Tuesday, 27th July, 2010
SELLING TO THE TOP
Getting decision makers to buy from you
Are sales escaping you and you’re not sure why? Maybe it’s because you are not answering the 6 questions? What questions? ALL decision makers have 6 questions they ALWAYS need an answer before they buy. In this episode of SOLD, John Von Achen will share the six questions with you, so that you will be able to provide answers to each one of them during your selling process . . . so that you can close more sales, more often.
Tuesday, 29th June, 2010
STOP GIVING AWAY YOUR COMISSIONS (Part 2)
Ways To Concede Effectively and Profitably
John continues to share how you can avoid giving up too much during the negotiation process and how you can concede wisely. Because this is a topic of interest for ALL salespeople, you don’t want to miss this show. If you have not watched Part 1 of this episode, it is recommended to watch it first. And, as always, expect practical tactics and how-to’s from John.
Wednesday, 9th June, 2010
STOP GIVING AWAY YOUR COMISSIONS
Ways To Concede Effectively and Profitably
Part 1
Tired of always having to drop your price and give your commissions away to your customers during the negotiation process? In this episode of SOLD, John Von Achen shares specific strategies of how you can avoid giving up too much during the negotiation process and how you can concede wisely.
Thursday, 13th May, 2010
GET CONNECTED
Make Sure Your Customers Remember You
Looking for ways to connect with new customers? Interested in how to stay connected with your existing customers? In this episode of SOLD, John Von Achen shares specific strategies of how you can «get connected» with customers in ways to ensure you will have a greater advantage over your competition . . . and make sure customers do not forget you.
Tuesday, 27th April, 2010
ASK FOR MORE!
Always Ask For More Than You Expect to Get
Are your customers buying all they can? Too often salespeople make the huge mistake of asking a customer to buy what they think the customer will agree to . . . not asking the customer to buy what they might agree to. In this episode of SOLD, John Von Achen explores why it is so important to always «ask for more» and how you can ask with elegance and class.
Tuesday, 3rd March, 2009
Crack the Crisis Objection, Part 2
Are you hearing, “we can’t buy now because of the economic crisis”, from more customers these days than you would like? Let John help you out with handling this objection and others this week. He will continue a very practical episode of SOLD (this is part 2), dedicated to overcoming and breaking through objections.
Wednesday, 25th February, 2009
Crack the Crisis Objection, Part 1
Handling objections is always a challenge for sales people. But in an economic crisis, it becomes even more difficult; especially since most objections seem to be connected to something sales people seemingly have little control over . . . the economic crisis itself. Not to worry though, this week John explores how you can boost your abilities in handling objections in these tough economic times.
Wednesday, 18th February, 2009
Are You "Crisis Relevant"? Part 2
This week, John continues to share with you specifically how you can develop influence on all of your current customers and all potential customers you meet, through what John calls “crisis relevance”. This episode, along with part 1 from last week, is incredibly empowering and eye opening, especially if you want to keep closing customers throughout the duration of the economic crisis.
Wednesday, 11th February, 2009
Are You "Crisis Relevant"? Part 1
If you want to get the attention of your customers in this economic crisis and have power in front of them, you will need to work a lot different than you did last year. And this week, John will share with you specifically how you can develop influence and significance with all of your current customers and all the potential customers you meet, through what John calls "crisis relevance".
Tuesday, 3rd February, 2009
Selling in the Economic Crisis, Part 2
This week, John continues sharing his “TOP 10” tactics for selling in the economic crisis. These tactics come directly from his latest best selling book and are guaranteed to help all salespeople close more sales, more often during the economic crisis! So, if the economic crisis has caused your sales volume to drop or if recently you are having a harder time closing sales . . . don’t miss this week’s episode of SOLD.
Tuesday, 27th January, 2009
Selling in the Economic Crisis, Part 1
Has the economic crisis caused your sales volume to drop? Are you having a harder time closing? Let John help you this week. Direct from his latest best seller, John shares 10 tactics all salespeople can use immediately to help them close more sales, more often during the economic crisis!
