When firms are equally competent in the services they provide, two things compel a buyer to choose one firm over another: comfort and passion. When someone feels comfortable with you and sees you are passionate about what you do, they will want to work with you. Listen as Harry Beckwith, author of Selling the Invisible and Unthinking: The Surprising Forces Behind What We Buy, discusses how firms can use those forces to increase sales.

Direct download: Professional_Services_Sales_Beckwith.mp3
Category:podcasts -- posted at: 7:00am EST

Don't make the mistake of thinking all buyers are the same. Each has their own buying preferences. But if you take the time to understand their persona and adjust your sales process so that they're comfortable, they'll be more inclined to buy from you, says Mike Schultz, co-author of Rainmaking Conversations.

Direct download: Buyer_Personas_Schultz.mp3
Category:podcasts -- posted at: 7:00am EST

Look at a company that's struggling to make sales, and chances are three things are holding it back. One of those things is selfishness. Focus less on what you can get from buyers and more on what you can do for them, and success is inevitable, says sales trainer Dan Waldschmidt.

Direct download: 3_things_that_sink_companies_Waldschmidt.mp3
Category:podcasts -- posted at: 7:00am EST

Oren Klaff, author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, explains the six rules for communicating with buyers' crocodile brains, how to take control of sales meetings, and how to attract buyers to you.

Direct download: Sales_and_Buyers_Crocodile_Brain_Klaff.mp3
Category:podcasts -- posted at: 7:00am EST

Chasing after prospects is hard work, not to mention miserable as you try to get through their gatekeepers. But when you produce podcasts, interviewing people in your target market, something changes—prospects come to you.  Listen as Todd Schnick, founder of The Intrepid Group, discusses how businesses of any size can—and should—use podcasts to develop new business.

Direct download: Podcasts_and_Prospecting_Schnick.mp3
Category:podcasts -- posted at: 7:00am EST



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