Shows
Veterans Archives: Preserving the Stories of our Nations HeroesFrom Mississippi Airwaves to Michigan Management: Bruce Rainey's JourneySend us a textMeet Bruce Rainey, whose remarkable life journey takes us from the vibrant blues scene of 1940s Mississippi to pioneering telecommunications systems for the State of Michigan. Born in Clarksdale—the beating heart of blues music that produced legends like Sam Cooke and Ike Turner—Bruce's story is a fascinating window into American transformation.At just 15 years old, Bruce skipped his senior year to enter college, beginning a lifelong pattern of self-directed learning and professional reinvention. From serving in the Air Force during the early days of computerized radar systems to hand-coloring phot...2025-04-243h 13
The Easier Way to Sell Presents... Close the Deal Without SellingLet's Review the SystemEPISODE 59 of the Close the Deal Without Selling Podcast This episode examines further the Easier Way to Sell Guidelines. Get your FREE copy of the Guidelines when you download the sample of the Close the Deal Without Selling Action Guide and Training Manual. Go to https://www.ClosetheDealWithoutSelling.com In addition, we're going to review the Yes Formula and examine the language you can use to turn your appointments in sales more easily and more often. Enjoy the episode. Follow us on LinkedIn a...2021-06-3028 min
The Easier Way to Sell Presents... Close the Deal Without SellingSales and HappinessEPISODE 58 of the Close the Deal Without Selling Podcast This episode looks at the different approaches to feeling gratitude and experiencing happiness in sales and in life. Our guest, Edwin Edebiri, the Chief Happiness Officer of the Happy Neighborhood Project, shares his suggestion on how to achieve happiness as a choice... and the mindset necessary for that choice to be made. We explore the next Easier Way to Sell guideline. This sales rule to live by is… know the problem you solve. Do you know the...2021-05-1954 min
The Easier Way to Sell Presents... Close the Deal Without SellingEp. 57 | Solve the ProblemEPISODE 57 of the Close the Deal Without Selling Podcast If you want this system to work for you then you must learn how to be a problem solver. In most cases salespeople feel the need to make a sale and therefore each and every sale solves a problem of their own. The Easier Way to Sell system suggests that you place your focus on solving the problem of your prospect. If you solve the problem of your prospect and get compensated for it what happens t...2021-04-191h 07
The Easier Way to Sell Presents... Close the Deal Without SellingThink Like A Doctor Join the Club! EPISODE 56 of the Close the Deal Without Selling Podcast In this episode we are moving to the fourth of the Easier Way to Sell Guidelines. This guideline is called Think Like a Doctor Why think like a doctor? Aren't we talking about sales? Think of it this way... Doctors are Curious, Authentic, and Neutral. Doctors diagnose before they prescribe. Doctors get information... not give it. Doctors ask diagnostic open-ended questions. Think Like a Doctor. Th...2021-03-311h 01
The Easier Way to Sell Presents... Close the Deal Without SellingDog Training and Sales Training?EPISODE 55 of the Close the Deal Without Selling Podcast In this episode we are moving to the third of the Easier Way to Sell Guidelines. This guideline, called Talk Less. Sell More, may sound like an easy solution to your sales problems. however, your current communications habits lead you to respond to stress and frustration in different ways. For sales people that way is usually talking too much. Learn how to talk less. You'll sell more. What does dog training have to do with sales t...2021-03-1726 min
On The Flip SideCan salespeople be authentic: Ike Krieger on what it means to sell without sellingCan salespeople close deals without selling? We didn't believe it either until Ike Krieger opened our eyes to this whole new way of thinking about sales.
