How to Succeed Podcast Sandler

In this week's episode with Carol Bowser, we discuss the topic of de-escalating conflict. We discuss the importance of managing the emotional climate in conversations, creating microclimates to prevent escalation, and preparing for difficult conversations. We emphasized the importance of creating a positive emotional climate, active listening, and approaching conversations with empathy and understanding. Carol highlighted the significance of empathy and effective communication in addressing customer concerns and  effective communication strategies for de-escalating conflict. 
Join us in this conversation where Carol emphasizes the importance of understanding the narrative and context, managing emotions, and setting clear expectations in conflict resolution. Learn how to de-escalate conflict and succeed in difficult conversations. These expert tips will transform your communication skills!
Timestamp 
0:11 De-escalating conflicts and managing difficult conversations.
6:09 How to handle customer complaints in sales conversations.
12:01 How to approach conflicts and negotiations by understanding the other party's goals and reframing questions to find mutually beneficial solutions.
19:38 Escalation and de-escalation of conflicts, with a focus on communication and preparation.
23:01 De-escalating conflicts through active listening and empathy.
31:29 Conflict management strategies with Carol Bowser.

 
Key Takeaways 
Conflict can be de-escalated by reframing complaints as requests and understanding the underlying needs and goals of the other party.
Creating a collaborative and problem-solving mindset can help find workable solutions and build long-term relationships.
Using the word "yet" instead of "but" can balance both sides of the conversation and prevent escalation.
Acknowledging valid points and reflecting on the significance of the information shared can help de-escalate emotional intensity.
Remaining calm, cool, and collected during conversations can create a safe space for open dialogue and problem-solving.
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In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning sales behaviors with the customer's needs and pain points.
Join us in this insightful conversation Rich Chiarello shares insights on how to have ROI conversations with potential clients. Rich discusses the mindset shift from selling features to identifying big problems that can be solved. He provides practical tips on sequencing the sales process, positioning yourself as a valued consultant, and calculating ROI. Tune in to learn how to have meaningful ROI conversations that lead to successful sales outcomes.
 
Timestamp 
0:13 Selling technology and ROI conversations with Sandler trainer.
3:51 ROI conversations in sales, myths, and misconceptions.
7:53 Sales techniques, including identifying pain points and demonstrating value.
12:40 Sales techniques, ROI, and budgeting for software and sales training.
17:23 ROI calculations and cost savings strategies for businesses.
20:56 Sales training, personal pain, and success definition.
 
Key Takeaways 
The value proposition that a salesperson offers should be based on their knowledge of the sales process, not just the technology they are selling.
ROI conversations should start with identifying a big business problem that can be solved and determining if the return on investment is significant enough to justify the expense.
It is essential to understand the different budget buckets and how expenses and capital investments are treated to have meaningful ROI conversations.
Salespeople should focus on the personal pain of the prospect and find out what motivates them to solve the business problem.
Looking at the full five-year cost trade-off and the ongoing benefits of a solution can lead to a larger ROI and a more compelling investment case.
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In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity.
Join us in this week's insightful conversation with Brain, where we delve into the art of influencing people for success in sales and beyond. Discover the principles of influence, such as liking, reciprocity, authority, social proof, commitment and consistency, and scarcity. Gain insight on building stronger relationships and achieving greater sales success.
Timestamp:
0:12 Influencing people, focusing on liking and knowing the person.
4:23 Principles of influence, including liking, reciprocity, authority, and social proof.
9:45 How to establish authority and expertise in sales through storytelling and credibility-building strategies.
13:22 Building trust and credibility in business through likability, self-orientation, and reframing.
18:13 Sales psychology and principles with Brian Ahearn.
 
