Food For Thought - Lunch Break with Steve Bookbinder-logo

Food For Thought - Lunch Break with Steve Bookbinder

Business & Economics Podcasts

Welcome to the Food for Thought - lunch break with Steve Bookbinder Podcast - the show that gives you things to think about when you’re trying to make more sales - easier - without all the seriousness of conventional sales talks. Enjoy as he make fun of sales training, sales people, and sales trainers - including himself all while giving you the battle tested strategies that work.

Welcome to the Food for Thought - lunch break with Steve Bookbinder Podcast - the show that gives you things to think about when you’re trying to make more sales - easier - without all the seriousness of conventional sales talks. Enjoy as he make fun of sales training, sales people, and sales trainers - including himself all while giving you the battle tested strategies that work.

Location:

United States

Description:

Welcome to the Food for Thought - lunch break with Steve Bookbinder Podcast - the show that gives you things to think about when you’re trying to make more sales - easier - without all the seriousness of conventional sales talks. Enjoy as he make fun of sales training, sales people, and sales trainers - including himself all while giving you the battle tested strategies that work.

Language:

English

Contact:

7342494944


Episodes

Encore Episode: Time Management for Echo Selling

4/2/2020
Busy sales professionals often find it hard to manage their time, and as a result, they tend to fill every moment of their day with tasks that won’t result in meeting their goals. No matter how fast they work, they never get to everything, and hence, won’t be in front of their customers when they are ready to buy. The critical questions to ask and answer are: how do you prioritize activities to get you to your goals and how do you achieve this payoff through better time management? In...

Duration:00:13:17

Encore Episode: Echo Selling

3/28/2020
Salespeople may be masters of persuasion, but when a decision goes back to the customer’s office, we need to influence what happens next to get that sale. Of course, many salespeople believe that the easiest way to echo their sales pitch is by attending the meeting with their contact’s colleagues and presenting the sales pitch themselves. But, there are other ways to get that sale without being present at that meeting. So, how do you get your contact to echo your sales pitch? In today’s...

Duration:00:21:12

Encore Episode: "Let's Play Pretend"

3/26/2020
What is the one skill that the top 20% of sales professionals have that many others seem to lack? Imagination. Your imagination, creative thinking, and problem-solving skills are crucial for meeting and exceeding your sales goals. And while many people believe that your imagination disappears as you age - I believe it behaves more like a muscle that simply needs to be exercised regularly to avoid deterioration. In today’s lunchbreak training, I discuss how your imagination impacts your sales...

Duration:00:16:50

Encore Episode: How to Be Your Own Sales Coach and Cheerleader

3/21/2020
In most professional sports, there are coaches and cheerleaders. Coaches teach you how to improve your skills and encourage you down the path of success. Cheerleaders, on the other hand, cheer and root for you on the sidelines and congratulate you on your wins. So, what can we, as sales professionals, learn from these professions? If you were the coach and the playing field is the world of sales, would you put yourself in the field - or on the bench? In today’s lunchbreak training, I explain...

Duration:00:18:53

Encore Episode: Jumpstarting Your Sales Creativity

3/19/2020
It’s crucial for salespeople to be well-equipped with lots of great ideas. But having an idea and getting a great reaction to your idea are two very different things. Not to mention - getting a great idea at the exact moment you need one can be quite a challenge to overcome. So, how do you come up with a great idea the moment you need it? In today’s training episode, I share the 10 work habits that make up the creative process my team and I use to consistently and quickly develop great...

Duration:00:18:36

Encore Episode: Selling in a Digital World

3/14/2020
The invention of the internet has significantly changed the landscape of many industries. Business today has changed and evolved in just about every aspect. Many of the techniques and strategies we used to sell and promote our products and services aren’t as effective today as they once were. Consumers - including B2B customers - now rely heavily on the digital arena to make buying decisions. So, how can you leverage the digital world to make more sales, easier, for your organization? In...

Duration:00:21:56

Encore Episode: The Psychology of Selling: Rethinking the Way You Sell

3/12/2020
How do people make decisions? Perhaps more importantly: WHY do they make the decisions they make? Understanding the psychology behind how and why of the decisions your customers make is critical for positioning your proposition as the best solution for their problem. On today’s episode, I explain the psychological factors behind the corporate decision-making process and how to use it to produce more buying decisions. I explain how psychology - the customers and our own - guides us to make...

Duration:00:24:36

Encore Episode: Why You Need (New) Sales Skills

3/7/2020
Like all salespeople, you know there are five main parts of the sales process: Prospecting, Qualifying, Presenting, Negotiating, and Closing. Once you’ve learned how to master each of these areas, do you really need to continue learning new skills? What more could you possibly learn to improve your sales skills and make more sales? A lot. On today’s episode, I explain why you need to continually develop new skills in today’s modern sales environment. I discuss the importance of adapting the...

Duration:00:21:56

Echo Selling: Scripting Your Enthusiasm

3/5/2020
When you make a sales call or call to make an appointment, your sales pitch must sound enthusiastic, natural, and authentic. Your message needs to come from the heart, and you need to mean it. Even over the phone, customers know if you are lying, spinning the truth, or misleading them. You have to sound truthful; otherwise, you will encounter objections, be ill-prepared, and fail to convey your message. In today’s lunchbreak training, I discuss how to script your enthusiasm. I share why you...

