Why How Yes Sales Podcast

What will sales and business look like once we get out of the Corona crisis? I go over what you should be doing now (while working from home) and what the new normal will look like. 

Part 2 of my management series. This week I go over how to hire the right person from your pool of recruits. What are the keys to look for when you are hiring a new salesperson, and what should you try to exemplify if you are a salesperson looking for a job. 

This is part one of four episodes I plan on doing on team building and people management. I go over why recruiting the right people is so important and how you should look at it as a sales manager. 

How should you start off your sales calls? What principals should you use and how much should you use them? 

In the 1980's and 90's General Electric was one of, if not the top company in the world. PArt of that had to do with the management of "Neutron" Jack Welch and his 10% rule. This rule helped make GE a stock market juggernaut. But should you implement it in your business? 

Fear and pessimism are natural states for most people. Let's look into the impact it has on both salespeople and customers. 

Most organizations simply tap the top salesperson to be the next manager. That does not mean they are good for the role. This episode I go into why so many great salespeople make horrible managers. 

We all know that emotions are what sell, not logic, but why is that? I go through why emotions are so important in sales and how to increase your emotional intelligence. 

Video is one of the greatest sales tools there is right now, yet many salespeople and companies are not using it. So why aren't more people using it and why should they start? 

One of those old-school thinkers you would have never thought I would second guess-----myself. I walk through how I was forced to change my perspectives over the years and why. 

Stop leaning on charisma and start selling like a scientist. This is how to engineer the best possible sales process for yourself and your team.

For years people thought the best salespeople were extroverts. Is an introvert the better next hire for your organization?

Here is a little history lesson you all of you. I go deep into the history of sales training and publishing. I show you where we went wrong along the way, and how we can get back on track. 

Who is the person in front of you and how do they want you to sell them? I go over the four main "personalities" you see and how you want to try and turn them into customers. 

What should you be looking for when you are talking to customers? What is their body language telling you? I go in-depth discussing the small facial ticks that you may see and what they can mean.

It is not about open or closed-ended questions. It is about asking questions that create the right emotions. Here you will learn how to structure your questions in a way that moves a customer towards a sale without annoying them with pointless questions. 

"No" is nothing to be afraid of. It is actually something to embrace. Let's talk about how to change your perception of the word "No" and re-evaluate your ideas about "Yes".

We all know that you need to appeal to the emotional centers of a customer's brain in order to convert them into customers. But what emotional triggers should you be using in your sales and marketing? I go over them here. 

We all know how important mindset is in sales. That is nothing new. But what if you are going through some REALLY difficult times. I will give you the tips that helped me through one of the hardest times in my life (While having the best sales months I have ever had) 

There are plenty of ways to add revenue to your business and increase sales. It is not just hunting and acquiring new business. Here is how to make the most out of the customers and leads you already have.

A.B.C. Always be closing? But are your closing techniques KEEPING you from being successful?

Sales Managers have a love/hate relationship with social media. It can provide sales, but can be harmful to productivity. Is the juice worth the squeeze when it comes to social media?

What is your sales personality? Do you like to hunt, fish, or farm? What is the difference and how can you incorporate all of them into your business?

SPECIAL EPISODE

This is the audio recording of a Webinar I did on 1/8/2020. I go over targeting a niche instead of shooting blind when doing marketing. I go deep into how to get customers to know, like, and trust you and putting business systems in place in order to take people from not knowing you at all into being a raving fan customer that creates referrals for you. 

Is your suit and tie keeping you from making the sale? Would a dressed-down look make you seem more relatable? Let's question the old school and see how it holds up. 

People talk about marketing and sales like they are totally different. There is a lot of overlap between them, but they are different. What is the right Marketing strategy for your sales style? 

Information is great, but not all of it is created equal. Did you have sales managers lead you down the right path? Are your sales skills out of date? Let's talk about the things that you need to fix this week.