Prospecting often makes businesspeople break out in a cold sweat. It has been harder than ever in recent years to get referrals and prospects to potential customers. In order to successfully prospect to clients, salespeople and sales managers have to learn new techniques and new tactics in order to grab the attention of consumers and turn them into your clients. James Muir discusses how to prospect and get referrals in this expert sales interview, hosted by John Golden.

This expert sales interview explores:

• • The ways that prospecting has changed in recent years
  • Eliminating media overload
  • Categories of Prospecting

How Prospecting Has Changed:

Prospecting has changed a lot in the last few years, and it continues to get harder and harder. One of the things that makes it so hard is that we are constantly being exposed to messages. Consumers are being hit with marketing overload.

Don’t Contribute To The Noise:

Considering the amount of marketing overload, many business professionals are exploring new ways to try and get around the overstimulation in order to try and get their message across.

Categories of Prospecting:

One way to get through to potential prospects is to look at these areas that are high leverage and mostly neglected across all sales industries, even though they produce the best results. Considering these categories is a very potent way to break through the noise of the marketing overload and actually reach and prospect to the people that you want to buy your product.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

The percentage of employees around the world who report being engaged in their job is around 13%. That means that 87% of employees don’t enjoy what they do, and don’t feel as if they’re living their life’s purpose. Many people don’t even stop to consider their purpose, because the question is too big, or they’re so busy being busy that they don’t pay attention to what is driving their life. Take a moment to consider that for yourself. How often do you ask yourself why you’re doing what you’re doing, and why you’re getting up every day? A lot of people struggle with their quest for purpose. Dr. Ken Keis, who’s life purpose is to help others live, lead, and work on purpose, discusses finding purpose in this expert sales interview, hosted by John Golden.

This expert sales interview explores:

• Purpose and Responsibility
• Self-Awareness
• Why you should invest in yourself

Take Responsibility for Your Purpose:

Many people don’t explore their purpose in life because they don’t take responsibility for the decision-making process, and the amount of work that it takes to explore one’s purpose. You have to do the work in order to discover what your purpose is.

The Importance of Self-Awareness:

Self-awareness is the biggest key to unlocking your potential. It’s also the biggest thing that holds people back. You can’t teach someone self-awareness.

Invest in Yourself:

The saddest state of affairs is for you not to feel fulfilled for the majority of your life. Exploring who you are and your purpose is not just for a possible promotion, or a possible career switch, it is an investment in you, and an investment in your happiness, so that you don’t go the rest of your life feeling purposeless.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

We’ve all heard the terms authenticity, empathy, and genuineness in the sales world. But what does it truly mean to be your authentic self as a salesperson? You can glean so much information if you’re willing to be vulnerable and genuine and real. Set aside your ego and your fear, and people will open up to you, and buy from you! Larry Levine explores how to sell from the heart in this expert sales interview, hosted by John Golden.

This expert sales interview explores:

• The solution to customer skepticism
• Vulnerability in sales

Authenticity to Combat Skepticism:

The reputation of salespeople is at an all-time low. Trust in the sales world, in general, is basically nonexistent, and much of society has a very poor opinion of the profession. This makes consumers skeptical about trusting salespeople, and hesitant to make purchases through a salesperson. The way to overcome that skepticism is to speak the truth, be honest, be genuine, and bring your heart to the forefront. In essence, you must be authentic, and present as authentic, in order to quell the buyer’s skepticism about salespeople. Spend time getting to know yourself. Do the tough work on yourself, so that you feel comfortable being vulnerable with your customers. It will pay off for you in the long run. The defining moment between you and someone else is if you can bring sincerity and substance, and marry it with your heart.

Vulnerability in Sales:

Vulnerability in sales is not a bad word. No one wants to lose a sale or an opportunity, and being vulnerable is a way to make a connection and earn more sales. If you embrace vulnerability and being genuine with the customers, the customers will embrace you in return. The goal of a salesperson is to bring something unique to the table that is going to educate their buyer, and in order to get that opportunity to educate them, they have to trust you and embrace you as trustworthy. You must raise your business acumen, clearly articulate your value to the customer, and engage in health conversations. Communicate on their level. If you really want to get engaged with someone at the buyer’s level, you must speak their language.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Welcome to SalesPOP “1-minute remote working tips” video series.

This is the 17th video in the series. #15: Virtual Sales Meetings Part II Starting The Meeting

If you missed the other 16 videos in the series you can find them below.

