The "Don't Sell Me Bro" Podcast

Sales Thoughts and Debate from Chris Conrey and Dave Cooke

August 22, 2012

Episode 80 – Do the Clothes Make the Salesman

Filed under: Episodes — conrey @ 7:15 am

Alternatively titled, First Impressions matter.

In this episode we discuss the relative value of what you wear to a client meeting as a salesperson. I talk about my usual style of polo shirt, shorts, and sneakers vs the tradition of “one level off of what your client wears”. Does what you wear make you a better or more effective salesperson? Can wearing certain clothing cost you business?

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August 15, 2012

Episode 79 – How Do You Measure A Relationship

Filed under: Episodes — conrey @ 7:15 am

We’ve talked for 78 episodes about building relationships as the means to being a post-modern salesperson. But how do you measure if you’re building relationships that will lead to sales? Dave and I give our initial takes on what metrics to follow, and what processes to run with. We jump into managing this as well and how to see it in real-time. First step is the quality above, then quantity and how to get there.

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August 8, 2012

Episode 78 – Making a Smooth Handoff

Filed under: Episodes — conrey @ 7:15 am

Joined this week by Shaina Rozen of Forty, we tackle her question – “How do you make a smooth handoff from the sales team to the implementation team?”

Often times the sales process takes weeks to complete, and the promises made by the sales team can sometimes be forgotten or not translated to the people doing the actual work. We explore a few tricks and techniques to help maintain continuity and a smooth transition from hello to the end of a project. As with nearly everything in sales it comes back to communication.

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August 1, 2012

Episode 77 – Everyone Loves a Know It All

Filed under: Episodes — conrey @ 7:15 am

Having run into these types of coaching clients a number of times recently, we dive into the best ways to deal with someone who is unable or unwilling to take feedback. When someone is asking for help, how do you handle a response of “yeah I’ve heard that” or “yeah I’ve read that”? And if they know that why aren’t they doing it? We are joined by George Gillas from last episode to explore through this.

As a guilty know-it-all myself on occasion, this one hits close to home sometimes. Balance the temptation between being a know-it-all and being honest when you don’t know things.

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July 25, 2012

Episode 76 – Tales from the Trenches

Filed under: Episodes — conrey @ 7:15 am

Dave brings in George Gillas to talk about some of the challenges and stories from building a sales team in his new organization. We hear about the challenges of predicting real life behavior from an interview, the inability of people to follow instructions in the hiring process. The big theme of your ability to get hired as an analog for your ability to sell comes out and runs the rest of the episode.

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July 18, 2012

Episode 75 – The Death of a Sale

Filed under: Episodes — conrey @ 7:15 am

When do you walk away from an opportunity? The pressure of “just get deals” often weighs on a salesman, but there are times where it’s best to walk away. We walk through the process of identifying and handling these situations so that you can be effective at keeping you successful. Some of the techniques go back to previous episodes of reading the room, hazard pay, and doing the right thing for the client even if it’s not the right thing for you.

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July 11, 2012

Episode 74 – Guarantees

Filed under: Episodes — conrey @ 7:15 am

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As we walked into the studio, James Archer of Forty asked us to talk about the topic of “How do you deal with clients who want guaranteed results?” Many of our friends and listeners are services firms, so often clients are looking to know that the money they spend will get some specific result. Dave and I both say that there’s no way to guarantee results, for different reasons. Dave says you’re better off managing expectations, while I state that there are too many variables outside of our control. Listen in as we discuss the slippery slope problem and explore the issue of guarantees.

 

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July 4, 2012

Episode 73 – What Makes A Process?

Filed under: Episodes — conrey @ 7:15 am

The question of the day is, “What makes a good sales process?”. How important is having a process when it comes to sales, and what are the key things? I argue that a repeatable process is the most important thing to have in sales, but that each person must find their own magic. Dave agrees with his usual argument against structure, then we dive into how to build a process. My method – work backwards from the goal and gather data on everything.

Homework! Map out your process and send it to talk@dontsellmebro.com so we can compare and contrast!

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June 27, 2012

Episode 72 – Reading a Room

Filed under: Episodes — conrey @ 7:15 am

One of the skills a good salesman should be able to demonstrate is the ability to “read a room” – to know what’s going on and who is there. We take a deep dive into the concepts of situational awareness for a room of 4 people to 400 people. How do you find the decision maker, the controller, the roadblockers, or other types of people you’ll want to deal with during a meeting or event. Where do you find the right people in a big room, and what do you look for? How does the group dynamic shake out?

How do you work the room?

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June 20, 2012

Episode 71 – Motivation and Fear

Filed under: Episodes — conrey @ 7:15 am

Michael Goodman sticks around for a followup on the topic of Motivation and Fear. We unpack the language cues of “winning” and “losing” and what that does to a team and it’s members. The fear of being on the wrong side of that binary choice is a stronger motivator than given credit for. Tying in several common topics of commission based vs salary based sales, semantics, and “blame” for miscommunication or culture.

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