PS: Have you wondered about how sales has changed in the last 40 years? Hear the stories from a communications teacher, an actor, a magazine salesperson and a charming sales coach, all rolled into one.2021-03-0826 min
The Easier Way to Sell Presents... Close the Deal Without SellingAuthentic Engagement EPISODE 54 The title of this episode says it all. What approach are you using to further yourself along the path of authentic engagement? You'll take a giant step when you improve your ability to first create and then present yourself in a welcoming environment. This environment makes it easier to sell. The foundational strength of this environment comes from... and is built upon authentic engagement. A big thanks to Rhond Sher for her powerful and practical tips on how to maximize your engagement efforts on Li...2021-02-2250 min
The Easier Way to Sell Presents... Close the Deal Without SellingWho Are You? EPISODE 53 Imposter Syndrome has visited all of us during our lives. Your question becomes... How long are you willing to allow this troubling condition to remain in your headspace? Listen and discover how prone you are to this all too real experience of the mind and body. Plus, my friend Thomas Bloomer shares his thoughts about selling and sales. His wisdom and experiences are worth the price of admission When you look up the word mentor in the dictionary there's a good chance...2021-02-091h 05
The Easier Way to Sell Presents... Close the Deal Without SellingTruth or Fact? EPISODE 52 What is one truth, or certainty that you were taught about sales and selling that you no longer adhere to, or believe? What caused you to change your mind? Here are a few “truths” that I talk about in episode. - Giving your presentation early in the appointment helps make the sale. - You must educate your prospects. - Objections come with the territory I believed all of these when I started in sales and sold that way. I didn’t like to sel...2021-01-2944 min
Ok Boomer Teach me SalesFinding an easier way to sell with podcast host and master sales trainer Ike KriegerWe get in the Driver's seat with Ike as he explains why sales is all about effective communication. He has developed over a 40 year career an impressive and proven sales formula. Listen as he shows us there really is an Easier Way to Sell. Visit his website for more information or to download his free action guide. You can also enjoy his Podcast, "Close the Deal without Selling" on all your favorite podcast formats. Or visit the podcast website at www.closethedealwithoutselling.com
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Send in a voice message: https://anchor.fm/okboomerteachmesales/message2021-01-2353 min
The Easier Way to Sell Presents... Close the Deal Without SellingWhat's the Problem? EPISODE 51 On to 100 Business is the ability to solver other people's problems and get compensated for it. Most of the time salespeople are trying to solve their own problem and just make the sale. Solve other people's problems... and yours get solved also. That's what make the Easier Way to Sell easier. Here's the link to the Action Guide Pages that are yours to download. Click here: FREE Download "Whose Problem Are You Trying To Solve?" Enoy the PODCAST.2021-01-1949 min
Scared Money Don't Make MoneyEpisode 23: The Easier Way to Sell - Guest: Ike KriegerIn this episode of #SMDMM we talk to Ike Krieger. A man with over 30 years int he sales industry. Ike started off owning one of the largest piano businesses in the state of California. After seeing the electronic keyboard however, he realized that the days of the old school piano were numbered. So Ike made a decision to take all the experience he had in sales and use it to train other people. Ike has now been training for over 30 years and has no reason to stop.2021-01-1143 min
The Easier Way to Sell Presents... Close the Deal Without SellingPositive Language EPISODE 50 Hooray! In this episode we'll look at a common language approach that causes you grief. It's correctable but you must know about it first. We had an enjoyable conversation with authors Brett Coopeer and Evans Kerrigan. We delve into a good back and forth about emotional intelligence as well as the updated effectiveness of the D.I.S.C. Personality Test. Enoy the PODCAST. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a...2020-12-0147 min
PopoholicsMarvel's Spider-Man: Miles Morales The gang wraps up their month, celebrating the most infamous web slinger of them all, with the release of the much anticipated Marvel's Spider-Man: Miles Morales.Marvel’s Spider-Man: Miles Morales ReviewDeveloped by: Insomniac GamesDirected by: Brian Horton, Bryan Intihar, Marcus Smith, and Ryan SmithWritten by: Ben Arfman, Nick Folkman, Max Folkman, Mary Kenney, and Lauren MeeScore by: John PaesanoCast: Nadji Jeter as Miles Morales / Spider-manYuri Lowenthal as Peter Parker / Spider-manJacqueline Pinol as Rio MoralesGriffin Puatu as Ganke LeeJasmin Savoy Brown as Phin M...2020-11-251h 33
