http://www.blogtalkradio.com/gurusellingThis is the GURUS Selling System Radio Show. Your host is Erik Luhrs, author of BE DO SALE (www.bedosale.com) and creator of The GURUS Selling System (www.guruselling.com). Erik and his guests discuss everything to do with sales of products and services to high end clientele. Make sure to subscribe to be updated about new shows when they air. Also please send us your BURNING questions about sales to info@guruselling.comenBlogTalkRadio.com. All Rights Reserved.Sat, 15 Jun 2019 03:00:00 GMTThu, 30 Jun 2011 19:00:00 GMTBusinessBlogTalkRadio Feed v2.0https://dasg7xwmldix6.cloudfront.net/hostpics/a114d26d-04e9-423d-bdbd-406aee7dab19_img_2000_-_edited_-_small_headshot.jpghttp://www.blogtalkradio.com/gurusellingThis is the GURUS Selling System Radio Show. Your host is Erik Luhrs, author of BE DO SALE (www.bedosale.com) and creator of The GURUS Selling System (www.guruselling.com). Erik and his guests discuss everything to do with sales of products and services to high end clientele. Make sure to subscribe to be updated about new shows when they air. Also please send us your BURNING questions about sales to info@guruselling.comfeeds@blogtalkradio.comBlogTalkRadio.combusiness,sales,selling,marketing,high end,erik luhrs,b2b,sales manager,sales leader,art sobczakGURUS Selling SystemnoThis is the GURUS Selling System Radio Show. Your host is Erik Luhrs, author of BE DO SALE (www.bedosale.com) and creator of The GURUS Selling System (www.gurusepisodichttp://www.blogtalkradio.com/guruselling/2011/06/30/high-end-salespeople-dont-burn-out-but-their-goals-doBusinesshttp://www.blogtalkradio.com/guruselling/2011/06/30/high-end-salespeople-dont-burn-out-but-their-goals-do/#commentshttp://www.blogtalkradio.com/guruselling/2011/06/30/high-end-salespeople-dont-burn-out-but-their-goals-doThu, 30 Jun 2011 19:00:00 GMTHigh End Salespeople Don’t Burn Out. But Their Goals Do. Are you a “used to be” top dog salesperson? Are you a sales manager dealing with salespeople who used to be butt-kickers and now are kick-backers? Burn out can happen to even the best of the best. In fact it happens to the best of the best more often than the rest. But after you have put in time, energy and money to become a top salesperson or to build a team of top salespeople, the last thing you want to do is scrap it all and start over. So, what’s to blame? Complacency! That’s right, just that little shift in attitude is costing you or your company millions of dollars in sales. So, how do we fix it? To answer this deeply important subject I asked Ron Laughlin, author of ‘Conquering Complacency in Sales’, to join me for this show. During the interview we discovered: *What causes complacency in high end salespeople? *What are the signs of complacency? *What is the “complacency curve”? *And much more! 00:37:00GURUS Selling Systemnosales,selling,marketing,erik luhrs,ron laughlinAre you a “used to be” top dog salesperson? Are you a sales manager dealing with salespeople who used to be butt-kickers and now are kick-backers? Burn out cahttp://www.blogtalkradio.com/guruselling/2011/06/25/what-exactly-is-sales-in-todays-marketBusinesshttp://www.blogtalkradio.com/guruselling/2011/06/25/what-exactly-is-sales-in-todays-market/#commentshttp://www.blogtalkradio.com/guruselling/2011/06/25/what-exactly-is-sales-in-todays-marketSat, 25 Jun 2011 15:00:00 GMTWhat Exactly IS Sales in Today's Market?   With technology changing faster than we can understand it, the world economy fluctuating faster than we can control it,  and people’s anxiety rising faster than we can ease it, today’s marketplace is nothing like it used to be…even last week. So what is sales about today? How has it changed? And, more importantly, how is it going to change going forward? How can we get ahead of the curve…and stay there? To tackle these prevalent and powerful questions, I asked Scott Messer, founder of Sales Evolution, to join me on my Blog Talk Radio show. During the interview we discussed: *Why “selling” is no longer what salespeople believe it to be *What is the single biggest challenge in creating sales today? *How you can streamline the sales process by simply being your genuine self *And much more 00:43:00GURUS Selling Systemnosales,selling,marketing,erik luhrs,scott messerWith technology changing faster than we can understand it, the world economy fluctuating faster than we can control it,  and people’s anxiety rising fasterhttp://www.blogtalkradio.com/guruselling/2011/06/18/a-refresher-on-referralsBusinesshttp://www.blogtalkradio.com/guruselling/2011/06/18/a-refresher-on-referrals/#commentshttp://www.blogtalkradio.com/guruselling/2011/06/18/a-refresher-on-referralsSat, 18 Jun 2011 17:00:00 GMTA