Inside BS Show

On this show I share my thoughts on each of the following networking groups: Civic (Service) Group: Rotary, Kiwanis, Knights of Columbus Social/Athletic: Country Club, Tennis Club, Cigar Club Industry Trade Association: Bar Association, American Medical Association Ethnic/Affinity: Italian-American Cultural Society, Irish-American Police Officers’ Association Business Associations: Chambers of Com...

Are you struggling to keep your customer pipeline full? In 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...

When you cold call you annoy people and interrupt their day but that's not the only reason to avoid it. In cold calling you demonstrate you are out of ideas and desperate.  What clients tell me (and you) all the time: If people were beating a path to your door, you wouldn’t have to cold call If you were able to educate people via a speaking engagement or education event, you won’t have to cold cal...

Prospects will sometimes disappear without offering a reason why. In this show you will discover the questions you can ask to keep this from happening. Sales communication is important because without proper dialogue, you could be wasting time and energy working with someone who never intended to buy in the first place. In this show, I offer six key questions to ask customers when selling a produc...

What makes a bad manager? What are some of the most common leadership mistakes that a manager can make when they’re in charge of a sales team? The first mistake many sales managers make is focusing too much on paperwork. If your salespeople are performing well, leave it alone. Sales reports generally won’t give you accurate information anyway because your sales team isn’t going to put genuine effo...

➜ How to structure your proposals to close deals ➜ How to close deals in sales more often  ➜ Why you should never put your proposal in writing So you've got a prospect on the ropes, it's time to close the deal with an amazing proposal, but then it comes to you: "What do you even include in a good proposal?" Or maybe you've already given a few sales proposals and haven't had much luck. In this show...

Is there a recession coming? What should you do about it? These are both great questions. But the first thing you need to know is “what is the meaning of recession?” A recession is two consecutive quarters of negative growth of the United States Gross Domestic Product (GDP). This is the technical, economist definition.  A slow economy or an economic downturn could be GDP growth of 1% or less. So,...

LinkedIn is an incredible asset to any business owner. This is especially true in sales, where it's one of the most useful marketing tools out there.  It helps you build your network out with strong connections, but only if you know how to use it. On LinkedIn, there are tons of time-wasters to get in the way of your prospecting. If you want to market yourself and build valuable connections, you've...

One effective sales marketing strategy in consultative selling is the strategic alliance partnership. In this show, I provide a few strategic alliance examples and explain how they can help you acquire more prospects. The first step you need to take in order to partner with another business is to find someone who’s targeting your ideal client. This should be someone who has a large number of your...

➜ How to get high-quality leads by focusing on business referrals ➜ The key to making more referral sales ➜ What to say to get a referral EVERY time Out of all the lead generation methods you can use in sales, there's one that tops them all: Getting referrals from your previous clients. When it comes to getting high-quality prospects, referrals in business are the key. Rather than trying to go in...

In this show, I share 6 good questions to ask someone when using a consultative sales approach. Let me briefly lay out some basic questions and explain their benefits for lead generation. Why am I here? Tell me what’s wrong? These questions are asked to figure out why the prospect called you in the first place. They’ll encourage the prospect to share something about their problem. These are good q...

In sales, client referrals are some of the best ways to attract more business and grow your network. This is because you don’t have to go out of your way to work for them. Once you have a referral strategy in place, you’ll start to get business that you don’t even have to chase for. In this show I talk about some of the biggest benefits of business through referrals and how you can get more of the...

Despite what you may have been led to believe, the best training methods for employees are generally informal. That is, effective sales training methods are those that are interactive and that focus on showing rather than telling. In essence, the best way to do sales training is to not train at all. These three sales training ideas are all great alternatives to traditional lecturing because they a...

In today's show we explore five ways to attract affluent clients. These are the quickest ways to integrate yourself into the affluent community. If you want to connect with wealthy people and do business with them, this is the who for you. Here is what we cover:   1.    Connect with Financial Advisors: All financial advisors are not equal. Here’s who you need to meet. 2.    Connect with Estate Pla...

In this show, I explain how public speaking events can help you gain leverage and improve your productivity.  Now, what is meant by leverage? When I mention leverage, I’m referring to your ability to work with optimum efficiency. Let me give you an example of what I mean. Let’s say you want to reach clients through one-on-one networking. Well, you have three meal periods each day and 21 per week i...

➜ Sales manager skills & qualities to improve your team’s performance ➜ Development areas for managers in sales ➜ How to lead your team, grow your revenue and make more money As a sales manager, it can be easy to just play the backseat when managing your team.  It’s common for sales managers to fall into that habit, never doing any of the tasks that they delegate themselves. But the best sales...

➜ How to be viewed as a consultant and not a salesperson ➜ The one question to help you sell consulting services ➜ How to implement customer centric selling as a consultant As a consultant, it’s your job to serve your clients and help them get to where they want to be. This can make it seem like a really tough job. None of your clients are going to be the same, so helping them all reach their diff...

In this show, I explain to you how trust is built as well as how to promote yourself on Youtube once you’ve leveraged that trust. The key to building trust on Youtube comes down volume and consistency.  Who was the most trusted man in America during the 1960s and 1970s? Walter Cronkite. But what was so special about him that made everybody trust him? Was it his look? His voice?  The real reason th...

➜ Why a coach is a great resource for mastering the B2B sales experience ➜ The benefits of having a mentor in sales ➜ How to select the correct coach No matter what you’re doing in life, there’s no way to make progress without learning from others. Whether it’s art, sports, or speaking, you need people to help you reach your goals. This can be in the form of books, videos, online posts, or one of...

➜ How to survive a recession ➜ Why you can’t wait around to start building your own recession strategy ➜ What your recession 2020 strategy should look like In today's show I share a sure-fire strategy to help you survive the 2020 recession. See, when it comes to businesses, recessions are a kind of the “boogeyman”. Everyone is scared of what the next recession might do to their business and liveli...

➜ How to establish trust and credibility in your industry ➜ Using LinkedIn effectively to position yourself as an industry expert ➜ What you should NOT do on LinkedIn No matter what businesses you’re in, credibility is vital. See, without establishing yourself as an authority in your industry, you’re not going to get very far. People prefer to buy from the experts in any given industry. This is be...

In this show we cover 5 ways to recognize buying signals.  Buying Signals in Sales Training tip 1: Prospect comes into your office for a consultation. Buying signals over the phone are similar. The prospect calls your office for a consultation.  Buying Signals in Sales Training tip 2: The prospect comes to an event you host. This is not because you can read buying signals body language. The simple...

What do you do when sales are down? In this show, I give you five ideas for how to get out of a sales slump. I talk about the importance a positive attitude and the benefits of self confidence to get you back in business. Keep in mind that it hasn’t been long since you were making deals left and right. Remember the winning attitude that enabled your success and tap into the benefits of self confid...

As salespeople – and as human beings – we inevitably face rejection from time to time. In this show, I explain how to handle rejection in sales. I talk about the importance of believing in yourself to get past the negative aspect of selling we all dread – the moment someone says “no.” We all want to be liked, so when potential clients tell us they’re not interested, it hurts. Although you can’t di...

➜ Why a coach is a great resource for mastering the B2B sales experience ➜ The benefits of having a mentor in sales ➜ How to find and hire the right sales coach No matter what you’re doing in life, there’s no way to make progress without learning from others. Whether it’s art, sports, or speaking, you need people to help you reach your goals. This can be in the form of books, videos, online posts,...