WINNING AT SELLING Bill Hellkamp and Scott "Professor Plum"

Business Practices, Industry Knowledge and Trade Concepts are idle theories without a seasoned guide. Someone who has done it, been there and learned from past successes and failures. A guide who can identify a sharp edge, a tempting short cut or career ending move before it happens.
 If you’re looking for a guide and accepting applications, stay tuned as Bill and I discuss The Gift of Mentorship and other magnificent material on episode 626 of the Winning at Selling Podcast.

What is going through a prospects mind during the sales conversation? Are they listening to us or is their mind on its own path? Whatever they are thinking about, it is likely that it is about themselves and not about us?
So take your eyes off of yourself as Scott and I consider, Four Questions Prospects Ask And other tantalizing tidbits on Episode 625 of the Winning at Selling podcast.

I love the saying, “be kind to others you meet, because they are all fighting battles you know nothing about.” A life is sales is a life filled with adversities.  Our daily goal is to overcome the distractions and convince disagreeable people.
 If you want to be stronger and still standing, stay tuned as Bill and I welcome veteran, author and speaker John Kriesel to talk about Overcoming Adversity on episode 624 of the Winning at Selling Podcast.

What goes through a salesperson’s mind when they deliver their quote? I’m way behind on my quota, I just have to make this sale. I know the competition is cheaper so… I’m authorized to drop the price as much as 10%, let’s go for it. What they fail to understand is that they seldom need to drop their price to close the deal.
So put away that discounted proposal as Scott and I chip away at Do You Really Need to Lower Your Price? And other remarkable revelations on Episode 623 of the Winning at Selling podcast.

Do you have a daily goal?  A routine you want to accomplish before leaving your office. Ever get interrupted by someone that steals your unrecoverable time?  What was their goal in the disruption.  Oh, it was to see if I have a positive response to their uninspiring proposal.  What was the point of the proposal?  Oh, that was missing.
Listen up for your new daily goal as Bill and I tell you to Stop Touching Base and other inspiring insightson episode 622 of the Winning at Selling Podcast.

Statistics show that referrals are more likely to give you an appointment and more likely to make a purchase. But for many of us, we don’t get many referrals to begin with. Why does it seem so hard to do? Our guest will warn us that getting referrals is a process, not an event. And maybe that’s where our problems start.
So, lock and load as Scott and I welcome world-class salesperson and selling consultant, Garry Duncan as he takes aim at Professionally Targeting Referrals on Episode 621 of the Winning at Selling podcast.