Refresher on Referrals Without question a well-qualified and properly introduced referral is the easiest way to create a new sale. After all, most of the hard work is eliminated by default. Yet, most salespeople still struggle to get any referrals, let alone well-qualified ones. But why? In an age when we have so much data, so many technologies, so many ways to know anything and present everything, why is there a problem getting a simple referral? To address this question I asked Paul McCord, President of McCord Training and author of the Sales and management Blog, to join me. During the interview we covered: *The difference between asking for a referral and generating a referral *Why most salespeople are trained how to NOT get referrals *How to determine a worthless versus a worthwhile referral *And much more 00:49:00GURUS Selling Systemnosales,selling,marketing,erik luhrs,paul mccordWithout question a well-qualified and properly introduced referral is the easiest way to create a new sale. After all, most of the hard work is eliminated by dhttp://www.blogtalkradio.com/guruselling/2011/06/09/cold-calling-the-debate-continuesBusinesshttp://www.blogtalkradio.com/guruselling/2011/06/09/cold-calling-the-debate-continues/#commentshttp://www.blogtalkradio.com/guruselling/2011/06/09/cold-calling-the-debate-continuesThu, 09 Jun 2011 20:00:00 GMTCold Calling – The Debate Continues! Cold calling is dead! Cold calling will never die! Yes, there are two sides to the cold calling debate. And I’ve had folks from both sides on my show. And all of them have made passionate and logical arguments for their case. But I wanted to – finally – put this issue to rest. So, I asked Art Sobczak, President of Business by Phone, to join me so he could explain why cold calling both dead and alive! During the interview we discovered: *The real fate of cold calling in today’s world *The role social media does and does not play in sales creation *The common mistakes salespeople make once they actually are on the phone *And much more 00:42:00GURUS Selling Systemnosales,selling,marketing,erik luhrs,art sobczakCold calling is dead! Cold calling will never die! Yes, there are two sides to the cold calling debate. And I’ve had folks from both sides on my showhttp://www.blogtalkradio.com/guruselling/2011/06/02/how-to-simplify-complex-salesBusinesshttp://www.blogtalkradio.com/guruselling/2011/06/02/how-to-simplify-complex-sales/#commentshttp://www.blogtalkradio.com/guruselling/2011/06/02/how-to-simplify-complex-salesThu, 02 Jun 2011 22:00:00 GMTHow to Simplify Complex Sales A few years ago complex sales were a small segment of the sales being done on any given day. However, given today’s economic conditions, the increasing need to do more with less and buyer hesitation, almost every sale is becoming more and more complex. So how can we simplify these complex sales? How do we shorten sales cycles and accelerate the speed of sales? In order to untangle this complicated subject I asked Duane Sparks, author of Action Selling and Chairman of The Sales Board, to join me on my show. During the interview we covered: *What constitutes a “Complex Sale”? *The 5 Critical Selling Skills *How to matrix your sales situations *And much more 00:30:00GURUS Selling Systemnosales,selling,marketing,erik luhrs,duane sparksA few years ago complex sales were a small segment of the sales being done on any given day. However, given today’s economic conditions, the increasing need tohttp://www.blogtalkradio.com/guruselling/2011/05/19/do-you-have-a-forgotten-sales-forceBusinesshttp://www.blogtalkradio.com/guruselling/2011/05/19/do-you-have-a-forgotten-sales-force/#commentshttp://www.blogtalkradio.com/guruselling/2011/05/19/do-you-have-a-forgotten-sales-forceThu, 19 May 2011 20:00:00 GMTDo You Have a Forgotten Sales Force? Every sales leader is aware of their front line sales team. You cant not be. But is that your only sales force? Maybe you teach the rest of your staff to sell. Maybe you even have channel partners that sell your products or services. But again, is that all there is? What if words are also a sales force? That’s right WORDS. Think about the words your existing clients say about you, your product, your service or your company. Think about testimonials. Are you getting really useful testimonials from these folks? More importantly, are you positioning and leveraging these testimonials for the best impact, in the right place, at the right time to secure a sale? To help me walk through this world of words I asked Colleen Francis, founder of Engage Selling Solutions, to join me on my show. During the interview we covered: *What is “social proof” and why is it vital in sales? *The challenges of collecting