Greg Bennett: Consultative Closing
I have to admit I know a BIT about this author...and yes, I must give myself 5 STARS... (*****)
Michael Gerber: The E Myth
A book that rocked my world when I read it. This book is all about how and why the franchise model works in business...and how we can apply these strategies to our sales departments and sales organizations. (*****)
SPIN Selling
A solid, basic course in customer-first sales strategy. (****)
Robert Cialdina, Ph.D.: Influence
A great book on how and why we're influenced (and how NOT to be influenced as well) (****)
The New Conceptual Selling
A solid book on pre-planning and prep before a sales call... how to run an effective face-to-face call.
Paul Ekman: Telling Lies
Interesting study on how to tell when people are being deceptive...great if you're interested in the deeper side of "Psych Selling" and understanding why prospects act the way they do!
Robert Shook: Hardball Selling
This is a book all about the concept of NO as a much better answer than MAYBE in a sales call
George Dudley: The Psychology of Call Reluctance
Intersting study into the various forms of Call Reluctance we can "catch" and how to deal with them...
Here is a podcast segment on me handling the objection..."Your service didn't work for us last time", or "We're not happy with what happened last time"
GB Main Podcast - Answering Objection - You didn't work last time (Approx. 6:12 min).mp3
Here are a few podcast segments on one of my favorite topics (the 3rd major focus area in my book, "Consultative Closing") -- Selling After the Sale
This segment (#1) is an observation about the existing state of service after the sale -- "We stink at it!"
GB Main Podcast - Selling After The Sale - Part 1 (Approx. 4:46 min.).mp3
This segment (#2) starts the conversation on WHY we get away from selling after the sale:
GB Main Podcast - Selling After The Sale - Part 2 (Approx. 3:50 min).mp3
This segment (#3) is focused on climbing inside the mind of the client to understand what they want to happen AFTER they buy...helping them MAXIMIZE the investment
GB Main Podcast - Selling After the Sale - Part 3 (Approx. 4:15 min.).mp3
This segment (#4) is on developing a "post sale process" and a "maximization program"
GB Main Podcast - Selling After the Sale - Part 4 (Approx. 6:13 min).mp3
From my weekly on-line radio show (GB Live - heard here at the blog every Friday morning from 8-9 a.m. Mountain time), here is a podcast segment with me answering the objection "We're Going to Stay With Our Current Supplier"...or "We're Happy With Who We're Currently Using (even if who we're currently using is screwing up)"
GB Main Podcast - Answer to the Objection - "We're Happy With Who We're Using" (approx. 7 min).mp3
To hear me answer more objections look in the category "All Podcast Segments" in right hand column of this blog.
Thanks,
GB
From last Friday's GB Live On-Line Radio Show (heard live here at the blog every Friday morning from 8-9 a.m. Mountain Time), here are two segments I did on "Why Consultative Salespeople and Professionals Struggle With Closing"
GB Main Podcast - Why Consultative Salespeople Struggle With Closing Prt 1 (approx 13 min).mp3
GB Main Podcast - Why Consultative Salespeople Struggle With Closing Prt 2 (approx 10 min).mp3
Please feel free to listen and share with a friend.
GB
Here is a podcast segment with me answering the objection "Can You Mail Me Something"
GB Main Podcast - Answer to Objection - "Mail Me Something" (Approx. 3:15).mp3
In this podcast segment, taken from my Friday morning on-line radio show", I address answering the objection "We're Not Interested"...
GB Main Podcast - Answering Objection - Not Interested (Approx. 7:30).mp3
Here are two podcast segments from last Friday morning's show on "Reciprocity"...what it is...and why it works to help influence others.
I'm using some material from Robert Cialdina, Ph.D.'s book, "Influence: The Psychology of Persuasion" (listed in my recommended books in the left column)
GB Main Podcast - Reciprocity 1 - We've Been Taught to Do It (Approx 1:45).mp3
GB Main Podcast - Reciprocity 2 - Give Before Receiving (Approx. 4:55).mp3
GB
From the radio show last Friday, here is an audio podcast segment on how I use "Feel, Felt, Found" to answer sales objections.
I certainly didn't invent the FFF strategy, but I have refined it quite a bit over the years and it continues to be one of the most popular segments in live workshops and seminars.
GB Podcast Segment on Using Feel, Felt, Found (Approx. 11 min).mp3
And make sure to tune in every Friday morning from 8 a.m. - 9 a.m. Mountain time for "GB Live" - my on-line radio show focused on sales, management, training...and some wacky fun!
GB
Here is the link to that new new parody ad I was playing on the radio show this morning...it's for a new sponsor...Calagra...the little pill that fights "Call Reluctile Dysfunction"...feel free to pass it around...
GB's Parody Ad for "Colagra".mp3
Have a great long weekend!!
GB
Here is an interview I conducted recently with AMA, American Management Association (my book publisher) - on what makes my "Consuultative Closing" strategies unique.
GB Interviewed by American Management Assoc on Consultative Closing (17:00).mp3
