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Category: Sales, Sales Management

Weldon Long
Weldon Long joins Jim Blasingame to reveal the emotional aspect of customer decisions, and how to identify their pain and demonstrating your ability to make it go away.
Suzanne Paling
Suzanne Paling joins Jim Blasingame to talk about the power of maintaining a sales training process in your business, including using role playing as a way to reinforce what’s learned before you sit in front of the customer.
Suzanne Paling
Suzanne Paling joins Jim Blasingame to discuss how small businesses can do a better job of training their sales staff about product offerings, including a staged approach regarding time and context.
Peter Meyer
Peter Meyer joins Jim Blasingame to reveal the three elements that are in play when considering growth, including your competence.
Ed Harrington
Ed Harrington joins Jim Blasingame to reveal some of the ways to challenge employees and customers when you think they may not be giving you truthful feedback.
Ivan Misner
Ivan Misner joins Jim Blasingame to continue his story about what he learned by engaging a “wallflower” at a fancy networking event, including the power of listening.
Rob Jolles
Rob Jolles joins Jim Blasingame to reveal the last two steps in professional closing, including discussing the logistics of the prospective transaction, and leaving the prospect with the reassurance that they’ve made the right decision.
Rob Jolles
Rob Jolles joins Jim Blasingame to reveal that summarizing and confirming what has been discussed with prospects, and gaining a commitment from them for what has been discussed, are the first two key closing steps.
Rob Jolles
Rob Jolles joins Jim Blasingame to discuss the closing process and why it requires patience, practice, communication skills, and an understanding of how people make purchasing decisions.
Robert Grede
Robert Grede joins Jim Blasingame to reveal that buying market share through discounting and advertising are two ways to achieve a greater market penetration, but use the discounting judiciously, and the latter in a targeted way.

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