Inside BS Show

What does your prospecting plan look like? Have you considered using direct mail to increase customer leads? If not, you should consider it.  Using direct mail is beneficial because it can be very cost-effective and highly targeted. Compared to email, direct marketing material is far more likely to be read by the prospect.  However, it’s important to know how to be successful with direct marketing...

In this show, I discuss some reasons why relationship selling is so effective, no matter what your product or service is. If you want to know how to win a client, there are a couple of approaches that you can try; however, only one will help you be more successful. I’ve worked with Pat Murphy of Heartland Payment Systems since 2008. During that time, we’ve had many conversations about the ways to...

In this show I share 6 ways you can drastically increase sales for your team as a sales manager. ➜ How you can make more money for your team as a sales department manager ➜ 6 key tips for managing a sales team ➜ The one thing you must STOP doing Immediately to boost sales team productivity As a sales manager, you have a lot of responsibility for your team. Your reps may be the ones out in trenches...

When building contact with affluent clients, there are a few strategies that you can use to be successful. In this show, I share five business networking ideas that will help you grow your network of wealthy clients. The first strategy is to focus on delivering sophisticated, high-level programs that affluent people will find valuable. Package your programs so that they come off as high-end. Offer...

s asking questions really the key to closing more deals? You bet it is! In this show, I tell you exactly what to say in a sales meeting to develop a relationship and turn your prospects into clients.  When you meet with potential clients, ask questions that encourage them to open up about their business goals and problems. Here are six key questions you should ask potential clients if you want to...

If your sales manager’s idea of goal setting activities has you making a ton of cold calls and booking an arbitrary quota of appointments, it’s time to rethink your goal setting strategy. In this show, I tell you how to set your sales goals and objectives so that you can achieve them every time. Smart sales goals are Specific, Measurable, Action-oriented, Realistic, and Time-bound. Your sales goal...

Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest. Here are those six sales objection handling examples: - Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, yo...

Ask any successful person in business and they’ll you the same thing: Your morning ritual is CRUCIAL if you want to build consistent success. As the first part of your day, your morning dictates everything that comes after it. If your morning goes wrong it can mess up your momentum for the rest of the day. There’s no better way to ruin your productivity than to neglect a good morning routine, so i...

What are good habits for sales and why are they so important? This show is all about how to become a good salesperson and in it I cover the five most important sales habits for success. The first habit is to do the same things at the same times every day. By following a formula that you know works, you’ll be able to protect yourself against sales slumps. Although you may run into days when sales a...

Professional communication skills are essential for sales positions because whether you’re addressing a roomful of people or a single client, the way you express yourself will have a significant impact on how you’re perceived. In this video, I share a few tips for effective public speaking in order to help you be seen as the expert you are. The first thing is to look professional. If you’re speaki...

No matter who you are or what you do, not everyone is going to like you. You could be the most successful person in the world, be nothing but kind to anyone you meet, and you’ll still get TONS of hate. But here’s the thing: It Doesn’t Matter. Stop explaining yourself to the haters online. Learn to accept that not everyone will like you, because at the end of the day, it doesn’t matter. Learn more...

Is a recession coming in 2020? The answer is YES. But by doing things like focusing on recession proof businesses and deepening your relationships, you can weather the economic downturn. We don’t know exactly when the recession will come in 2020, but we know that it will.  So, here are four things you can do to prepare your sales team for the downturn: First, you should condition your clients for...

The affluent are people with a net worth of at least $10 million dollars. Many people are intimidated by the prospect of selling to high-end clients like these.  But here’s the thing, they’re the people you NEED to be focusing on for your business. While selling to high-value clients may seem like an extremely difficult task at first, it’s one of the best ways to ensure your business generates you...

Although I think the “sell me this pen” question is a stupid one, since it comes up in the sales hiring process, I’ve decided to make this show describing good interview answers to this question. The way you answer this question comes down to using a consultative selling approach. In order to effectively tackle this question, here are a few things you should ask the interviewer: - Why do you want...

In this video I share 5 inspirational sales quotes and the meaning behind them. Each one of these quotes can motivate you and your team to make more sales. Learn and implement these - you’ll thank me for it. 1) "Every battle is won or lost before it's ever fought" - Sun Tzu Preparation is critical for sales. You need to prepare on multiple levels. Do your research before a meeting and understand w...

Religion and sales don't mix. As a person of faith myself, let me start off by saying this. There’s nothing wrong with being religious. Your spirituality is your choice, but the business setting is not where you should be spreading your faith. I see plenty of people in sales and in business make this mistake. Don’t use your business as a platform to spread your religion. You’re going to be working...

Credibility is a vital part of any sales relationship. When first meeting any new client, it’s essential that you start establishing credibility with them right away. You’re an expert at what you do, and you want to make sure any prospect knows this right from the start. When all other factors are equal, a prospect is going to pick the person who seems like they know what they’re doing. So how do...

A good marketing plan is essential. For businesses of all types and sizes, you’ve got to have systems and objectives in place that help you get customers all year round. And one of the most important parts of your plan is to identify your target client. In order to consistently get clients, you have to know who you’re going after, so identifying your target customer is a vital part of the plan. In...

When prospecting for sales, you’re often going to get prospects who come out of the gate with one common question: “How much will it be?” For many people it seems like there’s an easy answer, all you have to do is give your price. But if you want to consistently close the deal in this situation, you’re going to have to take a different approach. Giving a prospect your price right away lets them co...

In order to accomplish your goals in sales, you need to know how to motivate yourself to be productive. In this show, I share a few tips that will help you to focus on your sales dreams. Now, motivation is personal so you’ll need to figure out what works for you; however, these are some things that have worked for me: The first tip is to immerse yourself in the world that you want to occupy in the...

The key to knowing how to make your business better comes down to removing the things that cause friction. In this video, I talk about several business improvement ideas that can make your business or law firm work more efficiently. The first idea is to focus on your strengths rather than your weaknesses. At a certain point, it will take a lot of time and effort to make any improvements on your we...

If you’re using LinkedIn to grow your business, I want to give you a key piece of advice. Stop hunting for connections. While it may seem like a no-brainer to get all of the connections you can on LinkedIn, I want you to ask yourself. What do all of those connections for you? If you have hundreds(or even thousands) of connections on LinkedIn, that means you’ve got to be accepting requests from peo...

Wouldn’t it be great if you had the exact right question to ask to start a sales conversation? What about asking a client for money or finding the right words to get the client to tell you all of his problems and disclose his budget. Join me as I reveal the exact questions you can ask to help with all of these situations and more. This episode of the Do This Sell More Show is guaranteed to make yo...

Are you ready to discover five ways to add more value in sales? Are you ready to deliver more to your clients? Are you ready to deepen client relationships and increase lifetime value? That’s what this episode of the Do This Sell More Show is all about. In sales, there’s a universal truth that we all know. You need clients. It doesn’t matter what you’re selling or how you’re selling it. If there’s...

When pitching an idea to a company, what do you say to close? In this show, I describe how to close a sale every time using a series of five statements and questions. https://youtu.be/3NVnHnT37x8 First, remind the client of the problem that they’re having and then offer to help with that problem. The client will ask what you can do for them. You can tell them exactly what you have to offer. If the...