Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today's toughest selling questions with logical answers that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty suddenly becomes your competitive advantage and the sale... becomes logical.
How to Sell Through a Downturn
Lightning Round: Top 10 Ways to Position Yourself for Success in a Tough Economy
Question: Hugh Hornsby from Virginia asks, “While I understand what you are saying in terms of an economic downturn, my fear is that what you focus on is what you get. Would love your thoughts.”
Book: Think and Grow Rich by Napoleon Hill
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Getting the Decision-Maker to Commit
Lightning Round: Top 10 Ways to Identify Customer Pain Points
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Question: John from Temecula, CA asks, “Rising interest rates, inflation and just general fear about the economy is seriously impacting our sales. My team is having trouble getting deals to move forward. They can get in the door, have great conversations, and get the interest of their prospects, but they can't get the deal to close.. Help?”
Book: 30 Days To Sales Success by Meridith Elliott Powell
Should You Use Automation in Sales?
Lightning Round: Top Automation Tools
Question: Davis Brown from Chicago says, “Would love to hear about how you and Mark use automation. I'm not using any automation currently, outside of scheduling calls on my CRM. Should I be doing more? What tools specifically do you suggest and how to integrate it into my sales strategy?”
Book: Sales Automation Survival Guide by Dick Lee
Coming Soon! Catch a sneak peek now...
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Selling Through the Holidays
Lightning Round : Top 10 Ways to Sell Effectively Through the Holiday Season
Question: Ron from Milwaukee asks, “I am a sales leader of a newly merged team, and we are having a big debate—do we or do we not sell through the holidays? My team has had an amazing year, but we are worried about 2024. Most of my newly formed team is tired, wants a break, but a few of my top performers think we need to strike while the iron is hot. Your thoughts?”
Book: Lessons from the Legends by Brian Biro
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The Role of Attitude, Confidence and Kindness in the Sales Process
Lightning Round: Top 10 Ways to Improve Confidence
Question: - Mary asks, “I am a real estate agent and right now interest rates are killing my team. We have gone from the best year on record, to looking at a tough go until interest rates settle and start to come down. How do I keep my team motivated, engaged and believing they can continue to be successful?”
Book: The Negativity Fast by Anthony Iannarino
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Getting Sales and Marketing to Work Together
Lightning Round: Top 10 Ways to Qualify and Get Better Leads
Question: Sylvia from London asks, “My sales team is underperforming and they are blaming marketing for bad leads. Marketing feels like they are doing their job - help? How do I get these two to work together, and how do I figure out if this is a marketing issue or a sales team issue?”
Book: Lead Generate: 61 Days To Double Your Pay by Scott Groves
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A Friend and a Fan
Full disclosure- Meridith is a friend. But I have a ton of friends who have podcasts. I only listen to a few. Sales Logic is one that I listen to religiously!! Mark and Meridith are both experts AND successful sales people. They bring solid advice every single week and I won’t miss an episode.
What is the customer actually saying?
I love this! It's true, so many salespeople/organizations do not have a value statement. It all starts with the customer.
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