your message reaches the right person?

    Hope is not a strategy. And different is the new great.

    We need a strategy that will make you stand out and come UP in the face of an environment that can be hostile and discouraging.

    This podcast helps you get the strategy that will continue to make your life easier!

    • 23 min

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