The Easier Way to Sell Presents... Close the Deal Without SellingTwo Gems EPISODE 49 In this episode I have two gems for you. One of those gems is my favorite tip of all. Once you feel comfortable using this tip your sales life will never be the same. The 2nd Gem Sales and Marketing Expert, Marcus Chan. Visit his site: www.MarcusChan.io/resources Enoy the conversation. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review Go...2020-11-0958 min
The Easier Way to Sell Presents... Close the Deal Without SellingMore RevenueEpisode 48: Increasing revenue and making more money is the goal of most businesses. What makes a company successful when it comes to increasing revenue? What steps can you take to have your business become the model for making more money. The guest on today's podcast is, Mary Grothe. The problem Mary solves for her clients is... No matter how hard they work they just can't seem to produce the revenue they want. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave...2020-10-2838 min
The Easier Way to Sell Presents... Close the Deal Without SellingDe-Stress YourselfThis all-video episode https://youtu.be/fp0ZMoDWqD4 of Close the Deal Without Selling, features my friend and former CEO of the North Valley Regional Chamber of Commerce, Nikki Basi. Together we explore a selling process in which there is NO presentation, NO objections, and NO closing... yet the sale is completed successfully. How is that accomplished? Watch the video to see why the Easier Way to Sell should be part of your professional sales toolkit. Episode 47: Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider 2020-09-2338 min
The Easier Way to Sell Presents... Close the Deal Without SellingSuccess = IQ or EQ?Episode 46: Emotional Intelligence Does IQ or EQ make more of a difference in your sales success? Listen and find out. We'll discuss the reasons why people with a high IQ and a Low EQ are less successful than those with a lower IQ and a higher EQ. Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Coupon Code: EQ46 Good Selling2020-09-1625 min
The Easier Way to Sell Presents... Close the Deal Without SellingActing the PartEpisode 45: How an Acting Class Will Help Your Sales Career Join me for a conversation with my guest, Hollywood Acting Coach, Judy Kain. Discover just how closely the skill set of acting and the skill set of sales are alike. Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Coupon Code: acting45 Good Selling2020-09-0936 min
The Easier Way to Sell Presents... Close the Deal Without SellingIt's Right ThereEpisode 44: Good Stuff When's the last time you contacted someone on your current client list? Listen and Learn a system created by WSJ, Best Selling author Alex Goldfayn, to contact existing clients… , and increase your income... Alex will provide you with yet another way to turn your contacts into contracts more easily and more often. Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Coupon Code: client44 Good Selling2020-08-2542 min
The Easier Way to Sell Presents... Close the Deal Without SellingSales ShynessIn Episode 43 of Close the Deal Without Selling Hosted by Ike Krieger. Our Guest: Dr. Mark Goulston The following segments will help you Sell and Market Better - -How to deal with Emotional Shyness -Communicate More Effectively with Prospects. -Learn the consequences of Sales Dissonance -Synchronizing your sales and marketing efforts -De-escalate a communication Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good S...2020-08-2029 min
The Easier Way to Sell Presents... Close the Deal Without SellingJust ListenIn Episode 42 of Close the Deal Without Selling Hosted by Ike Krieger What are you Listening For when you sell? Surgical Empathy wins the day Break though with your cold emails. Strengthen Relationships... especially if you're in sales. B2B Make your Buyer the Hero EPISODE COUPON CODE:empathy42 Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Visit Our Website closethedealwithoutselling.com Good Selling2020-08-1741 min
The Easier Way to Sell Presents... Close the Deal Without SellingGet Out of Your Sales TranceIn Episode 41 of Close the Deal Without Selling Hosted by Ike Krieger EPISODE COUPON CODE:trance41 Coping with Covid Preparing to sell again Land Rush Film Clip Sales Hypnosis Proposal Burnout Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Visit Our Website closethedealwithoutselling.com Good Selling2020-08-0731 min
The Easier Way to Sell Presents... Close the Deal Without SellingThe Problem You SolveIn Episode 40 of Close the Deal Without Selling Hosted by Ike Krieger Clarity Through O.E.Q.s Use Your Note Sheet (Pg.381) Six Steps to O.E.Q. Success (Pg.182) Echo Listening Defuses Objections Improve Your Spoken Business Introduction Freeway Terms (Pg. 327) Chunking and Selling Cold Call Script Hi my name is _________________ I don't know if that rings a bell but I'm in the ______________ business. if I can briefly share what this call is about you can decide whether or not we continue the conversation. Is that...2020-07-2036 min