and using social proof *How to match testimonials to specific buyers *And much more 00:41:00GURUS Selling Systemnosales,selling,marketing,colleen francis,erik luhrsEvery sales leader is aware of their front line sales team. You cant not be. But is that your only sales force? Maybe you teach the rest of your staff to sellhttp://www.blogtalkradio.com/guruselling/2011/05/13/how-to-use-qualification-to-avoid-desperation-in-salesBusinesshttp://www.blogtalkradio.com/guruselling/2011/05/13/how-to-use-qualification-to-avoid-desperation-in-sales/#commentshttp://www.blogtalkradio.com/guruselling/2011/05/13/how-to-use-qualification-to-avoid-desperation-in-salesFri, 13 May 2011 21:00:00 GMTHow-To Use Qualification to Avoid Desperation in Sales You’ve got a lead! Are you excited? Maybe…but should you be? In today’s market, with the proliferation of multiple marketing methods, getting leads has become much easier. But as most high end salespeople will tell you, most of those leads are not viable. It’s like catching a lot of fish…who are all too small to keep. So how do we qualify leads? How do we do it quickly? How do we know we are doing it correctly? To tackle these serious and timely questions I asked the legendary Tom Hopkins, author of ‘How to Master the Art of Selling™’ to join me on my show. During the interview we discovered: *Why qualifying leads is the most important thing you can do *How to turn an unqualified lead into a potential revenue source *How to create a “Triplicate of choice” for leads *And much more 00:49:00GURUS Selling Systemnosales,selling,lead qualifying,tom hopkins,erik luhrsYou’ve got a lead! Are you excited? Maybe…but should you be? In today’s market, with the proliferation of multiple marketing methods, getting leads has becomehttp://www.blogtalkradio.com/guruselling/2011/04/28/are-you-a-sales-leader-or-just-a-salespersonBusinesshttp://www.blogtalkradio.com/guruselling/2011/04/28/are-you-a-sales-leader-or-just-a-salesperson/#commentshttp://www.blogtalkradio.com/guruselling/2011/04/28/are-you-a-sales-leader-or-just-a-salespersonThu, 28 Apr 2011 15:00:00 GMTAre You a Sales Leader or just a salesperson? The world of sales is rife with buzz terms. “Sales Leader” is one of those terms. Of course, among the multitude of so-called “Sales Leaders” in the world, there really are some folks who live up to that title and embody that role. These people are worth their weight in gold and help develop superior sales teams. But how do you know if you’re one of them? And if you aren’t yet a true Sales Leader, how can you become one? And how can you best leverage those leadership skills? To answer these leading questions, I invited world-renowned sales trainer Ron Karr, author of the new book ‘Lead, Sell or Get Out of the Way’ on to my show. During the interview we discovered: *The real distinction between a salesperson and a Sales Leader *The beliefs of Effective Sales Leaders *Why leadership is a mindset more than an activity *And much more Also, as a gift for listeners, be sure to get 3 FREE chapters from Ron’s new book by visiting: www.ronkarr.com/leadsellbook 00:40:00GURUS Selling Systemnosales,selling,ron karr,erik luhrs,sales leaderThe world of sales is rife with buzz terms. “Sales Leader” is one of those terms. Of course, among the multitude of so-called “Sales Leaders” in the worlhttp://www.blogtalkradio.com/guruselling/2011/04/22/salespeople-dont-fail-sales-managers-doBusinesshttp://www.blogtalkradio.com/guruselling/2011/04/22/salespeople-dont-fail-sales-managers-do/#commentshttp://www.blogtalkradio.com/guruselling/2011/04/22/salespeople-dont-fail-sales-managers-doFri, 22 Apr 2011 19:00:00 GMTSalespeople Don’t Fail, Sales Managers DoIn the classic film, ‘The Karate Kid’, Mr. Miyagi tells Daniel-san that the only reason the kids from the Cobra-Kai dojo beat him up is because of how they were trained. He summed it up beautifully by saying: “No such thing ‘bad student’, only bad teacher.” Can the same argument be applied to salespeople? Is “failure” really the fault of the salespeople in the field or does it rest with those who sent them out there? Namely their sales managers. In order to tackle this sensitive and far-reaching question I invited Jonathan Farrington, world-renowned consultant and CEO of Top Sales Associates, to join me on my show. During the interview we discovered: *The 8 reasons sales fail *Why Sales Managers fail early and often *The vital difference between Sales Managers and Sales Leaders *And much more 00:44:00GURUS Selling Systemnosales,selling,erik luhrs,jonathan farrington,sales managerIn the classic film, ‘The Karate Kid’, Mr. Miyagi tells Daniel-san that the only reason the kids from the Cobra-Kai dojo beat him