200 episodes

The Salesman.org - podcast feed gives you the worlds best sales content.



Selling Made Simple - Sometimes B2B sales professionals just don’t have the time to listen to an hour of content. This is where Selling Made Simple comes in with its 10-minute, practical episodes.



Salesman Podcast - The Salesman Podcast is the worlds most downloaded B2B sales podcast and is an Apple Award winning show. It helps sales professionals learn how to find buyers and win business from them in a modern, effective, and ethical way. The show has featured NASA astronauts, F1 drivers, Olympic athletes, UFC fighters, world leading neuroscientists and the world’s top sales experts as guests.



This Week In Sales - TWIS is hosted by Will Barron and sales legend Victor Antonio. They cover the latest sales news, tech and culture from the previous 7-days. TWIS is always entertaining with a great dynamic between the co-hosts.

Selling Made Simple, Salesman Podcast, This Week In Sales, And More..‪.‬ Salesman.org

    • Business
    • 4.6 • 216 Ratings

The Salesman.org - podcast feed gives you the worlds best sales content.



Selling Made Simple - Sometimes B2B sales professionals just don’t have the time to listen to an hour of content. This is where Selling Made Simple comes in with its 10-minute, practical episodes.



Salesman Podcast - The Salesman Podcast is the worlds most downloaded B2B sales podcast and is an Apple Award winning show. It helps sales professionals learn how to find buyers and win business from them in a modern, effective, and ethical way. The show has featured NASA astronauts, F1 drivers, Olympic athletes, UFC fighters, world leading neuroscientists and the world’s top sales experts as guests.



This Week In Sales - TWIS is hosted by Will Barron and sales legend Victor Antonio. They cover the latest sales news, tech and culture from the previous 7-days. TWIS is always entertaining with a great dynamic between the co-hosts.

    Forget Prospecting! Use This Proven Product Upsell Framework Instead | Selling Made Simple

    Forget Prospecting! Use This Proven Product Upsell Framework Instead | Selling Made Simple

    Quick—what part of your job do you enjoy the least? If you’re like most salespeople, you probably said prospecting. All the cold emails, the endless follow-ups, the calling, and the relentless slog of “no” after “no.”

    While there’s a time and a place for prospecting, if you’ve already got a long list of current clients, you may be wasting your time on finding new ones.

    Why?

    Because you can upsell your current clients to a premium product more easily than you can bring on new customers. And when you do so, you can drive more revenue, greater client loyalty, and higher commissions than going the old prospecting route.

    This guide shows you how to upsell like a pro. Inside, we’ll look at the massive benefits of upselling as well as The Proven Product Upselling Framework that takes all the “huh?” out of this underutilized sales strategy.

    What Is Upselling?

    Upsell Definition: To effectively encourage current clients to purchase a more expensive, upgraded, or superior version of the product they have now. 

    Simple, right?

    When you convince your current clients to purchase a newer version, you’re offering an upsell, meaning a better version than what they’re using today.

    This, of course, deviates from the normal routes of prospecting (i.e., attracting new customers) because it focuses on your existing customers.

    Some examples of upsells include:



    * Higher tier membership offering better support

    * Different models with added features

    * Premium packages with more products included

    * Added product warranties

    * Increased personalization



    Upselling vs. Cross-Selling

    Upselling is often confused or conflated with cross-selling. But in fact, the two are slightly different. Let’s take a look at the definition of cross-selling to see how.

    Cross-Selling Definition: To effectively encourage current clients to purchase an entirely new product, usually on the basis of the product they have now.

    Rather than getting an upgraded version of a product, they’re getting a new one entirely.

    Let’s look at an example.

    Say you’re shopping for organic vitamin C supplements on Amazon. You’ve found a brand with some great reviews, so you decide to purchase from them. But as you’re about to add the supplement to your cart, you notice they offer a higher potency version and decide to upgrade to that version instead.

    That is an upsell.

    As you make your way through the checkout process, you’re taken to a “Because You Liked…” page that offers products you may like based on your purchase of the supplement. Products like other supplements, natural teas, and organic skincare products.

    That is cross-selling.

    See the difference?

    Why Upsell At All?

    Now that we’ve got a better handle on what upselling is (and what it isn’t), the question becomes, “Why do this at all?” I mean, why work on a whole new process to bump your existing clients up to another version?

    Should you even bother?

    As you might’ve guessed, the answer is a resounding “Hell yes!” But why? What makes focusing on the upsell sales technique so beneficial for you?

    There are four main reasons why upselling beats out traditional prospecting.

    It…



    * Is easier than finding new prospects

    * Drives more revenue

    * Instills greater loyalty

    * Enhances personalization



    A. Easier Than Finding New Prospects

    First and foremost, focusing on driving new sales from existing clients is substantially easier than closing deals with new customers.

    Here are some stats to drive the point home.



    * Prospecting and qualifying leads are the top challenges for at least 1 out of 3 salespeople (HubSpot).

    * You have just a 5 to 20% probability of successfully selling ...