The Easier Way to Sell Presents... Close the Deal Without SellingBreak Down Build UpIn Episode 39 of Close the Deal Without Selling Hosted by Ike Krieger What are Chunkers? (In a Nice Way) Marketing Questions for your own business. Seek Agreement Without Conflict A little Taste of Caveat Emptor Break It Down/Build It Up Visit our YouTube Channel NLP and Chunking Information https://excellenceassured.com/nlp-training/nlp-training-courses-online/how-can-nlp-help-me/chunking-chunking-chunking-across A shout out to Scott Weber at rocketboymedia.com If you need help with Web Design, Call Scott, 818-280-0833 Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to...2020-07-0127 min
The Easier Way to Sell Presents... Close the Deal Without SellingShift to SuccessIn Episode 38 of Close the Deal Without Selling Hosted by Ike Krieger Reviewing Ditch Your Pitch? Page 1 of your Action Guide Your Role in the Supply Chain Supply Chain Paper Supply Chain Article Visit our YouTube Channel Enjoy my conversation with Dan Deigan Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-06-101h 22
The Easier Way to Sell Presents... Close the Deal Without SellingGivers and TakersIn Episode 37 of Close the Deal Without Selling Hosted by Ike Krieger Learn the best tool to get needed information Tennis and selling? The relationship of our system to the character styles introduced in Adam Grant's book, Give and Take. A possible adjustment to the Easier Way to Sell. Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-05-2927 min
The Easier Way to Sell Presents... Close the Deal Without SellingThe Authentic ConversationIn Episode 36 of Close the Deal Without Selling Hosted by Ike Krieger Change how you use your sales pitch Change how you use your sales demonstration Adjust how you approach important sales conversations Learn about enrollment and authenticity from our guest, Lisa Gardner Chanamolu Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-05-1356 min
The Easier Way to Sell Presents... Close the Deal Without SellingThe State of ThingsIn Episode 35 of Close the Deal Without Selling Hosted by, Ike Krieger Courage, Character, and Commitment Intention is not enough A book recommendation A way to view your reality Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-04-3022 min
The Logistics Life - High-Performance Is A ChoiceHPLS Podcast Episode Fifteen: Ike Krieger Closing The Deal Without SellingThink of the deals you've closed over the past three years, what would it look like if you sold without closing? Most would say this is pretty much impossible... Ike has been selling for over four decades and his view is YOU can close deals without selling, IF, you move through his process. Enjoy this energetic and informative approach to closing deals WITHOUT SELLING. 2020-04-0854 min
The Easier Way to Sell Presents... Close the Deal Without SellingWatch Your WordsIn Episode 34 of Close the Deal Without Selling Hosted by, Ike Krieger Get a Pitching Coach Don't Assume Referral Phenomenon Before You Begin Your Sales Call A Little More Rapport Sensory Words An Open-Ended Exercise Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-03-1023 min
The Easier Way to Sell Presents... Close the Deal Without SellingMaintain Your MagnificenceIn Episode 33 of Close the Deal Without Selling Hosted by, Ike Krieger Saying Sorry Can Make You Sorry Adult Learning Issues Prospecting, and Cold Calling Are Not In This Mall Justifying Yourself is a No-No! Old Fashioned Selling Lives on LinkedIn Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-03-0324 min
The Easier Way to Sell Presents... Close the Deal Without SellingQualify or DisqualifyIn Episode 32 of Close the Deal Without Selling Hosted by, Ike Krieger First Step to Qualifying Your Prospect A Small Business Plan is Better Than None Mispronounce these words and people will think you're less intelligent than you are. A conversation with Micheal I. Roberts, Host of the Small Business Celebration Podcast. A good listen. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-02-2544 min
The Easier Way to Sell Presents... Close the Deal Without SellingSelling Without SellingIn Episode 31 of Close the Deal Without Selling Hosted by, Ike Krieger What Is a Problem? What is Business? What is Closing? Sales Techniques You're Allowed to Forget Poor Channel Mixing Why Selling Without Selling is For Real Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-02-1829 min
Small Business CelebrationEpisode #066, Ike Krieger, "Easier Way To Sell"Ike Krieger of “The Easier Way to Sell” is on the Small Business Celebration podcast this week and he’s going to guide us in the importance of:
