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Shane Gibson's Podcast - Social Selling - B2B Sales and Influence

Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Monthly Archives / May 2009

  • May 27 / 2009
  • Comments Off on Needs Analysis in Sales Day 10 of the 28 Days to Better Selling
* Sales Podcast, 28 days to better selling

Needs Analysis in Sales Day 10 of the 28 Days to Better Selling

A few of us are in different time zones, others have expressed that they are a bit behind on the assignments so technically this is day 10.5 as far as timing goes but don’t worry, we’ll catch up by the weekend with some extra but easy to implement tweaks to our sales process.

Today is about building an effective needs analysis structure, tomorrow I will talk about how to conduct a needs analysis from a rapport perspective.  The topic today focuses on why we need a structured needs analysis process and how to structure it effectivelty.

Your assignment today is:

1) Brainstorm all of the possible closed, open, leading and request type questions you could ask

2) Organize them from least to most confidential

3) Pick the top 5 to 7 questions you could ask a client during an initial meeting or qualifying call

If you want some feedback on your questioning format you can always e-mail me at shane@closingbigger.net.

To catch-up on previous lessons visit the archive for 28 Days to Better Selling.

  • May 26 / 2009
  • Comments Off on Listening in Sales Day 9 of the 28 days to Better Selling
28 days to better selling, Sales Articles, sales assessment tools and indicators

Listening in Sales Day 9 of the 28 days to Better Selling

IMG_3571 Today’s focus is on listening. A big part of being good at all the steps in the sales process has to do with listening and being totally present.  I have put together (in PDF format) a brief self-assessment on listening for you to complete. A big part of being a successful communicator is self-awareness. Take time during and after this assessment to really look at yourself and acknowledge your strengths and weaknesses as a listener.

Your ability to be totally present during the sales process and to connect empathetically with the client can seperate you from your competition.  Clients often drop clues as to what they value and what they need if we listen closely enough.

Your assignment today is to be totally present and listen intently to everyone you interact with.

Download the listening self-assessment here

  • May 25 / 2009
  • 1
* Sales Podcast, 28 days to better selling

Don’t Be a Boring Sales Person Day 8 to The 28 Days to Better Selling

Face it, as sales people we can be really boring. We’re predictable, and in most cases we sound just like the next guy.  Being boring is a guaranteed way to commoditize our product or service and drag our sales cycle out much longer than it has to be.

Listen to today’s podcast and then do the following:

1) Make a list of all the mediums you could be using for follow-up

2) Ask the question: How could I make each application of each medium value added, unique, or innovative

3) Set a goal to follow-up your A category clients using all of the mediums in a creative, enagaging way that will differentiate you, your product, and your company.

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  • May 24 / 2009
  • 2
* Sales Podcast, 28 days to better selling

Lead Nurturing in Sales Day 7 of The 28 Days to Better Selling

Today is day 7 of the 28 Days to Better Selling.  Today we are going to focus on lead nurturing. Lead nurturing is really about taking a contact or a prospect who has given us permission to begin a relationship with them, and through a series of value added contacts solidify the relationship.  This relationship ultimately results in a deal if there is a match between what you offer and the prospect truly needs.

Your assignment today after listening to this podcast is to answer the following questions:

1) Do I have a structured process for follow-up over the life time of the relationship?

2) Is there anywhere in the process where I don’t have solid goals or book the next step?

3) Is there anything that is not client focused that needs to have more depth or be deleted?

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  • May 23 / 2009
  • 2
* Sales Podcast, 28 days to better selling, iPhone Podcasts

Investigative Prospecting Day 6 of The 28 Days to Better Selling

Investigative prospecting is about identifying individuals or corporations that are experiencing a certain event that makes them more open to immediately doing business with you. We have talked about sources of sales leads, and even Linkedin prospecting in the past few days.

Today’s sales podcast is for Day 6 of The 28 Days to Better Selling. In sales your ability to find new opportunities and fill your funnel constantly is the oxygen your career lives on. Without prospecting continually your sales career will come to an abrupt end. Have a listen to today’s sales podcast. I’m looking forward to your feedback.

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