Imprint: Business Author Interviews

Go-Givers Sell More by Bob Burg and John David Mann

Building on The Go-Giver, Bob and John return to dispense the practical side of focusing on generosity. Rather than taking every opportunity to close a sale, they have found that its far better to establish a relationship and build trust. They’ve found salespeople who have the heart have more long-term success.

I talk to Bob about how bringing the heart back into sales changes the process, what we do with the sales techniques we’ve been taught, ways to establish a relationship and more.

More about the book at Go-GiversSellMore.com
And more about Bob at Burg.com

 

 Go-Givers Sell More [14:09m]: Play Now | Play in Popup | Download

How to WIN a Pitch by Joey Asher

If presenting to customers before a sale is a regular part of your routine, this book will be a welcomed gem to your collection. It’s focused on that part of the sales cycle. Joey lays out in clear language what he sees as the clear differentiators in presentations that win clients over.

I talk with Joey about death by powerpoint, using your voice, and more. More on the book at www.HowToWinAPitch.com.

 

 How to WIN a Pitch [10:37m]: Play Now | Play in Popup | Download

The Art of Woo by G. Richard Shell and Mario Moussa

If you’ve ever have had a great idea, but found that was all the further it went, now there’s hope. Being able to ‘woo’ (win others over) is dissected between the covers of this book. Everything from assessing your style of communication to packaging your idea in the most effective way to removing the barriers that prevent you from getting your message across. If you want to be able to take your ideas and see them be launched, here’s how it’s done.

I talk with Mario about how Woo-ing is different from selling a product or service, signs to know your idea is ready to go and how to prevent that awkward feeling that you’re not getting your message across to the person you’re talking to.

Link:
www.TheArtOfWoo.com

 

 The Art Of Woo [21:56m]: Play Now | Play in Popup | Download

Hug Your Customers by Jack Mitchell

Are customers the center of your world? Of course we say they are, but are they treated that way? Jack wants you to treat them like kings and queens. Impress them by remembering their nicknames, favorite sports team and anniversary. Have their favorite beverage on hand when they stop by. Create a culture that appreciates and personally interacts with your customers. It not only creates a place that’s fun to work, but it creates loyal customers that come back time and again.

I don’t know a business owner who wouldn’t say the customer is the most important part of their business, so I asked Jack how he would know if an owner or CEO really believes that or is just kidding themselves. See if you pass the test.

Links:
www.HugYourCustomers.com
www.MitchellsOnline.com

 

 Hug Your Customers [19:47m]: Play Now | Play in Popup | Download

Selling to Big Companies by Jill Konrath

If you find yourself struggling to get a return phone call from a decision maker in a big company, there’s a reason. You’re using the wrong bait. Toss out all those Nightingale Conant tapes in your backseat – those techniques might do you just fine for B2C and some B2B selling, but if you want to catch a whale, listen in to what Jill has found out.

Also, Steve Gershik interviewed Jill on his Innovative Marketing podcast.

Links:
Website – www.sellingtobigcompanies.com
Blog – www.sellingtobigcompanies.blogs.com

 

 Selling to Big Companies [18:38m]: Play Now | Play in Popup | Download