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Selling More by Talking Less Podcast by Bob Marx

Selling More by Talking Less Podcast

by Bob Marx

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Bob's expertise proved to be extremely valuable to me. The strategies he shared have already helped me win new business and I highly recommend Bob.


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 Podcast Website:
http://sellmoretalkless.com

Getting Ready To Get Ready…


Thu, Feb 19, 2015


Making the transition from getting everything ready to go and actually taking the next step can be a lot harder than it sounds.  Laying the groundwork feels so darn productive… because it is!  Leaving the getting ready mode has a sense of uncertainty and often leaves many caught in a frustrating circle.  



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Stop Making Decisions for People You Don’t Know


Thu, Aug 14, 2014


Mind reading is costing you sales, income, opportunity and it’s limiting your options.



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Want to close more sales? – Start asking stupid questions.


Mon, Apr 28, 2014


Your competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.



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Are you finished before you start?


Tue, Apr 15, 2014


This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut".



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Who is Closest to Money


Wed, Apr 09, 2014


The process was slowing down early on in the selling process… specifically in the initial communication phase.

 

Meetings, phone calls were ending without a specific next step to move forward.  



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Is Your Voice Mail Greeting Setting You Up to Fail


Tue, Mar 25, 2014


Call any office in America today get someone's voice mail and you will likely hear some version of:

 

"Hi, you've reached the desk of ______; I'm either on the phone or away from my desk.  Please leave me your name and number I'll get back to you as soon as possible."

 



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3 Ways to Beef Up Sales...Immediately


Mon, Mar 24, 2014


Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle.

 

Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.



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10 Email Ideas for Salespeople


Tue, Mar 18, 2014


Nowadays, marketing has been made much easier. With a strong email list and some few ideas, you're set to give your business all the prospects you’ll ever need.

 

Here’s a quick 10 point list: 



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[ video ] The Big Lie


Wed, Mar 05, 2014




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The Big Lie We All Bought into...


Tue, Mar 04, 2014


As professionals it’s our job to connect the right people with the right information in the right way – a way that makes it easy to say yes if there’s a fit.

 

This means that when we’re prospecting for new opportunities, what were really looking for are the people that are open to having a conversation.



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A Big blinding flash of something so Obvious it’s easy to miss and it’s Stealing Your Deals


Thu, Feb 13, 2014


This is something so simple it gets overlooked time and time again so it creates longer sales cycles, leaves us wondering what we’re doing wrong and literally steals money out of our pocket every time we do it.

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Do this 1 thing and turn frustrating, useless - waste of time follow-up calls into conversations that make money.


Tue, Feb 04, 2014


What I’m getting ready to share with you is a simple tool you can use to take the follow up calls you’re already making and transform them into laser focused discussions that get your prospects to start telling you why they need what you have and literally asking “What’s the next step?”… 



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Getting Out of Your Own Way


Thu, Jan 23, 2014


What separates good sales people from those who struggle is their ability to learn how to get out of their own way.

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Let's Talk About Money...


Fri, Jan 17, 2014


How comfortable are you talking about Money?  Asking for it… telling people how much it is or just bringing the subject up all together? I’m asking because it’s not unusual for the subject to make many of us uncomfortable and it shows up in the way we sell.

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3 Ideas to Make it Happen on Purpose


Sun, Jan 12, 2014


At the beginning of the year or whenever I start working with a new coaching client there is an exercise that has proven over time to be very profitable to walk through.  - I call it Where and When.

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Selling the Influencer - part 3 of 5, Speaking their Language


Sat, Jan 04, 2014


Whenever I'm selling to this style, I get a little nervous.  Here's Why...

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Selling to a Dominant Communicator, part 2 of 5 - Speaking their language


Sun, Dec 22, 2013


This is one of the smallest but most important styles for us in sales to be able to connect with.  

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Speaking their Language part 1 of 5


Fri, Dec 20, 2013


We want to get a clear understanding of who we’re talking to and how to speak the same language…. Making sure our communication gets us the response we want.

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The Selling Professionals Network, Tom Desloge


Tue, Dec 10, 2013


Name:  Tom Desloge Company: STL Metallizing Industry: Machinery Job Title: Director of Sales & Marketing

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Are You Selling Up-Hill?


Mon, Dec 02, 2013


Knowing who to invest time with and when can make the difference between being a “me too” player and the ability to add real value and be the hero.  

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The Selling Professionals Network, Tom Nolan


Tue, Nov 26, 2013


Check this out - This is interesting.. The Selling Professionals Network, Interviews with Top Performing people in sales with a track record for getting it done!

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Why We Don't Close More Referral Business


Wed, Nov 20, 2013


There an interesting dynamic many salespeople drop into when dealing someone who has come to them on the recommendation of someone else. They abandon their sales process.

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False Beliefs and Illusions


Tue, Nov 12, 2013


… she made the comment that she liked the way Brute cologne smelled on him.  Now fast forward 20 plus years.  This friend and I will go out maybe once every other month…and guess what cologne he’s wearing?  You guessed it, Brute.

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Send This Email & You Will Close More Sales


Wed, Nov 06, 2013


Here is a real bold statement; Send this email and you will close more sales.  Now let’s see if I can live up to it…. You be the judge and jury on this one…  Ready?  

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The Hungry don’t get fed


Tue, Oct 29, 2013


The hungry, they don’t get fed… Just because we need a sale doesn't mean we get a sale.  In fact the more we need it, the higher the likelihood we won’t do the things that need to be done to get it.  Ask the hard questions and clear next steps.  

