To Tell the #SalesTruth with Mike Weinberg
The truth hurts but not paying attention to #SalesTruth can hurt your bank account.
Today we're talking to Mike Weinberg author of #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. which is out TODAY.
Mike Weinberg is blunt, raw, honest and isn't afraid to say what needs to be said to help you make your next sale. In this episode we'll discuss what separates the sales-wimpy from the sales-strong, how to build effective and lasting customer relationships using fundamental sales strategies and why Kylie Jenner's instagram has NOTHING to do with your next commission check.
On today’s podcast…
1:50 - Jeff and Christie review Mike's upcoming book #SalesTruth
3:48 - "I think everything gets in the way of executing fundamentals."
8:43 - Jeff and Mike help a salesperson win a deal by pushing back
11:30 - Part of the selling process is keeping your client from getting into trouble in the process
15:10 - A challenge to the wimpy salesperson
19:40 - "We have got to act like professional sellers. We have to own our process. We need to do better discovery. We have to be able to articulate the value of what we bring."
22:30 - The best salespeople do these two things...
25:37 - Mike tells real stories about real salespeople.
28:52 - Kylie Jenner's success doesn't have anything to do with your success
31:18 - Mike uses Michael Wyatt's book to set his calendar and his routine
34:06 - When Jeff Bajorek realized he could be good at selling
37:11 - Mike longs for the selling days of yore
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