Posts in Podcast
#SalesQuestions - When did you notice this was a problem?

We mostly think of buying as an isolated act, something our customers do in the moment. But it’s probably more useful to think of buying as a behavior. A behavior is an action or reaction which is triggered and conditioned.

Today we’ll be diving into the episode #3 of 6 of Modern Sales’ series on #SalesQuestions, I’ll be covering the one question you can ask that can help you find out what’s motivating your clients to buy. 

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PodcastListon Witherill
#SalesQuestions - What’s going on?

Speak some words, receive some words. Throw the ball back and forth indefinitely. Cross your fingers that you understand how to avoid miscommunication.

One would have thought that miscommunication would drop with the advancement of technology. Alas, this hasn't been the case. We're more connected than ever, yet we seem to stray only further from mutual understanding.

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PodcastListon Witherill
Building a Personal Brand (Part 3)

In today’s episode, I’ll talk about how you can influence people too and do it at scale by building a personal brand. I’ll tell you why it opens the best kinds of opportunities. What it means to get advanced with your personal branding efforts and the steps you can take to start building today.

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PodcastListon Witherill
Building a Personal Brand (Part 2)

This is Part 2 of my personal branding series. If you’d like to start from the top of the series, go back and listen to the last episode where I cover the reasons you might need a personal brand, and how to get started with the basics. And in today’s episode, we’ll step it up from the basics to some intermediate steps you can take to build your personal brand.

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PodcastListon Witherill
Negotiating Price, Don't Negotiate Price

“Everything is negotiable. Whether or not the negotiation is easy is another thing.”

Who among you has never had the experience of getting involved in lengthy negotiations over rates?

Regardless of how reasonable or competitive you believe your pricing is, you'll likely run into at least some customers who want a better deal. It can be tempting to play hardball, or in some cases, walk away—but if you can negotiate a win-win solution, you'll have the chance to preserve not only your own interests, but possibly build a long-lasting customer relationship as well.

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PodcastListon Witherill
Sales Account Planning For Complex Sales

Account plans are one of the most important tools a salesperson has. They bring together critical information about your customer, your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success. In this episode of Modern Sales, you’ll learn how to build a sales account plan and the questions to ask in order to build it.

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Creating Winning Sales Proposals and Sales Presentations

Any successful deal needs a sales proposal whether you like it or not. A sales proposal can either make you lose or win a deal. It can help you gain a new client or establish long-term relationships with prospective clients. Keep in mind: a sales proposal lets you pitch a product or service to land new or repeat business – an ideal way of closing deals.

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Value Based Selling Done Right

The focus of your services can have many variations. It may vary from client to client or from project to project. So, it is important for you to know what your focus is and what value you can provide to your potential clients. It is important so that you can clearly explain it to them.

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Establishing Goals With Your Client

As a consultant, it’s important to set well-defined and measurable goals for your clients. By uncovering your client’s pain points and vision you have something powerful to tie their goals to later. In our industry, there are only a handful of goals that most companies will target and we explain each of them to the client and then give them the opportunity to decide what will make the project successful.

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Finding the Pain, and How Deep It Is

Every single product or service has been designed with the concept of fulfilling a particular need. Yet, why is that only a few are an instant hit among people and the rest pass by unnoticed? Many attribute the success of a product to reasons like cost, marketing, and many more. But, the real reason behind every product’s triumph is its ability to solve its customer’s pain points. So, what are pain points?

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The Sales Process You Need to Win Big Clients

Don’t waste your time knocking on doors that won’t open. Selling any type of product or service can be a fine line to walk--you have to find that perfect balance between being persuasive but not arrogant or annoying. A sales process that complements your business, sales representatives, customers, and products or services will allow you to boost conversions, close more deals, and ensure all of your reps are providing customers with positive and consistent experiences — no matter who they're talking to.

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