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The Top Secrets of Promotional Products Sales Podcast

The Top Secrets of Promotional Products Sales Podcast
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United States

Description:

The Top Secrets of Promotional Products Sales Podcast

Language:

English


Episodes

Can You Create a Need for Promotional Products?

4/17/2018
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Most experienced salespeople are at least somewhat familiar with the idea of selling to a client’s needs. So how do you do that when prospects feel like they don’t have a need for promotional products? For decades, business owners and sales managers have encouraged their sales teams to sell to the prospect’s needs. Find a […]

Duration:00:04:31

Creating a Positive Buying Experience

4/10/2018
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I’ve had quite a few buying experiences recently that have left me feeling frustrated, annoyed and kind of sad. Frustrated that people can be so blasé about business, annoyed that I’ve spent money with people who really don’t seem to appreciate the business I’ve given them, and sad that as a society, we seem to […]

Duration:00:06:46

How to Be Confident, Helpful and Persistent (Instead of Cocky, Overbearing and Pushy!)

4/3/2018
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Some salespeople in our industry are very good at what they do, but they don’t get to do enough of it, so they don’t get to sell as much as they could, because they’re afraid of coming across as pushy. And that fear can slow them down or even stop them dead in their tracks. […]

Duration:00:04:13

Why Account Penetration Should be Mandatory

3/27/2018
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We got some good feedback last week regarding our topic, How to Penetrate Large Accounts. In it, I provided a simple framework for using referrals to spread yourself throughout a large organization like a virus. This week, we’ll discuss three reasons why following this strategy and fully penetrating every large account you work with is […]

Duration:00:05:53

How to Penetrate Large Accounts

3/20/2018
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This week, a long time client asked me a question about penetrating large accounts. He was talking about how they’re currently working with one location, trying to penetrate a second and then realizing that there are actually many more locations. So the question is “what’s the best way to penetrate a large account?” Many of […]

Duration:00:04:42

Creating a Compelling Marketing Voice

3/13/2018
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Most marketing messages and business communications are bland, directionless, and dull as dishwater. If you’re sending out emails that don’t get a response or leaving voicemail messages that are largely ignored, take a look at what you’re putting out. I can virtually guarantee it’s missing one or more of the Five Elements of a Compelling […]

Duration:00:04:49

The Problem with Under-promise/Over-deliver

3/6/2018
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Everyone knows that if you over-promise and under-deliver, it kills your credibility with clients. But what about the reverse? What if you under-promise and over-deliver — giving them more than they expected or were promised? Sounds like a good plan, right? But delivering more than what’s promised often comes with it’s own set of issues. […]

Duration:00:05:37

The Social Media/Sales Funnel (Dis)Connection

2/27/2018
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There is a huge disconnect in business today — one that wastes enormous amounts of time and causes salespeople and business owners to miss out on enormous opportunities. While it’s common in many businesses, it’s rampant, even among those who might be great at everything from social media, to content marketing to traditional selling. It’s […]

Duration:00:05:45

The Intent Behind Your Sales Message

2/20/2018
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In our last episode, we discussed the fact that there are more ways to reach people now, than ever before. As a result, we’re all bombarded and it’s harder to get a response. In this episode, we’ll continue our discussion on Monetizing Your Message: Crafting Communication that Sells with a look at the direction of […]

Duration:00:05:15

Prospects Not Responding? Do This…

2/13/2018
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One of the biggest issues that sales professionals are dealing with these days is the inability to get a response. “People aren’t answering their phones, people aren’t responding to my emails, people aren’t returning my phone calls, I waste lots of time on social media with nothing to show for it.” All of these issues […]

Duration:00:06:05

Is Anyone Training Your Salespeople?

2/6/2018
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In our last episode, we talked about the fact that in sales, there are times when making more calls can actually do you more harm than good. Particularly, when we’re saying the wrong things, targeting the wrong businesses or approaching the wrong people. Each of these situations is symptomatic of the same problem: untrained or […]

Duration:00:05:01

When More Calls ISN’T the Answer

1/30/2018
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“Sales is a numbers game,” they said. “Make more calls and you’ll make more money,” they said. “Keep smilin’ and dialin'” they said. They said a lot of things, but who are they, anyway? Is sales really a numbers game? Will making more calls always increase my sales? Here’s my take on it. Yes, sales […]

Duration:00:05:06

A RADD Approach to Getting Things Done

1/23/2018
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I’m here, I’m there, I’m everywhere! Just back from the PPAI Expo in Las Vegas and getting ready to conduct four training sessions later this week at the ASI Show in Dallas. If you’re coming to the show, I hope you’ll attend one or more of my sessions and be sure to stop by our […]

Duration:00:05:55

Shutdown: Non-Essential Personnel in Your Business

1/22/2018
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Welcome to this Special Government Shut-Down Issue. Today, I’m making the announcement that starting at 12 noon today, all non-essential personnel in my business are to be furloughed. Laid off. There will be no exceptions. Oh wait a second, all the people in my business are essential. Are yours? Every few years our federal government […]

Duration:00:04:53

These Four Rs Will Help You Get Referrals

1/16/2018
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It’s Expo Week. So if you’re in Las Vegas for the PPAI Expo, be sure to stop by Booth #3762 and pick up a free copy of my training program “How to Compete with Websites, Local Competitors and Price-Cutters.” And even if you’re NOT in Las Vegas, be sure to stick around for a few […]

Duration:00:05:25

Active Clients, Non-Clients & Former Clients

1/9/2018
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It was great seeing so many familiar faces last week at the ASI Show in Orlando. What a nice way to start off the new year. The weather was colder than expected, but the training and the attendance were hot, hot, hot! I ran into a lot of people I’ve known for a long time […]

Duration:00:06:25

Happy New Year!

1/2/2018
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Happy New Year! Welcome to the first podcast of 2018. I hope you enjoyed the holiday season and are ready to get your year rolling and off to a great start. The holidays are over and it’s time to start selling! It’s trade show season! This podcast is being posted on January 2nd and I […]

Duration:00:07:43

The Last Week of the Year

12/26/2017
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So here we are with the last podcast of 2017. Just a few days left in the year and I’m back with a few recommendations on how to make them count! This podcast is being posted on December 26th, the day after Christmas. I feel hungover and I wasn’t even drinking. What’s up with that? […]

Duration:00:04:21

Marketing With a Bell & Bucket

12/19/2017
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It’s the holiday season and this week I stopped by my local Walmart to pick up a few things, and as I was walking in I noticed a Salvation Army volunteer standing in front of the store ringing a bell, encouraging people to drop money into a red bucket. And it made me wonder… how […]

Duration:00:04:51

Beware Unfinished Business

12/12/2017
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If you’re not accomplishing everything you want in your business or sales career, take a look at your to-do list. If you’re like most people, you’ll find it’s not the things that are on there that create the problems. It’s the things you haven’t been able to get rid of. Many people in business are […]

Duration:00:04:26

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