121 episodi

Sales and Marketing Strategy for Entrepreneurs and Business Leaders: Take control of your future by focusing on relationship-based sales with Dave Lorenzo. Dave delivers a new sales strategy each day and interviews entrepreneurs, business leaders, and industry experts about ways you can grow your revenue. If you own a business or want to make more money, this is the show for you..

Do This Sell More: Sales And Marketing for Entrepreneurs and Business Leaders Dave Lorenzo

    • Marketing

Sales and Marketing Strategy for Entrepreneurs and Business Leaders: Take control of your future by focusing on relationship-based sales with Dave Lorenzo. Dave delivers a new sales strategy each day and interviews entrepreneurs, business leaders, and industry experts about ways you can grow your revenue. If you own a business or want to make more money, this is the show for you..

    DTSM 122: How To Close a High Ticket Sale

    DTSM 122: How To Close a High Ticket Sale

    On this show I share the story of how I closed a million-dollar deal in just 60 days. It was 90% hard work and research and 10% luck.
    Join me as I reveal - for the first time - how you can shorten your high-ticket sales cycle.
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    • 7 min
    DTSM 121: How To Become A Trusted Advisor

    DTSM 121: How To Become A Trusted Advisor

    This is the show where I give you a great description of the "cold caller" the "order taker" and the trusted advisor. Which one do you want to be?
    This show will help you figure it out.
    If you want to become a high-ticket sales superstar, call me: 888.444.5150
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    • 9 min
    DTSM 120: The Best Sales Pipeline Management System

    DTSM 120: The Best Sales Pipeline Management System

    Are you struggling to keep your customer pipeline full? On this show, I talk about the sales activities you should be focusing on if you want to attract ideal clients and bring in big money.

    All too often, salespeople count on cold calls and lead lists to stuff their sales funnels – with names that go nowhere. Stop wasting your time and energy pursuing meaningless stabs in the dark. Instead, leverage your relationships to meet real prospects, establish yourself as an expert, and get referrals.

    THESE are worthwhile sales activities:

    - Ask your current clients about the groups they belong to, then join those groups. Offer to speak at functions where you’ll establish industry credibility.

    - Similarly, find out what websites they visit and what trade publications they read. Post and publish articles in those places.

    - Determine what conventions your best clients attend and go to them. The networking you’ll do at just one trade show will fill your customer pipeline for a month.

    - Figure out who else sells to your customers and do joint ventures with those people. Piggyback off of other people’s relationships to make your own deals.

    Now, you may be thinking, “I need to be out there selling.” I’m here to tell you, these activities ARE selling. Making connections, getting referrals, demonstrating industry know-how, and teaming up with trusted providers – it’s how to keep your customer pipeline brimming with quality prospects.

    Commit to these sales activities every month. Speak, publish, network, and partner up. Then make sure you follow up. Your pipeline will stay full and sales will follow!
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    • 8 min
    DTSM 119: How To Raise Your Prices With Zero Resistance

    DTSM 119: How To Raise Your Prices With Zero Resistance

    Did you know that you can ask for more money? You can. That is, as long as you focus on improving customer perception of quality regarding your product or service.

    If your customers perceive high value, they’ll be willing to pay more, meaning you can raise your prices and they won’t resist.

    This is one of the simplest ways to make more money because you’re essentially not doing any extra work and yet, by increasing your prices you’re able to earn more for each sale.

    So, let’s look at a few ways that you can improve customer perception of quality so that you can ask for more money.

    The first thing to do is to start calling yourself a consultant rather than a salesperson. This means looking the part as well. Dress appropriately for your industry.

    Second, change the circle of people that you spend time with. Make sure that these are people who can make you better.

    You should also limit access to yourself. Prospects should be vetted thoroughly so that you seem exclusive.

    Then, overwhelm your clients with value. No matter what they’re paying, if they FEEL like their getting great value, it’ll seem worth it to them.

    Once you do these things you can then raise your prices. However, when you do raise your prices, make sure you raise them to the high end of the market. You should only be working with 70% of people who come to you because 30% can’t afford you.

    You CAN ask for more money without fearing customer resistance. But first, you have to change the customer perception of quality. Make them think that your product or service DEMANDS a high price. Then when you start charging more, rather than cause resistance, it’ll match the value they perceive.
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    • 10 min
    DTSM 117: 5 Steps To Winning With Relationship Based Sales

    DTSM 117: 5 Steps To Winning With Relationship Based Sales

    Although there are a variety of sales methods in existence, they often feel unnatural.
    Think about cold calling. Cold calling is difficult for both parties involved. It’s inconvenient for both you and the customer.
    Relationship selling allows you to have a client focus. When you create positive relationships, both you and your customers win.
    Here are five ways to become a relationship builder:
    First, lead with value. Deliver value by solving a problem or making an introduction for your potential client. This shows them right away that you have something to offer.
    Get permission to communicate with them frequently. After you’ve demonstrated value in some way, ask your potential client if they’d like to receive updates. This is a low-pressure way for them to stay in touch with you.
    Be interesting. This is a simple yet effective way to be a relationship builder. Just as you enjoy being around interesting friends, your customer will want to spend time with you if you can be magnetic.
    Share client success stories. Sharing stories helps clients understand the value that you provide. When you talk about previous clients you’ve helped, it gets people thinking about the value you can provide.
    Lastly, continue to offer value. Check in with your clients every couple of months and ask them if they’re having any problems. If you can help them, you can strengthen your relationship.
    Having a client focus allows you to develop a relationship built on solving problems, rather than on selling. This will take away a lot of the pain that comes from traditional sales methods, and will ensure that you develop a lasting partnership.
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    • 11 min
    DTSM 116: How To Select A Sales Coach

    DTSM 116: How To Select A Sales Coach

    What sets one sales guru apart from the next? How do you find someone to look up to? In this video, I talk about how to choose a mentor whose wisdom and experience can help you succeed.
    Selling is an integral part of any business, so it’s smart to learn sales techniques and become the best salesperson you can be. A quick online search yields dozens of sales coaches with many different approaches.
    I’ve been asked, “What makes you different from any other sales guru?” I became a sales expert by working in the trenches. I learned to sell in each of my roles as an employee, business leader, and business owner.
    Here’s how to choose a mentor and get better at selling:

    1. Find someone who has accomplished what you aim to do. If you want to be an entrepreneur, seek out a successful startup owner who’s willing to share what they’ve learned.

    2. Find someone with a style that’s similar to yours. What’s your preferred sales method? Does your mentor’s tactics align with what you’re comfortable doing?

    3. When you find a salesperson you want to emulate, immerse yourself in their content and take in all the advice and information you can use.

    How can you tell if a sales guru is the real deal? Knowing how to choose a mentor takes learning how to be perceptive and selective. Don’t be fooled by first impressions or appearances.
    If a salesperson impresses you, dig deeper. How did they earn their money? Did they grow their business little by little through hard work and determination, or did success fall into their lap?
    Chances are, you’ll learn more from someone who had to scratch and claw their way to the top.
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    • 7 min

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