The Customer Is Always Right, Even If They’re Wrong

People have strong beliefs. Those beliefs may not be correct, but you will never win those buyers over by telling them their belief system is wrong or flawed. To earn people’s business, you must accept their beliefs for what they are and learn how to communicate in a way that validates what they believe is correct, says Jay Samit, author of Disrupt You!

Direct download: Customer_Is_Always_Right_Samit.mp3
Category:general -- posted at: 4:02pm EDT

Recording of Scott Armstrong's Oct. 9, 2014, RainToday webinar.

Direct download: 100914_Armstrong_webinar_audio.mp3
Category:general -- posted at: 4:19pm EDT

Recording of Helen Overland's July 17, 2014, webinar.

Direct download: 0771714_Overland_Webinar_audio.mp3
Category:general -- posted at: 9:05am EDT

Recording of John Doerr's June 19, 2014, webinar

Direct download: 061914_Insight_Selling_Webinar_Doerr.mp3
Category:general -- posted at: 8:59am EDT

When giving a presentation to a prospect or client, the fastest way to turn them away is to talk just about you. You can't stand up and beat your chest and expect people to be impressed. The best way to capture and hold a buyer's attention is to first demonstrate an understanding of them and their situation. Once you do that, then you can talk about how your services can help them, says Sims Wyeth, author of The Essentials of Persuasive Public Speaking.

Direct download: Sales_Presentations_Wyeth.mp3
Category:general -- posted at: 7:00am EDT

Ninety percent of sales training fails. When you consider how much a company spends per person on sales training, a company can lose as much as $500,000 a year on failed sales training. Those are frightening figures, but companies can improve them, says John Doerr, Co-President of RAIN Group and co-author of the new report Why Sales Training Fails. Listen as Doerr discusses why sales training fails for so many companies and what they can do to fix that and start generating more money, not lose it.

Direct download: Sales_Training_Fails_Doerr.mp3
Category:general -- posted at: 7:00am EDT

Want to get buyers to notice your website over your competitors'? Then stop making it look like theirs and stop trying to make it all things for everyone. Follow basic marketing advice and uncover the one thing you do different from everyone else, and use your website to clearly explain that one thing, says Ben Hunt, website consultant and designer and author of Save the Pixel: The Art of Simple Web Design. ( listeners can save 30% off the cost of the Save the Pixel.)

Direct download: Hunt_Website_Design.mp3
Category:general -- posted at: 7:00am EDT

The up and down of the economy has many professional services firms concerned about their business and often taking on any client that comes their way. It is possible to grow your business, however, without having to resort to desperate measures. You start by developing a growth plan that allows you to establish the foundation of a strong company. Listen as marketing strategist Lisa Nirell explains the struggles firms are dealing with and what it takes to get your business to grow and thrive.

Direct download: Nirell_Strong_Wealthy_Company.mp3
Category:general -- posted at: 2:00pm EDT

Effective thought leadership—the kind that attracts prospects that eventually become clients—requires a strong platform that your entire company adopts, not "random acts of content," says Craig Badings, author of Brand Stand: Seven Steps to Thought Leadership. Listen as Badings explains how to develop a strong thought leadership platform and the success organizations can see from implementing it.

Direct download: Badings_Thought_Leadership.mp3
Category:general -- posted at: 7:00am EDT

Webinars are a great way to build your brand, demonstrate thought leadership, and generate leads. They can also fill the gap when companies are not able to send staff to training. But for them to succeed, whether they're free or paid, you have to have a strategy. Listen as Lee Salz, author of Stop Speaking for Free, explains how to pick a topic that draws viewers, how to create a title that grabs people's attention, and the type of content you must provide if you want people to pay to attend your events.

* Full Disclosure: the link to purchase <i>Stop Selling for Free</i> is an affiliate link. And while the authors offered to pay us a small commission for anyone who purchases the book through us, we wouldn't promote it if we didn't think it was an excellent resource.

Direct download: Webinars_Salz.mp3
Category:general -- posted at: 7:00am EDT

You know body language can affect personal relationships, but have you stopped to consider how it and other non-verbal communication can affect your sales results and your client relationships? People respond on a primal level to how you say and do things, says Sharon Sayler, author of the new book What Your Body Says, so it's important you do things that draw people to you, not push them away. Listen as Sayler describes the two main things that hinder business relationships and what you can do to get people to respond positively toward you.

Direct download: Body_Language_Business_Sayler.mp3
Category:general -- posted at: 7:00am EDT

A sales training program might be just the thing to help your sales team improve their skills and sell more. But how do you know which program and vendor is right for you? To help you figure that out, Dave Stein, CEO and Founder of ES Research Group, discusses some of the findings of the company's Sales Training Vendor Guide.

Direct download: Stein_Sales_Training_Programs.mp3
Category:general -- posted at: 8:00am EDT

Sales has change significantly over the years, particularly for B2B services firms. These days everyone plays a role in helping to grow the business, and firms must have a client-centric approach, says Matt Heinz, author of Successful Selling. Listen as Heinz explains mistakes firms make with lead generation, how firms can win complex sales, and how to avoid becoming a commodity.

Direct download: Successful_Selling_Heinz.mp3
Category:general -- posted at: 9:00am EDT

Thought leadership might be considered a buzz word in the world of professional services sales, but it's an absolute necessity if you want to attract prospects and convert them into buyers. Listen as Scott Ginsberg, aka The Nametag Guy, talks about key aspects of thought leadership, mistakes people make, and how to overcome the biggest challenge of attracting prospects willing to pay for your services.

>>Learn More:
Attend Scott Ginsberg's Webinar How to Build a Thought Leadership Platform So Clients Come to You with Money on Thursday, July 29

Direct download: Browsers_to_Buyers_Ginsberg.mp3
Category:general -- posted at: 11:51am EDT





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