Shows
Cheri Hill ShowThe Bruce Lee of Sales: The Guru Selling SystemUsing our subconscious mind to benefit yourself and your clients in business with Erik Luhrs.
www.guruselling.com
Sageintl.com2017-04-2625 min
guruselling's PodcastRadio Show - Old School Lessons for New Lead GenerationNo matter what you want these days “there’s an app for that.” And while technology has been incredibly helpful in lead generation activities, perhaps we have jump a little too far a little too fast into tech. Maybe there are some simple secrets of lead generation that no app can do for you.
What if the “key” to increased leads that we have been seeking isn’t on your computer or iPad? What if it’s something you already have access to and have just ignored?
...2012-08-0723 minguruselling's PodcastRadio Show - Get New Appointments in Just 24 HoursShe's baaaaack!
Y'know I love Wendy Weiss, the Queen of Cold Calling™, and that is because she loves to put the heat into cold calling!
In this show Wendy is here to tell us how to use your iphone for something more than just playing Angry Birds. She'll show you how to use it to create new appointments, with viable leads in just 24 hours.
During the interview we covered:
*Why cold calling is not only not dead but more viable than ever
*The real deal on voicemail2012-07-2021 minguruselling's PodcastRadio Show - B2B Content Marketing for Lead Generation 101When folks first start into using information to market their product or service they often believe "I have a lot to say." Shortly thereafter they end up thinking "what haven't I already said?"
And in a world where readers are looking for more info/thoughts/ideas to feed on everyday a lack of content to feed them can spell doom for you marketing efforts.
So how can we feed the brains of our prospects without having to spend all of our time coming up with stuff to say?
To help me tackle...2012-07-2021 minguruselling's PodcastRadio Show - How to Simplify Lead Generation for Complex SalesWe all know the old adage “Sales is the lifeblood of Business.” But what many people forget is that Lead Generation is the lifeblood of Sales.
And with sales becoming more and more competitive, the lifeblood of Leads is becoming more difficult to sustain. This has lead to ever longer, more expensive and more complicated lead generation processes.
But is this how it should be? Should complex sales really be created from even more complex lead generating processes? Isn’t there an easier way?
To tackle these questions I...2012-05-3122 minguruselling's PodcastRadio Show - All Hail the Mighty Buyer
In the good old days, you know before the internet, salespeople had an advantage. The buyer only knew as much about the salesperson and his company as he could see from brochures and advertising.
Today, a buyer can learn more about you then you know, or would want them to know, with just a few mouse clicks. And that is just the beginning!
So, if the field has been so tilted, some might say “leveled,” how can we address that? How do we handle the challenge of the “well informed” buyer?
To help...2012-05-0834 minguruselling's PodcastRadio Show - The “Common Wisdom” to Avoid When Selling in a Still-Down EconomyOne of the oldest clichés in sales is: “The Customer is always right.” Well, that might be true, but I can also tell you – and you’d probably agree with me - that the Prospect is usually wrong!
Nonetheless, in today’s hopeful but still nervous marketplace, we tend to give the prospect a lot of latitude and little, if any, attitude. And we do this because the common wisdom is that if you treat people nice, they will treat you nice. But does nice equal sales…?
2012-03-2242 minguruselling's PodcastRadio Show - How to Increase the Number and Quality of Your Leads Starting NowEvery business owner, consultant and salesperson I speak to wants the same thing: More sales right now! Of course, the fastest way to generate more sales is to increase the amount of viable (qualified) prospects you are talking to on regular basis.
And there’s the rub! How do we increase the amount of qualified leads in our pipeline? And how can we make that happen starting today?
Well, obviously, that is the entire focus of my work. Nonetheless, I wanted to get a new POV on...2012-03-1646 minguruselling's PodcastRadio Show - Appearances Can Be Deceiving Deal-Killers in SalesYou may have a great and wonderful professional wardrobe, but what if it is also killing your sales numbers?
One thing I’ve learned after all these years is that “appearance” is a two-way street. There is how you dress, which is based on how you think you should look. And there is also the way the client or prospect sees you, which is based on how they thy think you should look.
Basically, their first impression of you is all in their head and not on your body.
...2012-03-1133 minguruselling's PodcastRadio Show - Great Sales Come From Playing the Inside GameWe all know the old adage “people buy people,” and this tells us that the client wants to get to know you before they will buy from you. It is a sound principle.
