Nail The Sale

Calling from his base in Portland, listen in as Nancy interviews Tom Williams about the advantages of using Deal Point, how Tom identifies and solves issues in businesses, and how he works through his own sales process.

How can one letter help you improve your work cycle? Listen in as Rick and Nancy discuss how the four D's (Do It, Delegate it, Delay it, and Delete it) can aid you in increasing productivity and sales.

With the world constantly changing around us, how will you react? Listen in as Rick and Nancy discuss the four tendencies of reaction so that you can gain a clearer understanding of your thought process. 1) Upholder 2) Obligator 3) Questioner 4) Questioning Rebel

In a new era of COVID-19, listen in as Rick and Nancy go over 12 improvements that a business can make to find the new normal in sales. 1) Improvements to virtual meetings and written word 2) Better social media presence 3) Focus on less travel and more productivity 4) Improving the buying signs radar 5) Make it easier for the buyer to say yes

With their powers combined, listen in as Rick and Nancy discuss the 15 features that make up a successful power couple. 1) They have a couple's vision 2) Everything needs to be out in the open 3) When conflict arises, you have to compromise 4) They help each other reach success 5) They work hard and play hard...

As the world continues to struggle for a new norm, listen in as Rick and Nancy discuss the state of sales in relation to social distancing by covering, 1) Relations between you and your potential clients. 2) How social distancing causes a shift in resources. 3) Focus on positivity rather than a focus on negativity.

Calling in all the way from Barcelona, listen in as Rick interviews Billy Keels about his understanding of clients, building relationships and solutions, and how to find the formula for success in any deal. "Sales, as a profession, is the greatest way to understand what someone needs, build a relationship, and ultimately, be able to solve their problem with a solution." -Billy Keels

Listen in as Rick and Nancy discuss five tips for learning life's lessons. 1) Don't beat yourself up. 2) Observe your thoughts and emotions. 3) Shift the focus back to you. 4) Accept what you cannot change. 5) Celebrate your growth. "When we can no longer change the situation - we are challenged to change ourselves" -Viktor Frankl

Listen in as Rick interviews Rob Thomas from RobThomasUSA.com an author, speaker, and business trainer. Rob walks us through how he ended up working at Disney, a funny story about perseverance and the need for something on his resume. Then Rob digs into the 4 steps to understanding who you need to meet with to grow your business of any kind. 1) Identify 2) Maximize 3) Refine 4) Nurture Don't miss the end where he explains why he always meets clients out at a restaurant instead of the office to earn their business.

Listen in as Rick and Nancy discuss the 6 things NOT to do to be an annoying salesperson. 1) Wasting time on empty niceties 2) Telling any kind of fib 3) Making assumptions 4) Failing to follow-up 5) Playing cat and mouse 6) Creating false urgency Don't miss the end of the show where Rick gives you the tips you need to be endearing!

What are the 7 key questions that you need to know about your customers' business? Listen in as Nancy and Rick discuss: 1) How They Go To Market? 2) How Are Decisions Made? 3) How Quickly Do They Move On New Ideas? 4) What is Their Culture? 5) What Are Their Growth Plans? 6) What is THEIR Biggest Sales Challenge 7) What is their #1 Problem?

Traditional marketing teaches the four P's: Product, Price, Promotion, and Place. In today's podcast, Rick and Nancy discuss Place or Placement and how to get full scalability. Make sure you are asking yourself these questions: 1) Where are your target customers shopping? 2) Are they shopping online and on what device? 3) Are they engaging on social media asking questions? If you aren't content with single-digit sales growth then it's time to add another sales channel or change channels altogether.

Staying true to your faith and listening to that direction takes you on the path to amazing success. But in this crazy time of COVID-19 don't forget where you came from and what got you here. Listen in as Nancy interviews CEO and owner Lennise Germany of Livy O's Catering. Lennise shares how to stay focused by refocusing daily on the needs of those you serve. When every event you had canceled, how do you stay afloat?! Create a strategy around your strengths and fill the needs of your community. These are the kind of times that create an entirely new vertical for you and your business. Don't focus on what you don't have or what you can't do! Focus on what you do have and what you CAN do!

Anyone and everyone can write a book and you can do it in 30 days! Listen in as Rick and Nancy discuss the normal fears associated with why we don't think we can write a book but most importantly they explain how to get past those fears and why it is so vital. A book becomes an inexpensive marketing tool. It is much cheaper than a glossy tri-fold that you'll pass out and people throw away. They won't throw away a book. Rick and Nancy give you five reasons: 1) You'll be recognized as an authority 2) It raises you above your competition 3) Separates you in the market 4) It builds your personal brand 5) It will help get you speaking engagements

Listen in as Nancy interviews Scott Ingram, the host of 2 podcasts, the author of 2 books as well as the creator of the event Sales Success Summit. Scott provides great tips on how habits can replace goals and goal setting and the importance of having a "cadence" with your clients. He explains how the cadence creates an anticipation of the clients' needs so that you are always serving and caring about their results vs. your own. Don't miss when Scott passionately explains the fundamental foundation of every sale, that if you don't have this the sale will be impossible to close. But the best part of the show? When Scott details how to plan for the unexpected obstacles in every presentation.

What does a perfect pitch (not talking about singing) sound like? Do you have a perfect pitch format? You have to have a winning formula even if it is an outline that you follow every single time. If you don't have one, you may want to use the S.W.O.T. process. No matter what, you should be presenting your value and constantly be looking for ways to highlight what it is costing them not to fix the problems you've uncovered. Listen in as Rick and Nancy discuss how to present YOUR perfect pitch.

Connecting is more than just having a conversation. Anyone can carry on a conversation for an hour with someone they don't like about stuff that doesn't matter and walk away and not care about that person. That doesn't work if you truly want to exponentially grow your business. Connecting is different than networking. Listen in as Rick and Nancy give you the steps you need to take in order to truly connect and take your business to the next level.

There is a plethora of scientific research about the power of a smile. Everyone has one, but not everyone uses it. Listen in as Rick and Nancy discuss the power of your smile and how smiling can increase your income.

What do you do when someone wants references? 92% of people actually want to be able to read references online. Listen in as Rick and Nancy discuss 6 ways for you to provide references. 1) Written testimonies 2) Video testimonies 3) Ask for Yelp recommendations 4) Ask for LinkedIn recommendations 5) Ask a customer to post a recommendation on their social media pages 6) Ask if potential customers can call

True freedom is when you believe that you, and you alone are responsible for where you are today. Have some of us been dealt a bad hand? Yes! Can you change that tomorrow? YES!!! You can't change the past, but you can change the future. Listen in as Rick and Nancy discuss the mindset it takes to be successful in your life as an entrepreneur. Have you heard the saying "you only live once"? Well, that isn't true. You live every day, you only die once.