What do Pawn Shops and Sales Negotiations have in common? Maybe a lot more than you know. In fact, you can learn a lot about negotiating from watching the interaction between a Pawn broker and his/her clients. In this episode Joe and Mike talk about negotiating and use examples from actual Pawn Broker conversations to illustrate some classic negotiation processes and strategies.

Attention Sales Maggots!   Its time to get off your butts and learn to become real Sales Warriors!   In this episode of the SalesRoundup Joe and Mike are going to break you down and reassemble you into the ultimate Sales Warrior!   Actually. we're just going to let Michael Nick tell you about his free on-line Sales Boot Camp offering.

Confession Of Sin!

Bless us listeners, for we have sinned! It has been way too long since our last podcast...

We have been just out straight with our day jobs and have ignored you... We will say three  Our Fathers, two Hail Marys throw in a Glory Be! along with this show and hope you forgive us!!!

This week we have a great interview with David Masover, Author of "Mastering Your Sales Process".  We know we know, not another sales process podcast... That is what Joe thought when Mike suggested David for the show.  After reading David's book it was clear to Joe that in fact Mastering Your Sales Process is different.. Joe tells the story on the show... Enjoy!

If you're like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn't do.   In part three of this three part series on the secrets of selling to procurement, Joe and Mike interviewed Mario who gave insight into the procurement process.

If you're like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn't do.   In part one of this three part series on the secrets of selling to procurement, Joe and Mike give you some tips for dealing with procurement people and tell a few funny stories based on past experiences.

The "New Normal" Part 3

Have you heard any sales people say "I can't wait for things to get back to normal"?  We've heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you're not waiting for things to "go back to normal" because guess what?  Normal is here.  Unfortunately you may not recognize it.  It’s "The New Normal" and like it or not, it may be here for a long time so you better learn to deal with it. In part 3 of the series Mike and Joe answer your questions, Yes it's the community mail show!

Have you heard any sales people say "I can't wait for things to get back to normal"?  We've heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you're not waiting for things to "go back to normal" because guess what?  Normal is here.  Unfortunately you may not recognize it.  It’s "The New Normal" and like it or not, it may be here for a long time so you better learn to deal with it. 

In part 2 of the series Mike and Joe interview Jeff Koser and Chad Koser, award winning authors of Selling to Zebras. Jeff and Chad discuss how we need to adjust our selling style for the "New Normal."

Have you heard any sales people say "I can't wait for things to get back to normal"?  We've heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you're not waiting for things to "go back to normal" because guess what?  Normal is here.  Unfortunately you may not recognize it.  It’s "The New Normal" and like or not it may be here for a long time so you better learn to deal with it. 

In part one of this three part series on Selling in the Normal Joe and Mike discuss what the new normal is and what you need to do to adjust your selling approach so you can be more successful.

Part 3 we answer your Questions on Account Plans

If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can't figure out why, then key account planning can have a tremendous impact on your success.

In part three of this three part series on Key Account Planning Joe and Mike respond to your e-mail questions on key account plans (and anything else related to sales you were wondering about).

If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can't figure out why, then key account planning can have a tremendous impact on your success.  

In part two of this three part series on Key Account Planning Joe and Mike interview Phil Bush, Principal with InfoMentis, Inc. on the importance of planning and how to go about creating an effective plan.

If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can't figure out why, then key account planning can have a tremendous impact on your success.  

In part one of this three part series on Key Account Planning Joe and Mike discuss why key account planning is important, how to go about creating a plan and the various components that need to be in your plan.

In the past two SalesRoundup podcasts Joe and Mike introduced you to SENDOUTCARDS - a product that Joe and Mike believe can automate and improve any salesperson’s customer/prospect relationship building as well as provide a systematic approach to generating referrals.  In the last part of this three part series on SENDOUTCARDS Joe and Mike discuss how you can also make money by becoming a reseller.

The most successful sales people are the ones who have learned the value of generating referrals.   A successful referral system generates more revenue and costs less than the alternative which is cold calling, advertising  and marketing alone.  However most sales people don’t know how to go about creating referrals.  They lack a systematic approach.  

In part two of this three part series Joe and Mike discuss a successful strategy for cultivating referrals from your clients and introduce you to a unique product that takes the time-consuming work out of the process, is easy to use, cost effective and really works.

Statistics show most sales take at least 5 contacts with a client or prospect.  In fact, 80% of sales are made on or after the fifth contact. Many sales people never make it to 5. A lot of them stop trying to connect after the first or second attempt. Even worse if a client DOES buy most sales people don't bother with any follow up communication. Studies show the #1 reason customers stop doing business with a company is "perceived indifference," meaning they feel taken for granted and neglected. Good, consistent communication is key to building great customer relationships. But how do you do that effectively with everything else you have to do?

In this first episode of the SalesRoundup for 2010 Joe and Mike discuss a successful strategy for building and managing stronger client and prospect relationships and introduce you to a unique product that takes the time-consuming work out of the process, is easy to use, and is cost effective.