1. Learn how to solve someone’s problem, not sell your product or service.
2. When it comes to marketing, being better is one thing, being different is everything!
3. Maintain your outcome, not your position.2020-02-1634 min
The Easier Way to Sell Presents... Close the Deal Without SellingListen To YourselfIn Episode 30 of Close the Deal Without Selling Hosted by, Ike Krieger Have You Ditched Your Pitch? Acting on What's Not Said Deleted Deletions Your Internal Dialogue Can Hurt You. Are You Grateful? Why Organizational Networking? Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-02-1127 min
The Easier Way to Sell Presents... Close the Deal Without SellingProblem Solvers RuleIn Episode 29 of Close the Deal Without Selling Hosted by, Ike Krieger Better Hiring Practices Hire Problem Solvers Spending Time On What? A conversation with, Hank and Sharyn Yuloff, from Yuloff Creative Marketing Solutions, provides valuable information about maintaining your brand, and the most profitable way to decide whether a social media business connection is one you should accept. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-02-0435 min
The Easier Way to Sell Presents... Close the Deal Without SellingA Branding BreakthroughIn Episode 28 of Close the Deal Without Selling Hosted by, Ike Krieger You're probably using the wrong language to sell You're business branding is most likely set up backwards. Contrary Marketing is the answer to backwards branding. Strategic versus Tactical Marketing Learn a new way to take and use notes Pacing and Leading with your voice The meaning of your communication is the response you get. The least effective sales tool Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling ...2020-01-2825 min
The Easier Way to Sell Presents... Close the Deal Without SellingThe 90 Second SolutionIn Episode 27 of Close the Deal Without Selling Hosted by, Ike Krieger Changing Habits is Hard Determining What Needs Changing 90 Seconds is All You Need Establish Guidelines Face your Fear. Then What? A Student Memory A conversation with, WiIlis Turner, CEO of Sales & Marketing Executives International where you'll hear some similarities and differences between salespeople around the world. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-01-2140 min
The Easier Way to Sell Presents... Close the Deal Without SellingShut Up or Shut DownIn Episode 26 of Close the Deal Without Selling Hosted by, Ike Krieger Guide the Communication by Pacing and Leading Shutting Down is Better Than Shutting Up Secret Behind the Effectiveness of Open Ended Questions Listening Pitfalls to Avoid Discover their Motive for Asking the Question Meet People at Their Model of the Universe Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-01-1422 min
The Easier Way to Sell Presents... Close the Deal Without SellingAdult CommunicationIn Episode 25 of Close the Deal Without Selling Hosted by, Ike Krieger OEQ Checklist Transactional Analysis as a communications tool Examine PAC Conversations for the next 48 hours A conversation with Chellie Campbell Dolphin or Tuna Ask questions Find out about others before selling How acting class helped Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling2020-01-0732 min
The Easier Way to Sell Presents... Close the Deal Without SellingCross the MinefieldIn Episode 24 of Close the Deal Without Selling Hosted by, Ike Krieger NASA and the Zero G Pen The Minefield Between You and Your Prospect Pounding out the Prelude Qualify or Disqualify Compassionate Disqualification One Reason to Keep This System to Yourself Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling 2019-12-1725 min
The Easier Way to Sell Presents... Close the Deal Without SellingPilot Your PlaneIn Episode 23 of Close the Deal Without Selling Hosted by, Ike Krieger Pre-qualifying with the Prelude. Reframe your windows to the World Getting back on course Becoming Authentically Authentic A conversation with advisor to global influencers, Psychiatrist, Dr. Mark Goulston. #WMYST Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling 2019-12-1036 min
The Easier Way to Sell Presents... Close the Deal Without SellingDitch Your PitchIn Episode 22 of Close the Deal Without Selling Hosted by, Ike Krieger Becoming the equivalent of a Black Belt Communicator The Wall You Can't Get Past Join Toastmasters International. Take an Acting Class Ed Sullivan Time Management A Review of the Prelude from Ep. 7 Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling 2019-12-0325 min