    • 14 min
    Practicing Your Sales With AI? Upselling? And More! | This Week In sales

    Practicing Your Sales With AI? Upselling? And More! | This Week In sales

    On this week in sales we’ll be looking at; AI on video calls, revenue operation platforms, answering your questions and much more!

    SALES NEWS:

    ZoomInfo Expands Global Operations in London

    ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has expanded its global operations in London and named Simon McDougall as its first Chief Compliance Officer.

    “In Q3 2021, the international business at ZoomInfo grew over 80% year over year while our investment in our data assets outside of North America also nearly doubled throughout the year. We’re now in an even better position to build on our momentum there,” said ZoomInfo Founder and CEO Henry Schuck.

    https://www.marketscreener.com/quote/stock/ZOOMINFO-TECHNOLOGIES-INC-107772705/news/ZoomInfo-Expands-Global-Operations-in-London-37586238/

    Zoom’s venture fund invests in conversational AI platform

    Second Nature, announced a $12.5 million round of investment to build out their conversational artificial intelligence service.

    Second Nature’s platform uses conversational AI to coach a salesperson and improve selling skills as well as product knowledge. A salesperson in training runs through a simulated sales call with Jenny serving as the customer. The video conversation is recorded and each trainee gets a score on his or her performance with advice on how to improve various elements of the pitch.

    The Second Nature training platform combines sales training and product marketing education in one place.

    https://www.techrepublic.com/article/how-was-my-pitch-jenny-zooms-venture-fund-invests-in-conversational-ai-platform/

    Sales Embraces the Experience Economy

    “Physical retail is going to get more experiential,” says Cate Trotter, head of trends at retail consultancy Insider Trends

    Trotter sees e-commerce becoming more experiential. “Across the board, there are all these ways that retailers can entertain customers, educate them, tell their stories better.

    The number of consumers using experiential technology is still relatively small. In the United States, only 1 percent of consumers own VR/AR units,

    For example, Home Depot offers an AR feature on product detail pages for home decor, furniture, and seasonal decorations; consumers can tap it to see the furnishings in their homes with 3-D augmented reality.

    Home Depot has seen conversion rates two to three times higher for customers who use the app compared to those who don’t.

    https://www.destinationcrm.com/Articles/Editorial/Magazine-Features/Sales-Embraces-the-Experience-Economy-150987.aspx

    JPMorgan just raised salaries again

    JPMorgan has upped the ante again for junior bankers. The investment bank is raising its starting salary for analysts to $110,000, after lifting it to $100,000 last year, reports Bloomberg, citing anonymous sources.

    The increases are being applied internationally, as well as to second- and third-year analysts, associates and employees in the bank’s markets unit. The move follows a similar one by Citigroup earlier this month and underscores budding costs for banks as they compete harder for entry-level workers.

    • 1 hr 14 min
    The Art and Science of Creating Good Luck In Sales | Salesman Podcast

    The Art and Science of Creating Good Luck In Sales | Salesman Podcast

    On this episode of the Salesman Podcast, Dr Christian Busch explains what luck is and how salespeople can generate more of it in their selling endeavors.

    Coming soon.

    Transcript:

    Coming soon.

    • 39 min
    Objection Handling Made Simple: The Proven 3-Step Framework | Selling Made Simple

    Objection Handling Made Simple: The Proven 3-Step Framework | Selling Made Simple

    Few things are more infuriating than having a product you know is perfect for a buyer, but continually getting shut down, time and time again.

    “We don’t have the budget.”

    “We’re happy with what we have now.”

    “I don’t see the value in what you’re offering.”

    These are sales objections. And they are usually the biggest hurdle to you closing the sale.

    But when addressed the right way, they can build rapport, provide valuable buyer insights, and (of course) lead to a serious sales win.

    In this guide, we’re going to cover the most effective method I’ve found for objection handling. Once you’ve engrained this simple framework into your processes, you’ll be turning doomed deals into sign-on successes in no time.

    Plus, we’re also going to look at some of the most common sales objections you’re likely to face and how to respond to them using the framework.

    Sound good? Then let’s go.

    What Is Objection Handling? 

    We’ve all been hit with the “no” bomb when talking with a prospect. Unfortunately, in our industry, it’s inevitable.

    There will always be prospect’s concerns that need to be overcome.

    But getting a negative response doesn’t necessarily mean the deal’s dead in the water. Buyers are people. And when people are unsure about making a change (e.g., buying your product), they’ll throw out excuses for not doing it. In the sales world, these are called sales objections.

    Now, some of the excuses given to sales reps are legitimate, to be sure. Others are just knee-jerk reactions. But no matter what type of excuse you’re dealing with, you can, in fact, handle sales objections in a way that still leads to closing the deal.

    Objection handling, then, is how you address those sales objections to continue to move the buyer through the sales process. Again, it’s all about understanding their concern (whether legitimate or not), addressing it, and easing their mind. Only then will they be ready to buy.

    Why Do I Need to Master It?

    Objection handling is a challenge to be sure.

    HubSpot found 42% and 35% of salespeople think addressing objections involving urgency and price, respectively, were the top challenges they face.

