The Only Way to Keep Getting Better is to
Never Stop Learning From the Best!
The Sales Mastery Summit provides sales tips to improve your selling skills in areas such as
- Get the Attention of New Prospects
- Build My Influencer Reputation
Get the Attention of New Prospects
Cutting through the noise and distractions of today’s business world makes it even harder to get your call returned or set a first appointment. These experts shared brilliant advice to get a new prospect’s attention and interest in talking more with you.
Art Sobczak, author of Smart Calling, distinguishes in our interview between rejection, which is created by stupid selling mistakes, and resistance, which is natural for any buyer and easy for any skilled sales pro to get past. Art is a great teacher on how to avoid making stupid mistakes. He also shares a masterful process for getting through resistance.
Jill Konrath, author of SNAP Selling, helps us become a welcome sight to overwhelmed customers. She gets to the heart of dealing with the biggest customer shifts since the recession: they are risk averse, overwhelmingly busy, and bombarded with information-overload.
Ben Zoldan, co-author of What Great Salespeople Do, shows us how to craft a story that not only helps prospects feel like they know us well, but also gets them to reciprocate with their own personal story. Powerpoint is not invited to this party.
Andy Rudin, leader of Outside Technologies, reveals what risks can hamper your success and how to design a process to mitigate them. He provides a really smart list of strategic questions to qualify while you are uncovering risk and drawing the prospect in at the same time.
Sam Richter, author of Take the Cold Out of Cold Calling, is a master at using the internet for sales research. He shows us how to answer, “Tell me about your business” on-line rather than take up precious time with your prospects. Our greatest take-away from this interview is how to go from surfing (a waste of time) to searching (ultra-productive) on the internet.
Daniel Frances, author of The Cold Call Bible, helps you to cold call with joy instead of with fear. His strategies show us how to be a welcome break in a prospect’s day rather than an annoying interruption.
Tim Wackel, author of The Wackel Group, shows us how to start with a hook and organize a call or meeting to achieve a better win rate. Working through Tim’s six steps raises confidence as well as success.
Preparing to overcome objections is a crucial part of our jobs. Uncovering personal agendas and turning concerns into buying interest is a skill we can make better. And how about skipping what creates resistance all together? We interviewed an expert who has ingenious advice for doing just that.
Kevin Allen, author of The Hidden Agenda knows a secret. He has figured out how to discover the personal motives and concerns of every decision maker and build his solution to them into his value pitch. Kevin shares how to get beyond pitching functional value and speak to the hidden agenda that really moves our prospects to take action.
Joanne Black, author of No More Cold Calling, discovered while doing research for a client, that the fastest closing, highest quality leads come from referrals. And sellers rarely ask for them. She shares how to design a Referral Selling system that gets us beyond our discomfort of asking for referrals makes our customers feel great about giving them.
Craft High Value Offers
Offer dramatically greater value than the price to get it and your customer has an offer that is too good to refuse. Just how do you design such an offer? In addition to interviews with Jill Konrath, Kevin Allen, and Jack Malcolm who share their best advice on this topic, these experts have surprising approaches to create our opportunities with superior value design:
Phil Styrlund, creator of Third Box Selling, shows us how to create demand for a solution that our customers didn’t think to shop for, yet desperately want and value. This rewrites the competitive standard, and his examples with Walmart and McDonald’s make me believe there is no such thing as a commodity anymore.
Kevin McArdle, creator of High Value Selling, shares how to master the diagnosis that goes into building a bigger business case for value. He also shares his secret of how to get customers committed to take action.
Motivate Prospects to Buy
Sales psychology is alive and growing. Like it or not, we need to understand how to build it into our sales skill set. To get prospects to decide ‘I have to get this now’ instead of just thinking about buying from us, we need to keep getting better at these powerful levers.
Our expert interviews on this topic are just wrapping up and will be announced shortly.
Optimize My Work
We have 215 work days in a year. How can we make the most of each one. Our experts share their favorite technology, work hacks, and productivity secrets to make the most of every day.
Nancy Nardin, creator of Smart Selling Tools, shows us how to create demand for a solution that our customers didn’t think to shop for, yet desperately want and value. This rewrites the competitive standard, and his examples with Walmart and McDonald’s make me believe there is no such thing as a commodity anymore.
Jonathan London, author of Using Technology to Sell, shares the do’s and don’ts of using technology to be more effective and shares his favorite apps to save time and wow customers through the sales process.
Diane Helbig, author of Lemonade Stand Selling, helps us overcome our realities of distraction and get clarity so we can seize this day and make the most of it.
Ken Thoreson, author of Leading High Performance Sales Teams, takes us through his template to create a personal business plan to keep us on track toward our quota and goals. He offers an accountability approach that gets sales reps helping each other instead of just competing.
Accelerate My Sales Process
The holy grail of success is figuring out how to have a bigger, faster sales pipeline. The sales tips offered in these interviews are worth their weight in gold. Get better at predicting close rates, compress the sales steps, enter a deal at just the right time – if I had to get fast improvement, this is the topic I would start getting better at now.
