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Category: Sales, Sales Management

Paul Goldner
Paul talks with Jim about the anatomy of cold calling, including how to conduct cold calls. They also discuss how to grow your business through cold calling as a strategy, and not as a result of poor planning, poor training, and/or desperation.
Jim and Jack discuss various tips, tools, and fundamentals of effective salesmanship.
Paul Goldner
Paul and Jim talk about a number of selling tips, tools, and fundamentals.
Brad Huisken
Brad and Jim discuss them importance of effective communication in selling.
Patricia Weber
Pat talks with Jim about how to conduct a formal presentation.
Azriela Jaffe
Azriela talks with Jim about how to overcome the fear of rejection in life, in selling, and in other aspects of the marketplace.
Floyd Hurt
Floyd talks with Jim about something he calls The Benefit Finder. Floyd believes that salespeople spend too much time focusing on features instead of on benefits. The Benefit Finder is a method of making sure that you know the difference between a feature and a benefit, and therefore become more successful in sales.
Patricia Weber
Pat finishes a short series with Jim about the results of a survey she conducted with her network about some of the most pressing problems salespeople are facing. This visit covers product differentiation, lead generation, prospecting, and qualifying the prospect.
Patricia Weber
Pat talks with Jim about some of the challenges her clients and others in her network are having with selling and customer service, specifically how to deal with rejections, and how to be more successful getting an appointment.
Brad Huisken
Brad and Jim discuss the importance of every member of an organization understanding that they are part of the sales force, and then they discuss how to "own" the customer, including setting goals, understanding the selling cycle, and the arithmetic of selling.

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