Podcast – Greg Martinelli

Do the Sales Two-Step to get there Anyone can build their sales territory into a great empire of profitability for themselves, their company, and their customers.  In my early days of sales, I sometimes needed to repeat the mantra, “Build the empire one step at a time” or simply, Build it”.  Starting out in sales can seem an impossible journey.  You see accomplished veteran salespeople in your company who seem to have it all:  big sales numbers, customers who love them, and they look like they are not even working hard.  You, on the other hand, have none of those……. yet.  That “yet” is a very important qualifier. Step one is to start.  Get started today.  Start with the smallest step possible.  Make it as easy to get started as you can. Click below to listen in and learn how to get started and stay on track to your ultimate sales objective.

How to go from Warm Selling to Cold Calling For too many salespeople, there is a constant struggle that goes on in their mind.  That struggle is between spending their time in the rewarding world of warm selling versus the unknown world of cold calling/prospecting.  Warm selling means meeting customers who are happy to see us and want our help. Cold calling is rolling up on a farm and meeting someone who is busy and doesn’t want another salesperson calling on them. Listen in as we go over five perspectives on prospecting to help you jump into the cold calling unknown

 to help navigate your sales process When calling on a prospect, most salespeople make one small error.  They know exactly what they want to accomplish on that sales call.  It usually includes introducing themselves to the prospect, telling them about their company, and the products they sell. While there is nothing wrong with that sales call strategy, there is one missing piece of information.  It’s like going on a road trip and setting your GPS for the destination Your GPS needs to know where to start.  It needs to know your location to give you an accurate and most efficient route to your destination. A sales call on a prospect is no different.  We want to take this prospect on a sales journey from the products they are currently buying to our products (sales destination).  The mistake most salespeople make is not establishing where they are.  I emphasize “they” because a sales call is the prospect’s journey, not ours.  We’re just the tour guide.  Listen in as we cover the 5 GPS-style questions to uncover where your prospect is in their decision-making on your products!

How to deliver a believable and convincing presentation Before you deliver any sales presentation, you need to own it first.  And by own it, I mean make it yours.  When we deliver a sales presentation to a customer, we want them to believe it and be convinced to take action after we are done.  Usually, that action is to buy from us.  To believe, customers must see that you believe in both the presentation and the data.  Otherwise, your customers(audience) will not trust your presentation.  If they don’t trust your presentation, then they won’t believe it.  This frequently happens when we present someone else’s presentation.  Often, we receive a PowerPoint presentation from our marketing department or one of our vendors. Click below to listen in as we cover a few ways for you to own every presentation you give!

No salesperson or company is too good to ignore competition To sell into a crowded market, you must study your competition.  All competition. Even those competitors who seem too distant to ever become a real threat. In sales training sessions, I promote the idea that both a company and each individual salesperson must keep an eye on their competition.  Most agree, but once in a while, this concept touches a nerve. There is normally one or more people in the workshop who disagree.  They claim that they just go out and do their best to serve customers and let the customer decide who to buy from.    And maybe they are right.  Maybe that’s good enough for their sales goals. However, the problem with this thought process is that it’s thinking like a salesperson and not like their customer. Listen in to gain insight into how and why each salesperson needs to study their competition!

Set the bar low to build daily selling skills that stick! We hear it every day, “Shoot for the stars…. Reach for the stars….Aim High…..Set your sights high…..Dream big.”  Even the famed Herb Tarlek told us to, “Think big to be big”, on the 1970s sitcom WKRP in Cincinnati.  While those sound great, most people […]