up is because of how they werehttp://www.blogtalkradio.com/guruselling/2011/04/15/how-to-lead-the-pack-in-lead-generationBusinesshttp://www.blogtalkradio.com/guruselling/2011/04/15/how-to-lead-the-pack-in-lead-generation/#commentshttp://www.blogtalkradio.com/guruselling/2011/04/15/how-to-lead-the-pack-in-lead-generationFri, 15 Apr 2011 20:00:00 GMTHow to Lead the Pack in Lead Generation Obviously everybody wants more sales. Of course, in today’s hyper-competitive market, most salespeople are trying to increase sales by focusing on keeping current prospects and clients by discounting, or adding “more value”, or upselling, or just begging them not to go to competitors. Now all of these are viable ideas. But the truth is that one of the easiest ways to increase sales is to increase your choice of viable leads through powerful lead generation. Of course, that begs the question: How do you do lead generation the right way? In order to answer this vital question I asked Sales Advisor Kendra Lee, author of Selling Against the Goal, to join me on my show. During the interview we explored: *The Powerful and important role that email can still play in lead generation *How to create a campaign to leverage lead generation with an amazing response rate *The simple way to tie-in social media to your lead generation push *And much more 00:51:00GURUS Selling Systemnosales,selling,lead generation,kendra lee,erik luhrsObviously everybody wants more sales. Of course, in today’s hyper-competitive market, most salespeople are trying to increase sales by focusing on keeping cuhttp://www.blogtalkradio.com/guruselling/2011/04/07/then-and-now-changes-in-the-world-that-most-salespeople-stBusinesshttp://www.blogtalkradio.com/guruselling/2011/04/07/then-and-now-changes-in-the-world-that-most-salespeople-st/#commentshttp://www.blogtalkradio.com/guruselling/2011/04/07/then-and-now-changes-in-the-world-that-most-salespeople-stThu, 07 Apr 2011 15:00:00 GMTThen and Now – Changes in the World that Most Salespeople St Virtually every salesperson I meet says “the world has changed”. Yet, these same folks then go out there and do EXACTLY what they were doing 5 or 10 years ago. So “the word has changed” has just become another meaningless catch-phrase. Well, in case you haven’t heard: THE WORLD HAS CHANGED! But you’re process hasn’t! THAT is why you’re sales are going down and your frustration is going up! I figured it was time for a house-call to deliver the medicine so many salespeople have been trying to avoid taking over the past few years. And who better to deliver that medicine than “The Sales Doctor” himself, Brian Azar. Brian graciously agreed to join me on my Blog Talk Radio show to finally dispel the “bad medicine” of out of date sales processes. During the interview we discovered: *The big changes that everyone is ignoring that lose sales *How to eliminate buyer’s remorse in a price pressure world *How to get real referrals instead of just nice testimonials *And much more 00:49:00GURUS Selling Systemnosales,selling,marketing,sales vp,high endVirtually every salesperson I meet says “the world has changed”. Yet, these same folks then go out there and do EXACTLY what they were doing 5 or 10 years aghttp://www.blogtalkradio.com/guruselling/2011/03/25/the-un-sales-skill-all-salespeople-needBusinesshttp://www.blogtalkradio.com/guruselling/2011/03/25/the-un-sales-skill-all-salespeople-need/#commentshttp://www.blogtalkradio.com/guruselling/2011/03/25/the-un-sales-skill-all-salespeople-needFri, 25 Mar 2011 19:00:00 GMTThe UN-Sales Skill All Salespeople NeedThe importance of “making the sale” is driven into the mind of every salesperson in the world on a regular basis. It their main focus throughout the sales cycle; from first contact to signed contract. Yet, even the best salespeople in the word, when you REALLY crunch the numbers, have a poor closing ratio. So, could this hyper-focus on “making the sale” actually be what stops most salespeople from easily creating more sales? Could your focus be costing you – and your company – a fortune? And if the secret isn’t about “making the sale” then what is it? To tackle these questions, I asked Sharon Drew Morgen, NY Times best seller and author of the new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it, to join me. During the interview we discovered: *Why sales and salespeople fail over 90% of the time *The BIG gaping hole in the sales process that virtually every salesperson is missing *The secret of the Buying Journey and why that should be your main focus *And much more 00:50:00GURUS Selling Systemnosales,selling,marketing,sales leader,sales managerThe importance of “making the sale” is driven into the mind of every salesperson