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Category: Sales, Sales Management

Brad Huisken
Steve and Jim talk about how small businesses can find opportunity instead of problems when the Big Boxes come to town. Big Boxes have a lot of stuff, but they don't have everything. They don't even have the really good stuff that is easy for small business, like customization, technical help, convenience, (your idea here). The guys wrap up by talking about the untapped resource, referrals.
Jack returns to the show to talk about one of Jim's favorite subjects, selling. Jim makes the statement that every member of every company is part of the sales team, from the CEO to the courier. Jim and Jack emphasize the importance of employee training as an investment in them and in the company. They move on to talk about some fundamental rules of selling, such as how to ask get the information you need from your customers and prospects.
Paul Goldner
Paul and Jim talk about the fundamentals of successful prospecting, including the importance of having the spirit necessary for prospecting, and understanding the prospecting process and prospecting tools.
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.

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