Text us: 817-345-7449! Some people say likability is important for selling success. Others disagree. But if you know how to improve your ability to make people like and trust you more, success is bound to follow. We were going to talk about something else during this episode, but it kind of shifted to this topic. Which is fine, it's important. We v…

Text us: 817-345-7449! We constantly talk about how important conversation is in sales, but how do you have the best conversations if you don't know where your prospects are in the DISC personality spectrum? This episode, originally released in March, might be one of our most important episodes ever. Hence, we're re-releasing it for you. Knowing DI…

Text us: 817-345-7449! While not everybody has one, sales quotas are pretty common in one form or another in almost every company. And for some, this is a good thing. For others, it's bad news! Sales quotas can be extremely motivating when communicated and supported correctly. But they can also cause mountains of stress and pressure that end up dem…

Text us: 817-345-7449! The end of the year is here. Some people are completely out of budget, and some need to use it up. Maybe... Not every sales cycle is the same, and understanding both yours and theirs is crucial to how you sell. It might surprise you that not everybody runs on a January to December fiscal year, and where they are in their cycl…

🔶 Text us at 817-345-7449! 🔶 Believe it or not, Sales Throwdown is one year old! We wanted to spend our anniversary episode talking about what we've learned over the past year, how we've grown, and how thankful we are to YOU to be doing this. Without our fans and followers, this wouldn't work. So with that in mind, what are you struggling with? How…

Text us: 817-345-7449! Selling can be hard in the best of times, but motivation helps. However, if you have the wrong kind of motivation, it actually makes your job harder. With the right motivation, you can communicate effectively, work your process, and find the most qualified clients that will trust you to do the job well. But with the wrong mot…

Text us: 817-345-7449! We all know that prospects are more likely to buy from us if they trust us. But do you know what one of the easiest ways to build that trust is in sales? It's going into every conversation with skepticism. This episode was originally recorded much earlier this year, back when we could still safely be in the studio together. B…

Text us: 817-345-7449! If you google how to get better in sales, most sales gurus will start out talking about motivation. But is motivation really all it takes? This is the first of a two-part episode. In the first half, we discuss why we believe motivation isn't enough to make you a successful salesperson, but why it is important to have. Next we…

Text us at 817-345-7449! It's November, the month of gratitude and giving thanks. Unfortunately, sales can often be a thankless job. And how you let that affect you in sales can be huge. This week, we're talking about how each of us thinks about gratitude, what our expectations and hopes for receiving it are, and how we look at giving it. Because i…

Text us, 817-345-7449! It's common knowledge that a lot of people do not trust salespeople. There has been a negative stigma in sales for a very long time. Most of it is because of TV and movies, but there are a lot of underhanded and manipulative sales tactics that people have been teaching and spreading for years. Not to mention the general pushi…

Text us: 817-345-7449! As people, we all have strongly held beliefs that can affect the way we interact with others. Whether it's religious, political, or personal, it might get in the way of selling to somebody that has opposite beliefs to our own. This has become especially relevant this year with so many things happening at once. Some of your pr…

Text us: 817-345-7449! No matter what kind of sales you're in, you've probably had to deal with hagglers at some point. How you navigate those situations can make or break the deal... and your sanity. In almost every sales situation, there's typically some form of a contract. Those contracts hold the keys to how the future of that deal is going to …

Text us: 817-345-7449! 📲 Yes, it's that time of year again. We're in the fourth quarter, and if you haven't started planning yet, now is the time! Since this year has been so challenging and unexpected, this fourth quarter is a little different from any other ones we've had. We're not just planning for the quarter, we're planning for the next year …

Text us: 817-345-7449! Some people say likability is important for selling success. Others disagree. But if you know how to improve your ability to make people like and trust you more, success is bound to follow. We were going to talk about something else during this episode, but it kind of shifted to this topic. Which is fine, it's important. We v…

Text us: 817-345-7449! If you've been in sales for even a short period of time, you've probably heard tons of advice. This week, we're talking about the best and worst we've ever heard. With all the books, motivational speakers, courses, and companies out there, the amount of sales advice that you'll run into can be overwhelming. The good news: it'…

Text us: 817-345-7449! If you're trying to figure out how to close more deals in the proposal stage, you're not alone. This is a lot of sales people's biggest struggle! How many times have you sent a proposal to a perfectly qualified and eager client, and heard nothing but crickets afterward? It happens to everybody. But there are things you can bu…