in the world on a regular basis. It their main focus throughout the sales cyclehttp://www.blogtalkradio.com/guruselling/2011/03/18/are-your-salespeople-pro-active-or-procrastinating-with-customer-serviceBusinesshttp://www.blogtalkradio.com/guruselling/2011/03/18/are-your-salespeople-pro-active-or-procrastinating-with-customer-service/#commentshttp://www.blogtalkradio.com/guruselling/2011/03/18/are-your-salespeople-pro-active-or-procrastinating-with-customer-serviceFri, 18 Mar 2011 18:30:00 GMTAre Your Salespeople Pro-Active or Procrastinating with Customer Service?Are you one of the many salespeople who suffer from next-big-deal-syndrome? This is the syndrome that causes salespeople to keep looking for more brand-new clients with initial big deals than to service current and past clients in an effective and profitable manner. There is a thrill in chasing new deals. However, as all stats prove, current and past clients are far more profitable and easier to work with. So, how do so many salespeople mess up the simple process of customer service? In order to answer this question I asked Ron LaVine, President of Accelerated Sales Training, to help me tackle this issue. During the interview we covered: *The difference between customer service and Pro-Active Customer Service *Why salespeople mess up customer service *What a CRU is and how to use it to make customer service more profitable *And much more 00:37:00GURUS Selling Systemnosales,selling,marketing,high end,customer serviceAre you one of the many salespeople who suffer from next-big-deal-syndrome? This is the syndrome that causes salespeople to keep looking for more brand-new cliehttp://www.blogtalkradio.com/guruselling/2011/03/10/the-new-customs-of-customer-relations-for-high-end-salespeopleBusinesshttp://www.blogtalkradio.com/guruselling/2011/03/10/the-new-customs-of-customer-relations-for-high-end-salespeople/#commentshttp://www.blogtalkradio.com/guruselling/2011/03/10/the-new-customs-of-customer-relations-for-high-end-salespeopleThu, 10 Mar 2011 21:00:00 GMTThe New Customs of Customer Relations for High End SalespeopleA lot of salespeople, sales managers and even sales trainers give lip-service to building relationships with customers. Of course, there are some viable questions to answer, like: What does “customer relationship” REALLY mean? How do you do it? How do you avoid over-doing it? How do you leverage it? And (most important of all) does the stuff I learned about customer relations a few years ago still apply today? To help answer these questions I decided to interview Dr. Drew Stevens, author of ‘Split Second Selling and ‘Split Second Customer Service.’ During our interview we explored: *The new norms of selling and customer relations *The big trends for customer relations going forward *The issues with training and customer relation skills *And much more 00:42:00GURUS Selling Systemnosales,selling,marketing,sales manager,b2bA lot of salespeople, sales managers and even sales trainers give lip-service to building relationships with customers. Of course, there are some viable questhttp://www.blogtalkradio.com/guruselling/2011/03/04/sales-pre-scripting-unpluggedBusinesshttp://www.blogtalkradio.com/guruselling/2011/03/04/sales-pre-scripting-unplugged/#commentshttp://www.blogtalkradio.com/guruselling/2011/03/04/sales-pre-scripting-unpluggedFri, 04 Mar 2011 21:30:00 GMTSales Pre-Scripting UnpluggedSales scripting, like cold calling, is another one of the contentious subjects in the world of sales today. Some people love it. Some people hate it. And some people have no exposure to it or opinion about it. So, where do you stand? Are you a scripter? Are you anti-scripting? Do you even know what it is? In order to really understand how scripting works, and why you’d want to use it, I asked Mike Brooks (www.mrinsidesales.com) to come on my radio show and share his wisdom on the subject. During the interview we covered: -How to keep the “human element” in a script -The secret to use scripts in emails -Using a script to close a deal -And much more 00:44:00GURUS Selling Systemnosales,selling,marketing,b2b,high endSales scripting, like cold calling, is another one of the contentious subjects in the world of sales today. Some people love it. Some people hate it. And some phttp://www.blogtalkradio.com/guruselling/2011/02/24/the-ins-and-outs-of-training-and-coaching-your-high-end-sales-teamBusinesshttp://www.blogtalkradio.com/guruselling/2011/02/24/the-ins-and-outs-of-training-and-coaching-your-high-end-sales-team/#commentshttp://www.blogtalkradio.com/guruselling/2011/02/24/the-ins-and-outs-of-training-and-coaching-your-high-end-sales-teamThu, 24 Feb 2011 21:00:00 GMTThe Ins and Outs of Training and