Inside BS Show

As you prepare to enter into a negotiation you need to understand which type of strategy you will employ. In a transactional meditation, all options will be on the table. In most cases, you will not see the negotiator again and this person will do anything to get what he or she wants. This includes lying, exaggerating, bluffing and all kinds of dirty tactics. You must be prepared for that. In a re...

There is a school of thought that says you should always help the other side win in a negotiation. They call this win/win negotiating. That strategy sucks.    The first rule of any negotiation is to define what “winning” looks like.  In business, winning is exchanging value for value – usually a product, a service or an experience for money.  Often your counterpart in a negotiation will think you...

The Five C’s of Negotiation Mindset Concern for the Other Guy: Understand his position, always allow him to maintain his dignity. This isn't win/win. This is understanding and allowing your counterpart to make a deal and retain his dignity.    Confidence in Your Position and Your Ability to Deliver Value: You've got to feel good about your value and you've got to be able to articulate that value. ...

Everyone thinks they are good at negotiation. The truth is, if you have a system, negotiate often, set your strategy in advance and do your research, you will be successful.     Negotiation is both art and science. During the next week, we are going to be highlighting several different negotiation skills and negotiation strategy.  My goal in doing these shows is to help you with negotiation in bus...

You are better than you’ve ever been. You are more powerful today than you were yesterday and you’ll be even more powerful tomorrow. What are the keys to maintaining your confidence, clarity of purpose and capability in these difficult times?   We are going to share those strategies with you today on this episode of The Do This Sell More show.   Dan Sullivan, Founder of Strategic Coach says the ke...

Marketing Success Formula: Ask This To Build Successful Marketing Campaigns There is one question that can help you separate successful marketing methods from unsuccessful marketing methods.   Ask This To Build Successful Marketing Campaigns: What evidence do you have this will be successful? Success in marketing is just like success in everything else in life. You need to look for evidence that s...

Business Communication Skills Training: One Thing You Must Do Now To Improve Sales If you've been searching for how to improve your business communication skills you've come to the right place. On this episode of the Do This Sell More Show we discuss the TONE of your business communication.  Most communication skills training doesn't address TONE. This is because they don't understand its value in...

This video outlines one of the best sales techniques: Frequency of communication builds trust.   Communication is critical when it comes to building and growing your business. How should you communicate during times of uncertainty?  Should you educate? Should you entertain? Should you sell? We are talking about all of that on today’s episode of The Do this Sell More Show. Welcome to the show where...

This episode is your wake-up call.    In this show we discuss the things happening in the world and why you need to make adjustments right now to get in front of them.    Let’s face it, you’re sitting home now wondering when things will return to normal.    They won’t.   Things have changed – some for the next year or two – some forever.   People are not going to want you to come over to their off...

On this show I share the story of how I closed a million-dollar deal in just 60 days. It was 90% hard work and research and 10% luck. Join me as I reveal - for the first time - how you can shorten your high-ticket sales cycle.

This is the show where I give you a great description of the "cold caller" the "order taker" and the trusted advisor. Which one do you want to be? This show will help you figure it out. If you want to become a high-ticket sales superstar, call me: 888.444.5150

Are you struggling to keep your customer pipeline full? On this show, I talk about the sales activities you should be focusing on if you want to attract ideal clients and bring in big money.  All too often, salespeople count on cold calls and lead lists to stuff their sales funnels – with names that go nowhere. Stop wasting your time and energy pursuing meaningless stabs in the dark. Instead, leve...

Did you know that you can ask for more money? You can. That is, as long as you focus on improving customer perception of quality regarding your product or service. If your customers perceive high value, they’ll be willing to pay more, meaning you can raise your prices and they won’t resist. This is one of the simplest ways to make more money because you’re essentially not doing any extra work and...

At the time of this recording, my family and I have been in our homes for over a month, partially afraid to leave and partially cloistered away due to the recommendation of public health officials because of a new virus, with the same DNA as the common cold but far more deadly.  This show is a compilation of thoughts I've collected during the first (of what may be several) months of self-imposed q...

Although there are a variety of sales methods in existence, they often feel unnatural. Think about cold calling. Cold calling is difficult for both parties involved. It’s inconvenient for both you and the customer. Relationship selling allows you to have a client focus. When you create positive relationships, both you and your customers win. Here are five ways to become a relationship builder: Fir...

What sets one sales guru apart from the next? How do you find someone to look up to? In this video, I talk about how to choose a mentor whose wisdom and experience can help you succeed. Selling is an integral part of any business, so it’s smart to learn sales techniques and become the best salesperson you can be. A quick online search yields dozens of sales coaches with many different approaches....

In this show, I explain why being able to forge relationships with clients is an essential skill in the B2B selling process. Think you can’t do it? Well, it’s possible IF you build great relationships. To show how this can be achieved, I describe a moment in my own career when I was expected to shorten the sales cycle to just 60 days. I had just started working for a company that developed selecti...

What do you do when a customer clearly thinks your price is way too high? As you’ll see in the video, the key to soothing a client’s worries about price comes down to creating customer perceived value – that is, showing them that you are essential to solving whatever problem they are experiencing. Every customer has a problem. That’s why they come to you -- to look for a solution. The more you can...

Here’s the quickest way to get referrals and sell to new clients: Leverage relationships you’ve built with the people in your personal network – the family, friends, and acquaintances who know, like, and trust you. Relationship based sales are efficient and effective for winning long-term clients who’ll be a boon to your business. We each have a natural network of about 250 people. Think of all th...

This show is all about how to select a sales coach. There are lots of people out there who look ultra successful (private jets, $200,000 cars) but the only success they've had comes from taking money from you. If you are interested in sales coaching or if you're looking for a sales coach or sales mentor, I share some tip on selecting him/her. First: Look for someone who has done what you want to d...

Looking for a high net worth client to boost your sales? In this show, I talk about how to connect with that ideal potential client. Affluent customers are out there and ready to buy. The trick is to find them and build rapport with them, so you can ultimately add them to your client list. Selling is all about getting in front of your potential clients, building relationships, and closing deals fr...

Ready to hit it out of the park when you make your next sales pitch to prospective C level clients? In this show, I talk about solution selling, how to connect with CEOs, and how to pitch B2B deals to both public and private companies. Nobody appreciates solutions more than C-suite executives. CEOs will either respond to you directly, or they’ll refer you to the right person within their company....

These discovery questions for sales are designed to help you build healthy relationships with your clients. Who is your ideal client?  Before you start selling to a prospect, you need to develop trust and value. With this first question, your goal is to figure out how you can help the prospect by helping them find their own clients. Who can I introduce you to who would change everything for you? ...

In this show we discuss how to set your strategy for 2020.  This includes running your business like a CEO. That means working "on" your business instead of "in" your business. There are five areas of focus for a business owner. They are: Administration Accounting Operations Sales & Marketing Business Strategy You should be spending most of your time focused on just two of those areas. we disc...

In this show I share my number 1 content creation secret. If you've ever wondered how I manage to create a podcast and video each day, article each week, a book each year and still run my business, this is the show for you. In this show I divulge my top content creation secret and it's been right in front of you all along. The secret is to write something each day. In today's Do This Sell more Sho...