Sell the Sizzle

To produce consistent sales even in economic downturns, you need to prospect for new business. The most effective prospecting tool is the telephone. Many are scared of picking up the phone to call new prospects. Thye fear rejection. In this episode we show how to overcome those fears and to make phone prospecting a core discipline on the road to sizzling sales success. Specifically we will discuss...

Growing sales is always challenging particularly in a competitive bid environment. In this episode we look at 4 Ways to Grow Sales via the 4 R's: Reconnect: Awakening Past Relationships Reap: Harvesting the Bids already in Your Sales Pipeline Reach: How to Get the First "Hello" --getting new prospects Referral: How to Convert One Job into many.

One of the biggest reasons we fail to make the sale is we don't get to the decision maker early enough or at all. The job of you the salesperson is to deliver the decision maker to the sales process. In this episode I'll talk about when and how to engage the decision maker and the consequences of not doing so.

In episode 5, Mick Holly dives into three types of sales campaigns: Bake off, Trade off, and Lift off. He delves into their unique processes, tipping points, and the role of the seller. The episode also explores the buyer's perspective in these strategies, a case study on relationship building in sales, and introduces Mick's new book, "The Ultimate Guide to Winning Work."

Luke Canup VP Cherokee Commercial Floors is our guest today. He has a storied career in construction and commercial flooring. In one year he increased his company's sales by 20% and raised gross profit margins by 20% In this episode he shares some of the ways he did it and you can take away some tips to increase your own margins!

I explore the difference between value and price. When a prospect tells you "you are too expensive" you may be tempted to reduce price. DON'T! Reducing price does not create a more valuable product or solution. It only means you and your compnay will make less money! The answer for our Sizzlers is to show the VALUE you can bring. This episode will give you ways to sell your product/service even if...

I explore the difference between value and price. When a prospect tells you "you are too expensive" you may be tempted to reduce price. DON'T! Reducing price does not create a more valuable product or solution. It only means you and your compnay will make less money! The answer for our Sizzlers is to show the VALUE you can bring. This episode will give you ways to sell your product/service even if...

To win the sale you must fervently believe your solution will benefit the client. You must present your case so confidently that you will stand out. The outcome will be you are so compelling the client cannot resist working with you. Or they will say no --your offer is so clear that it does not fit. Either way they understand your offer and will repsect your conviction. What I've found is that man...