The Salesman.com Podcast

A lot of sales reps I work with have been caught in the time/money trap – what they make is DIRECTLY tied to how much they work. But the great thing about sales is you can create a “flywheel” system that SCALES UP your ability to earn without requiring more of your time. And if you put in a bit of effort, your flywheel system will pay off BIG TIME. What Is The Flywheel? Let’s talk about what a fly...

​In sales, no two scenarios, and neither two customers are alike. So sales professionals have to cut through the clutter and get to the heart of what a client wants. The best way to do this is by asking the right questions—questions that help salespeople build a strong rapport with sales prospects. Following the SPIN sales methodology can be a good step in the direction where you can use sales que...

Being productive is a major pain point in sales. I should know—I used to be lazy, procrastinate, and flake out all the time. But today I run a 7-figure sales training company, produce TONS of quality content, and still have time for coaching calls, hobbies, and a family life. How? I’m tyrannical about how I plan and execute my days. Here’s how I do it. 1. “Does it Make the Boat Go Faster” Only do...

In this episode of The Salesman Podcast, Dr. Lisa Feldman Barrett talks about how buyer’s emotions and feelings are formed in the brain, regardless if it’s positive such as happiness, or negative, such as remorse. We cover some sales training nonsense on the topic of influence and Lisa debunks a few more sales myths in this episode. You'll learn: .adwrapper { overflow:hidden; transition: backgroun...

Here you are—another year gone by. And you almost, aaaaaalmost hit your sales goal this time! Just like last year. And the year before that. And the year before that… But this year is going to be different. Maybe it’s the world rapidly changing around you. Or maybe it’s you getting another year older. But this year, it’s time to get serious about setting sales goals and adapting your sales process...

In the minds of many reps, competitor buyers are off-limits for prospecting. After all, why waste time with a buyer that’s already entrenched with someone offering a similar product? But as it turns out, competitor buyers are some of the best prospects you can target. They’re more qualified, they’re budget-ready, and they’ve already got a buying process in place for your product. That being said,...

Tom Pisello is the current Chief Evangelist for sales enablement at Mediafly. On this episode of the Salesman Podcast, Tom uses data-backed evidence to explain “Do Nothing Deals” and how salespeople can break the status quo to close more of these deals. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bo...

Sales is hard. You know it. Your family knows it. And (if you’re lucky) your employer knows it too. And despite the high potential earnings a successful sales career rakes in, the profession isn’t growing as much as other jobs. For many, it all has to do with rejection. Rejection is, of course, a given in this industry. And some reps take it more personally than others. But then there are the stan...

You just can’t compare regular job interviews to sales job interviews. Because in sales, it’s way harder to get a measure on your skills from just one conversation. So if you want to nail that interview, you’ve got to show up READY to demonstrate what you can do. Here’s how. Why Sales Interviews Are Different Why are sales interviews different? What makes it so tough for… Employers to find sales p...

Like it or not, experts agree there’s a recession looming on the horizon. And the sales professionals that know how to tweak their strategy accordingly are the ones that will survive, even thrive over the next few years. Here’s how to do it. Today we’re talking about concepts covered in the amazing sales book The Challenger Sale by Matthew Dixon and Brent Adamson of the business advisory firm CEB....

As your quarterly deadline creeps ever closer, you begin to have a terrible revelation— you just aren’t going to make it . Not this time. But… why? You haven’t changed a single thing about your sales process. Your cadences are as tight as ever. And your schedule’s already jampacked with cold calling and cold emailing. So, what are you doing wrong? These days, many B2B salespeople find themselves f...

When’s the last time your life changed because of a single picture? Well I can tell you I started closing bigger deals, closing them more often, and earning way more commission—all because of this one graph *show on screen*. And today, I’m showing you how it can change your life too. One of the biggest issues we as humans have is understanding time. Don’t get me wrong here—we’ve gotten really good...

A few times in life, we come upon a single concept that radically changes the way we interact with the world. And in sales, there’s one concept in particular that’ll change the way you sell forever—The Law of Averages. This concept has taken more average salespeople to top 1% than any other. It might be the most important video that I’ve ever produced. Now, a lot of reps are under the impression t...

