Episodes

What is price based on? When we buy something, we begin looking around. Investigating online. Asking others. Getting some preliminary pricing. Getting quotes from possible businesses. Once we start researching, we get an idea what thing cost and start to set price expectations mentally. What if the price in their head is significantly different than your price?

In this episode, Lane and Rob discuss the Top 10 Sales Tips for Beginners. While the title says “for beginners” there are several tips in here for salespeople of any level, not just beginners. These are based on experience…

Somebody asked the question, when do I stop calling them? This is one of the common sales problems. If you feel like you’re bothering them, you need to rethink how you’re doing things. I’ve been there and I’ve been stuck thinking, “Should I call? Should I not call?” You’re ability to tell whether they are ready to buy or not ready to buy depends on your ability to stop these common sales problems from hitting you square in the face.

Mini Episode! Everyone fails. Everyone except you, right? If you can’t stand failing, you might want to listen to this episode. In this episode, we talk about the nature of failure and how you SHOULD be viewing failure in sales, rather than how you might see it. Most people feel like failure is a big event that everyone can see, that you’re the only one who failed, etc. That’s all in your head…and in this episode you’ll learn how changing that view with a simple thought will adjust how you look at failure in sales and in life.

Sometimes we get the question, “How do I sell someone when they don’t want to buy?” This made us ask, “What do you mean?” (and we thought) “Why would you do that?” When we asked what they meant, we found out they meant buyer apathy. Buyer apathy is when seem to act like they don’t want to buy.

Join us as we discover some of the issues that come up, the questions they might need to ask, and why they seem to act like they don’t want to buy.

In this episode, we talk about Vidyard and how they recommend using video for sales emails. The problem is, some of their thinking is flawed. We suggest you should never use a video for sales emails in some of they ways Vidyard recommends…but in other ways, you should customize it to your needs. Vidyard is a great product and you should definitely try it out.

Here are some links that might help you:
Crystal Knows – A LinkedIn “reader” that will tell you what someone’s DISC profile is (best guess)
Vidyard – Video Creation Made Easy
DISC Profiles:  Episode About D’s
DISC Profiles:  Episode About I’s
DISC Profiles:  Episode About S’s
DISC Profiles:  Episode About C’s

Some links may be affiliate links which pay us a small commission to introducing you to their service (and you pay nothing extra).

Never upsell when you’re about to get the sale!! That sounds counterintuitive, but in this episode Rob talks about why you should never try to upsell when they’re about to sell. You’ve missed your opportunity to add on more sales, but now is not the time. Listen in as Rob discusses what you should do, what could happen, and how to do it.

What should you do when sales call has gone wrong? Usually it leads to call reluctance…meaning don’t want to to pick that phone back up to call someone else. Feeling that way is wrong. Rob and Lane discuss a call that went bad and caused Lane to feel very uncomfortable and caused some call reluctance. Call reluctance is a real thing, but you can fight it and overcome it. Listen in as we talk about tips to get it back together and get calling again!

When you own a small business, choosing a CRM System can be daunting. By the way, a CRM stands for Customer Relationship Management and the system is technology that manages several components of a company’s or salesperson’s relationships and interactions with customers and potential customers. CRM and CRM System are often used interchangeably.

In this episode we talk about how to decide which CRM to use. Whether big or small, there are several factors that are important in any CRM. We walk through some of the important features and issues to help you decide which CRM is best for you to use.

In this episode we talk about a couple of indicators that tell us that they’re not buying. We talk through several reasons why they’re not interested, but more importantly, the subtle indicators that highlight, “I’m not interested in what you’re selling.”