Text us at 817-345-7449! We've got another fan question! Dan, a newer salesperson, would like to know how to talk to prospects in different stages of awareness. He sells windows and window installation, and he's talking to prospects that range from doing tons of research and knowing —or thinking they know—everything about the process to people who …

🔶 Text us at 817-345-7449! 🔶 It's official. Sales Throwdown is 1 YEAR OLD! As a special anniversary edition, we wanted to spend this episode talking about what we've learned over the past year, how we've grown, and how thankful we are to be doing what we do. Without our fans and our behind-the-scenes help, we wouldn't be here. If you are struggling…

In sales, most of us feel like we're selling in a flooded market. Even if you're not, you still want to stand out with your prospects to close more sales. So how do you rise above the crowd so that your prospects remember your name first when they're ready to buy? We had two different questions from the field: one asking how to stand out in a flood…

Look, we're not perfect. We make mistakes. This week, Clint is sharing what happens when you don't work your sales process. He's been chasing a deal that may never close. Usually, he would never do this. His process is typically much more focused on finding the right deals, getting the answer from the prospect quickly, and going forward or moving o…

With COVID-19 and huge financial concerns, both workers' and companies', a lot of teams are having to do make do with a lot less. People are getting laid off, they're finding more reliable or more lucrative work somewhere else, or they're just having to work from home. All of these situations can have a huge impact on the day-to-day of the job. But…

The art of selling is all about great communication. Each profile has specific ways they interpret and open up to different communication styles. That's what makes learning as much as you can about each profile so important. When you understand a style different than your own, it's easier to adapt for a smoother, more lucrative conversation. The ot…

Most businesses are in it to make money. The more, the better. But the more you sell, the more you have to work. You have to make sure all of your clients are satisfied. You have more services to fulfill. And you have to maintain your pipeline for future growth. All of this takes time and manpower, maybe more than you have. That's why, especially i…

Right now, people are being bombarded with quick-fix solutions more than ever; products, courses, or books that will "put you ahead of the rest." Not to say that there isn't value to be gained from some of this, but shortcuts don't really exist. Definitely not in sales, and probably not in any other parts of life. Time, patience, trial and error, p…

This week, we're continuing our theme of selling and storytelling. John goes a little deeper into his issues with authenticity during sales conversations. Because he thrives on hitting goals and solving problems, it can be difficult for him, (and people like him), to get through the rapport side of these chats. But since he knows how important rapp…

Most of us know that bonding and rapport is very important in selling. And one technique to create that bond is through telling stories during your sales conversation. It builds trust with your prospects, it helps them remember you, and it shows your human side before your salesperson side.But storytelling doesn't come naturally to everybody. And n…

Even though we all know rejection is a part of sales, we still cling to the "maybes" or the "let me call you backs" so hard. Why do we do this? Is it hope that they'll eventually come around, or fear that we can't afford to let them go?When we learn when to call it over and how to do it in a way that maintains the relationship, it makes everybody's…

🔶 Don’t forget to hit subscribe! 🔶We now know some of what grit looks like to different people. (Thank you to everybody that reached out to share their views on grit!)So how does your version of grit help you in sales? And does it sometimes become stubbornness?To find out, we're digging a little deeper into grit in this episode. We know that someti…

For inquiries about DISC personality assessments, email DISC@salesthrowdown.com. For advertising inquiries, email advertising@salesthrowdown.com.By John Hill, Melissa Bezner, Nannette Fallman, Al Daniel, Clint Bigelow

For information on taking a DISC personality assessment, email us at DISC@salesthrowdown.com.By John Hill, Melissa Bezner, Nannette Fallman, Al Daniel, Clint Bigelow

🔶 Don’t forget to hit subscribe! 🔶When we originally released this episode back in November, we thought that planning for 2020 was going to be just like planning for any other year.We had no idea that 2020 would be a dumpster fire of a year... making all of that forecasting and planning seemingly worthless. Now that the world looks a bit different …

For information on DISC personality assessments, email DISC@salesthrowdown.com.By John Hill, Melissa Bezner, Nannette Fallman, Al Daniel, Paul Rogers, Clint Bigelow

For information about taking a DISC personality assessment, email us at DISC@salesthrowdown.com.By John Hill, Melissa Bezner, Nannette Fallman, Al Daniel, Paul Rogers

