This episode is a fantastic follow up to last week’s conversation with Steven Bachert. Shaun Priest Spent some time discussing how to work with objections presented by your prospects (no, not “handling”…dealing with!)
Shaun Priest has been a successful sales person and sales manager for over 15 years. He is currently Sr. VP of Sales for [...]
Posts Tagged ‘Basic skills’
Episode 18 – Shaun Priest: Working With Objections And Concerns, Continued
Episode 17 – Steven Bachert: Stop “Handling” Objections
Steven Bachert wants you to do something that, at first blush, may surprise you: he wants you to stop “handling” objections.
Steven Bachert is an accomplished executive and leader in the software industry with a 20-year track record of executive sales and operations management success. He has driven large and smaller/start-up organizations to superior performance. His [...]
Episode 9 – Kim Williams on Building Relationships
No matter what you sell, the core competency every sales person needs is the ability to build relationships. Whether you’ve got five minutes or five months, your capacity to build rapport with your prospects is critical, and that was the topic of our discussion with Kim Williams, Vice President of Sales at Pike’s Home Maintenance.
Kim [...]
Episode 5 – Customer Engagement with Skip Anderson
In this episode, we had a chance to speak with Skip Anderson, the founder of Selling to Consumers Sales Training, a retail sales training and management consulting company. Skip is also the founder of The Sales Bloggers Union, a group of sales leaders and experts committed to sharing sales knowledge and information via industry-leading blogs. [...]
Episode 3 – Tibor Shanto and Pipeline Management
What’s in your pipe? The answer to that question is one of the most important factors in your sales success. So how do you make sure that your pipeline is filled to capacity with high-quality leads? Brad and Jerry discuss this subject with Tibor Shanto from Renbor Sales Solutions. Tibor has over [...]
Episode 2 – SMART Goals and You
Greetings listeners, and thanks for coming back! In this episode Brad and Jerry discuss one of the basic skills of being a great sales person: setting and reaching goals.
The key to achieving whatever you want in your career, business or life is to set goals that are SMART: Specific, Measurable, Attainable, Realistic and Timely. [...]