Coaching Your High End Sales TeamHave you invested time and money into training your salespeople but you’re still waiting for an ROI? Do you do “some coaching” with your salespeople from time to time? Have you been training and coaching your salespeople the most effective way? How do you know?! It’s okay. You’re not alone. The majority of sales managers scratch their heads and wonder how to do a good job of training and coaching. That is why I decided to interview Tim Connor, author of over 80 books and an international expert on training and coaching elite sales teams. During the interview we discovered: •The key mistakes most organizations make in sales training •The real difference – that makes a difference – between training and coaching •How to balance the potential conflict of interest between being a boss and a coach •And much more 00:55:00GURUS Selling Systemnosales,selling,marketing,b2b,high endHave you invested time and money into training your salespeople but you’re still waiting for an ROI? Do you do “some coaching” with your salespeople from time thttp://www.blogtalkradio.com/guruselling/2011/02/17/to-cold-call-or-not-to-cold-call-that-is-the-questionBusinesshttp://www.blogtalkradio.com/guruselling/2011/02/17/to-cold-call-or-not-to-cold-call-that-is-the-question/#commentshttp://www.blogtalkradio.com/guruselling/2011/02/17/to-cold-call-or-not-to-cold-call-that-is-the-questionThu, 17 Feb 2011 21:00:00 GMTTo Cold Call or not to Cold Call. That is the Question.In the great cold call debate people tend to have very specific feelings. They either love it or hate it. They either say it is vital or they think it is a waste of time. I’m still on the fence, but I love the debate! That is why I decided to interview one of the champions of cold calling - Wendy Weiss – The Queen of Cold Calling! In this episode Wendy will discuss her methodology for creating powerful cold calling systems and how to use cold calling to drive more business now, as well as what to watch out for, so you don’t waste your time. 00:50:00GURUS Selling Systemnosales,selling,marketing,b2b,sales managerIn the great cold call debate people tend to have very specific feelings. They either love it or hate it. They either say it is vital or they think it is a wasthttp://www.blogtalkradio.com/guruselling/2010/12/23/how-to-find-the-right-target-market-right-nowBusinesshttp://www.blogtalkradio.com/guruselling/2010/12/23/how-to-find-the-right-target-market-right-now/#commentshttp://www.blogtalkradio.com/guruselling/2010/12/23/how-to-find-the-right-target-market-right-nowThu, 23 Dec 2010 17:51:07 GMTHow to Find the Right Target Market Right NOW!Are you happy with the amount of sales you’re getting? Do you often feel like you’re wasting time with certain people or certain lead generation processes you’re using? Do you ever just wonder “how the heck do I get more sales?!” You’re not alone. Most high end salespeople face these dilemmas on a daily basis. And their answer is to do more and more. But the truth is that “doing more” of the same thing is actually hurting their sales! In this episode I interview Dave Kahle, author of ‘How to Sell Anything to Anyone Anytime.’ We discuss the single most important aspect of sales that “trumps” every other one: Finding the best leads! During the show we discover: *The most important question that most salespeople are too scared to ask themselves! *How to overcome the fear of narrowing your target market! *The 2 primary tasks of effectively narrowing your market so you can increase sales by 2X, 3X or even more! *And much more! 00:59:00GURUS Selling Systemnosales,selling,marketing,high end,b2bAre you happy with the amount of sales you’re getting? Do you often feel like you’re wasting time with certain people or certain lead generation processes you’rhttp://www.blogtalkradio.com/guruselling/2010/11/12/using-questions-and-answers-in-high-end-salesBusinesshttp://www.blogtalkradio.com/guruselling/2010/11/12/using-questions-and-answers-in-high-end-sales/#commentshttp://www.blogtalkradio.com/guruselling/2010/11/12/using-questions-and-answers-in-high-end-salesFri, 12 Nov 2010 22:30:00 GMTUsing Questions and Answers in High End SalesDo you believe that “questions are the answer?” Do you have a list of information that must be told to all your high end prospects? Have you ever noticed that your need to ask all your questions or share all your information can seem to create a disconnect between you and your clients? Well, you’re not alone. Many high end salespeople are mistakenly trained to either ask too many questions or machine-gun out too much information. Both of which can have the best of intentions and the worst of results. So, how can you balance