25 episodes

Level up your sales game with our podcast! Join us for engaging discussions on sales techniques, interviews with industry leaders, and updates from Middle Tennessee State University's Center for Professional Selling.

Tune in each week to learn from experienced hosts and guests, and be part of our vibrant sales community,

Subscribe now on major platforms!

Drink Coffee, Make Friends (That's What Salespeople Do‪)‬ Thom Coats

    • Business
    • 5.0 • 4 Ratings

Level up your sales game with our podcast! Join us for engaging discussions on sales techniques, interviews with industry leaders, and updates from Middle Tennessee State University's Center for Professional Selling.

Tune in each week to learn from experienced hosts and guests, and be part of our vibrant sales community,

Subscribe now on major platforms!

    Mastering Your Elevator Pitch with the STAR Interview Method

    Mastering Your Elevator Pitch with the STAR Interview Method

    In the dynamic world of professional networking and job
    interviews, having a polished elevator pitch is essential for making a
    memorable impression and standing out from the crowd. However, crafting a compelling
    pitch can be daunting without the right framework. We
    explore using the STAR interview method during the podcast as a powerful model for telling your
    story with impact and clarity.

     

    What is the STAR Interview Method?

    The STAR interview method is a structured approach to
    answering behavioral interview questions by providing specific examples of past
    experiences. It stands for Situation, Task, Action, and Result, and it's widely
    used by recruiters and hiring managers to evaluate candidates' skills,
    competencies, and fit for the role.

    • 16 min
    Unlocking the Door: Strategies Sales Professionals Use to Secure Appointments

    Unlocking the Door: Strategies Sales Professionals Use to Secure Appointments

    Introduction:
    In the realm of sales, securing appointments with potential clients is the crucial first step towards building fruitful relationships and closing deals. However, in today's competitive landscape, getting that foot in the door requires a strategic approach and a mastery of various tactics. In this blog post, we'll explore the diverse methods and strategies employed by sales professionals to secure those coveted appointments and pave the way for successful engagements.

    • 19 min
    Title: Nurturing Growth: The Power of Mentorship

    Title: Nurturing Growth: The Power of Mentorship

    Introduction:
    In the journey of personal and professional development, the guidance of a mentor can be transformative. Whether navigating the complexities of academia, embarking on a new career path, or striving to achieve your goals, having a mentor by your side can make all the difference. In this blog post, we explore the profound impact of mentorship and delve into why it's a cornerstone of success in any endeavor.

    • 15 min
    Elevating Sales Conversations: A Guide from Approach to Close

    Elevating Sales Conversations: A Guide from Approach to Close

    Introduction:
    In the dynamic realm of sales, effective communication is the cornerstone of success. Each step of the sales conversation, from the initial approach to the final close, presents an opportunity to forge meaningful connections and drive deals forward. In this comprehensive guide, we'll explore the key stages of the sales conversation and provide strategies to navigate them with finesse and confidence.

    Approach:
    The approach is the pivotal moment that sets the tone for the entire sales conversation. Whether it's a phone call, email, or face-to-face meeting, the approach should be tailored to captivate the prospect's attention and establish rapport. Personalization is paramount, as addressing the prospect by name and expressing genuine interest can lay the foundation for trust. Always confirm the allotted time, state your purpose clearly, verify if you are speaking with the correct contact, and inquire about any additional goals they may have.

    Discovery:
    Once rapport is established, it's time to dive deeper into the prospect's needs, challenges, and objectives during the discovery phase. This stage hinges on asking insightful questions and actively listening to uncover valuable insights. By understanding the prospect's pain points and goals, sales professionals can customize their pitch to resonate with the prospect's specific needs, enhancing the likelihood of a successful outcome. In our program, we implement the renowned S.P.I.N. technique for effective discovery.

    Presentation:
    Armed with a comprehensive understanding of the prospect's requirements, it's time to demonstrate how your product or service can address their needs effectively. The presentation should be concise, clear, and focused on highlighting the value proposition. Align the problems uncovered during discovery with the features of your offering that provide solutions. Leveraging storytelling techniques and real-life examples can help prospects visualize the benefits of your offering, making it more compelling and memorable.

    Close:
    The close represents the culmination of the sales conversation – the pivotal moment when the prospect commits to moving forward with the deal. While some may perceive the close as the most challenging part of the process, it's essential to approach it with confidence and conviction. Effective closing techniques involve summarizing key points, addressing any remaining objections, and outlining the next steps clearly to solidify the agreement.

    Conclusion:
    Mastering the sales conversation is a fundamental skill for sales professionals across all industries. By refining their approach, mastering the art of discovery, delivering impactful presentations, and executing successful closes, sales professionals can navigate the sales conversation with grace and assurance. With each interaction, they move closer to achieving their sales objectives and fostering enduring relationships with their customers.

    • 19 min
    Reflecting on a Semester of Achievements: A Recap of Fall 2023 at the Center for Professional Selling

    Reflecting on a Semester of Achievements: A Recap of Fall 2023 at the Center for Professional Selling

    As we begin another amazing semester at MTSU Jennings A. Jones College of Business, let's take a moment to celebrate the remarkable journey we've had during the Fall 2023 semester. This semester was filled with mentorship, competitions, networking, and invaluable learning experiences. Here's a highlight reel of the events that defined our fall semester

    • 25 min
    Unlocking the Power of Referrals: When and How to Ask

    Unlocking the Power of Referrals: When and How to Ask

    Referrals are the golden ticket in the world of sales. They allow you to fast-track your way to prospects by leveraging the pre-existing relationships of others. But the question arises: when is the right time to ask for referrals? 

    The straightforward answer is - all the time. However, let's delve into specific scenarios that warrant asking for a referral.

    • 16 min

Customer Reviews

5.0 out of 5
4 Ratings

4 Ratings

Time4Energy ,

Practical, refreshing

Mark, Thom and guests keep sales fun and I love the commitment to life long learning and giving back to our communities. Sales gold right here!

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