Paul Smith
Sell with a Story PodcastEpisodes
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Using storytelling to capture the lessons learned from your best and worst sales calls.
Sales Hall of Fame president Steve Benson joins me to talk about a clever sales tool Badger Maps, as well as specific problems and solutions for salespeople during the pandemic.
Great at LinkedIn author Mike Sweigart joins me to talk about some of the best -- and worst -- things you can do on LinkedIn to help market you and your brand
Today, Jason Cutter is a sales success architect who coaches and trains successful salespeople. But in his past, he had several sales jobs in the trenches where he made the same kind of mistakes most of us make early in sales. Jason joined me t
If you'd been in one of Mark Bowser's customer service training classes in Indianapolis in the late 1990s, those are the first words you would have heard him say as he introduced himself.
If you'd been in one of Mark Bowser's customer service training classes in Indianapolis in the late 1990s, those are the first words you would have heard him say as he introduced himself.The post “These are not my pants!”: A Loyalty-Building S
Just because you've closed the sale doesn’t mean the need for storytelling has ended. In fact, the best salespeople continue to use storytelling after the sale in three primary waysThe post 3 Ways to Use Storytelling After the Sale appeared fi
Just because you've closed the sale doesn’t mean the need for storytelling has ended. In fact, the best salespeople continue to use storytelling after the sale in three primary ways
Mike Weinberg is pissed off. And if you work in sales, you should be, too. And that very righteous anger is directed at people in his own industry -- the sales coaching and training business. In particularThe post Getting Past Procurement and
Mike Weinberg is pissed off. And if you work in sales, you should be, too. And that very righteous anger is directed at people in his own industry -- the sales coaching and training business. In particular
This is the most creative use of storytelling in closing the sale that you're ever likely to come across.The post Coaching the Breakup – Helping your Prospect Fire Their Current Supplier to Make Room for You appeared first on Paul Smith | Busi
This is the most creative use of storytelling in closing the sale that you're ever likely to come across.
Do you really need empathy to be a good sales rep? My podcast guest this week says no. He's Nicolas Vandenberghe, CEO of Chili Piper.
Do you really need empathy to be a good sales rep? My podcast guest this week says no. He's Nicolas Vandenberghe, CEO of Chili Piper.The post Salespeople: Steve Jobs Didn’t Need Empathy, So Why Should You? appeared first on Paul Smith | Busine
What’s the difference between ethical persuasion and manipulation? That was the primary topic of my conversation this week with Brian Ahearn. And it’s an important difference that any salesperso
What’s the difference between ethical persuasion and manipulation? That was the primary topic of my conversation this week with Brian Ahearn. And it’s an important difference that any salespersoThe post 7 Principles of Ethical Persuasion appea
Every salesperson worth their salt does their best to get in front of the ultimate decision-maker. But we all know that’s not always possible.The post Salespeople: Arm Your Sponsor with a Story, Not Just a Pitch appeared first on Paul Smith |
Every salesperson worth their salt does their best to get in front of the ultimate decision-maker. But we all know that’s not always possible.The post Salespeople: Arm Your Sponsor with a Story, Not Just a Pitch appeared first on Paul Smith |
Software demos are broken, and everyone who sells software knows it. Greg Dickenson realized that when his boys came home from college for a visit. They needed to keep up with their online courses while they were homeThe post Software Demos Ar
Has this ever happened to you? You finish what seems like a great sales call. The buyer says that they definitely need what you’re selling, and the price and quality are both fine. They’ll definitely place an order.“But,” they say, “now’s just
{The 19th in a series of the 25 most useful sales stories}Wouldn’t it be great if you could resolve your buyer’s objections before they’re even brought up?Turns out you can. And, believe it or not, the best example I’ve ever seen of that was
{The 19th in a series of the 25 most useful sales stories}One powerful use of storytelling in sales is to resolve your buyers’ objections before they’re even brought up. I’ve come across two different methods to do this, so I’ll cover one in t
{The 18th in a series of the 25 most useful sales stories}One of the final, and most common objections buyers have to what you’re selling is price.So, if you’re at the point that you’re negotiating price, congratulations. You’ve got a prospec
{#17 in a series of the 25 most useful sales stories}As most salespeople have learned, the real selling doesn’t start until the buyer says no. That’s why there are all kinds of methods salespeople use for handling objections. Some of the more
{Number 16 in a series of the 25 Most Useful Sales Stories.}Value-adding stories are stories that actually add to the attractiveness of the product. They literally make people willing to pay more money for your product than they would without
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