The average length of a successful cold call that ends in a meeting is just 5:14. That’s it! For unsuccessful ones, it’s around 3:14. But as brief as these encounters usually are, it’s actually the first three seconds that make or break a call. This video covers the rejection-proof cold call one-liner that’s guaranteed to help you book more calls, all in just three seconds. Now for most cold calle...

Want to make it big in sales? Step #1—stop procrastinating. I used to have a huge problem with putting off my tough tasks till later. And my career suffered because of it. But then I learned how to stop procrastinating for good. And today, I’ve built a 7-figure sales training business, run two YouTube channels, and am now more productive than ever. How’d I do it? I killed my lizard brain . The Liz...

Want to get better at selling in two seconds? Easy peasy. Ask potential buyers, “What's stopping you solving this problem for yourself?”  You’ll eliminate objections AND set yourself up for an easier close with just one phrase. But hold on—asking the question is only half the battle. To get the right effect, you need to know how to get to the point of asking it. That’s where the real magic happens...

Cold calling’s dead? I don’t think so. 82% of buyers say they accept meetings with reps who cold called. And 57% of C-suite execs preferred way to be contacted. So don’t fall for the hype—cold calling is alive and well. And if you’ve already seen some success with it, here are just a few small tweaks you can make to take things from paying the bills to early retirement. Now before we get started,...

Money! We all love it. We all want it. And we all never seem to have enough of it. Sam here tried his hand at sales because of the earning potential. But he quickly dropped out due to the stress. But Walter knew that if you could push through the downsides, you could bring in a massive income. We’re talking MILLIONS. And he also learned the tricks to make earning beefy commissions easier than ever...

Question for you—what do a product demo and a candle-lit dinner have in common? As it turns out, more than you might think. See, sales is a lot like dating. If you jump into a sales call by bragging and boasting about your product, your buyer is going to immediately lose interest. But just like in the dating world, there are a few things you can do to make closing much more of a success. And today...

The fate of your deal rests in the first four seconds of the sales call. That’s it. If you can nail the first 4 seconds, often the deal is as good as yours. Why is that? It’s because of the importance of first impressions… Sales rep Sam, for example, always botched his first impressions. So, even though he was selling a solid product, buyers never stayed interested long enough to hear about it. Bu...

In sales, the general rule of thumb is, the more complex the product, the longer the sales cycle. And for some complex products, that might be true. But for others,  a single phone call is all it takes to get a deal done. I close complex training and consulting packages with some of the brightest companies in the world. And usually, I do it over a single conversation. Yep, I have one phone call wi...

Invisibility, flight, laser eyes… NONE of these superpowers compare to the #1 superpower for sales reps—which is the ability to read minds… Because when you can read your prospect’s mind, you can give them exactly what they’re looking for. And that means more closed deals, better commissions, and a bank account even Bruce Wayne would be jealous of. Today I’m showing you how to become a sales...

Sales reps have it rough. Besides the endless slog of cold outreach, when you actually do connect with a buyer, you’re told to suck up to them. Smile, dance, give-in—do anything to win the deal. But what most reps don’t know is that there’s a better way to get what you want from your selling conversations. And best of all, it doesn’t require you to leave your dignity at the door. “The customer is...

There’s a lot of bullshit in old school sales training. Mirroring body language, fake-as-hell urgency, uncomfortably high enthusiasm—this is what they USED to say closed deals. But in modern times, They’re all crap. They simply don’t work. And they’re scaring off your potential buyers. Instead, there are a few surprisingly simple ways you can instantly build rapport WITHOUT coming off as a weirdo....

Nobody wants to buy from a people pleaser. it’s a business killer. Now, we all want to make other people happy. We’re social animals. And caring about the opinions of others is hardwired into our brain. It’s in our DNA. But when you make the happiness of others your primary goal, it can lead to some pretty disastrous consequences. And that goes double, triple, and quadruple for sales reps like you...