questions, answers, information and connection without 85 checklists and driving yourself nuts? Well, we have the answer here for you! I recently interviewed Tom Freese, 5 time best seller and author of the new book ‘Sell Yourself First’ about this most important of subject for high end salespeople. During the interview we covered: *What are the big mistakes salespeople make when it comes to asking questions? *How do salespeople use and misuse conversation? *Is there such a thing as a “right” question? And does it matter when you ask it? *And much more! 01:00:00GURUS Selling Systemnosales,selling,marketing,high end,b2bDo you believe that “questions are the answer?” Do you have a list of information that must be told to all your high end prospects? Have you ever noticed that yhttp://www.blogtalkradio.com/guruselling/2010/10/27/the-real-way-to-create-a-world-class-sales-teamBusinesshttp://www.blogtalkradio.com/guruselling/2010/10/27/the-real-way-to-create-a-world-class-sales-team/#commentshttp://www.blogtalkradio.com/guruselling/2010/10/27/the-real-way-to-create-a-world-class-sales-teamWed, 27 Oct 2010 16:37:39 GMTThe Real Way to Create a World Class Sales TeamFor many Sales Managers and VPs of Sales the dream of building a truly world class sales team is undone by complicated hiring processes, confusing management situations and annoyingly high turnover. Often they are left “doing the best they can with a bad situation” rather than building a team that will dramatically increase sales and set a shining example for the rest of the company. But what if building that world class sales team isn’t hard at all? What if VPs and Sales Managers are making the process more difficult than it has to be? And what if you could increase your sales team performance while also decreasing your stress levels? I recently interviewed JK Harris, author of the new book ‘Sales Flashpoint,’ about this fundamental and vital topic to growing companies. During the interview we discovered: *Why top performers make lousy managers *The problem with using assessments *Why cutting people is as important as hiring people *And much more 00:59:00GURUS Selling Systemnosales,selling,marketing,b2b,high endFor many Sales Managers and VPs of Sales the dream of building a truly world class sales team is undone by complicated hiring processes, confusing management sihttp://www.blogtalkradio.com/guruselling/2010/10/07/stop-closing-and-get-more-salesBusinesshttp://www.blogtalkradio.com/guruselling/2010/10/07/stop-closing-and-get-more-sales/#commentshttp://www.blogtalkradio.com/guruselling/2010/10/07/stop-closing-and-get-more-salesThu, 07 Oct 2010 18:02:58 GMTStop Closing and Get More SalesBecause of the scarcity mentality in today’s marketplace high end salespeople are chasing every sale they can. Of course, getting a check or a signed purchase order is the real goal, and the one that seems to be more and more difficult to achieve. Thus, many folks are asking “how do I close these deals?” But what if you didn’t have to “close” deals? What if ‘going’ for the close was the very thing that was stopping it from happening? To discuss this very important topic I interviewed Eric Taylor, co-author of the new book ‘Mastering the World of Selling.’ We discovered: *The biggest problems salespeople face and create when trying to close large deals *How to know when to close and when not to close *How to comeback to a client even after a “no” *And much more 00:54:00GURUS Selling Systemnosales,selling,closing,marketing,high endBecause of the scarcity mentality in today’s marketplace high end salespeople are chasing every sale they can. Of course, getting a check or a signed purchase ohttp://www.blogtalkradio.com/guruselling/2010/09/23/mouse-clicks-and-handshakes-in-high-end-salesBusinesshttp://www.blogtalkradio.com/guruselling/2010/09/23/mouse-clicks-and-handshakes-in-high-end-sales/#commentshttp://www.blogtalkradio.com/guruselling/2010/09/23/mouse-clicks-and-handshakes-in-high-end-salesThu, 23 Sep 2010 17:03:57 GMTMouse Clicks and Handshakes in High End SalesAsk any salesperson if they use social media and they will say "yes." The real question is: Are you engaging in social media in a way that is directly creating leads and sales for you? If you're like most salespeople, the answer is "no" or "I have no idea." The truth is that social media is new and ever-changing. And it can seem overwhelming and chaotic. It is also like an untapped goldmine for those rare folks who can navigate it with ease. If you want to learn how to turn mouse clicks into handshakes with new clients, you'll want to check out this show. My guests on this show are Joan Curtis and Barbara Giamanco, authors of the book 'The New Handshake.' We