The Easier Way to Sell Presents... Close the Deal Without SellingLayering On SuccessIn Episode 21 of Close the Deal Without Selling Hosted by, Ike Krieger Learn a new layer of the prelude Effective marketing is taught backwards How to create a marketing strategy Conditions for personal coaching A conversation with marketing and branding consultant, Andrew Sokol Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling 2019-11-2627 min
The Easier Way to Sell Presents... Close the Deal Without SellingOrdinary to ExtraordinaryIn Episode 20 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Learn why the gap between ordinary and extraordinary is smaller than you think. Discover how habit affects your ability to learn. Take a novel look at how your habits are formed Review of skills learned after you became an adult? Learn the easier way to start a business conversation. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Good Selling 2019-11-2021 min
The Easier Way to Sell Presents... Close the Deal Without SellingEyes Are the WindowsIn Episode 19 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Discover all available channels for effective communication. Eye movement helps you determine the channel on which your prospect is processing information. The words used by your prospect helps you determine the channel on which he, or she is processing information. An interview with Larry Gantverg, a friend and a former sales manager. who introduced the Easier Way to Sell to his sales team. Good Selling2019-11-1226 min
The Easier Way to Sell Presents... Close the Deal Without SellingMake Your Goals S.M.A.R.T.In Episode 18 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Looking back at the birth of the Easier Way to Sell. When you ask open ended questions instead of delivering a canned sales presentation...do you feel like an interrogator? You're smart. Are your goals S.M.A.R.T.? Countering your "Someday, Maybe, I Hope" state of mind Good Selling2019-11-0524 min
The Easier Way to Sell Presents... Close the Deal Without SellingIdentify Ideal ProspectsIn Episode 17 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger How to discover your prospect's motive for asking a question Your competitor has a set of Features & Benefits they use to sell their product or service. How different is your list? The emotional response to your problem statement is the key to effective prospecting. Tips from a 25 year user of this sales system. Good Selling2019-10-2929 min
The Easier Way to Sell Presents... Close the Deal Without SellingStructure Your ResultsIn Episode 16 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger First... a true story, and a short lesson in how not to sell. You figured out your goal. Now what? The Structure of Results helps structure your results. How Merlin the Magician can help you succeed. America put a man on the Moon in 1969. This had never been done before. How did they create the plan? Good Selling2019-10-2222 min
The Easier Way to Sell Presents... Close the Deal Without SellingA.I.D.A. Spell TroubleIn Episode 15 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger I talk about one of my favorite topics, besides baseball, which is the movies, as a metaphor for your sales activities. One of the best movies about sales is, Glengarry Glen Ross. Watch and consider all the techniques for selling and prospecting they discuss. Second, disregard and never use the techniques discussed in the movie. Avoid the traditional techniques offered in this film and reduce your sales stress. We close the episode with a check-up of your understanding and readiness to use...2019-10-1522 min
The Easier Way to Sell Presents... Close the Deal Without SellingTelling Ain't SellingIn Episode 14 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Is there a right way to sell? Telling ain't Selling How to use The Bell Curve of Life to chart your success Find out if you have this costly Sales Malady. Telling when you're selling is less effective than selling when you're selling. Especially when you're using The Easier Way to Sell. Good Selling2019-10-0818 min