Key takeaways 
Influence is a natural part of human interaction, and understanding how to effectively communicate can make a significant difference in getting others to say yes.
Building relationships and genuinely liking the people you are trying to influence is the foundation for successful persuasion.
Reciprocity is a powerful principle of influence, and giving back to others can create a sense of obligation and increase the likelihood of them saying yes.
Authority and social proof are important factors in influencing others. Demonstrating expertise and providing examples of others who have benefited from your solution can increase trust and credibility.
The principle of commitment and consistency highlights the importance of asking questions rather than telling people what to do. By getting others to commit to small actions, they are more likely to follow through and say yes to larger requests.
Scarcity can create a sense of urgency and increase the perceived value of what you are offering. Highlighting what someone might lose by not taking action can be more persuasive than focusing on what they might gain.
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In this week's episode, Elle Ingalls delves into the art of succeeding in sales without succumbing to stress. Elle defines stress as the triggering of the fight or flight stress response and elucidates how stress hormones can detrimentally affect our performance and well-being. Throughout the discussion, Elle shares practical tools and techniques aimed at preventing and managing stress effectively. Moreover, Elle emphasizes the importance of cultivating an environment of contribution rather than competition within the realm of sales. By fostering collaboration and support among team members, individuals can alleviate the pressure often associated with sales targets and deadlines.
Join us this week for an enlightening discussion with Elle Ingalls as she shares invaluable insights on succeeding in sales without the burden of stress.  Elle underscores the significance of awareness and self-reflection in breaking the cycle of stress. By understanding their triggers and reactions, sales professionals can proactively implement strategies to mitigate stress and maintain optimal performance. Don't miss out on this essential conversation.
Timestamp 
0:13 Reducing stress in sales with a special guest from Pressure Free Living.
1:09 Stress management and its misconceptions.
6:04 Stress response and its impact on sales performance.
10:34 Triggers for fight or flight response and its impact on body functions.
15:26 Managing stress and improving mental performance through self-awareness and training.
19:37 Productivity tools and mindset shifts for sales professionals.
23:58 Public speaking, stress management, and leadership.
29:36 Overcoming stage fright and achieving success in sales.

Key Takeaways 
Stress is not the stressors themselves, but the triggering of the fight or flight stress response and the release of stress hormones.
Relaxing the abs can signal to the brain that you are safe and help prevent the release of stress hormones.
Smiling can release neuropeptides that support positive neurotransmitters and help manage stress at the moment.
Shifting from a mindset of competition to one of contribution can create a more relaxed and receptive environment in sales.
Developing awareness of triggers and using tools to prevent and manage stress can lead to increased productivity, improved communication, and a better quality of life.
 
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In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature.
Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset. By addressing these aspects early on, salespeople mitigate the risk of encountering sticker shock later in the negotiation phase while ensuring alignment between their offerings and the prospect's expectations.
Join us this week for an enlightening discussion with Scott Bliss as he shares invaluable insights on avoiding ghosting in sales. Don't miss out on this essential conversation.
 
Timestamp 
0:14 Prospecting in 2024 with Tom Nation from Sandler UK.
1:21 Prospecting strategies for 2024.
6:51 Prospecting and Assertiveness in Sales.
14:57 Sales prospecting, automation, and cadence.
20:31 Using automation in sales while avoiding spammy messages.
23:30 Prospecting strategies and tools for sales success.
29:53 Sales techniques, mindset, and personal development.
 
Key Takeaways 
Lack of identifying the prospect's pain or gap in their current situation can lead to being ghosted. Salespeople should focus on understanding the prospect's true needs and problems before presenting a solution.
Avoid sticker shock by discussing budget and investment conversations early on. By having open conversations about pricing and investment parameters, salespeople can align their solutions with the prospect's expectations.
Understand the prospect's decision-making process and who is involved. By knowing the decision-makers and their timeline, salespeople can avoid being left in the dark and increase their chances of closing the deal.
Use questioning strategies, third-party stories, and the curiosity curve to engage prospects and build trust. Salespeople should focus on asking meaningful questions and sharing stories of how they have helped others in similar situations.
Embrace the Sandler rule of "no" as the second-best answer. Salespeople should not be afraid of hearing a "no" early on in the sales proc
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This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles. 
 
Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM endeavors, advocating for the activation of existing customer bases, and leveraging triggers to engage potential clients. Additionally, he addresses prevalent misconceptions and pitfalls encountered in ABM execution, enriching listeners with insights garnered from his extensive experience in the field.
 
Don't miss out on this enlightening episode, where Mason Crosby navigates the landscape of account-based marketing, equipping businesses with the tools to tailor their marketing and sales efforts effectively.
 
Timestamp 
0:12 Account-based management (ABM) strategies for sales success.
1:09 Account Based Marketing for B2B sales.
4:35 Common mistakes in implementing Account Based Marketing.
8:46 ABM strategy and its implementation.
15:14Using data to target B2B leads with ABM.
20:03 Using triggers and data to personalize sales outreach.
24:45 Using existing data to target potential clients.
29:09ABM strategies and growth with Mason Crosby.
 
Key Takeaways 
Account-based marketing (ABM) is a B2B growth strategy that aligns marketing and sales efforts around a set of shared target accounts.
ABM is most effective for B2B companies with a higher average contract value, a dedicated sales team, and a longer sales cycle.
Starting ABM with existing customers can be a great way to prove the model and generate results.
 The four key elements of ABM are data (identifying target accounts and reasons to reach out), distribution (choosing the right channels to engage prospects), destination (where to direct prospects), and direction (tracking engagement to determine if prospects are moving closer or further away).
ABM can be implemented in a scrappy and cost-effective manner, starting with one trigger, one channel, and one piece of content.
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