Tuesday, 20th January, 2009
Rejection No More, Part 2
John continues looking at how you can reduce the refusal and rejection you encounter AND how to use refusal and rejection to your advantage. Especially considering the economic crisis all salespeople are dealing with, this episode (and Part 1 of course) can have a powerful impact on how you sell and how much you sell this year.
Tuesday, 13th January, 2009
Rejection No More, Part 1
It happens to all salespeople and in the financial crisis and recession we are in now, it will probably happen more often. Would you like to learn how to reduce the refusal and rejection you encounter AND learn how to use refusal and rejection to your advantage? This week John will share with you how . . .DONT MISS IT!
Tuesday, 23rd December, 2008
This Might Be You!
Too often the sales profession becomes more serious than it should be. Sales should be fun (at least some of the time)! And to that end, John pokes at the sales profession by sharing his “Top 10 List” of how to identify a salesperson. This episode will probably not teach you anything, but a good laugh is guaranteed.
Tuesday, 16th December, 2008
Let the Customer Close, Part 2
John continues to share specific techniques designed to engage and enlist the help of your customers when closing any sale. That’s right . . . just imagine your customer actually helping you to help them say “yes”. It is possible . . . lean how now.
Tuesday, 9th December, 2008
Let the Customer Close, Part 1
Did you know you are not alone when you are “closing”. Your customers will help you. That’s right. And, they actually want to help you close them. No, I have not lost my mind. I am serious about this. Watch and learn how you can empower your customers and get their support when you are closing the sale.
Tuesday, 2nd December, 2008
No Sales Dorks Here, Part 2
In Part 2 of NO SALES DORKS HERE, John continues to share specific techniques you can use to increase your sales “coolness” and confidence, thus building more trust and greater rapport with your customers. And, in the process you will continue to increase the effectiveness and power of your communication skills and your ability to build meaningful and positive relationships. Don’t miss it!
Tuesday, 25th November, 2008
No Sales Dorks Here, Part 1
Do your customers see you as “cool” and confident or as a “sales dork”? Well, customers don’t buy from dorks. They only trust and buy from salespeople who can communicate effectively and build meaningful relationships. Can you? Learn how this week.
Tuesday, 18th November, 2008
Stop Losing Sales, Part 2
In Part 2 of STOP LOSING SALES, John continues to demonstrate how any sales professional can turn around lost sales and "profit" from almost all sales and all selling relationships, regardless of whether a customer initially buys. It is recommended to watch Part 1 first if you have not already done so.
Tuesday, 11th November, 2008
Stop Losing Sales, Part 1
Lost any sales lately? Sucks doesn't it! But just because you lost the sale ... DOES NOT mean you have to lose! Yes, that is right. John shares how you can "profit" from almost all sales and all selling relationships, regardless of whether a customer buys from you. Sounds too good to be true, but it is. Watch and see for yourself.
Tuesday, 4th November, 2008
When to Close
Do know when the best time to close is? John does! This week he will share how you can identify specific "signs" customers display during the sales process that tell you they are ready to moving into what John refers to as the "closing zone".
Tuesday, 28th October, 2008
Closed Forever, Part 2
John continues to focus on how you can keep your customers closed after the initial sale and keep them from experiencing “buyers remorse” by sharing additional practical tactics and how-to’s. It is recommended to watch Part 1 first if you have not already done so.
Wednesday, 22nd October, 2008
Closed Forever, Part 1
Have any, so called, loyal customers that you have seen “bounce” recently? It happens (especially in the tough times), but it should not happen often. There are a number of actions you can take to keep your customers closed after the initial sale and keep them from experiencing “buyers remorse”. John will share with you what he does to make sure his customers stay “sold” initially and long after they have said yes.
Thursday, 2nd October, 2008
Sell All You Can
Is your database looking a little dry these days? Are your orders/contracts not as big as you want them to be? Maybe it is time for you to get focused on who you are selling to and spending time with. John explores how you can sell “strategically” and reap higher profit form all customers you are working with.