To get Zoom info, sign up here: http://links.salesthrowdown.com/LLBBy John Hill, Melissa Bezner, Nannette Fallman, Al Daniel, Paul Rogers, Clint Bigelow

For our fourth episode of the new Live Lunch Break format, we talked about how DISC can help you shift your focus in sales.After checking in with everybody's week, the conversation shifts to the things we've started looking at to keep our pipelines full. Things we didn't put as much thought into in the past.Because of the way things have changed, s…

In the 3rd edition of our #LiveLunchBreak series, we start the show by talking about a disastrous sales call of John's. And while it didn't end up being a complete failure, it still highlighted some things to work on for him. Recovering from failure can be tough if we don't talk about it. So we discuss how each of us recovers from a failed sales co…

This is our second Live Lunch Break episode. This week, we focused on what changes you might need right now if you're in sales during COVID-19, and how to know when you can transition back to normal. We took some questions and shared some great nuggets from our fans. If you want to catch us live, we'll be back on Facebook Live every Friday at 12:00…

For more information about getting a DISC assessment, email us at DISC@salesthrowdown.com.By John Hill, Melissa Bezner, Nannette Fallman, Al Daniel, Paul Rogers, Clint Bigelow

This episode was originally released in October of last year. Its relevance is timeless, but the message might be even more important now.Your prospects' needs should always outweigh your own. But now, when priorities have changed, when businesses have had to shift and rethink how they will survive, finding what pains your prospects have should be …

The E Myth by Michael E. GerberBy John Hill, Melissa Bezner, Nannette Fallman, Al Daniel, Paul Rogers, Clint Bigelow

Good to Great by Jim Collins Range: Why Generalists Triumph in a Specialized World by David EpsteinBy Melissa Bezner, Nannette Fallman, Al Daniel, John Small Mountain, Paul Rogers, Clint Bigelow

Communication is the most important thing in sales. Without great communication, all of the other aspects of a sales transaction fall by the wayside.But how do you know the best way to communicate with somebody you just met?That's where DISC comes in. The more you know about your own profile, and the more times you practice and roleplay sales situa…

We're living in uncertain times right now. We don't really know what the near future holds for any of us in any industry.So how is that going to affect your sales?Some of you might be in industries that aren't heavily affected by COVID-19. But as the uncertainty grows and the fear spreads, almost everybody will probably be feeling it in some way.Wh…

In the 33rd episode of our Sales Throwdown Podcast, we are taking a deeper dive into leadership, specifically leading your sales team using DISC.If you missed episode 16, that was our first episode discussing what leadership meant to each of us, and how DISC affects our abilities to be successful leaders.This time, we focus more on how sales leader…

What is the difference between preparation and goal setting/KPI's?Goal setting lets you plan out where you want to be, and KPI's are the map to getting there. Preparation, however, involves the details of figuring out each specific client or job. There are many different ways of preparing, a lot of them depending on your DISC profile. Sometimes pre…

Over the course of our Sales Throwdown podcast, we've talked many times on the importance of planning and having goals to help you achieve success.But what do you use to make sure you're hitting those goals and wins?This is where accountability comes in. And it looks different for each of us.Where one person has a very specific idea of what account…

We talk about DISC all the time. It's at the core of everything we believe helps us succeed in sales. It's why we wanted to start our Sales Throwdown Podcast.But if you're not personally familiar with DISC, it can be easy to get them mixed up and forget which traits belong to which DISC profile. Now that we're on episode 30 and it's been almost six…

In Episode 29 on Sales Throwdown, we're taking some of the past concepts we've discussed and going a little deeper.We've talked about how important it is to build trust and have bonding and rapport with our future and current clients. But does building trust go both ways?As salespeople, we're aware of how often people lie to us to get us off the ph…

This week's episode was the third new show of the new year. Just like everybody else, we want 2020 to be even better than the last.That's why, this week, we talked about the things that could threaten to hold us back if we let them. In short, our challenges involve teamwork and having to sell in the face of past failure, getting past gatekeepers, h…

The reason we have this podcast is to help each other get better. And we know that if we help each other, we can help others. But we don't get better if we don't talk about the things holding us back.In episode 28, the Sales Throwdown team lays everything out on the table. We each have our own struggles, our own challenges, and our own fears. And t…