Episodes

A common issue in sales is wondering “Why can’t I talk about money in sales?” Really, what they’re wondering is “Why can’t I make more?” If you have ever wondered this, this episode might be for you. Have you ever frozen up during a sales conversation when the potential customer asks, “How much?” or “What should I budget?” There might be a reason for that. Over the years and through research, we’ve learned that these issues can stem from things that have happened in our younger years. That little voice in your head that says, “You can’t charge that much!” or asks “How can I ask for that much money?” is holding you back.

How do you raise prices with a customer who did work with you previously and has now returned for more? Should I Raise My Prices For a Returning Customer? This is a loaded question because the simplest answer is yes, you should. But, actually doing it can cause a lot of stress for both a small business owner and a salesperson.

In this episode, we review an email we received about being ghosted after sending an estimate/proposal. Unanswered Sales Phone Calls. What things went wrong? What went right…and how to improve.

How Do You Know You’re Speaking To a Decision-Maker? To know you’re in front of a decision-maker, you need to ask some questions. A lot of people think you need to use tricks to circumvent the gatekeeper or tell a little white lie to talk to the decision-maker…They are wrong.

You’ve decided you’re adding new services to your portfolio. How do you introduce it without feeling like you’re pressuring them into buying. You can just pick up the call and tell them they need it, but they’re thinking, “You don’t know what I need!” In this episode, we talk about how Lane is going to sell a new service…

In this episode, we talk about the C Personality. Selling isn’t easy, but knowing who you’re dealing with helps a great deal. In this episode, we discuss the C Personality, what they’re like, what they need and how to sell to them. 
We also talk DiSC Profiles, how they evolve in each of us and how to sell to each personality. This is the fourth episode that deals with DiSC in sales.  The C Personality is analytical and slow to make decisions…

Selling to an S Personality can be a little frustrating if you don’t realize you’re talking to an S. Using DiSC profiles, you’ll understand how an S sees the world and how they make decisions. S’s can be tough because they can take a lot longer than you’re comfortable with. Sometimes they can take months to decide to buy, but there are things you can do to help them.

What is pain in sales? Is it important? Is it more important than selling features and benefits? If you use traditional sales methods to sell, you’re missing sales. Listen in as Lane and Rob talk about how to find pain in sales.

Have you been on a sales call that went no where? You talk about a lot of stuff, but very little about the topic at hand? You likely spoke to an I Personality on the DISC profile.

Having troubles setting a solid sales goal? Have you set a sales goal in the past only to miss it? What you’re setting as a goal, might be the wrong number to set. You need to set goals related to activities. Listen in as we talk about how to set sales goals the right way (for sales people).