Octane by Charley Hackerson Charles Hackerson

Please visit www.patreon.com/chackerson for supplemental materials in the posts.  While there, consider subscribing!  100% of the proceeds go to the Jeremiah Program to help single mothers break the cycle of poverty through education, housing and childcare.  Even $5/month goes a long way!

In this episode, we will discuss how to play when your prospect has an idea in mind, but it is not you.  If you have worked on one of my sales teams (or one of my clients), you might remember this as "Vision Re-Engineering".  We will talk through the biggest decision you face.  REFRAME or WALK.

Featured non-profit is the Elimisha Children's Project

Music composed and performed by Will Hackerson

Please visit the free show page at www.patreon.com/chackerson to find all of the supplemental materials as attachments to the S2E5 post!  There is a powerpoint slide template will really help you on this episode!

This episode builds upon the techniques of bridging statements and customer reference stories from Season 1, and connects the conversation about getting to power.  It is all about creating the kind of relationships with your prospects that will make them step toward you to admit the many problems they face.  It will also show you how to discuss solutions using questions as well!

Featured non-profit is the Elimisha Children's Project.

Music composed and performed by Will Hackerson

Please visit the free show page at www.patreon.com/chackerson for all supporting visuals.  While there, consider joining the cause.  100% of all revenue goes directly to helping single mothers at the Jeremiah Program break the cycle of poverty.  If you appreciate the content, consider joining the cause!

In this episode, we will discuss how to avoid the pitfalls of selling with third parties to win more business today, and also discuss technique that allows you to work more with them in the future to drive additional streams of revenue.

Featured non-profit is the Elimisha Children's Project.

Music composed and performed by Will Hackerson.

Free Show page at www.patreon.com/chackerson.  Here you can find talk tracks in past posts.

In this episode, we will discuss the Political Puzzle, the factors that kill deals, and what can be done to get ahead of them before your deal gets taken out.  We will also discuss specific talk tracks and tactics to recruit others in the organization to your cause. 

Featured non-profit is the Elimisha Children's Project.

Music composed and performed by Will Hackerson,

Don't forget to visit the free show page at www.patreon.com/chackerson for supplemental materials.

In this episode, we will discuss how to solve the Financial Puzzle by illustrating in black-and-white terms that it is worth the money.  During this episode, we will also discuss buyer types and why it is important to present the numbers in the way that is best for them to help preserve the Emotional Puzzle as well.

While you are at the show page, please consider subscribing.  100% of the proceeds go to helping our featured non-profit, the Jeremiah Program (www.jeremiah program.org), in their mission to help single mothers break the cycle of poverty through housing, education and child care.

Music composed and performed by Will Hackerson.

In this episode, we will discuss why selling a disruptive technology is like playing 4 dimensional chess.  The four puzzles you need to solve are Emotional, Political, Solution Fit, and Financial.  Season 2 will build upon the foundation of Season 1, and the Four Puzzles will be explored as advanced topics throughout the season.
For the visual about Metcalfe's Law, please visit www.patreon.com/chackerson.  This free show page has supplemental materials from all previous episodes as well.  While you are there, please consider subscribing.  100% of the proceeds go to helping single mothers break the cycle of poverty through the Jeremiah program.  (Jeremiahprogram.org)
Thanks for listening!