Episodes

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).

In this episode, Rob and Lane talk about what a D personality is and how they make decisions. Ultimately, by understanding who they are and how they make decisions, you’ll increase your odds of closing the sale. The first portion of the show covers what High D personality is and what traits they have. They’re not as bad as they sound, but it becomes important to understand how they decide whether they want to do business with you.

Have you ever wondered when the best time is to make a cold call? It might be right now… But we’ll talk about how to find that perfect time for your potential clients.