300 episodes

The Salesman Podcast is the world's most downloaded B2B sales and selling podcast. Will Barron interviews the world’s leading sales, business, motivation, influence, body language, and psychology experts to give you the information YOU need to make more money and really THRIVE in sales.

The Salesman Podcast Will Barron

    • Management

The Salesman Podcast is the world's most downloaded B2B sales and selling podcast. Will Barron interviews the world’s leading sales, business, motivation, influence, body language, and psychology experts to give you the information YOU need to make more money and really THRIVE in sales.

    The FIVE Levels Of Value In Sales

    The FIVE Levels Of Value In Sales

    In this solo episode, Will Barron explains the five different levels of value in B2B sales and how to position yourself so that your prospects HAVE to buy from you.

    • 19 min
    BESTOF2019: How To Leverage The “Challenger Sale” (Step By Step Guide) With David Pirt

    BESTOF2019: How To Leverage The “Challenger Sale” (Step By Step Guide) With David Pirt

    David Pirt is a Challenger Sale expert, behavioural science enthusiast and former solider.







    On this episode of The Salesman Podcast David shares a step by step guide to what the Challenger Sale is and how we can implement it’s success principles into our B2B sales game.







    Resources:







    * David on Linkedin*  ChallengerInc.com* Book: The Challenger Sale: How To Take Control of the Customer Conversation

    • 42 min
    BESTOF2019: TAKE Your COMPETITORS Accounts With Anthony Iannarino

    BESTOF2019: TAKE Your COMPETITORS Accounts With Anthony Iannarino

    Anthony Iannarino is an international speaker, an author, and a sales leader.







    On this episode of the show Anthony is sharing how we can take business from our competitors and essentially “eat their lunch”.







    Resources:







    * Book: Eat Their Lunch: Winning Customers Away from Your Competition* TheSalesBlog.com* @Iannarino

    • 39 min
    BESTOF2019 How To Sell To The C-Suite With Josh Braun

    BESTOF2019 How To Sell To The C-Suite With Josh Braun

    Josh is Co-Founder and CEO of Sales DNA, and former Head of Business Development for Basecamp. He is an expert in helping sales leaders, CEO’s and founders create systems to generate a steady flow of meetings each month with qualified buyers..







    On this episode of The Salesman Podcast Josh explains how to book meetings with and win business from the C-suite.







    Resources:







    * Follow on podcast episode: #636: Selling To The C-Suite (CASE STUDY PART 2) With Josh Braun* Lifetime Access: The Badass B2B Growth Guide* SalesDNA.co* @JoshBraun* Josh on Linkedin

    • 35 min
    Why Buyers Are UTTERLY Irrational

    Why Buyers Are UTTERLY Irrational

    In

    today’s video I’m going to share why

    buyers can seem utterly irrational and

    don’t close the sale, even though it makes complete logical sense

    for them to do so.









    Then

    I’ll tell you how you can overcome this emotional mess that buyers

    find themselves in so you can win more business and crush your sales

    target.











    Have

    you ever been in a sales meeting where everything is going perfectly.

    The potential partner needs your product desperately, they have the

    budget, all the decision makers are in the room, yet the deal falls

    through?











    This

    is because the potential partner is thinking emotionally rather than

    logically. In this video you’re going to learn why this is and how

    you can switch on the logical side of the potential

    partners

    brain so they close the deal and you get paid.











    It’s

    not just potential partners who get emotional when they should be

    thinking logically. All of us do it. It comes down to how the human

    brain is physically wired.









    You see, making decisions on emotion factors is actually the default, go to way of making decisions. This is because the limbic or emotional part of the brain comes before the frontal lobe or the logical part of the brain in it’s wiring.







    Emotional decision making









    Lets

    take a look at this image which shows this visually –

















    Here

    is how it works – everything you see, smell, hear, taste and touch

    is picked up by our sensory organs and converted into electrical

    signals. These signals are then fired towards our brain, passing from

    cell to cell through our spinal-cord.









