Shows
Broken SalespeopleUkraine and Emotional IntelligenceI did not plan to record this podcast. I did not think that it was something that I should talk about. However if I did not, I would be neglecting my own emotional intelligence and the emotional and physical well-being of tens of millions of others. Special thanks to Mike O' Connor and Ira Bowman for pointing this out to me and convincing me to record this episode. (We are back!) Find them both on Serviceprofessionalsnetwork.com Also special thanks to Carina MacInnes for the new intro logo! Reach out to her at buzzworth.net2022-02-2412 min
Why How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 26) Sales after CovidWhat will sales and business look like once we get out of the Corona crisis? I go over what you should be doing now (while working from home) and what the new normal will look like. 2020-04-0819 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 25) Management: HiringPart 2 of my management series. This week I go over how to hire the right person from your pool of recruits. What are the keys to look for when you are hiring a new salesperson, and what should you try to exemplify if you are a salesperson looking for a job. 2020-04-0122 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 24) Management: RecruitingThis is part one of four episodes I plan on doing on team building and people management. I go over why recruiting the right people is so important and how you should look at it as a sales manager.
2020-03-2521 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 23) The OpeningHow should you start off your sales calls? What principals should you use and how much should you use them? 2020-03-1818 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 22) The 10% RuleIn the 1980's and 90's General Electric was one of, if not the top company in the world. PArt of that had to do with the management of "Neutron" Jack Welch and his 10% rule. This rule helped make GE a stock market juggernaut. But should you implement it in your business? 2020-03-1615 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 21) FearFear and pessimism are natural states for most people. Let's look into the impact it has on both salespeople and customers. 2020-03-1114 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 20) Picking a ManagerMost organizations simply tap the top salesperson to be the next manager. That does not mean they are good for the role. This episode I go into why so many great salespeople make horrible managers. 2020-03-0918 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 19) Emotional IntelligenceWe all know that emotions are what sell, not logic, but why is that? I go through why emotions are so important in sales and how to increase your emotional intelligence. 2020-03-0415 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 18) VideoVideo is one of the greatest sales tools there is right now, yet many salespeople and companies are not using it. So why aren't more people using it and why should they start? 2020-03-0219 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 17) The WidgetOne of those old-school thinkers you would have never thought I would second guess-----myself. I walk through how I was forced to change my perspectives over the years and why. 2020-02-2615 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 16) The ProcessStop leaning on charisma and start selling like a scientist. This is how to engineer the best possible sales process for yourself and your team.2020-02-2422 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 15) Are Introverts Better at SalesFor years people thought the best salespeople were extroverts. Is an introvert the better next hire for your organization?2020-02-1919 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 14) How Sales Got BrokenHere is a little history lesson you all of you. I go deep into the history of sales training and publishing. I show you where we went wrong along the way, and how we can get back on track.
2020-02-1721 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 13) DISC PersonalitiesWho is the person in front of you and how do they want you to sell them? I go over the four main "personalities" you see and how you want to try and turn them into customers. 2020-02-1223 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 12) Tells and Micro-ExpressionsWhat should you be looking for when you are talking to customers? What is their body language telling you? I go in-depth discussing the small facial ticks that you may see and what they can mean.2020-02-1016 minWhy How Yes Sales PodcastWHY HOW YES SALES PODCAST (EP 11) Asking the Right QuestionsIt is not about open or closed-ended questions. It is about asking questions that create the right emotions. Here you will learn how to structure your questions in a way that moves a customer towards a sale without annoying them with pointless questions. 2020-02-0511 minWhy How Yes Sales PodcastWHY HOW YES SALES PODCAST (Ep 10) Curing No-Phobia"No" is nothing to be afraid of. It is actually something to embrace. Let's talk about how to change your perception of the word "No" and re-evaluate your ideas about "Yes".2020-02-0312 minWhy How Yes Sales PodcastWHY HOW YES SALES PODCAST (EP 9) Emotional TriggersWe all know that you need to appeal to the emotional centers of a customer's brain in order to convert them into customers. But what emotional triggers should you be using in your sales and marketing? I go over them here. 2020-01-2917 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 8) Working Around a Negative MindsetWe all know how important mindset is in sales. That is nothing new. But what if you are going through some REALLY difficult times. I will give you the tips that helped me through one of the hardest times in my life (While having the best sales months I have ever had) 2020-01-2719 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 7) KARE for CustomersThere are plenty of ways to add revenue to your business and increase sales. It is not just hunting and acquiring new business. Here is how to make the most out of the customers and leads you already have.2020-01-2216 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 6) Hard ClosingA.B.C. Always be closing? But are your closing techniques KEEPING you from being successful?2020-01-2011 minWhy How Yes Sales PodcastWHY HOW YES SALES PODCAST (Ep 5) Social Media and SalesSales Managers have a love/hate relationship with social media. It can provide sales, but can be harmful to productivity. Is the juice worth the squeeze when it comes to social media?
2020-01-1519 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 4) Hunter Fisher FarmerWhat is your sales personality? Do you like to hunt, fish, or farm? What is the difference and how can you incorporate all of them into your business?2020-01-1311 minWhy How Yes Sales PodcastMarketing Strategy for Real Estate AgentsSPECIAL EPISODE
This is the audio recording of a Webinar I did on 1/8/2020. I go over targeting a niche instead of shooting blind when doing marketing. I go deep into how to get customers to know, like, and trust you and putting business systems in place in order to take people from not knowing you at all into being a raving fan customer that creates referrals for you. 2020-01-101h 23Why How Yes Sales PodcastWhy How Yes Sales Podcast (Ep 3) What to WearIs your suit and tie keeping you from making the sale? Would a dressed-down look make you seem more relatable? Let's question the old school and see how it holds up. 2020-01-0811 minWhy How Yes Sales PodcastWHY HOW YES SALES PODCAST (Ep 2) Marketing vs.SalesPeople talk about marketing and sales like they are totally different. There is a lot of overlap between them, but they are different. What is the right Marketing strategy for your sales style?
2020-01-0216 minWhy How Yes Sales PodcastWHY HOW YES SALES PODCAST (Ep 1) Are your sales skills broken?Information is great, but not all of it is created equal. Did you have sales managers lead you down the right path? Are your sales skills out of date? Let's talk about the things that you need to fix this week. 2020-01-0210 minWhy How Yes Sales PodcastWhy How Yes Sales Podcast (Trailer)2020-01-0100 min