The Vining Perspective

This episode outlines how to sell against competitors when they slash their prices or offer free options to your prospect.

Today walks through tips and tricks of threading to a C level over the phone. How to break the ice, humanize yourself, humanize their persona and some unique talk tracks to get over the awkwardness and get a meeting scheduled. Talk tracks include leveraging both time and title in a way you may not have considered previously. Happy selling :)

This podcast includes some tone setting visualization to determine your sales confidence, followed by two sentences that will change your sales game whether you are an SDR or AE, who's closing a meeting or a deal. A sure-fire way to take the pressure off the close and get closer to yes.

This podcast is all about determining who is most influential in a multi threaded deal by using decision maps and talking arrows. Most importantly what to do once you have figured it out.

A 5 minute podcast that will arm you with a way to overcome the dreaded words of "I need more time" from a decision maker when you are being halted in a deal.

Sales #1 conversion killer is how they position pricing. Here are 10 minutes in tips on how to close the deal and make pricing discusison a stregth vs weakness in you close ratio.

Today is all about how to bring COI into every deal. That we as sales people often lean on ROI but the truth is that prospects will often not migrate until the pain of the same is much greater than the pain of change. I relate the important of COI vs ROI and discuss specific examples on how to combine the two and also give a trick for penetrating a customer who is telling you the timing isn't righ...

Talking about the magic and charisma of sales today. Discussing the spotlight effect, body language, making people feel important, the power of pause and adding humor to meetings. 

Hello Listeners - Todays drop is about how to stop adding pain to your meetings and be solutions oriented. I talk real examples from the field positioning our product and how to minimize pain, frontload objections and close swiftly. 

This episode hones in on some ways to set realistic and attainable goals in the year ahead encouraging listeners on how to analyze themselves and a trick to do so. 

This episode focuses on setting an intended outcome and using expertise + what's in it for them to accomplish that goal. 

Todays drop is all about taking the complication out of implementing a new customer or introducing a new product or service to an existing one. The discussion focused on setting an intended outcome and then leveraging expertise and what is in it for them to reach that goal. 

Dropping an episode in how to separate yourself from the masses when interviewing for a promotion or position from the lens of someone whos sat through hundreds of them. I share some personal stories, talk about how to CLOSE an interview and the "want it" factor. I also leave a couple nuggets for taking or delivering the news of not getting a position at the end. 

Forming your own opinions in leadership and how to lead through challenging times in doing so. 

Account based selling is all the rage right now. Today I am walking you through how to individualize it. Happy selling. 

Something I am working on personally. Overexplaing yourself weakens your confidence and the value of what you say and yet many of us do it. Walking through why I do it and how I am trying to change it as a leader.

A new talk track to build rapport on a zoom or virtual call as well as methods to respect your client or prospects time and fight zoom fatigue. 

My apologies here as I just realized this podcast had been missing the audio file. Its now here. This is one on true leadership is the ability to drive commitment vs. consensus. Let me know what you think and please keep sending topics to theviningperspective@us.flightcentre.com :)

Walking through embracing discomfort both short and long term. 

Happy New Year fellow Flighties. Today's drop is all about starting over and how your reaction to the situation has the ability to change the situation itself. I talk about how I am looking at EOY and looking forward to what's next. I also how I am setting targets individually and for the business, in hopes you will pull some guidance or inspiration from it. I go into a lot about "controllabl...

How to use silence to create momentum in a conversation. Specifically to use them for build up and drama of a particular point you are making but also in how to use them to draw out conversation from a client or prospect. This also relates to interacting with your leader or in an interview. 

Drawn from my personal life. Discussing the various challenges being placed on people right now and how I personally navigate through them emotionally as well as remain positive and optimistic. I talk about everything from the impacts of social media to owning and controlling my own behavior. Admittedly rant-ish. 

How to handle the news when you lose a bid in the sales world and how to grow and learn from it. I then discuss a similar methodology for those in customer success or operations. Discussing what questions you should be asking yourself, how to learn and grow from it and some personal lessons as well. 

Today I discuss how to diffuse an angry client or prospect and how to gain control back (even if over the phone or email). 

Today I am cracking open a topic I get asked about a lot, how do you approach hard conversations with those you manage or lead? I walk you through two pre meeting steps I use, focusing on what approach I can take to empower that specific individual and also the intended outcome I am trying to achieve. From there I walk you through how to tone set it using their own self awareness and a technique I...