E19: B2B Handling Objections – That’s Too Expensive
In this episode, we jump into handling an objection that many salespeople fear. Why? Because most of them, when confronted with a client objection, automatically move to ‘fight or flight.’
E18: B2B Goal Setting for Sales Success
This episode delves into something that’s super important to all sales people – your WHY. Why are you doing what you’re doing? And how do you connect that to your goals?
E17: B2B When a Prospect Goes Quiet
This episode shares one of Neil’s infield training experiences, with a new BDM in the Aesthetic industry.
E15: B2B 3 Steps to Cold Calling
In this episode, Neil starts explaining the process of building a Cold Call Plan to approach larger, more prestigious businesses. He explains how the process has three steps – to prepare, execute and follow-up an important business meeting.
E13: B2B Securing Sales Growth with New Business
In this episode, Neil discusses how building your sales territory via New Business acquisition (i.e. opening new accounts), requires skill and consistency. He suggests you should first learn to identify what’s a good fit for you and your brand, before you try to secure new accounts. Then your efforts will start to attract the path of least resistance, where flow, improved results and a high level of enjoyment and satisfaction follow.