1. Introductions
2. #1 Expectations
3. #2 Sales Manager as Role Model #1
4. #2 Sales Manager as Role Model #2
5. #3 SHOWING UP
6. #4 DIGITAL PROCESSES
7. #5 Your Workspace
8. #6 Negotiating with Everyone
9. #7 Be Available
10. #8: Empower & Get Out of the Way!
11. #9: Team Dynamics
12. #10: Culture
13. #11: Shared Learning
14. #12: Seeing Double
15. #13: Peer Reviews
16. #14: Virtual Sales Meetings Part I Preparedness

We will be publishing a video each day to help you with the transition of working from home to keep you motivated and productive.

Enjoy, stay safe and healthy!

Welcome to SalesPOP “1-minute remote working tips” video series.

This is the 16th video in the series. #14: Virtual Sales Meetings Part I Preparedness

If you missed the other 15 videos in the series you can find them below.

1. Introductions
2. #1 Expectations
3. #2 Sales Manager as Role Model #1
4. #2 Sales Manager as Role Model #2
5. #3 SHOWING UP
6. #4 DIGITAL PROCESSES
7. #5 Your Workspace
8. #6 Negotiating with Everyone
9. #7 Be Available
10. #8: Empower & Get Out of the Way!
11. #9: Team Dynamics
12. #10: Culture
13. #11: Shared Learning
14. #12: Seeing Double
15. #13: Peer Reviews

We will be publishing a video each day to help you with the transition of working from home to keep you motivated and productive.

Enjoy, stay safe and healthy!

We’ve unlearned more about the human brain in the last decade then we’ve learned. We’ve had to let go of some of the things we’ve held as absolutely certain or true, in favor of alternatives that are more scientifically proven. But, there are a few things that we continue to validate and hold as timelessly true. One of these things is that the adult human is very easy to prompt or persuade, which bodes well for salespeople who learn to use these influencing tools to their advantage. Holly G Green, interviewed by John Golden, explores how to influence your potential clients more effectively in this expert sales interview.

This expert sales interview explores:

• The importance of getting crystal clear
• Selling to humans
• How to use presumptive language

Getting Crystal Clear:

One of the most important parts of influencing a potential customer is to be very specific and be very crystal clear. Often times, we operate in vagueries and have unspecific or otherwise broad outcomes that we promote. This doesn’t really serve you, or the customer, it only serves to clutter your argument.

Sell to Humans:

Another vital part of influencing potential clients is to really listen to what they are wanting, and what feels like a win to them. You are selling to humans. You’re selling to many different people, each of whom has their own company outcomes and strategies, as well as their own personal outcomes as people.

Using Presumptive Language:

Using presumptive language can also help influence clients. The way that you talk about things can have a huge impact on persuading the customer and setting a certain idea in their mind.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Welcome to SalesPOP “1-minute remote working tips” video series.

This is the 15th video in the series. #13: Peer Reviews

If you missed the other 14 videos in the series you can find them below.

1. Introductions
2. #1 Expectations
3. #2 Sales Manager as Role Model #1
4. #2 Sales Manager as Role Model #2
5. #3 SHOWING UP
6. #4 DIGITAL PROCESSES
7. #5 Your Workspace
8. #6 Negotiating with Everyone
9. #7 Be Available
10. #8: Empower & Get Out of the Way!
11. #9: Team Dynamics
12. #10: Culture
13. #11: Shared Learning
14. #12: Seeing Double

We will be publishing a video each day to help you with the transition of working from home to keep you motivated and productive.

Enjoy, stay safe and healthy!

Welcome to SalesPOP “1-minute remote working tips” video series.

This is the 14th video in the series. #12: Seeing Double

If you missed the other 13 videos in the series you can find them below.

1. Introductions
2. #1 Expectations
3. #2 Sales Manager as Role Model #1
4. #2 Sales Manager as Role Model #2
5. #3 SHOWING UP
6. #4 DIGITAL PROCESSES
7. #5 Your Workspace
8. #6 Negotiating with Everyone
9. #7 Be Available
10. #8: Empower & Get Out of the Way!
11. #9: Team Dynamics
12. #10: Culture
13. #11: Shared Learning

We will be publishing a video each day to help you with the transition of working from home to keep you motivated and productive.

Enjoy, stay safe and healthy!

John Golden