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
    • 4.7, 199 Ratings

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.

    Cold Emailing Prospects – 5 Phrases To Avoid

    Cold Emailing Prospects – 5 Phrases To Avoid

    If you’re using cold emails to sell a service and you’re using any of the phrases that I’m going to share with you in this post… Then you’re sabotaging your efforts to get deals done.



    Using these phrases in your cold, prospecting emails is like driving to your prospects office, slapping them in the face…



    Then driving back to the office and sending them an email.



    You’re stopping yourself from getting deals done.



    So lets get into the 5 phrases.



    #1 BUT…



    The first thing you must avoid saying in your cold emails is “I know you’re busy, but…”.



    You may think that you’re being considerate but that word “but” undermines and good intentions that you may have.



    You’re saying, I know you’re in pain BUT I don’t really care.



    Instead, if you know for a fact that your prospect is super busy, pitch them a way to connect that will give them the value of your conversation but with less of a burden of their time.



    So you could say “I know you’re busy right now because it’s the end of the quarter and so I’ve listed 5 ways I can help with your revenue below…”



    #2 JUST…



    Another word to avoid is saying “just”.



    This makes you sound weak. Think about it like this, if you really did have a game changing service to offer your prospect, would you say “I was just hoping to get on the phone with you on Wednesday” or would you say “Does it make sense to jump on the phone on Wednesday?”



    Using the word “just” is passive, it suggests that you’re hoping the prospect will respond to you.



    Instead, be direct, clear and assertive with your messaging.



    #3 SORRY FOR MY PERSISTENCE



    Next don’t say “I’m sorry for my persistence”.



    If you’ve sent more than a couple of follow up emails, then your level of persistence is clear. You lose your authority as soon as you apologise for something that you believe your correct in doing.



    Think of it like this, your doctor wouldn’t apologize for leaving you 2 voicemails and 4 emails to tell you some important new about some recent medical test results would they?



    They know that the service they’re offering is important to you.



    So if you’re apologising all the time for being persistent with your follow up, you need to figure out if you really believe the value that you’re pitching your prospects is real.



    #4 BRAIN PICKING



    Founder, executives, senior management… the people who have the budget that you’re chasing…



    They have an incredible demand for their time at work.



    Why on earth would they give you, an outsider that is trying to take their budget time to “pick their brains?” when they don’t have enough time to get their own work done?



    Never ask if you can “just pick someone’s brains”. It’s overused, vague and no productive person is going to respond to it.



    #5 A MOMENT?



    Similarly never ask for someone to respond “when they have a moment…”. You need to be clear and assertive with your requests otherwise your prospects will not take action on them.



    You need to make it easy for a prospect to reply to you without thinking.



    I like to write –



    “Does it make sense to do X? If so lets do it on Wednesday this week”.

    • 7 min
    How To Build Rapport In Online Meetings With Prospects

    How To Build Rapport In Online Meetings With Prospects

    Have you ever sat in an online meeting with a potential customer and thought things felt awkward?



    I’ve been selling our Salesman.org sales training product to sales leaders, via mainly Skype video calls for years now and all of my meetings seemed awkward at first… until I figured a few things out.



    Your online meetings feel awkward because you don’t have the same level of rapport with your prospect on video chat that you do in person.



    There is no human contact with a handshake, it’s difficult for the person you’re meeting with to have eye contact with you and a lot of the body language cues we usually see aren’t always visible in an online video chat.



    So in this video I’m going to explain 5 ways you can build instant report in your online meetings to make them feel less awkward which will in turn help you get more deals done.



    What is rapport?



    First let’s very briefly look at what we’re trying to achieve with our online meetings. For a deal to get done, the buyer needs to have a trust with you.



    A lack of trust is like having a roadblock in the way of the sale progressing. With no trust your buyers might listen to your sales pitches but they’ll never get past a certain part of the sales process.



    Now, your buyers doesn’t have to be your best friend but they do need to trust that you can deliver on the promises you make them.



    Another way of defining trust is to us the word “rapport”.



    Rapport can be described as two people having “mutual attentiveness”. Mutual attentiveness means that both people are both focused on and interested in the opportunities that each other can give them. In a selling scenario, these opportunities are the money in your buyers pocket, and your service to the buyers organization.



