Podcast
Insights and interviews about sales... and more.
How can you recognise your prospect ‘Status Quo’?
The 'Status Quo' can be considered a silent competitor, an enemy you face when your prospect is in the decision making phase.
So, how to recognise and mitigate it?
What's the 'Vendor Noise' and how to avoid it
What's the 'Vendor Noise' and why does it harm your conversations?
But above all, when does it happen and how you should avoid it?
How to stop wasting 'Selling Time': a practical example
How to stay more focused to protect your 'Selling Time' and get the best out of it?
The 7 key elements for a successful 'Success Story'
How to structure a 'Success Story'?
What key element should you add to make it memorable and effective?
How to improve your prospecting with the 'Hotspot Theory'
What's the 'Hotspot Theory' and how does it help your prospecting?
The confirmation bias: how does it jeopardize your sales?
What's the confirmation bias and how does it influence your sales?
And what can you do to avoid it?
The first 3 attributes every buyer evaluates
What are the 3 attributes a buyer evaluates in the first interactions with you?
How to create value with the ‘Golden Circle Pitch’: a practical example
What's the 'Golden Circle Pitch' and how it can help you with sales messaging?
Above all, how can you create one?
The Cognitive Dissonance: a psychological limit to your sales effectiveness
What's Cognitive Dissonance and how does it influence your sales?
Above all, how can you avoid it?
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