Duration:00:15:16

What to Track to Increase Sales

2/29/2020
Business owners or owners of a sales territory are responsible for growing sales. To know whether sales numbers are going up or down, you need to track various metrics, including the stage of prospects. However, salespeople are not generally good at tracking things. If they were, then they would be in another career, such as accounting. The problem gets worse because sales trainers will tell you to track a bunch of things when, in fact, what you need to do, is simplify the process. So, what...

Duration:00:27:38

Echo Selling- Answers to Fan Mail

2/27/2020
Entrepreneurs and business owners often have a lot of questions about selling. How do you grow your business or start your sales process all over again when offering a new product or service? As a service-based business, how do you sell yourself and find the right kind of clients to attract to your organization? In the digital age of marketing, how do you increase your sales game to attract local clients and buyers? These are all questions I’m frequently asked from entrepreneurs and business...

Duration:00:13:49

Reason #1 to Start a Company

2/22/2020
If you’re thinking about starting your own company, you may be hesitant about taking a risk and leaving your job to start a company. Perhaps you’re considering starting a company because you are unemployed or between jobs, or maybe you want to come out of retirement. If you can't make enough money in your career or if you have a boss that is making your life miserable, then you will have further motivation to set out on your own, but the most common reaction you're going to get when...

Duration:00:07:59

Echo Selling: How You Meet Changes Your Echo

2/20/2020
When you’re just starting your business and trying to get things going, then you are likely in the pre-customer or pre-sale phase. Speaking to other professionals at business meetings is one way to find a new opportunity. You need to be at your very best to make your meetings memorable and to create a positive echo. So, how do you create a speech that makes you sound like the expert when presenting to potential buyers? In today’s lunchbreak training, I share how to improve your meeting and...

Duration:00:19:12

How to Sell Like a Sales Department - Part 2

2/15/2020
Selling most effectively should be the goal of all business owners and salespeople. This process begins with prospecting, so it is essential to start by focusing on your prospecting strategy. If you or your sales team make a mistake here, you may never get the chance to convert those prospects into sales. In today’s lunchbreak training, I share five more ways to sell like a sales department. I reveal the different buyer budgets you can tap into and how to consider which employee level to...

Duration:00:09:57

Selling in a Digital World

2/13/2020
The invention of the internet has significantly changed the landscape of many industries. Business today has changed and evolved in just about every aspect. Many of the techniques and strategies we used to sell and promote our products and services aren’t as effective today as they once were. Consumers - including B2B customers - now rely heavily on the digital arena to make buying decisions. So, how can you leverage the digital world to make more sales, easier, for your organization? In...

Duration:00:21:56

How to Sell Like a Sales Department

2/8/2020
As a business owner, you know that sales are the lifeblood of your company. You know that if you have a great idea, your company could become the next ‘household name’ in your industry - if only someone would give you a chance. You may have no customers yet or just have the idea of a business. You may be going to market with products and services or have a tested product that has been sold in other countries and want to expand to new territories. Your goals will be to generate more sales...

Duration:00:21:13

Echo Selling: Getting the Echo Started

2/6/2020
Influencing enough influencers to generate leads and sales is the goal of the best echo sellers. It is vital to begin your echo process with the right potential influencers, and you will need a viable approach to reach these people. The question of how to meet more influencers is one that all salespeople ponder, but there are a few secrets to building relationships and setting up echo selling meetings. In today’s lunchbreak training, I share how to influence the influencers in our echo...

Duration:00:15:25

The Magic of Finding Prospecting Time

2/1/2020
To gain more inbound leads, you need to prospect in the right way. You need to proactively reach out to someone in some way and do it right in terms of quantity, quality, and frequency. However, everything else often becomes a barrier to prospecting, which results in not prospecting enough. Finding time to prospect is even more vital when we appreciate that it is filled with a lot of frustration, failed attempts to engage, and no direct way to monitor if it is working. To tackle time...

Duration:00:22:03

Echo Selling - Translate Your Pitch into Plain Speak (Rather Than Default to Business Jargon)

1/30/2020
As sales professionals, it can be difficult to describe complex and sophisticated products to sophisticated buyers, unsophisticated buyers, and buyers that know less than they think they know. You need to appear credible and resist the urge to try and impress the buyer with complicated words and expressions. Using the right language shows competence and shows that you have insights into the client’s problem. However, using the wrong type of language can cost you the sale, so you need to know...

Duration:00:26:16

Saturdays with Steve: Getting Sales Through Brand Storytelling with Arthur Germain

1/25/2020
Arthur Germain is the Founder and Principal Brandteller of Communication Strategy Group, a company that creates and promotes brand stories for more significant B2B customer impact. He is the Co-Founder of the Long Island Speakers Bureau and has held senior positions at the Marcomm Group and Symbol Technologies. Arthur has a Bachelor of Science degree in Communications Media from the State University of New York, College of Fredonia. Arthur joins me today to share how SMBs should construct...

Duration:00:31:31