    So now that we know why we want to build rapport (to get deals done) and what rapport is, let’s look at 5 ways we can engineer an increase of rapport over an online meeting.



    #1 Look at the camera



    This may seem simple but to build rapport fast in an online meeting you should look directly into your WebCam, rather than at the screen and the person you’re speaking with.



    The subtle shift in your eyes looking down at the screen rather than the WebCam can leave a tangible level of disconnect between you and the person you’re engaging with.



    Once the conversation is on the way you can then start to look at the individuals WebCam feed but for the first minute of your online meetings look directly into the camera.



    That little black dot above your screen on your laptop is a hole into your buyers sole.



    #2 Body language



    Next, double down on your body language.



    Salespeople often learn how they can use their body language to influence potential customers when they engage with them in person but for some reason this goes out of the window on an online video call.



    Here are a few basic principles for you –



    * When the buyer is saying something that is moving them towards the sale, lean in towards the camera and smile to encourage them.* If the buyer throws out an objection or is been difficult, lean back slightly and make sure that you’re not crossing your arms or legs in a defensive stance. This will show that you’re in control and this posture helps relax you mentally so you can rebuttal the objection.* When the buyer is speaking, make sure to nod your head in acknowledgement that you are listening to them.

    • 9 min
    #659: Language Patterns, BJJ And Dealing With Selling Fear… With Marx Acosta-Rubio

    #659: Language Patterns, BJJ And Dealing With Selling Fear… With Marx Acosta-Rubio

    Marx E. Acosta-Rubio helps business owners create predictable sales systems.



    On this episode of The Salesman Podcast Marx explains his selling system that “never fails” and we also get into the benefits of BJJ and martial arts for sales professionals.



    Resouces:



    * Marx on LinkedIn* CallMarx.com

    • 43 min
    #658 – DANGER! How To Sell To The Buying Brain With Felix Cao

    #658 – DANGER! How To Sell To The Buying Brain With Felix Cao

    Felix Cao is the founder of Happy Buying Brain and has been featured in top media outlets, such as The Huffington Post and Adweek.



    With a background in biological science and psychology, Felix is able to combine business success with 15+ years of marketing experience to deliver business transforming strategies that speaks to the primal part of buyers brains.



    On this episode of The Salesman Podcast Felix shares how we can sell directly into the primal brain and the benefits of doing so.



    Resources:



    * Felix on Linkedin* HappyBuyingBrain.com

    • 27 min
    #657: Use “Content Prospecting” To Connect With More Potential Buyers With David Dulany

    #657: Use “Content Prospecting” To Connect With More Potential Buyers With David Dulany

    David Dulany is the CEO and founder of Tenbound which is a research and advisory firm focused to sales development performance.



    On today’s episode of The Salesman Podcast David shares his lead generation strategy of “content prospecting” and how it can help fill your pipeline.



    Resources:



    * David on Linkedin* TenBound.com

    • 29 min
    #656: How To Grow Your Accounts In The “New Economy” With Mark Donnolo

    #656: How To Grow Your Accounts In The “New Economy” With Mark Donnolo

    Mark Donnolo is founder and managing partner of SalesGlobe. He is the author of the books Quotas! , The Innovative Sale and Essential Account Planning.



    On this episode of The Salesman Podcast Mark shares the step by steps to growing your accounts in the current “new economy” that we’re all trying to sell into.



    Resources:



    * Salesglobe.com* Mark on Linkedin* Book: Quotas!: Design Thinking to Solve Your Biggest Sales Challenge*

    • 33 min

Customer Reviews

4.7 out of 5
199 Ratings

199 Ratings

Bwinb ,

Effective advice without the fluff

I appreciate the short and to-the-point nature of each episode. It’s also more current to today’s selling environment than many traditional sales trainings.

Clarisse Gomez ,

Awesome Podcast!!!

Will, host of The Salesman Podcast, highlights all aspects of business, entrepreneurship and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!

Brooke Craven ,

Awesome Podcast!!

Will, host of The Salesman Podcast, highlights all aspects of selling and more in this can’t miss podcast! The host and expert guests offer insightful advice and information that is helpful to anyone that listens!

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