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4 Words that Kill Your Prospecting Calls


Tue, Oct 22, 2013


 This company, their sales strategy was to follow up with individuals who had indicated some level of interest by completing a form on a website and requesting additional information.  Sharing their name, phone number and e-mail address. On the surface these should be very hot leads, a no brainier with a high success rate…but this wasn’t happening. 

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Essence & Form – Always B Closing or Should We B Closing, part 4 of 4


Mon, Oct 14, 2013


 Essence & From, in the world of sales is a silent killer of deals because if the prospect doesn't like or agree with the way you deliver what you offer.. They usually just disappear or go away, never sharing this feedback with you. Leaving us to wonder what happened.

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Commitment – Always B Closing or Should We B Closing, part 3 of 4


Thu, Oct 10, 2013


 Commitment; this one seems so obvious it usually gets overlooked… Usually because it’s confused with needs and wants.    

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Always B Closing or Should We B Closing - part 2 of 4 TIME


Tue, Oct 08, 2013


Time kills deals. If it turns out that they don’t or won’t have time, when would we like to be able to address this?     

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Always B Closing or Should We B Closing – Part 1 of 4 Money


Tue, Oct 01, 2013


Should we be closing implies there are things that we need to understand before we share what we have in specific detail.   

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Specific, Repeatable Actions that Produce Predictable, Desired Results.


Sat, Sep 28, 2013


Have you ever left a conversation on the phone or face to face without a clear idea on what is supposed to happen next?       

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Your Biggest Competition – Do Nothing


Tue, Sep 24, 2013


Here is one of the hardest questions for salespeople to ask…”Is doing nothing an option?”  

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10 Years’ Experience or 1 Year Repeated 10 times?


Fri, Sep 20, 2013


Let’s get clear on what happened and make some specific decisions that will affect our results next time.  

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A Trick Question, - Why Should I Buy from You?


Mon, Sep 16, 2013


You have about as much chance of answering this correctly as you do of winning the lottery, not only that, it sets us up to give the all the wrong answers.  

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Your Prospect has a Secret Reason for Not Buying… Here it is.


Thu, Sep 12, 2013


How many sales have been lost because the person we are talking to didn’t get what we were saying and suddenly felt unsure about their ability to make an informed decision.

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Amateurs Follow Up – Professionals Follow Through


Tue, Sep 10, 2013


 “I’m tired of wasting time with people who waste my time...”  This is how the conversation started with a new perspective client.  

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The 3 letter word that has the power to kill or close your deal,…Why.


Sun, Sep 08, 2013


Traditional selling is push, push, push... feature and benefits.  Let me ask you what would happen if you were to step back and ask them why they would be interested? 

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Your Voice Mail Greeting… Using it to STOP Phone Tag & Build Credibility


Wed, Sep 04, 2013


“The first step in exceeding your customer's expectations is to know what they are.”     - Roy H. Williams You, take control of your day by making decisions about how and where you will spend your time.  Stop playing phone tag and start building credibility. 

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1 Thing the top 20% of Salespeople do… Prospecting with a Purpose


Mon, Sep 02, 2013


 “Success demands singleness of purpose.”    -  Vince Lombardi There really is a difference in what the top 20% do.  Here’s one of them….

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Re-Opening the Conversation


Fri, Aug 30, 2013


In the past 6 to 9 months, how many bids, quote or presentations did you give where you didn't get a yes but you didn't get a no either…nothing really ever happened?

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Creating an Opportunity…by Asking Better Questions


Mon, Aug 26, 2013


Our job is to help prospects identify the gap between where they are and where they want to be. We can do this is by asking questions that challenge the assumptions they have, creating an opening for them to want something different.

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Take the Pressure Off…..Yourself


Thu, Aug 22, 2013


How much pressure do we as salespeople put on ourselves unnecessarily?  After all literally what do we have control over?  It’s been said when two people want to do business together the details can be worked out – but – when two people do not want to do business together the details will always stand in the way.

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1 Question that Grabs their Attention…and Keeps You on the Same Page


Wed, Aug 21, 2013


Think about when you’re on the phone.  Better yet, think about the last sales call you made…were you simultaneously online clicking though different web pages? YouTube, Facebook maybe CNN?  How about playing games on your phone? You may or may not be able to relate…. The fact that it’s possible that you COULD have been doing something while on the phone it’s ALSO reasonable that your prospects are MAY BE doing something else while there on the phone.  Fair?

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Voice Mail – The Secret Formula to Move the Process Forward and Build Credibility


Wed, Aug 21, 2013


Let your competition roll the dice and hope they get a return call…then have to decide if they should just keep pretending their being ignored. You stay in the driver seat by telling them the next time you’ll be calling, setting a soft appointment and building credibility along the way.

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Voice Mail – The Secret Formula to Move the Process Forward and Build Credibility


Tue, Aug 20, 2013


Let your competition roll the dice and hope they get a return call…then have to decide if they should just keep pretending their being ignored. You stay in the driver seat by telling them the next time you’ll be calling, setting a soft appointment and building credibility along the way.

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Don't Be The Hero.....Yet


Mon, Aug 19, 2013


Imagine a conversation with a potential customer.  They are talking about what they looking for.  If we've done our job as salespeople they are now even talking about why they need it. In an effort to sound competent and in control we let slip a minor comment that messes everything up.  It sometimes sounds like… “No Problem” or “We can handle that”.

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3 Magic Questions to Ask That Build Rapport


Thu, Aug 15, 2013


It’s been said the quality of our conversation is in direct proportion to the quality of the questions we ask.  Here are 3 questions that will do just that.

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