"Closing Strategies" by Tim Connor

"The close is a natural conclusion to everything else you've done effectively in the sales process. You don't turn a poor prospect into a customer with a closing technique, and you don't turn a poor prospect into a customer with a great presentation...The closing is just a part of the sales process, it's not the 'end' of the process. But there is a very successful technique that involves the use of one word...." CLICK TO LISTEN



SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Success Through Referrals" by Dr. Kerry Johnson

"Referrals are easy to get if you ask for them. Every time I do a presentation on referrals, 70% of my attendees never even ask for referrals after I tell them how to do it. Which is also interesting because only 15% of customers or clients will give you referrals without being asked for them. The fact of the matter is that people do want to talk to you when they know that you've been referred by someone they know and trust." CLICK TO LISTEN

SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Powerful Negotiation" by Michael Schatzki

"I think that one of the problems that salespeople have is they view the negotiation process as a 'battle of the proposals'. They put their proposal out, the buyer doesn't like it - the buyer says, 'You'll have to do better...I want something different', and we negotiate from there. And hopefully we make the sale and get the buyer to move as far in our direction as possible. A better way to look at it is to try to get inside the buyer's head" CLICK TO LISTEN

SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Powerful Prospecting" by Paul Goldner

"We've had a couple of down years in terms of sales. Most of the industries out there have been greatly challenged as a result of the economic environment. That doesn't mean that you have to suffer along with the economy - all it means is that you have to really focus more on the prospecting and new business development portion of your day-to-day activities." CLICK TO LISTEN

SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Selling Value" by Bill Stinnett

"We're talking about a transformation from being a product and services salesperson to becoming what we sometimes call a profit specialist - or to becoming someone who is focused on, and sells, business value." CLICK TO LISTEN

SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.