About this episode
Jun 2019
[CLASSICS] 095: The Difference Between Cooperating and Collaborating | Amy Appleyard
Takeaways Understand How Your Prospect Makes Money: You already know how your company makes money and you already know how you make money once your company makes money. During the sales process, if you really dig in and figure out how your prospects make money, then you can sync ... Show More
35m 19s
Jun 2019
#CoachesCorner 1 | Ashleigh Early
In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn't been any magical creation of new sales talent. Tha ... Show More
19m 28s
May 2019
127: Jessica McQueen | Building a Sincere Interest in Understanding
Takeaways Become a Subject Matter Expert: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually become a licensed health benefits consultant. Think ... Show More
27m 30s
May 2025
9 Major Sales Lessons from 1,900 Episodes of The Sales Evangelist | Donald Kelly - 1900
I’ve made it 1,900 episodes of The Sales Evangelist podcast. Not quite at 2,000 yet, but I’m close.But since I’m still going strong, I thought it would be a good idea to share the nine biggest sales lessons I've learned from hosting this podcast. Hopefully, one of these lessons w ... Show More
23m 3s
Apr 2022
5 Tips To Become The BEST Salesperson | Selling Made Simple
Don’t know what you’re doing in sales? You’ll be living paycheck to paycheck. Knocking it out of the park? You could earn your first million in just a few years time. So what separates the two? Well, it turns out it’s just five simple strategies. Yep, just five! And those five st ... Show More
12m 58s
May 2024
#304 - Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS
Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions
Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that m ... Show More
37m 36s
Jul 2024
Properly Positioning Your Value Statement
<p dir="ltr">Lightning Round: Top 10 Ways to Keep Your Prospect List Up-to-Date</p> <p dir="ltr">Question: Mark Bregman asks, "You both have said value statements need to be updated, and refreshed because what may have worked last year may not be right for now. And I'm wondering ... Show More
29m 53s
Jun 2022
You NEED to Understand This About Cold Calling | Selling Made Simple
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 ju ... Show More
12m 29s
Jun 2025
Sales Training // Jab Your Prospects, Flip The Script, Control the Sale // Learn How on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
#12WeeksToPeak #salestraining #SelfImprovement I'm going solo today to start year 13 of The Sales Podcast, episode 718.I updated an old blog post about "jabbing hard-charging" prospects to 'flip the script' in sales.Our job in sales is to disqualify prospects, engage them effecti ... Show More
28m 13s
Jun 2022
The Best Opening For A Cold Call | Selling Made Simple
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-pro ... Show More
11m 34s
Sep 2025
Secrets of Autosuggestion: Emile Coué’s Thoughts on Reprogramming Your Mind | #Success - Ep. 68
In this vault episode of The Russell Brunson Show, I pull out a rare book from Emile Coué, the man who pioneered the idea of autosuggestion. Long before Napoleon Hill and other New Thought leaders, Coué was teaching how to reprogram the subconscious mind, and the same principles ... Show More
11m 16s
Jun 2022
One Change That Makes Every Sales Person Better | Selling Made Simple
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% tha ... Show More
20m 29s
Takeaways
- Speak a Common Language: As Greg was learning to sell, he was taught baseball idioms like 'batting 1.000,' 'drop the ball,' 'be in the ballpark,' and of course, 'touch base.' But to many of you listening, these phrases no longer have anything to do with the game because they've been so ingrained into our normal lexicon. What words or phrases might you be using that make no sense to your prospect? Greg gave the example of the literal translation of 'How are you?', a throwaway phrase we use in America that would make an Eastern European tell you all about their life.
- Get Your Prospect to Come to Their Own Conclusion: Think about the last time you felt like you were sold something. I'm not talking about when you last bought something, but truly felt sold. How long did it take for buyer's remorse to set in? In every sales cycle, you should make it your goal for your prospect to find your value prop on their own terms. I like to do this by turning my statements into questions, where the answer from the prospect becomes what I wanted to say.
- Make the Sales Process as Simple as Possible: Regardless of the sales methodology you use, whether it be SPIN or Challenger or Customer Centric, it's important to make the process itself as simple as you can for both you and your prospect. As you adapt the methodology to find your own selling style, you should be able to determine which parts come naturally to you and what needs to be adjusted or
Full Notes
Book Recommendations
Sponsor
- Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do.