The Easier Way to Sell Presents... Close the Deal Without SellingStop Trying. Start Doing.In Episode 13 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Commitment vs. Intention - Trying is not doing. The more you try the harder it is to do. More Listening Tips Two questions for yourself Who should I be talking to? What is the purpose of my communication? More OEQ's A closed-ended to open-ended exercise Your results are you responsibility Good Selling 2019-10-0121 min
The Easier Way to Sell Presents... Close the Deal Without SellingPower ListeningIn Episode 12 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger More OEQs = Additional Communications Options- The need for sales rules- Never give away valuable information unless it's part of your business plan- Echo, or Mirror listening- The Language of Success- The clout of Negative Commands- Sales Myths - Just because you believe something is true, doesn't make it true. It just makes it true for you.- Good Selling 2019-09-2421 min
The Easier Way to Sell Presents... Close the Deal Without SellingThe Secret Sauce of SellingIn Episode 11 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Get Your Action Guide EPISODE COUPON CODE: universe11 Additional O.E.Q.s help you remain in a problem-solving mode. (pg. 185) Remember it's not about convincing... it's about uncovering and satisfying needs. Bridging is an effective response to someone requesting that you do both A and B. (Pg.171) An easier way to effectively set appointments. (Pg. 333) Meet people at their model of the universe. Remember... Air on. Window off. (Pg. 348) Use the secret sauce of mirroring a...2019-09-1123 min
The Easier Way to Sell Presents... Close the Deal Without SellingQ.U.I.C.K. Review - Part ThreeIn Episode 10 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Episode Coupon Code : CAPABILITY When a prospect isn't sure of their budget you can use bracketing. (Pg.295) Give the prospect two separate ranges of figures. Ask them which of the two is most closely in line with what they’d be comfortable spending? If your prospect is reluctant to share a budget amount, You didn’t do a good enough job of setting your MBAs. You didn’t do a good job uncovering the problem, or, You’re dealing with a problem clie...2019-09-0317 min
The Easier Way to Sell Presents... Close the Deal Without SellingQ.U.I.C.K. Review - Part Two In Episode 9 of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger Get Your Action Guide EPISODE COUPON CODE: BUDGET The U section of Q.U.I.C.K Is where the diagnostic process of uncovering problems begins. Resist the urge to begin problem solving prematurely. Download the list of PS/DS Open-Ended Questions and participate in a powerful learning exercise. (Pg. 176) Think like a doctor. Ask the diagnostic questions that will lead you towards a complete understanding of their needs and expectations. (Pgs. 30-41...2019-09-0221 min
The Easier Way to Sell Presents... Close the Deal Without SellingHere is the Q.U.I.C.K. Script #1 In Episode 8 of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger See Section 9 of the Action Guide The first of a three-episode arc featuring a step-by-step analysis of the Yes Formula™ and Q.U.I.C.K. - designed to help you install and practice your new set of communications skills. Add doing to your learning Create rapport and relationship Set the same “ground rules” for you and your prospect. (Pg. 272) Follow the communications road map established in the Public Speaking Model. Dig deeper into the qualification process of Q.U.I...2019-08-2724 min
The Easier Way to Sell Presents... Close the Deal Without SellingUnconscious CompetenceEpisode 7 of... Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger The Public Speaking Model helps you remember the system. (Pg. 233) An appraisal of your progress as you continue to install the ingredients of the Yes Formula™ into your unconscious. Where are you in the Stages of Learning? (pg. 133) How the Stages of Learning impact your existence. How The Six Stages of Open-Ended Questions impacts your communication effectiveness. (pg. 182) When you ask the right question, you cause others to think more clearly. Good Selling! Join the Club2019-08-2017 min
