Sales Today

Harry and Larry discuss how virtual selling and the associated skills are important for they way they need to work. They talk about how they can operate using the tools and the techniques offered by modern technology.   ARE YOU READY FOR THE NEXT EVOLUTION OF SALES?   Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their career...

Matthew talks about how 'being a good guy' makes sense in modern selling.   He shares his simple yet highly effective SPC (strategy, people, competition) approach, and discusses how being mission-driven helps avoid being drawn into the day-to-day dramas that can become distracting for salespeople.   By avoiding this, better focus can be given to the things that make a difference - including buildi...

What is your relationship with money? This can have a huge impact on how you present your prices to customers.   As a business coach with a special interest in pricing, Robin encourages people to think about what money means to them - as it affects how they talk about it to customers. He shares strategies to help salespeople become more comfortable with commercial conversations.   Developing a bet...

Jason refers to sales as a 'science experiment'. Not surprising with a former career tagging sharks. Now he helps sales professionals move from order taker to quota breaker by using an approach grounded in empathy and transparency. He speaks about the importance of managing comfort zones and ensuring customers are safe at all times. By assuming the role of a guide rather than wantng to be the cent...

Is a focus on closing a bit old fashioned? Matt quickly answers that and is clear about what is unprofessional versus what is elite behaviour in selling. He practices what he preaches with a mission to help salespeople get better at closing, as he believes this is their duty and the best way to serve customers. His advice of 'do not solve' is surprising but makes sense as he outlines the importanc...

One size fits all doesn't even work for socks, so it won't in sales. Steve shares his thoughts on how 'people buy from companies of people' and gives a great example of trust. He talks about the number of priorites senior executives have and how to affect those. We also ponder why SEO doesn't work and Swindon won't win the Premiership... Key insights include: trust is earned, h elp customers succe...

Success in sales is about execution – everything else is just talk! Tibor Shanto emphasises how salespeople need to demonstrate how the 'do' works, rather than jumping on a bandwagon of the next exciting thing. The customer should be at the centre of the conversation, as the days of 'nudge nudge, wink wink' are behind us. Indeed, he argues that the Trusted Advisor is also a dated concept in todays...

Lee is a bestselling author of six books, including Sales Differentiation and Hire Right, Higher Profits. His latest Sell Different! presents all-new strategies to outsmart, outmaneuver, and outsell the competition. His take on closing, handiing objections and talking about pain points is refreshing. Plus he shares the strategic selling opportunity 99.999% of salespeople miss. Learn more at https:...

Chris has had a facetime with his own brain. It is all part of an approach to create awareness in a clever and amusing way. Why? Because he enjoys it and it works. Whether the intention is personal branding or pure lead generation, he has seen the success of using video and having some fun. He talks about creating content to use at a more individual level as well as to a wider audience and how sal...

Sales has changed, and if we don't keep up with it, our potential for failure will increase. In this episode, Fred talks about the challenges of modern selling across three areas: 1. Busy, busy, busy 2. Oldy worldy 3. Muddled mindset, and specifically how you can use partnering skills (PQ) to become more collaborative. Learn more at https://linktr.ee/fredcopestake.

Creating content makes a difference. This is why Will Aitken is in a new role that intends to 'do some honour to the sales profession'. He was offered this based on the content he produced. In this episode, he shares how he made this form of communication really work for him when things started to happening and conversations moved on from where he left them... all because of what he was posting. W...

Niraj talks about his crimes against human rights and his disappointment in the actions of salespeople. However, he is neither really a tyrant or negative person and shares his enthusiasm for good selling. Listen for solid advice on how to make a positive impact on customers with a mindset to serve the person.  Key insights include: No magic dust, Considered communication, and Business is relation...

Mark says it is a shame we even have to talk about trust in sales, and maybe we do as salespeople might not actually trust themselves. Yet building trust is key, not least because a higher degree of trust often leads to a lower need to negotiate. Salespeople need to get ahead of the game as customers don't buy things for today. Key insights include: Trust is currency of business, Doing damage to y...

Gabrielle explains what a 'SaaStress' is then uses the associated mystical powers to deliver an episode packed full of value. Beginning with a two-stage approach to building, we then go on a magical tour of what good selling entails with some great advice on internal relationships. The conversation turns to management - and if 'hippy dippy' is the right way to describe the approach then more manag...

Justin Leigh shares key elements of his INSPIRE model, including how to build relationships FAST with new people and why modern sales success needs BOLD thinking.   Mindset plays a key element and salespeople need to feel that deserve to be infront of customers. Leading with insight can help remove the unintentional blinkers and prove to be the real point of differentiation.   Connect with Fred at...

Rajiv 'RajNATION' Nathan takes time out from his Rap-preneur and MC duties to share his thinking on how salespeople can be more effective. A big fan of storytelling, Raj explains a structure that can be used to explain what you do from a customer's perspective. He talks about how #video is a great way to convey #sales messages and how customers can be primed to ask your #competitors questions that...

Salespeople can be successful by: - Talking to me about industry challenges in my market and finding out more about the current challenges. - Deciding before they sell to me, will it fit... and be brave enough to say "you know what... I can't help you, but let's stay in touch." - If they do can help me, get me the best deal first time, with a solution to fix my problem and do it right first time....

Sam Dunning explains why the discovery phase is his favourite part of the sale, and shares his approach to making this a solid foundation for what will follow. Agreements made and information shared at this stage can be used throughout the process and when used alongside tools like Mutual Action Plans can have a positive impact on selling. Many of his lessons are hard earned and his story of how h...

In this episode, Scott Wilson-Benner and I explore the mistakes salespeople often make, including: 1. The 'Best Price Pitch. - If you're going to give me a price, give me the price! 2. The Con - Exaggerating a situation to sell a product. 3. The Condescending Pitch. - I have this product, have you heard of it.. no.. well then you're an idiot. You must buy this now. 'If they get past the first thre...

The role of the IT Director and associated challenges are based around Mentoring the IT team, ensuring we continue to deliver value to the business. Strategic business planning and IT planning, including budgeting. Analysing new sectors and legislative changes for opportunities to build new solutions for our clients. Ensuring the ongoing security, stability and efficiency of IT systems through the...

Ian uses his front row seat in selling to share his thoughts on what works in selling and the thread that runs winning through sustainable, profitable business. He highlights how we can move from confrontational to collaborative to be more successful, and talks about about how humility can be a key component of any sales activity. Connect with Ian on LinkedIn, and with your host Fred Copestake at...

Being more collaborative allows us to kickstart longer term relationships while delivering on the 'microsteps' along the journey to success. Whilst being charming is all very well, building trust has more elements to it including being explicit about the wins for all parties - 'after all we're not communists'. Key insights include: be proud of the whole selling team, the power of 'if statements' a...

Armand is a seasoned procurement professional with an understanding of selling, lifting the lid on what this function does and why. He discusses old and modern approaches and shares the human side to the role.   Packed with practical tips, this episode gives an interesting perspective on who the 'Trusted Advisor' needs to be. Get his insight guide to the procurement black box here at www.procureme...

In this episode, Fred talks through the challenges faced by salespeople today. From being busy and ineffective, through to an old fashioned self-centred approach, Fred discusses how you can overcome these challenges through great preparation, clear focus, and more, to have a positive impact on your sales results. 

Moeed Amin and Fred Copestake discuss the importance of personal branding in professional sales. Connect with Moeed on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake! Podcast sponsored by Remaster Media.