Craig Elias, author of Shift! Harness the Trigger Events that Turn Prospects into Customers, reveals a genius way to show up at exactly the time a prospect is ready to make a change. With perfect timing, we eliminate the competition and most objections in the sales process. And it is so easy to figure out the right timing with what Craig teaches us.
Dave Kurlan, author of Baseline Selling, gives us a compelling reason to become more skeptical in our sales work – we will sell more and faster as a result. Dave helps us identify how to get speed through our sales process and transform our attitude in the process.
Dave Brock, leader of Partners in Excellence, helps us eliminate everything that slows down our sales process, and add a few smart things back into our work. He leads by example by sharing his own prospecting process and how he has messed it up. Then he makes sure we not only know how to stay on track, but shares an amazing example of how to compress the sales process into fewer calls to take a year or more out of our sales cycle.
Andy Paul, author of Zero-Time Selling, gets drastic improvement in win rates simply by using a Zero-Time approach to lead management. Most companies get it wrong. Andy shares his steps to make the most of your first impression with new prospects and speed up their decision to buy from you.
Master the Inner Game of Success
Virtually all experts tell me that the best technical sales skills in the world won’t matter unless I have the mind for success. How do we improve our mental game? With practice and the right coaching, of course. Claim our power, know our value, handle conflict with grace and ease, stay positive through massive challenge. These experts show the way.
Oren Klaff, author of Pitch Anything, is a master at commanding a room, even with the biggest egos in business. Oren demonstrates how to assume the power frame in a prospect meeting and divulges how to get the prospect wanting what we have so they give us the power in the meeting. Really POWERFUL stuff!
Dan Pink, author of To Sell is Human, shares the research on what successful selling looks like today. Especially helpful is his advice on how the best prepare to win and then recover from rejection faster than the average joe. I have forever changed my self talk before an important meeting as a result.
Colleen Stanley, author of Emotional Intelligence for Sales Success, is genius at helping us be our best when we are under stress. She shows us how to overcome our natural brain-freeze responses and survival instincts in stressful situations. Then we can respond in the moment like the pros we are, instead of wishing we could turn back the clock and be our best selves.
Bill Cole, leader of the Mental Game Coach, shows us how to get into our top performance zone on command – a place where work is effortless and we do our best selling. Bill shows us how to remove blocks and take out the noise that gets in the way of our best performance.
Win at Price Negotiations
Our customers want the best deal and we want the highest profit. How do we both win? These experts share proven strategies and insider knowledge on how to make both sides feel like winners.
Mark Hunter, author of High Profit Selling, works with companies who have been unable to get a price increase in years. He shares a simple process to follow to get through the negotiating process without having to drop price. Think of the payback on using this advice?
Chris Provines, from the creators of Negotiating with Backbone, knows how procurement leaders think – because he used to be one. He shares his coaching advice for sales reps on how to position ourselves up front to get a deal at our asking price. He also discloses the warning signs of when we are just a pawn in their negotiating strategy and we should run.
Perfect My Presentations
This is the Moment of Truth in our sales process. How we do at presenting our offer determines whether we win or lose. Our experts share the best preparation, presentation techniques, and discussion management to lead us to winning the sale.
Jack Malcolm, author of Strategic Sales Presentations, uses his background in psychology and extensive sales experience to coach us through the most effective presentation strategies to gain interest, engagement, and orders. Jack shows us how to trump our competitor’s pitches in this interview.
Mark Bowden, author of Winning Body Language for Sales Professionals, usually coaches world leaders on how to have a commanding presence, win trust, and convey their message before they even speak. Now he helps us use those same techniques in a selling environment. He clears up a lot of myths about mirroring and demonstrates how to use our bodies in the “truth plane.”
Build My Influencer Reputation
Prospects wanted a trusted advisor, not a product pusher. And they do their homework on us before we even meet them. How do we make sure we have positioned ourselves as someone they would value working with? These experts know how to build our reputations, on-line and off-line.
Jeb Blount, author of People Buy You, has used his trust and influence approach to coach new graduates on how to out-sell veteran pros. We already knew that people need to buy us before they will buy what we are selling. Jeb helps us master what we need to know for today’s business world.
Charlie Green and Andrea Howe, co-authors of The Trusted Advisor Fieldbook, give us the strategies to work through conflict and build deeper relationships with customers. They provide us with the ultimate loyalty-builder. This is how you create a reputation that precedes you.
Lori Richardson, leader of Score More Sales, didn’t just win Top Sales Influencer for 2012. She went on a journey to interview all other winners of this distinction and synthesize what makes a top influencer. She shares with us what she learned and how we can adopt the habits that will earn us an honored place as a Top Influencer.
You can get access to our interviews with all of these top experts with the Unlimited Access Pass:
20+ hours of proven ideas from top experts
Dozens of sales tips you can put to use now
No travel required to learn from the best
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