    Plus, there are some profound benefits to better sales objection handling. Benefits like:



    * Need It to Close – The most obvious benefit, of course, addressing sales objections gives buyers peace of mind. It helps them better understand why your product is suitable for their organization. And that means you’re one step closer to “yes.”

    * Provides Buyer Insights – Sales objections are a window into the mind of your buyer. What issues are they concerned about? What’s most important to them? These details help clue you into what points to focus on during your pitch to maximize your closing success.

    * Demonstrates Your Knowledge – People want to buy from someone who knows what they’re talking about. If you’re scrambling to come up with an answer to an objection, you’re tanking the deal. But someone who effortlessly and effectively moves through the objection handling process is going to look like an expert.

    * Builds Serious Trust – When you address your buyer’s objections, you’re proving you take them seriously. You aren’t just some smarmy salesperson only looking to close. Instead, you want to truly solve their problems. And that means more loyal, enthusiastic buyers for you.



    The Objection Handling Process: 3 Steps to “Yes”



    Now that we have a better idea of what successful objection handling does for us, let’s take a look at how to do it right using the framework.

    This framework consists of three steps with two different options for the last step (mor...

    • 12 min
    How We’re Making Outbound Selling Simple In 2022

    How We’re Making Outbound Selling Simple In 2022

    In this short podcast episode I explain what we did right and wrong in 2021. Then we get into what we’ve got in store across 2022 as we look to expand our sales training platform.

    • 13 min
    8 Sales Closing Questions and Statements That Actually Work | Selling Made Simple

    8 Sales Closing Questions and Statements That Actually Work | Selling Made Simple

    It’s happening again.

    Your prospect is postponing the deal. However, they seemed interested during the demo and were enthusiastic about your product, so why don’t they sign the contract?

    Closing deals is one of the more nerve-wracking aspects of being a sales professional. There’s always a chance your deal won’t pan out. Anything can go wrong.

    However, staying silent isn’t an option.

    You need to ask for the sale. Wrap up your closing process by asking closing questions and statements that make the deal final.

    Before Sales Closing Lines and Questions Come Transition Statements

    Your closing question or sentence goes beyond words. Your body language, tone, voice, and the quality of your offering also come into play.

    Most sales professionals forego these transition statements and their prospects feel like they’re getting beaten over the head with an aggresive close.

    But instead of going headfirst into the closing conversation, you should use a sales transition statement that sets the stage for your close. Here are my top eight sales transition statements:



    * “Let’s reiterate what you’ve told me so far.” (Recap your prospect’s pain points, budget, and ideal timeframe for purchase. Then position your product as the perfect solution to their problems.)

    * “Let’s go over the details. “

    * “I don’t want your company to lose (negative consequence) simply because they didn’t have the right solution and place. Do you want to take immediate steps to stop this from happening?”

    * “Based on our conversation, it seems like (your product) is a good fit for (prospect’s company). What do you think?

    * “Are you ready to move forward? I can send over the contract right away. “

    * “And if we implement by (date), I think you can start seeing ROI by (date). This means we need to close sales by (date). Is that enough time for you to make a decision?”

    * “So what happens next? “

    * “Based on your requirements and preferences, I think these two products would be an excellent fit for (prospect’s company). Would you like to go with (Product X) or (Product Y)?



    Notice how none of the statements are aggressive and make the prospect uncomfortable. Use any of the above statements to transition your conversation to a closing conversation without sounding salesy.

    These statements set you up in a position of a trusted advisor and must come before any closing scripts.

    Now that you know how to set the stage, let’s discuss some of my favorite actionable closing questions and closing statements.

    8 Best Sales Closing Questions and Statements to Close More Deals

    If you’ve ever wondered what questions to ask when closing a sale, here are a few tried-and-tested ones to ease the tension and maintain the flow of your sales interaction.

    1) “Does it make sense to… “

    If you’ve been following my Salesman.org podcast or blog, you may already know about my simple two-step closing technique. If you haven’t, here’s what you need to do: ask the prospect “Does it make sense to (next step).”

    For instance, “Does it make sense to sign you up into our system and get the implementation started?” Or “Does it make sense to sign the contract right now? ”

    Get it? The prospect will want to coach you here and tell you what you need to do next to get the deal done. You can learn more about the technique here.

    2) “So, you like the product, what it can do for your company, and you (hopefully) like me—all that’s left is to make it official.”

    • 11 min

Customer Reviews

4.6 out of 5
216 Ratings

216 Ratings

malfoxley ,

Great show!

Will and Victor, hosts of the podcast, highlight all aspects of sales and more in this can’t miss podcast! The hosts and expert guests offer insightful advice and information that is helpful to anyone that listens!

Arlie K ,

I'm sold!

A can't miss series of shows for anyone in the sales space! No matter the topic of discussion, I truly learn something every time I tune in. It's a gold mine!

Ima listener ,

A MUST LISTEN TO SHOW!

Will is a great host who brings on some very knowledgeable guests! I highly recommend a listen!

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