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Selling More by Talking Less

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A weekly look at sales ideas through the filter of Mindset, strategy and technique.

A weekly look at sales ideas through the filter of Mindset, strategy and technique.
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St Louis, MO


A weekly look at sales ideas through the filter of Mindset, strategy and technique.




Getting Ready To Get Ready…

Making the transition from getting everything ready to go and actually taking the next step can be a lot harder than it sounds. Laying the groundwork feels so darn productive… because it is! Leaving the getting ready mode has a sense of uncertainty and often leaves many caught in a frustrating circle.

Duration: 00:08:10

Stop Making Decisions for People You Don’t Know

Mind reading is costing you sales, income, opportunity and it’s limiting your options.

Duration: 00:06:37

Want to close more sales? – Start asking stupid questions.

Your competition, they hear a request for information and pricing and they get to work giving goodanswers hoping they are their right ones and this person will buy.

Duration: 00:06:17

Are you finished before you start?

This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut".

Duration: 00:06:55

Who is Closest to Money

The process was slowing down early on in the selling process… specifically in the initial communication phase. Meetings, phone calls were ending without a specific next step to move forward.

Duration: 00:06:46

Is Your Voice Mail Greeting Setting You Up to Fail

Call any office in America today get someone's voice mail and you will likely hear some version of: "Hi, you've reached the desk of ______; I'm either on the phone or away from my desk. Please leave me your name and number I'll get back to you as soon as possible."

3 Ways to Beef Up Sales...Immediately

Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle. Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.

Duration: 00:08:02

10 Email Ideas for Salespeople

Nowadays, marketing has been made much easier. With a strong email list and some few ideas, you're set to give your business all the prospects you’ll ever need. Here’s a quick 10 point list:

Duration: 00:10:25

The Big Lie We All Bought into...

As professionals it’s our job to connect the right people with the right information in the right way – a way that makes it easy to say yes if there’s a fit. This means that when we’re prospecting for new opportunities, what were really looking for are the people that are open to having a conversation.

Duration: 00:06:32

A Big blinding flash of something so Obvious it’s easy to miss and it’s Ste

This is something so simple it gets overlooked time and time again so it creates longer sales cycles, leaves us wondering what we’re doing wrong and literally steals money out of our pocket every time we do it.

Duration: 00:08:32

Do this 1 thing and turn frustrating, useless, waste of time follow-up call

Think about your pipeline and the follow up calls you make to people who; At one point they were very excited or interested in seeing what you had to offer... but for some reason have stalled or are putting off taking that next step.

Duration: 00:11:45

Getting Out of Your Own Way

Here’s what happens when we decide to delay doing something there is an immediate feeling of relief and hope. These are two pretty powerful emotions. We get immediate relief because we don’t have to deal with whatever it is. Hope comes in because there is still the possibility everything will work out and we will get it done.

Duration: 00:05:33

Lets Talk About Money...

How comfortable are you talking about Money? Asking for it… telling people how much it is or just bringing the subject up all together? I’m asking because it’s not unusual for the subject to make many of us uncomfortable and it shows up in the way we sell.

Duration: 00:07:16

3 Ideas You Can Use to Make it Happen on Purpose

At the beginning of the year there or whenever I start working with a new coaching client there is an exercise that has proven over time to be very profitable to walk through. - I call it Where and When.

Duration: 00:09:33

Selling to an Influencer - part 3 of 5 Speaking their Language

Since they operate and make decisions at a fast pace don’t slow them down with a lot of details, follow up work or paper work. They won’t do it. Handle as many of the next step details as possible.

Duration: 00:08:56

Selling to a Dominant Communicator, part 2 of 5 - Speaking their language

D stands for Dominant; this is one of the smallest but most important styles to be able to connect with.

Duration: 00:08:55

Speaking their Language pat 1 of 5

We want to get a clear understanding of who we’re talking to and how to speak the same language…. Making sure our communication gets us the response we want.

Duration: 00:07:56

Selling Professionals Network - Tom Desloge

Industry:Machinery Job Title:Director of Sales & Marketing

Duration: 00:21:08

Selling Up Hill

Selling becomes easier when we are dealing with problems that want to be solved.

Duration: 00:08:57

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