will discover: *What buyers do with social media that salespeople still don’t understand *What aspect of social media salespeople should focus on for the fastest ROI *How to add social media to your sales process and still have time to get everything done *And much more 00:57:00GURUS Selling Systemnosales,selling,marketing,high end,social mediaAsk any salesperson if they use social media and they will say "yes." The real question is: Are you engaging in social media in a way that is directly creatinghttp://www.blogtalkradio.com/guruselling/2010/09/16/how-to-get-more-sales-by-getting-nakedBusinesshttp://www.blogtalkradio.com/guruselling/2010/09/16/how-to-get-more-sales-by-getting-naked/#commentshttp://www.blogtalkradio.com/guruselling/2010/09/16/how-to-get-more-sales-by-getting-nakedThu, 16 Sep 2010 17:43:55 GMTHow to Get More Sales by Getting NakedAs the old saying goes “Everyone is naked under their clothes.” And this is true. No matter how much stuff we try to put between us and the outside world we are still ourselves underneath it all. In our personal communications we have no problem being our “naked” selves because this is what people respond to. Yet, when we go out to do presentations, we tend to over-dress. We fear being real and natural. We do not communicate like people naturally do, and that is one of the main factors why sales presentations can kill your sale. If you’d like to learn how to be comfortable being “naked” when you present, so you can increase rapport and drive up sales, then you definitely want to check out this show. My guest for this show is Renee Walkup, author of the new book ‘The Naked Salesperson.’ We will discover: *Why great presentations so often fail to close deals! *What are the common wisdoms of presenting that are actually mistakes! *How to get Naked and get sales ASAP! *And much more! 00:58:00GURUS Selling Systemnosales,selling,marketing,presentations,high endAs the old saying goes “Everyone is naked under their clothes.” And this is true. No matter how much stuff we try to put between us and the outside world we arehttp://www.blogtalkradio.com/guruselling/2010/09/09/stop-feeling-the-burn-in-high-end-salesBusinesshttp://www.blogtalkradio.com/guruselling/2010/09/09/stop-feeling-the-burn-in-high-end-sales/#commentshttp://www.blogtalkradio.com/guruselling/2010/09/09/stop-feeling-the-burn-in-high-end-salesThu, 09 Sep 2010 17:06:01 GMTStop Feeling the Burn in High End SalesHigh end sales has always been a higher pressure situation than regular sales. In today’s market place, with tighter client budgets and longer sales cycles, the pressure and stress is even more taxing. This is an atmosphere ripe for burnout. Yet, there is a simple, almost Zen-like, way to take the pressure off and start enjoying the sales game again. In this show I interview Dale Brakhage and Edie Hand, authors of the new book ‘The ABC’s of Selling with Etiquette’ about how they help salespeople overcome burnout by getting back to basics. We will discover: * Why burnout happens! * How a lack of etiquette drives down sales and drives up stress! * How to reignite your sales drive by getting back to basics! * And much more! 00:56:00GURUS Selling Systemnosales,selling,customer sals,sales management,sales trainingHigh end sales has always been a higher pressure situation than regular sales. In today’s market place, with tighter client budgets and longer sales cycles, thehttp://www.blogtalkradio.com/guruselling/2010/09/01/take-no-for-an-answer-in-high-end-salesBusinesshttp://www.blogtalkradio.com/guruselling/2010/09/01/take-no-for-an-answer-in-high-end-sales/#commentshttp://www.blogtalkradio.com/guruselling/2010/09/01/take-no-for-an-answer-in-high-end-salesWed, 01 Sep 2010 20:34:11 GMTTake NO for an Answer in High End SalesIn today's market virtually every high end buyer is hesitant to spend a dime. This has created a paradigm where salespeople are far more likely to hear NO then Yes. The truth is that NO doesn't mean what most salespeople think it means. As a matter of fact NO is the doorway to YES! If you want to discover how to use NO to get to YES and drive up your sales ASAP, you'll want to check out this show. My guests on the show will be Richard Fenton and Andrea Waltz, authors of the new book 'GO FOR NO!' We will discover: *Why you must hear NO if you ever hope to hear YES *The #1 mistake salespeople make that sabotages their success *The 5 Failure Levels and why they are vital to increased sales *And much more! 00:56:00GURUS Selling Systemnosales,selling,marketing,high end,objectionsIn today's market virtually every high end buyer is hesitant to spend a dime. This has created a paradigm where salespeople are far more likely to hear NO then