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Welcome to the Good Selling Radio. Podcasts for sales professionals looking for peak performance. GSR shares ways to make new and existing customer relationships easier, more effective, and more enjoyable. In a changing and busy sales world, take some time to stop for a moment and reflect, reframe and refocus.
Episodes
Thursday May 13, 2021
Thursday May 13, 2021
Four critical success factors
- Invest time to really understand them
- Focus on their agenda not yours
- Identify compelling events for them and their business
- Offer insights that make them say “I never thought of that!”
Wednesday Apr 21, 2021
Wednesday Apr 21, 2021
Key Takeaways:
- Clear agreement on what has been agreed.
- Follow up fast.
- Keep the initiative
Wednesday Apr 21, 2021
Wednesday Apr 21, 2021
Key Takeaways:
- Work together and prepare as a team
- Likely bargaining tactics and how to counter them
- Non-verbal communication
Wednesday Apr 21, 2021
Wednesday Apr 21, 2021
Key Takeaways:
- List your components
- Identify fixed and variable components and analyse movement and cost/value
- Draw up entry and exit points
Wednesday Apr 21, 2021
Wednesday Apr 21, 2021
Key Takeaways:
- Build trust
- Understand the personalities and style of the people
- Understand their positions and interests
- Pre-position yourself
Wednesday Apr 21, 2021
Wednesday Apr 21, 2021
Key Takeaways:
- Understand the likely zone of agreement
- Explore the options for both parties
- Identify the implications of “no”
- Read the balance of power
Wednesday Apr 21, 2021
Wednesday Apr 21, 2021
Key Takeaways:
- Transactional negotiations in a relationship context
- Be clear about your wider relationship goals
- Don’t win the battle but lose the war
Tuesday Apr 13, 2021
Tuesday Apr 13, 2021
MEASURING STRATEGIC ACCOUNTS: Part 9 of a 9 part series on Strategic Account Management
Key Takeaways:
- Measure the leading indicators
- High level reviews
- Traffic lights
Tuesday Apr 13, 2021
Tuesday Apr 13, 2021
FIVE KEYS TO CROSS SELLING: Part 8 of a 9 part series on Strategic Account Management
Key Takeaways:
- Be customer-centric
- Build trust
- Recognition and reward
- Effective processes
- Enough knowledge (but not too much!)
Tuesday Apr 13, 2021
Tuesday Apr 13, 2021
ACCOUNT PLANNING: Part 7 of a 9 part series on Strategic Account Management
Key Takeaways:
- Why account plans fail
- Forward-looking, dynamic plans
- Components of an account plan