#10 – EP138: Don’t Get Lost in Your Rock ’n’ Roll
Training and coaching are essential for the rookie cold caller, and that’s an important part of the life work of today’s guest, Bruce Lewolt, Founder of both JoyAI and Blast Learning. But, as our hosts, Chris Beall and Corey Frank, remind our podcast listeners, even the most experienced and successful cold callers also need coaching from time to time. They can suffer from an inadvertent tendency to drift away from the prescribed plan — the script, tonality, and emotion that they’ve been trained to use — one that generally elicits a prospect’s response of “Sure! Tell me why you’re calling.” Bruce agrees and says that sales directors need to listen to calls and give feedback and coaching to all salespeople on a consistent basis, because it’s human nature to drift away from what you’re taught to say and start doing what feels easier or more comfortable, or putting your own cool, personal stamp on it because that’s the way you roll. It’s not your call to make, so note the caution in today’s Market Dominance Guys’ title and “Don’t Get Lost in Your Rock ‘n’ Roll” and drift away.
#9 – Ep147: Doing Discovery the Right Way
What are the best practices for conducting a successful discovery conversation? And how do those practices differ from having a successful cold call? On today’s Market Dominance Guys’ podcast, our hosts, Corey Frank and Chris Beall, share their insights into these two distinctly different types of sales conversations. They talk about tone, about call length, and about the practiced performance of a cold call, which has the goal of setting an appointment, versus the slower-paced, getting-to-know-you interchange of information, which has the goal of answering the question, “Does it make sense — to both parties — to proceed further?” Stay tuned to hear the advice and cautions of these two sales experts on today’s Market Dominance Guys’ episode, “Doing Discovery the Right Way.”
#8 – EP141: If I Could Show You a Way
In this continued “honeymoon” edition of the Market Dominance Guys, our host, Corey Frank, sits down with Brad Ferguson of Sandler Training, one of the most highly rated sales trainers on the planet. Brad, being a top franchisee of Sandler for years, personally learned his incredible questioning techniques and prospect approaches from the founder of Sandler himself, David Sandler, more than 30 years ago.
On several of the Market Dominance Guys’ podcasts over the years, Chris Beall and Corey have discussed many of the modern and fresh sales methodologies being used by successful sales professionals all over the world. From Oren Klaff’s “Pitch Anything” to Andy Paul’s “Sell Without Selling Out” to Chris Voss’ “Never Split The Difference,” there are many different flavors of sales methodologies that can be used to generate trust that result in more consistent sales success.
If you’re a pilot, you file a solid flight plan and know where you are going before you start the engines. You may change course due to bumpy weather, but you still know your final destination. If you are an architect, you know what type of building you are constructing. You have a blueprint. But if you are in sales today and you are still “winging it” and letting your personality alone dictate how your sales conversations progress, you fall into the trap of being labeled a “mere tourist” and continuing to wander inconsistently in this profession. As Uncle Zig once said, “Selling is the highest-paid hard work and the lowest-paid easy work there is.” Using a sales methodology makes the hard work easier.
In this episode, have your pen and pad ready as Brad shares several tactical and specific use cases where the Sandler methodology can be employed on your calls today. He discusses many traditional “mental hang-ups” and speed bumps that impede success from an emotional point of view. From being uncomfortable about money to having a high need for approval and an aversion to the word “no,” Brad shares just some of the powerful Sandler techniques that have generated hundreds of millions of dollars in closed deals. This is the Market Dominance Guys’ nearly indispensable podcast, and today’s episode is entitled, “If I Could Show You a Way.”
#7 – Ep146: Calming Your Prospect’s Apprehension
“Every discovery call begins with apprehension,” says Chris Beall, our Market Dominance Guys’ co-host, who is back behind the microphone after a two-month absence. Chris goes on to say that you need to be aware that starting a discovery call by interrogating your prospect only increases their apprehension. If you’re going to have a meaningful, successful conversation, you need to use a kinder, gentler approach. Chris talks with his co-host, Corey Frank, about a couple of ways he knows to take a prospect from that feeling of apprehension and fear to a feeling of pride and openness. Then, and only then, will the atmosphere of the call be right for you to ease the conversation into one of mutual discovery, where you and your prospect can learn whether their company is a fit for your product. As the title of today’s Market Dominance Guys’ podcast states, this can only happen once you’ve succeeded in “Calming Your Prospect’s Apprehension.”
