Top Secrets Of Promotional Products Sales

Tired of having your presentations derailed? In this podcast, business growth expert David Blaise reveals his simple, three-step RPR method to regain control of the sales process. As salespeople, we all know that if we want to be effective, we need to maintain control of the sales process.  We also know that generally speaking, whoever is asking the questions, controls the conversation. But the way we do that -- the way we ask questions and maintain control of the conversation and the selling process is also important. We can't always just flip things around on our prospects and expect them to sit still for it. Back in the early days of sales training, many people were taught to answer customer questions with questions. Some people still subscribe to that philosophy. So if the prospect said, "Does it come in green?" you might respond, "Would you like it in green?" If the prospect asks "How much for your mugs?" you might respond, "What's your budget?" To me, this is downright painful. If you're dealin

Is it really true that in business, everyone is replaceable? In this podcast, business growth expert David Blaise discusses this uncomfortable truth. Today, I'd like to call your attention to an uncomfortable truth. In business, everyone is replaceable. The person in your organization you think is replaceable? Replaceable. The person that person thinks is replaceable? Replaceable. The people in your organization you think are not replaceable? Replaceable. You, Me, All of Us. We're all Replaceable. The reason I tell you this is not to make you feel sad or hurt or inconsequential or unspecial or irrelevant. In fact, quite the opposite, because, while we're all replaceable, some are harder to replace than others, and I believe it should be the goal of each and every employee to work to become as hard to replace as possible, because the easier we are to replace, the more likely and the more quickly it is to happen. I'm sure there was a time when people thought John D Rockefeller, Henry Ford and JP Getty were

Some people have trouble achieving because they’ve never really outlined their goals and when you fail to define what you want, it’s nearly impossible to get it. But maybe you have outlined your goals, you know exactly what you want, you’ve written it down like a good goal setter and you review it regularly. If […] The post Goal Setting vs. Goal Achievement first appeared on Top Secrets.

Happy St.Patrick’s Day! This morning, I woke up, jumped on the treadmill and thought about the story of how St. Patrick drove the snakes out of Ireland. And it made me think, “what are the snakes in your life?” What are the snakes in your business? What are the mental snakes? The physical snakes and […] The post Driving the Snakes Out on St. Patrick’s Day first appeared on Top Secrets.

How are you at selling remotely? Are you okay with the idea of selling less in person and selling more via phone, email, and text? And if not, what’s that likely to do to your income? David: Hi and welcome to the podcast today cohost Chris Templeton and I will be talking about using phone, […] The post How are You at Selling Remotely? first appeared on Top Secrets.

Many businesses can start out and plod along for years without making any serious inroads in their marketing. But those who want to grow more quickly, need to take a different approach. For years, I’ve been training my clients on a strategy I’d like to share with you today. It’s about moving from stealth mode […] The post From Stealth Mode to Intimidation Mode first appeared on Top Secrets.

A lot of sales training focuses on the idea of maintaining control of the sales process: Directing attention, leading the conversation, deferring questions about price until the end. Essentially it’s about getting clients to go along with your agenda rather than following their own. Is that realistic? David:                   Hi, and welcome to the podcast. Today, […] The post Maintaining Control of the Sales Process first appeared on Top Secrets.

It would be great if we were able to close every prospect we ever targeted, but that’s just ridiculously unrealistic. So how many prospects should we have in our pipeline? And how many do you have in there right now? David:                   Hi, and welcome to the podcast. Today, cohost Chris Templeton, and I will be […]

Everyone knows that it’s generally easier to sell to your existing customer base than it is to sell to new clients. Still many salespeople and business owners focus a lot of attention on getting new clients. But what are some of the best ways to earn more from your existing customer list? David:                   Hi, and […]

Most value-based businesses hate the idea of price-cutters — those who go into a market, offering a low price (often for an inferior product,) while pretending it’s all the same. But price-cutters have always existed and there’s always been a market for them. So what place do price-cutters really fill in the current economy? David:                   […]

David:                   In our last podcast, we talked about how adversity reveals a client’s true colors. This week. I’d like to take it a step further and explore the idea of rebooting your customer base. With everything that’s happened in business over the past few months, it may be the perfect time to do it. Hi […]

Many business owners and salespeople have struggled with the effects of stay at home orders, mandated company closures and social distancing requirements. Some have been able to thrive, finding levels of creativity and resilience they never knew existed, while others have retreated, becoming entitled, fearful, or even hostile. It really shows how adversity can reveal […]

While many businesses are now getting back to work, it’s not always smooth sailing. Some industries are returning more slowly than others, which leave many business owners and salespeople wondering what they can do to get things back in gear. David:                   Hi, and welcome to the podcast. Today, cohost Chris Templeton and I will be […]

Social distancing has caused many people to feel isolated. This likely applies as much to you as it does to your clients. So what can we do to help our prospects and clients to feel less alone and to create more of a connection? David:                  Hi, and […]

The COVID-19 crisis caused many business owners to experience things for the very first time. Customers ordered to stay home. Businesses deemed nonessential and ordered to close. Many personal liberties curtailed. All of this has created a lot of fear. So what can we do to help clients see past it? David: Hi and welcome […]

Over the course of our recent podcast series, we’ve been discussing pandemic and post pandemic selling skills. We’ve discussed things like Facebook, social media, LinkedIn, YouTube, video, teleconferencing, and today we’re going to be discussing generating leads online. Are you doing it? Do you know how to do it? Do you have the tools you […]

In our recent podcast series, we’ve been discussing pandemic and post pandemic selling skills. How many of these do you have working in your business right now? David: Hi and welcome to the podcast. In the last couple of podcast episodes, Chris and I were talking about prospecting using social media that led to discussions […]

In our last podcast, we began a discussion on pandemic and post pandemic selling skills because the skills that got you to this point will probably not be enough to keep you moving forward. Do you have what it takes to survive and thrive in the new environment? Let’s find out. David: Hi and welcome […]

Business today is different, and those who have not adapted are running into a lot of trouble. Some people are determined to wait it out. And while I’d like to think that we can all just return to business as usual when the pandemic is over, I am far from convinced that will be the […]

What are you currently telling the market about what you do and how you do it? Do you talk about service? Do you talk about professionalism? Do you talk about speed of service or competitive pricing? Whatever it is you’re saying, be careful. Because the things you tell the market about yourself can be deadly. […]