TSE 1114: Assessing Curiosity To Optimize The Performance of Outbound Sales Reps

  Asking questions and learning about the client is an accepted part of sales, but the key is assessing curiosity to optimize the performance of outbound sales reps. Alex Burg, who has a [...]

TSE 1095: She is Too Young

Jordan Ray has endured more challenge in her 21 years than most people experience in a lifetime, so when she goes into a large hospital to share the product she has developed, many people believe [...]

TSE 1084: Sales From The Street – “Sales Malpractice”

When we convince ourselves that we have nothing more to learn, we fail to ask enough questions and we sometimes even commit sales malpractice. Brian Robinson has been in sales for more than 20 [...]

TSE 1081: Leave People Better Off Whether They Buy From You or Not

When you interact with your prospects, your goal should be to provide such great value that you leave people better off whether they buy from you or not. We’ve been talking about value all [...]

TSE 1067: 5 Things You Get Wrong When It Comes To Building Value

If you’re giving your customers things that you value instead of focusing on things that your customer needs or wants, you should be aware of the  5 things you get wrong when it comes to [...]

TSE 1065: TSE Certified Sales Training Program – “Don’t Make The Closing an Event”

Sellers are understandably focused on the closing of any deal but it’s important that we keep things in perspective and don’t make the closing an event. The truth is that every [...]

TSE 1050: TSE Certified Sales Training Program – “Paint A Picture”

If you paint a picture for your customers of where they are now versus where they want to go, you can help them make a buying decision.  Show them how the positive change will happen, or what [...]

TSE 941: Build Enough Value Before You Try To Close

The process of building value begins early in the buying journey. Sales professionals talk a lot about building value, but the truth is that value looks different to everyone. On today’s [...]

TSE 940: TSE Hustler’s League-“We Can’t Sell It Right Now”

  Most sales reps believe they are good closers, but the truth is that many struggle. It’s difficult to persuade someone to spend thousands of dollars, or even hundreds of thousands of [...]

TSE 912: What Should Sales Know About Inbound Leads?

Inbound is a powerful tool for your organization. We all want inbound leads, but we have to work with our teams to make sure our company will be known by the people who are seeking our product or [...]

TSE 904: Sales From The Street-“Building Value Pre, During & Post Meeting”

We all understand the importance of building value for the prospect. It’s important to know, too, that it’s an ongoing process. We should focus on building value before, during, and [...]

TSE 897: 15 Great Sales Coaching Questions You Should Ask

As a sales manager, your focus must rest largely on your sales reps rather than your customer. You must win your sales reps over in order to get them to perform at their peak. Do that asking [...]

TSE 888: Seven Stories Every Salesperson Must Tell

Stories validate the work you’re doing. They build value. And really good salespeople never stop telling stories. Mike Adams, author of the book Seven Stories Every Salesperson Must Tell, [...]

TSE 882: The Coffee Shop “Meeting Trap”

Imagine being invited to coffee by someone who wants to hear more about what you’re doing. You arrive at the coffee shop, spot him, wave him over, and buy him a drink. After 30 seconds of [...]

TSE 794: Sales From The Street-“Don’t Be So Jealous, Bro”

Sales professionals don’t like to admit it, but we’ve all felt jealous. When one member of the team is killing it while we struggle to close, resentment creeps in; the kind of [...]

TSE 789: Sales From The Street-“He Was Doing The Take Away”

Selling to a seller can be especially difficult. I know this because I once found myself working a deal with a client in which he was doing the sales take away. I was so desperate for the sale [...]

TSE 772: How Can I Improve My Listening Skills?

Ideally, as sellers, we should only talk 30% of the time during a sales conversation and let the prospect or customer talk about 60% to 70% of the time. You want to make sales? Then you have to [...]

TSE 769-6 Sales Principles I Took Away From The Greatest Showman (Part 2)

Today’s episode is a continuation of the other day’s episode where I’m sharing the other three sales principles that I took away from the movie, The Greatest Showman, and which [...]

TSE 669: Sales From The Street-“Hustle Till It’s DONE”

Problem with increasing your rates? I’m putting myself on the hot seat today as I discuss with you one major sales challenge that I faced and how I overcame it – in fact, raising my [...]

TSE 635: TSE Hustler’s League-“How Credible Are You?”

Today’s episode on the TSE Hustler’s League touches on the topic of credibility. We could be too focused on other areas of selling that we tend to leave out the credibility part which [...]

TSE 634: Sales From The Street-“The Agreement Was 130% More”

  First off, the TSE Hustler’s League is coming on September 28. We will be having two groups. One is focused more on the business growth success plans and the other group is focused on [...]

TSE 564: Sales From The Street-“Education is the Key”

josheckbio Establishing value is not necessarily the easiest thing but it could come much easier if you found a way to educate your prospect and share value with them. Then as a byproduct, they [...]

TSE 312: Stories Are A Great Way To Create Value

Today, we’re going to talk about how you can utilize stories in your selling situation to establish tons of value, credibility, and to help sell more. People love to buy, they hate to be [...]

TSE 298: Go For The No!

It’s been 25 years since Joel Boggess sat behind his very first microphone doing traditional radio in the mid 90’s and television, until he eventually ended up in the podcasting [...]