#6 -EP139: Your Product Is the Meeting
How many cold-call opportunities have you wasted by pushing hard and fast to sell your company’s product? Today’s podcast guest, Bruce Lewolt, Founder of both JoyAI and Blast Learning, talks about a more caring and effective approach to selling. It starts with switching the goal of that initial call from selling your company’s product to offering prospects a helping hand with a problem or goal they have. Imagine for a moment you’re the prospect, and you’ve just been ambushed by a cold call: Who would you be willing to set an appointment with for a discovery meeting? A person blatantly trying to make a sale? Or a caring professional who understands your business’ needs and wants? In this episode, our three well-reasoned and insightful sales professionals share many insights with our listeners about making a successful cold call, but the one you don’t want to miss is this “aha!” moment. Your job is not selling your company’s product: Your job is selling a discovery meeting. That should make the title of this week’s Market Dominance Guys’ podcast very clear: You’re still selling something, but “Your Product Is the Meeting.”
#5 – EP143: SaaS Sales Methodologies – which one best fits your needs?
Sales methodologies are the practical, how-to “guides” that support a sales process. These actions serve as a bridge between each step of the sales cycle by keeping both the buyer’s and prospect’s demands in mind. In our recent episodes with Brad Ferguson, Corey and Brad discussed the Sandler method vs. Oren Klaff’s Pitch method. In this quick comparison segment, Corey explains the difference between the two methods, and when one fits better than the other. What is your method to determine which sales methodology fits your company? Have you bothered to determine which to use, or are you even using one method? That’s a great place to start. Corey Frank is an expert at taking companies through this process – he’s done it dozens of times. Welcome to this episode of Market Dominance Guys, “SaaS Sales Methodologies – which one best fits your needs?”
#4 – EP140: Save the Goat!
In this special “Honeymoon” edition episode of the Market Dominance Guys, Corey grabs some time with Robert Vera, the founding Director of the Canyon Ventures Center for Innovation & Entrepreneurship at Grand Canyon University. Robert is an incredibly well-respected innovation and start-up business expert as well as a member of the faculty of the top-rated Jerry Colangelo School of Business at Grand Canyon University. Robert breaks down his involvement in training and working with the Navy Seals over the years and how sales organizations should look to adopt some of the more “unorthodox” training processes similar to what special forces and their medics implement. Robert also chats about his first-hand experiences with the unique revenue generation practice and talent development mission of the Branch49 team and how businesses should view Top of Funnel and Discovery.
This is the Market Dominance Guys’ nearly indispensable podcast and today’s episode is entitled, “Save the Goat!”
About Our Guest
Robert Vera is a bestselling author and the founding director of Canyon Ventures Center for Innovation and Entrepreneurship at Grand Canyon University in Phoenix, Arizona.
#3 – Ep142: A Good Salesperson Is Hard to Replace
Getting fired from a sales job is never a surprise. If you’re not producing, you already know it. Brad Ferguson, the managing member of Scottsdale Sales Training, has been with Sandler Training for more than 27 years, and today he shares his sales hiring, onboarding, training, and coaching expertise with our podcast host, Corey Frank. Brad believes that before you let someone go from a sales job, you need to determine whether this person can sell, and you need to consider your company’s financial investment in that individual. This includes training, coaching, and certifying, as well as their salary and benefits. Brad cautions our listeners, “Don’t let the good people you have go. Spend the time getting them up to a higher level.” If they are worth keeping, make the effort to diagnose their problems and then provide the needed training, because, as the title of this Market Dominance Guys’ episode reminds us, “A Good Salesperson Is Hard to Replace.”
About Our Guest
Brad Ferguson is the CEO of Best Sales Force, Inc., an Arizona-based sales development firm. He is the Senior Sandler Training Franchisee with over 25 years of experience in the Sandler Network.
#2 – EP144: The Many Approaches to the Buying Cycle
These sales experts agree, that there is more than one approach to a successful sales campaign. We’re sure Chris Beall has some dark childhood story about alternate ways of skinning a cat, although he’s never done it, of course. These discussions include modifications and redirections in the buying cycle, even though the basics are still there: awareness, consideration and decision. Join Corey and Chris in this episode of snippets from episodes about the buying cycle. This features Oren Klaff, Jason Beck, Gerhard Gschwandtner, Susan Finch, Dan McClain, Brad Ferguson, and our own Chris Beall and Corey Frank. To hear the entire episodes features, visit this collection:
https://marketdominanceguys.com/category/buying-cycle/
#1 – EP145: Building Trust Must Always Be Step One
In this episode of the Market Dominance Guys, Corey and Chris agree on the importance of building trust before anything else can happen. They are joined by Transformational Coach Jennifer Standish, Henry Wojdyla, Founder and Principal at RealSource Group, Matt McCorkle, Manager of Branch Operations at Kaiser Compressors, and hosts Ty Crandall on the Business Credit and Finance Show, Jeff Lerner from Ep 150 of Millionaire Secrets, and David Dulaney on the Sales Development Podcast. The full episodes to the ones included here are listed below:
EP109: Being There for Your Customers
EP123: Hire Yourself a Grandma
The Business Credit and Financing Show
Sales Development Podcast https://www.spreaker.com/user/9196584/episode-164-done
MILLIONAIRE SECRET #150 Unlock Your Potential with Jeff Lerner