The big question, then, becomes: Do you know you? After all, if the client wants to know you, you must be fully know yourself or you’ll end up being a fake, which clients can smell a mile away.
So, how do we do it? How do we truly “know” ourselves? And how do we translate...2012-03-0340 min
guruselling's PodcastRadio Show - How Top Salespeople Own Their NicheWhat makes you different? What makes you special? Why should a client choose to spend their time, money and energy on you and your solution over someone else? If you haven’t asked yourself these questions you’re already in trouble!
The truth is that a buyer can spit and hit 20 salespeople ready to sell him the same product or service at the “best price” with the “best quality” and the “best service.” If that’s your shtick, you are the same as everyone else, which means...2012-02-2335 min
guruselling's PodcastRadio Show - How to Accelerate the Sales Cycle“My sales cycle is getting longer, while my commissions get smaller and my boss gets madder.” Sound familiar?
Yes, the economy seems to be improving, but that still isn’t speeding up the decision making process of buyers these days. And if you’re livelihood depends on their decisions you’re probably hurting right now.
So, what can we do? What choice do we have? How can we help our prospects speed up their decisions so they can benefit from our offering, and we can benefit from a healthy commission...2012-02-1833 minguruselling's PodcastRadio Show - Selling to Crazy-Busy Buyers with Jill KonrathYou call. You email. You stop in. You do whatever you can to get in front of a prospect. And all you hear is “Sorry he is busy.”
Even when you get their attention for a second, keeping their attention, let alone their interest, is also a Herculean effort.
So what do we do? How do we connect with and create sales with buyers who are too busy to breathe?
To help me with that question I invited Jill Konrath, author of SNAP Selling, to join me on my show.
2012-02-1041 minguruselling's PodcastRadio Show - Insights for New or Wanna-Be Salespeople“I’ll make my millions by being a salesperson!” It’s a nice idea. But the truth is that not everyone is designed to work in sales. And many folks who get into sales also drop out of it quickly, after they realize sales isn’t just taking purchase orders and handling clients’ checks.
But if you are determined to get into or succeed in sales there are some things you should know upfront.
To give us some real insight into what happens when you get into sales, I...2012-02-0336 minguruselling's PodcastRadio Show - Do You Have Reservations about Your Sales Presentations?Presentations are one of the basic tenets of sales processes. And it seems like everyone is trying to figure out how to create a “killer” presentation.
But is there such a thing as a “killer” presentation we can reuse over and over? What are presentations actually doing for – and possibly against – us? and why is there so much trouble delivering presentations?
To tackle these “presenting problem” I asked Tom abbott, author of The SOHO Solution, to join me on my show.
During the interview...2012-01-2141 minguruselling's PodcastRadio Show - The Low Down on Sales Lead Follow UpIt is estimated that up 50% of all inbound sales leads are never followed up!
50%!!!!! Why not?!
Now you might be thinking “I’d never let a lead just wither and die.” Or, perhaps, you’re one of the folks who does leave leads just sitting on the table – forever!
How does this happen? Why does it happen? And how can we change it and add those sales that are literally just waiting for us to call?
In order to address this issue I asked Andy Paul...2012-01-2138 minguruselling's PodcastRadio Show - How to Use Business Intelligence from LinkedIn to Drive More SalesSo you have a profile on LinkedIn. And your looking to create leads and sales from it…now what do you do? Maybe you’ve tried answering some questions or searching for contacts, but you just can’t seem to get any traction!
Well, good news/bad news, you’re not alone! Most of the folks ON LinkedIn don’t know how to USE LinkedIn.
So, what is the secret? How can we use LinkedIn to get through to decision makers? Or create opportunities? Or drive qualified traffic to our...2012-01-0736 min
e Web to Sales and ProfitsHow to Become a Sales Guru: Conversation with Erik LuhrsAre you a sales expert? What is your selling system? Interested in learning how to increase your sales in your business? Erik Luhrs has been called “The Bruce Lee of Sales,” a “Marketing Maestro” and a “Sales Funnel Mr. Fix-It.” He is the author of the new book BE DO SALE (www.bedosale.com)(available on Amazon) www.guruselling.com2011-04-1500 min