The Easier Way to Sell Presents... Close the Deal Without SellingListen More - Sell More In this Episode of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger You'll Learn... Be an effective listener. Read the Listening Poem (Pg. 215) Reminders for Better Listening (Pg. 206) Public Speaking Model (Pg. 232) The Prelude (Pg. 273-276, 282, 285, 288, 290) Q. Qualify - Setting the ground rules for the sale U. Uncovering your prospect’s problem I. Investment - Is there money to solve the problem? C. Capability - Can they spend money to solve the problem? K. Knowledge - Learn your prospect’s reasons for buying Under...2019-08-1320 min
The Easier Way to Sell Presents... Close the Deal Without SellingBefore & After The Easier Way to SellIn Episode 5 of Close the Deal Without Selling... Join the Club (Pg. 254-259) Today's episode is a bit different. You're about to hear the Yes Formula™ in action. Ike shares a demonstration of a sales call without using the system, followed by a depiction of a successful sales call using the basic ingredients of the Yes Formula™ showcased in Episode 4. Do you hear any of your own sales strategy in the first part? How much of the strategy in the second part would you like to incorporate in y...2019-08-0724 min
The Easier Way to Sell Presents... Close the Deal Without SellingEffortless Selling - The Yes Formula™In Episode 4. of Close the Deal Without Selling... Join the Club Basic Ingredients of the Yes Formula™ (Pg. 268-272) R&R CAN MBA OEQ QUICK In addition ... Learn an effective way to handle Problem Clients (Pg. 51) Encounter your first set of open-ended, diagnostic questions to use in your sales interviews (Pg. 175) Your First Batch of OEQ's Here a few of the diagnostic open-ended questions you’ll use in your sales interview. Memorize these questions. Use them. Come up with your own business speci...2019-08-0218 min
The Easier Way to Sell Presents... Close the Deal Without SellingAvoid Educating Your ProspectIn this Episode of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger You'll Learn... Why you should avoid educating your prospect. (Pg. 170) The Commandments of Giving Proposals (Pg. 156) Why it so hard to break unproductive sales habits. (Pg. 109) Hold off on your presentation. Let your prospects lead the sales dance (Pg. 364) Pattern Interrupts can calm your sales call (Pg. 306) Your Heads-Up Display (Pg. 266) The 1st Yes Formula Ingredient - R&R (Pg. 268) Join the Club The Yes Formula delivers an easier way to sell. The Yes F...2019-07-3021 min
The Easier Way to Sell Presents... Close the Deal Without SellingAvoid Show and Tell SellingIn this Episode... From Communications & Sales Innovator, Ike Krieger Building block definitions of the Yes Formula™. (Pg.13) Your ability to present and persuade is overrated. (Pg. 19) Revitalize selling skills you already possess. Examining the ups and downs of traditional sales training. Say goodbye to “Show and Tell” Selling. (Pg. 21) Assume the role of a diagnostic problem solver. (Pg. 27) Benefits of thinking like a doctor when you sell. (Pg. 30) Why you should get information rather than give it. Join the Club The Yes Formula is a communications model that works wonderfully in sales. The...2019-07-2618 min
The Easier Way to Sell Presents... Close the Deal Without SellingThe Easier Way To SellThis podcast episode is the first in a series that will help you Close the Deal Without Selling™. In this episode you’ll… Listen to Ike as he uses baseball batting averages to illustrate how a small change in your sales numbers can produce a bigger and better than expected result. (Pg.46) Find out which of your current sales tools is not your friend. (Pg. 21) Learn why approaching each sales opportunity in the role of problem solver is preferable to approaching each of those opportunities as a salesperson. (Pg. 24) Discover the power of getting information rather...2019-07-2220 min
The Easier Way to Sell Presents... Close the Deal Without SellingIntroduction to Close the Deal Without SellingWelcome to the Close the Deal Without Selling Podcast You’re about to discover the Easier Way to Sell. But I'm not sure you really need an easier way to sell because I don't have enough information about your current selling effectiveness. So, you have to ask… When you go out to sell your product, your service, or yourself, do your results leave you frustrated, stressed, or discouraged? If that’s the case, I’m requesting that you invest the time and listen to the first 10 episodes of the Close the Deal Wit...2019-07-0503 min