    Eventually

    these signals travel to your frontal lobe, which lives in your

    forehead, which is where rational thinking takes place. The issue is

    that before it reaches the rational part of your brain it passes

    through your limbic system and this is where instant, instinctual,

    emotional responses are produced.







    This physical journey of firing neurons ensures that you experience things emotionally before you can reason with the emotion and think logically about the situation. There is constant communication between the rational and emotional parts of the brain but the emotional side of things gets information first, which always skews the output towards emotion.







    Rewire their brains







    So

    what we need to do is rewire the decision making system of our

    potential partners to do this –

















    We’ve

    added an extra step of THINKING about the initial emotional response

    the potential partner wants to throw at us and then getting them to

    consciously choose their next action rather than acting instantly.









    You

    can’t stop them thinking emotionally or even illogically but you

    can nudge them into consciously adding a second layer of logic to

    these thoughts after they occur.









    To

    do this you’re going to mirror their emotional state and slowly

    drag it towards logic.









    Now

    lets think of the sales process from the potential partners side. It

    looks a little something like this –

















    They’re

    going about their day, everything is looking pretty logical. Then

    they find an issue,

    • 14 min
    How to Change Someone’s Mind – 7 Persuasion Skills

    How to Change Someone’s Mind – 7 Persuasion Skills

    Trying to change someone’s mind is something that we have all tried to do, but most people fail at influencing others.







    Learning ability to change other peoples minds is integral having success in life. Because you will never have success in life you are always following other people’s plans, you need to learn to influence them so that you can follow your own.







    How to change someone’s mind









    So

    in this video I’m going to give you seven, powerful and actionable

    rules to follow when you’re trying to influence someone and change

    their mind.











    Rule

    one – go for no









    When

    you are butting heads with someone else and trying to influence their

    opinions, they know that you’re trying to get them to say “yes”.

    The long this goes on, there is an increasing pressure as this person

    avoids saying yes, and the level of involvement from their increases

    until a point where they may never admit defeat at all.















    As you can see on this diagram, as more and more ego and emotion gets put into the conversation, the pressure for the individual to say no and disagree with you goes up and up. All until it reaches a point of no return where they just think “f-it” and they’ll never openly admit to changing their mind, just to spite you.









    Have

    you ever lied about being wrong, just so you wouldn’t look bad?

    That’s you reaching the “f-you” point.









    So

    instead, you’re going to relieve all this pressure by influencing

    them to say “no” instead of pushing them towards yes which is

    what they’re expecting you to do.











    When

    someone says “no” it can be an incredible relief for them, it can

    feel like you’ve taken a weight right off their shoulders, and it

    also gives them the perception of control, which in turn allows them

    to drop the emotion from the discussion and come back to a more

    logical conversation.









    “No”

    can actually means many things. For example it could mean –







    *

    You’re

    make me feel uncomfortable

    *

    I

    do not understands

    *

    I

    don’t think I can afford it

    *

    I

    need more information

    *

    I

    disagree right now but I could change my mind











    So

    take a moment from trying to debate the individual and ask the

    question…







    “What about this does not work for you?”.









    This

    immediately pulls the conversation towards what’s stopping them

    from believing you which is half the battle won.











    Rule

    two – don’t argue









    Next

    where people go wrong when trying to change someone elses mind is

    that they allow the conversation to escalate into an argument before

    they get to a point at which they can influence the other person.









    Most

    people assume wrongly that if they can prove their points logically,

    common sense will take over and the other person will admit that they

    were wrong. The issue is, emotions play a much larger impact on our

    decisions of what we believe than what people’s logical brains do.









    Just

    because you are technically correct and perhaps you have more data

    supporting your outcome and maybe you even have the backing of other
    ...

    • 20 min

Customer Reviews

Toni Antti ,

Salesman Podcast gives actionable and fascinating insights everyday

Will's podcast really hits it home with actionable insights. It gives new perspectives to selling and life in general. Would recommend 7/7.

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